Apr 20th, 2026 08:00 PM
Asia/Singapore (GMT+08:00)

The FEEL #18: The Art of Follow Up - Booth Visits to Meetings

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Online Event via Zoom

Description

Trade shows dominate B2B budgets, yet CEIR research reveals that less than 20% of booth leads are followed up. This costly gap persists because 76% of salespeople view event leads as cold calls.

To break down actionable follow-up mechanics to seamlessly transform standard booth visits into high-value post-show client meetings, we invite elite lead management expert Richard Erschik. Richard famously processed one million leads for 147 companies, driving over $10 million in revenue.

Having trained 50,000 professionals and taught at the prestigious EXHIBITOR Show for 18 consecutive years, he shares field-tested strategies to guarantee 100% lead follow-up and secure event ROI.

Rundown Event

The following is a rundown plan for this event.

20/04/2026
20:00 - 20:03

Opening

Into & about podcast

20/04/2026
20:04 - 20:08

Richard's journey

How did he get into tradeshow leads follow-up

20/04/2026
20:08 - 20:14

Follow up gaps

Where most exhibitors lack in follow up

20/04/2026
20:14 - 20:20

Post-show qualification

Importance of re qualifying leads

20/04/2026
20:20 - 20:27

Booth qualification

Qualifying booth visitors effectively

20/04/2026
20:27 - 20:31

Leads follow up

Following up leads post-show

20/04/2026
20:31 - 20:35

Follow up accountability

Who should be in charge of follow up?

20/04/2026
20:35 - 20:40

Buying continuum

Understanding buying journey of visitors

20/04/2026
20:41 - 20:46

Trust & qualification

Earning trust during qualifying

20/04/2026
20:47 - 20:49

Booth staff & training

Importance of training booth staff

20/04/2026
20:49 - 20:52

Leads capture & CRM

Capturing leads & transferring to CRM

20/04/2026
20:52 - 20:54

Capture booth convo

Are you capturing insightful conversations?

20/04/2026
20:54 - 20:58

Follow up approach

Recommended follow up approach

20/04/2026
20:59 - 21:04

KPI & summary

Follow up KPI and lessons learnt

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