262 - Tips from Professional Magician to Maximize Trade Show Leads & ROI - Scott Tokar

Strategies for How to take trade show lead generation to the next level from a professional Magician! Scott Tokar, owner of Corporate FX joins Jim Cermak of Trade Show University to discuss strategies to maximize ROI at your next trade show, conference, expo and event!

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Scott Tokar says simply drawing a crowd isn't enough; exhibitors must implement strategies to activate the audience, efficiently collect data, qualify leads, and ensure effective post-show follow-up. He advocates for moving away from linear processing and utilizing parallel processing strategies to maximize the number of quality leads.

Scott and Jim discuss:

- Beyond Crowd Gathering: Activating Your Audience

Tokar emphasizes that attracting a crowd is only the first step. The real challenge is "what do you do with a crowd once you've got them in the exhibit?" You activate them by:

- Moving the crowd to a theater-style presentation.

- Engaging them in a passport-style promotion with stamps.

- Using gamification, like a QR code and a prize wheel.

- Understanding the limitations of traditional badge and lead scanners

- Implementing Parallel Processing - collecting lead information from a large group simultaneously.

--- This process allows “30 seconds to scan a hundred people.”

- Quantification vs. Qualification - both are important for different reasons

- Qualifying Questions – The Key to Identifying Hot Leads. We give powerful examples of these!

- Automated Follow-up via Drip Marketing:

- Linear vs Parallel Processing

- Sales Staff Involvement and Observation

Scott's Top Takeaways:

-- Embrace Parallel Processing: Move beyond linear lead generation methods

-- Implement Gamification: Use QR codes and games to engage audiences and facilitate quick data collection

-- Leverage Data: Combine data from various sources for richer insights

-- Automate Follow-Up: Use drip marketing campaigns to stay in touch with leads

Connect with Scott Tokar:

- https://corporatefx.com/

- LinkedIn - https://www.linkedin.com/in/scotttokar/

Get your free Trade Show Traffic Scorecard: https://tradeshowuniversity.captivate.fm/