How Can You Keep Track Of Your Sales Contacts at Networking Events
Meeting new people at networking events and at a business conference is easy. However, to turn those new contacts into winning business relationships is another story altogether for most businesses.
Mostly salespeople attend networking events and conferences just to “get their name registered” with no proper strategy to take care or handle the contacts they collect in those events.
In fact, according to research studies, more than 62 percent of businesses attending those events do not follow up with their leads after the events that suggest a tremendous amount of wasted efforts and missed revenue for the company.
Therefore, here are 5 things that sales reps can do in networking evens to get the most out of their business meetings and conferences, and come back with more than just a pocket full of visiting cards.
1. Find Out Who Is Going
Understanding the audiences participating and going for the events can help your sales reps to zero in on your goals.
Therefore, even before going to an event you must find out whether the specific event is for a certain industry or what topics the attendees are paying to learn more?
There are many ways several conferences offer sales reps to find out who will be attending their event. Hence, with an attendee list in your hand, it can be easy for you to create a targeted list of people whom you can email even before the start of the event as your pre-event email marketing campaign.
The ways you can discover the attendees who will remain present in the networking events include:
- Reviewing the roster of the speakers
- Viewing on social media who are twitting about the event
- Join an event’s Facebook group and check on the member’s list
Now as you map the networking event’s audience, you can plan forward so that you can find the opportunity to know your potential leads and prospects in person or with their help discover other innovative business opportunities based on co-marketing relationships.
2. Keep Customer Support Team in the Loop
Although in any networking event or business meets pursuing new opportunities for your business growth should come first in your priority list, nevertheless, if some of the attendants in the networking event are your present customers, make sure that you connect with your customer support teams in advance.
This is because networking events and conferences are an excellent opportunity to educate your present customers in person on your new offerings, ensuring their happiness with your brand.
Now, members of your company’s customer support teams, once they are present in the networking venue, can provide crucial info as to who among the present customers that might need special attention and so help you to maximize your time during the events.
3. Use a Mobile CRM
After a networking event gets over, several sales contacts slip through the crack when sales reps do not enter their data into the CRM database.
Therefore, having a mobile easy to use CRM at your disposal means you can conveniently add your fresh contacts directly into the cloud-based CRM after each meeting.
In addition to timely data entry, using easy to use CRM software can also help sales reps to prioritize their efforts by gathering real-time lead info and passing them to their marketing and sales teams.
Moreover, with the help of mobile notifications, you can also find real-time information when sales qualify any of these new leads back at the home office and therefore help you to follow-up with the new prospect in-person before end of the event.
4. Take Notes on Every Meeting
On several occasions during the conferences, you are likely to have impromptu meetings with prospects on your target list, or come across other potential customers you happen to meet.
All this information needs to be documented in your easy to use CRM for later references.
Hence, it is best to take notes, making sure to include any questions and objections raised during such conversations, which can help you to move the leads faster through the sales pipeline after the event.
Therefore, remember to document all interactions with your leads, and prospects in your CRM database, whether you are using a robust CRM like Salesforce, or any other Salesforce Alternative CRM for your startup or small business, as quickly as possible, since most often once these meetings leave your memory, the opportunities also drift away.
5. Assign Follow-ups and Prioritize Leads
Lastly, even before going for an event, create a process in place so that all in your sales teams know who should follow-up the leads after the event and know the right ways to prioritize them.
This post-event follow up process must also cover the resources such as specific offers and contents that will be needed for such outreach, so that your sales teams back at home can send personalized follow-ups within 24 hours after the event.
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