Red Flags to Help You Avoid Bad Leads

Posted by Cat Virca in Tips, Trends

Trade show expenses are the second most expensive advertising cost for companies. Carly Stec, HubSpot guest blogger for the Tradeshow Network Marketing Group, has put together a list of helpful tips for maximizing the return on your trade show investment. Keep an eye out for these signs to avoid leads that might not be a good fit for your company.

1. No Decision-Making Power. Just because a rep expresses interest in your business, doesn’t mean they’re in a position to make a purchase. Be aware of job titles when you’re qualifying a potential new lead and make sure you’re dealing with a high enough level of authority.
2. No Need for Your Product or Service. Talk to attendees about what they are trying to accomplish in regards to their business goals. Ask them why they are considering your company in the first place. They may not be worth pursuing if you know you can’t provide a solution or they’ve already committed to another provider.
3. Too Big/Too Small. Keep your own capabilities in mind when considering taking on a new lead. Ask them upfront how big their company is to easily distinguish workable leads.
4. Outside of Your Territory. Be mindful of the location of their company and easily disqualify leads that are outside your range of business.
5. Fake Contact Information. Pay close attention to the personal information you receive from attendees. If they didn’t care enough to leave a valid phone number or email address, they won’t be worth the time spent chasing them.

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