CUSTOMER SUCCESS WEBINAR JANUARY 10, 2013

With Mike Davitt, Customer Success Specialist

LEAD QUALIFICATION TIPS AND TRICKS

TSNN Stats 81% of trade show attendees

have buying power.

The #1 reason for attending trade shows is to see new

products.

67% of all attendees represent a new prospect and potential

customer.

46% of trade show attendees are in Executive or Upper

Management.

CIER Stats 76% of trade show attendees

arrive with an agenda.

35% will share their findings with 4-6 other people.

83% of attendees will buy something.

94% of attendees are comparing products between

competitors.

2013 TRADE SHOW STATISTICS

LEAD ENGAGEMENT BASICS

1 •  Stop prospects in the aisles outside your booth.

2 • Attract prospects with digital signage and screensavers.

3 •  Leverage partners, clients, and sales teams to talk up

your product/service.

4 • Be direct and ask prospects exactly what they’re

interested in, even if it’s the free t-shirt.

5 • Make sure that every prospect talks to a rep.

Watch the video

4 WAYS TO QUALIFY LEADS

Surveys You never

know until you ask.

Preliminary Questions

Are prospects interested in

the product or the free t-shirt?

Check Out Fields

Take a mental note and an actual note.

Reports Consider this Facebook for your trade show leads and monitor all activity.

SURVEYS

•  Background Color •  Background Image •  Survey Title •  Thank You Screen •  CSS/JS Qualify participants

based on previous answers to survey questions.

Ask different types of questions to

best qualify leads.

Attach surveys to collateral browsers to better qualify leads.

Other customizable features include:

PRELIMINARY GAME QUESTIONS

HOW IT WORKS

Participants must answer

these questions…!

…Before they can play the game or

view/select content.!

Helpful Tip: Be direct and ask

attendees if they’re interested in your products/

services or if they’re just

wanting to play the game.

CHECKOUT FIELDS

Qualifying checkout field examples:

•  Urgency

•  Next Steps

•  Sales Rep

•  Contact Later

•  Level of Interest

•  Notes

Custom field types:

Helpful Tip: You can still get quality lead

information without overloading the checkout screen.

REPORTS

PARTICPANT MONITORING

•  See participant record info and updates

•  Total downloads •  Total requests •  Last campaign •  Last application •  Desire to be

contacted

CONTENT MONITORING

•  Title of content •  Type of content

(URL, PDF, video, etc.)

•  Number of applications in

•  Total downloads •  Total requests •  Total views •  Content link or URL

ACTIVITY MONITORING

•  Content requests •  Content downloads •  Device IP address •  Content views •  New participants •  Campaign •  Application •  Content item •  Content URL