Observation
Prospects are
everywhere
o
o
o
Always be looking
Read the news
Trade journals
Company Initiated
Prospecting
o
o
Telemarketing
o
Telephone
Human calls
Computer generated calls
Fewer leads
Lower cost
Advertising
o
o
Direct mail
Newspaper
Other media
Past Customers
o
Go over list of inactive accounts
o
Selecting the right show
On the spot vs. lead generation
Display planning
Staffing the booth
Pre show training
Getting high visibility
Managing information collected at show
Planning follow up
o
o
o
o
Trade Shows
o
o
o
o
o
Web Sites
o
o
For Prospecting
Streamline the sales process
Joint marketing with other firms