Question

Topic: E-Marketing

How To Qualify Buyers To Invite For A Trade Show

Posted by baz_ent on 12/26/2020 at 6:39 AM ET 250 Points
Hi Marketingprofs experts.
We are new in the tradeshow and exhibition business. There is a B2B tradeshow we are planning to organise.The aim is to bring sellers to meet with qualified buyers.My Challenge is how to qaulify buyers to invite to meet with the sellers at the tradeshow.
Thanks in anticipation of your steps by step guide.

Rgds
Frank
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RESPONSES

  • Posted by Jay Hamilton-Roth on 12/26/2020 at 9:24 AM Accepted
    Have you surveyed your sellers to determine what qualifications they are looking for? Are there a list of prospective leads they'd ideally wish to meet with at the trade show? From the buyers perspective, what's the benefit to them attending the show?
  • Posted on 12/26/2020 at 7:16 PM Accepted
    What kinds of products/services do your prospective sellers offer? Who are their target buyers? Your strategy for qualifying buyers will depend somewhat on the industry and product/service category.

    Why/how will you be any better/more effective at qualifying buyers than your sellers are on their own? In a way, your premise looks like a solution in search of a problem. Or do I not understand the situation?

    What is the economic value of a qualified buyer (for YOU)? How large a budget would you be willing to commit for, say, 100 qualified buyers?
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