/ Sample Lead Card
Overview

Below is a sample Trade Show Lead Card. This particular card was developed for our internal use here at Trade Show Samurai. However, it contains the major “buckets” of information that you will need to create your own lead card.

The lead card has three main parts:

  1. The contact information section contains the information your sales team will need to follow-up with the individual. If the attendee has a business card or if you can scan their badge you can staple this information to the lead card. Be sure to at least write down the name, company and phone number so you can still follow-up if the card gets lost. The exact information will vary according to your company’s needs.
  1. The “About Your Company” section allows you to capture the important demographic information you will need to later qualify the prospect. Choose the top 4-8 main areas that you want to know. In this example we collect information about job function and their trade show habits. Your company will probably not be interested in this information so you will need to create your own categories. The check boxes (О) ensure that your team of Trade Show Samurai will be able to complete the form quickly and accurately.

BANT information (Budget, Authority, Need, Timing) is typical qualification stuff that you can include if you want to. You can tweak this too if you need to. Some companies have sales cycles that take weeks or years, for instance.

  1. The last section is for personal notes to your sales staff. This is where you can add things that will help your sales person prioritize or break the ice. I might include a note about which shows the prospect is planning on attending, for example.

At the bottom of the notes section there are three boxes. The first is gut feel for the potential of the prospect “Hank, Will and Carl” stand for “Hot, Warm, and Cold,” this is a discrete way of recording your thoughts.

The middle box captures the initials of the Trade Show Samurai who captured the lead. This is useful if you need to go back and ask questions later or provide some kind of reward or incentive for the best or most leads capture.

The last box is an indicator of the interest level of the prospect. Similar to “Hank, Will and Carl,” we use the indicators “Harry, Mike, Lori” for “High, Medium and Low.” It is possible to have a cold lead with high interest. This would mean the person was really interested in your product even though they could never afford it. I’m a Carl/Lori lead for a Ferrari, for instance.

Few companies use lead cards at trade shows. It’s tragic. Lead cards virtually guarantee you will come back from the show with more qualified leads. A fistful of business cards with chicken scratch on the backs is not the same thing as a stack of completed lead cards with good, actionable information.

/ Sample Lead Card
General Purpose
About You
First Name: Last Name: M / F
Company Name:
Title: О President О Vice President О Director О Manager О Sensei О Other:
E-mail: Phone Number: ( ) -
Address:
About Your Company
Job Function: ОTrade Shows ОMarketing ОSales ОManagementОSleeping ОOther:
Type: О Services О Technology О Consumer Products О B to B О Other:
Shows/Year: О 1 О 2-5 О 5-10 О 10-20 О 20+ О None, wants to start
Show Goals:О New Leads О Product Demos О Client Appreciation О On-site Sales О Kick Ass/Take Names
Pre-show Training: О None О Some О Extensive | О Needs Improvement О Well Done
Lead Flow: О Low О Medium О High | О Needs ImprovementО Okay О Great Leads
BANT / Budget: Yes / No / Authority: Yes / No / Need: Yes / No / Timeframe: ______months
Notes
О HankО Will О Carl / О MM О KN О LB / О Harry О Mike О Lori
/ The Four Core Arts—A free Webinar from Trade Show Samurai
Invitation

If you haven't had a chance to catch the Trade Show Samurai Webinar click here! The new and improved webinar will teach you and your staff the key booth skills that can exponentially increase the number of leads you bring home.

We are holding weekly webinars covering the skills of the Trade Show Samurai every Friday at 12:32 PM central time. Yep, that's 12:32 PM.

During this free 30-minute webinar you will learn the FourCore Arts of the Trade Show Samurai-- skills that lay the foundation for some serious butt-kicking on the trade show floor.

No bells and whistles, no fancy promotions, just a few, somewhat counterintuitive, communication skills that will help you properly engage attendees, have meaningful conversations with them, collect the information you need and then send them merrily on their way. It's cool, it's free, it will be the best 30-minute investment of your trade show life!

To secure your honored spot at this epic webinar visit

We look forward to your participation. If you have any questions, please feel free to contact me, Mike Moyer (Sensei), at (773) 426-6353.


“I’ve seen the Trade Show Samurai techniques work wonders at a number of different shows and the results are nothing short of spectacular. We came back from shows with literally hundreds of leads. Even the skeptics were amazed! I can think of no other training I have been through that offers such immediate and concrete benefits.”

- Adam Schuler, International Truck & Engine Corporation