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  • AH

    Andy Hopkins

    5 months ago #

    When we capture lead info at events, we try to note who had the conversation with them and what were the highlights of the conversation. We'll put that in the notes that go into our CRM. So when we go to do follow-up we can personalize it to those specific conversations. We start with phone calls, but then can do a tailored email to follow up. We'll take a template and adjust it based on the areas it can be personalized.

    We also denote someone's level of interest, and of course get anyone that wants a demo on the phone as quickly as possible the week following the conference so it stays top of mind.

    • PH

      Pradyut Hande

      5 months ago #

      These are valuable inputs. Thanks, Andy!

      Personalized and contextualized conversations certainly foster greater recall and interest. It's important to have a process in place to record notes for all the conversations one has at these events.

  • CH

    Chris Hornak

    5 months ago #

    Connect with them on LinkedIn, twitter and other social networks.

  • CM

    Claire Mackerras

    5 months ago #

    Yes , social media plays a pivotal role to make an engaging follow ups with leads and prospects. First, you just made a clear prospect about product or anything you are going to deal in. Then write some effective and engaging stuff for Linkedin InMail. As I know, LinkedIn InMail can be an incredibly effective prospecting tool when done right. You can too try using that.

    • PH

      Pradyut Hande

      5 months ago #

      That definitely makes sense. We haven't experimented with LI InMail yet. Might look into that. It's very easy to have your follow-up email lost in the glut that one receives.

      Thanks for sharing, Claire!

  • SK

    Scott King

    5 months ago #

    Connect on LinkedIn while the person is in your booth. "Great talking with you. I am sending a connection request on LinkedIn so we can discuss further when we get back home."

    You can take a picture with them while they are in your booth. Follow up with the picture. They then remember what you look like and what your booth looks like and the conversation you had.

    • PH

      Pradyut Hande

      5 months ago #

      We've contemplating experimenting with the "picture at booth" idea and incorporating the same in our follow-up emails to personalize the interaction.

      Thanks for sharing these great ideas, Scott!

  • KC

    Kelvin Claveria

    5 months ago #

    If your list is big enough, you can create a custom audience on Facebook or LinkedIn and advertise relevant content to them in those platforms. This will increase brand awareness over time without spamming people's email inbox. The key though is to push relevant and useful content.

    • PH

      Pradyut Hande

      5 months ago #

      That's interesting. Thanks for sharing your take on this, Kelvin.

      However, more often than the number of leads might not justify such an approach and one has to fall back upon the tried and tested email/social media follow up.

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