Pump Up IT Lead Generation at Local Trade Shows

To keep your business growing, you need to be constantly looking for sources of IT lead generation. With that in mind, don’t forget to take advantage of local business events right in your community. A perfect place to start is business-to-business trade shows.

Local or regional B2B trade shows attract just the small business owners, managers, and decision-makers you’re trying to reach. Boost your IT lead generation at the next trade show. It may sound daunting, but consider these four ways to participate:

• Run a booth

• Host a breakout session

• Join the planning committee

• Write an article for the program or newsletter

You may wonder if such an event is worth your time. You might spend 32 hours of time preparing for and attending the event.

Finances are also a factor, as hosting a fully stocked booth at a small local show can run you close to $1,000 or more. But consider this: You may, for example, connect with 40 new contacts, book maybe four sales appointments, sell three tech assessments and end up with two new clients—which can bring in revenue far exceeding $20,000. Of course, your mileage may vary.

And don’t forget to alert your customer list that you’ll be exhibiting at this trade show. Send an email to past, current, and prospective clients. This may entice them to come to the event, and at the least, it keeps your name on their radar and lets them know you’re active in the profession and in the community.

IT lead generation requires that you be prepared to invest in acquiring clients —pick a local trade show and start making that investment. If you have a great experience at a trade show, send us a note in the comments section below here.

And if you're serious about improving your lead generation from trade shows and other events, be sure to enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups.