Case Study: The Exhibition Follow Up and Beyond

The Client: A Pension Fund Resource

The Challenge: The client takes a stand in least 2 major trade shows a year, but does not have the internal resource to follow up visitors and qualifying those likely to do business with him. He is concerned his substantial investment at the exhibition won't be maximized. He is also aware that his proposition is highly technical and needs to be presented to highly knowledgeable pension fund directors at blue chip UK companies.

The AQL Solution: To create a database of prospects from business cards and forms filled out by exhibition visitors. AQL consultants immersed themselves into the client's documentation, then clarified directly with the client any remaining areas of question. All prospects were phoned multiple times within 2 weeks of the exhibition.

The Result: AQL confirmed qualified appointments with a high proportion of the client's visitors. Appointments confirmed via phone and email, with background notes of each call to provide our client with valuable information before the appointment. The client has turned appointments into business without having to take on sales staff. The client further realized that his marketing efforts would be greatly enhanced by reserving regular calling hours each week, and adding to the database with additional prospects from other sources.

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