1. POTENTIAL ATTENDEE/WEB SITE VISITER IS REACHED

When the Potential Attendee Decision Maker (DM) is reached, our phone reps give an initial benefit statement about the event/web site and invite the DM to attend/visit.

A) WHEN DECISION MAKER AGREES TO ATTEND AN EVENT/SEMINAR/CONFERENCE
Event Registration - We can register the DM on line/by Fax or by E-mailing the form to our client

B) WHEN DM SAYS NO TO ATTENDING – INTRODUCE LEAD GENERATION
TII transitions the Decision Maker into the Lead Generation Process when, after our rep verifies that he/she is speaking with the Decision Maker and further verified all the Decision Maker’s contact data, our rep:

• thanks the Decision Maker for their help

• (without pausing…)… goes on to say, “Just one last thing, please. We have a (new division/new product/new service/an accessory to a product the customer has purchased/other) and we’d appreciate e-mailing information about this for your review. May we do this, please?”
   

  • NO to E-mail – Our rep asks if our client could fax or mail the information instead
    · NO To Faxing or Mailing – Our rep thanks the DM for (his/her) time and closes the call thanks the DM for (his/her) and close courteously

  • YES to Fax or Mail – Our rep verifies fax or mailing address and then asks if a Specialist (Soft Sell name for client’s rep) can call to answer any questions they may have
    § NO to Receiving a Call – We thank the DM for (his/her) time and close courteously

  • YES to Receiving a Call – We thank the DM for the chance to e-mail data and ask if mornings or afternoons are better for them to receive this call. (We record their response, thank and close)

  YES to E-mail – Our rep thanks the DM for the chance to e-mail data and asks for their e-mail address
  
  DM GIVES E-MAIL ADDRESS
  Our rep asks if a Specialist can call to answer any questions they may have

  • NO to Receiving a Call – We thank the DM for (his/her) time and close courteously

  • YES to Receiving a Call – We thank the DM for the chance to e-mail data and ask if mornings or afternoons are better for them to receive this call. (We record their response, thank and close)

A LEAD IS GENERATED when the Decision Maker agrees to receiving material and a rep call
 

2. POTENTIAL BOOTH EXHIBITOR IS REACHED

When our client is seeking additional exhibitors for their event, we generate leads of potential exhibitors by:

• asking permission to e-mail these Decision Makers to receive information about the event

• asking the DM’s permission for one of our client’s reps to contact (him/her) to see what their thoughts are about exhibiting and to answer any questions they have