If you attend trade shows you may not know the truth bomb I’m about to throw at you.
Those dozens of emails you get inundated with the night after the show and in the following days? The first one you receive wins your top-of-mind awareness and you are more likely to remember them when it comes time to buy.
As Vision-e’s Strategic Partner Manager, I attend Salesforce World Tours and other technology conferences to reach potential partners and customers. After a prospect hands me their business card and we finish our conversation, I push their business card data into Salesforce by simply taking a picture of it on my phone. Through automation, an email goes out to them just minutes after speaking with them.
I know what you’re thinking — how is that different from what everyone else does? Well we know 99% of people at the conference are always on their phone. We want to stay top of mind. We call this first movers advantage.
When I loop back around the booths an hour later and I see the prospect I connected with, he remembers me, mentions the email he got from me and boom, we strike up another conversation. This in turn, lead to a great partnership opportunity.
So what’s the behind the scenes process that wins more business?
Our team leverages Salesforce’s Process Builder along with our business card scanning solution to send automated emails to our trade show prospects moments after we meet them. In addition, I use Salesforce Process Builder to designate tasks to our staff based on specific criteria that the prospect meets.
Vision-e finds that for every 100 sales activities, teams generate two sales proposals. Through a Vision-e client use case, we know that on average only 12% of actionable business data from business cards was within their Salesforce organization. That meant 88% of their prospecting led to 0 opportunities.
By leveraging process builder and our scanning solution, we do two crucial things. Every business card we obtain from trade shows goes into Salesforce — not lost in a bag or hotel room. Then, using automation, prospects are added to an email campaign and leveraged by Salesforce Process Builder. This leads to an increase of activities that generate two more proposals per trade show.
Using Salesforce technology with our own Salesforce native Salesforce application, we win more sales because of our immediate action. And all it takes is some prep work before the next conference.
For more information about Vision-e’s Salesforce Business Card Scanning solution, email Jonathan Hairgrove at Jhairgrove@visione.com.
