informamarkets Exhibitor Lead Retrieval Guide User Manual

Exhibitor Lead Retrieval Guide
User Manual

We are using Visit Connect as our Lead Retrieval tool, to help exhibitors and visitors make the most of their event participation. This includes a digital profile, digital content,  marketing tools, and a sophisticated lead capture system that enables exhibitors to collect, detail, and respond to leads immediately.
This document gives you an overview of how to get your lead capture system setup, how to use the system during show days, and how to access your leads post-show.

Using the Visit Connect web portal menu

Setup Questions

Exhibitors can add questions for their leads to answer, which they can set up under Manage Questions.

Example questions:

• What is your buying cycle?
• What is your preferred method of contact?
• When are you looking to place an order?
• What is your purchasing authority?
• Who is your current supplier…?
• Are you looking for a particular type of product?
• What products are you interested in?
• What is your total budget?
• Are there any colleagues we should also contact?
• What quantity of product X are you looking to order?

Note: you could also add questions for stand personnel (Stand personnel means: the people who represent your company inside your stand or booth at the event) to answer  after they have interviewed a lead (A lead is a person who represents a sales opportunity for your company), such as:

• Is this lead to hot, warm, or cold?
• Please assign a follow-up action (e.g., send a brochure, send an email, set up a meeting, none of the above, other).

Remember: the better you tailor your questions to your customers and business needs, the more effective your post-event follow-up is.

Setup Questions

Exhibitors can add questions for their leads to answer, which they can set up under Manage Questions:

NOTE:

• The type of answer can be changed from this drop-down menu to include free text, multiple choice or single choice.
• It is recommended to keep your questions to 10 maximum and rank by importance for ease of asking the questions to the potential lead.
  

NOTE:

• The type of answer can be changed from this drop-down menu to include free text, multiple choice or single choice.
• It is recommended to keep your questions to 10 maximum and rank by importance for ease of asking the questions to the potential lead

Setting up Digital (QR) Content

A second way to collect leads

• Scanning a visitor’s badge is one way to collect their information and secure them as a lead.
  A second way is to include QR codes on your stand.

• Within Visit Connect, assign QR codes to your company overall or to specific products and let visitors give you their contact information when they scan these QR codes that you have positioned around your stand!

Under Digital Content, exhibitors can upload content (information about their business, products, and services) and generate QR codes, which they can add to their booths. Visitors have access to the content when scanning the QR code on their booth.

Visit Connect Progressive Web App

Lead retrieval with a scanning app
Information about a visitor who is a potential lead is shared with an exhibitor when the exhibitor scans their (digital) badge. The scanning is done through Visit Connect which can be accessed directly through the show apps (when logged in) or through the Visit Connect scan app.

You can use the scan app to:

• Collect leads by scanning the QR codes on visitors’ badges
• Record visitors’ answers to questions
• Attach text notes, images, and voice memos to leads
• Copy a lead’s contact details to your device contacts

Alternatively, you don’t need to install an app. Progressive web apps (PWAs) work through the web browser of your device. And once you’re up and running, it will keep working even if you lose an internet connection. When you reconnect, all the data collected with being synced to the Visit Connect server

Collecting Leads

Collect Leads

1. Tap the Add leads button in the bottom-right corner of your screen
2. Allow the app to use the camera on your device
3. Scan the QR code on the visitor’s badge
4. If the scan succeeds, your device may vibrate or make a sound, depending on the device settings
   

Collect Leads

If the scan fails, you can manually enter the visitor’s 15-character code on the Enter code tab.
This code is three groups of five letters printed on the badge.

y0r107pyt87mr7IRTTEST

Collect Leads
After adding the lead, you can enter answers to questions that were set up to prevent and attach memos, images, or notes.

Review Leads in App

On the main screen of Visit Connect, you can see a list of all the leads collected. Tap on one to see the details, and you can continue to annotate after the visitor has left.

Accessing Your Leads

Retrieving your lead data from the app

http://visit.gesevent.com

Accessing your leads in the Visit Connect web portal

• Log in to your Visit Connect account in the web portal (https://visit.gesevent.com/)
• Click Leads in Service Centre in the side menu to see a list of all the leads that have been collected during the event
• The columns FULL NAME, COMPANY, and EMAIL show the leads’ contact details as entered on their event registration form. The list also contains these columns:
  • Primary and other industries the business operates in
  • Company size
  • Job function/ Clinician or Laboratory professional specialty
  • Leve of seniority
  • products they are looking to purchase
  • Value of the products they are looking to purchase
  • Product categories they are interested in
  • Type of companies they are looking to meet
  • Scanned by: This tells you the method the lead was collected
  • Scan time: The date and time at which the lead was collected and by which staff member
  

Managing leads
You can manage leads in several ways in the Visit Connect portal:

• Search for leads by typing into the search field at the top and pressing Enter

• Filter leads by various criteria: stages of contact, company, the person who scanned the lead, content scanned by the lead, scan dates

• Preview a lead’s details by clicking the lead in the list. The preview appears in the bottom area of the screen and from this section you can;
  o Click the edit button to view and edit a lead’s details. (See Accessing a lead’s details for more information)
  o Click PRINT LEAD SHEET to save or download the details (see Print lead sheet)

• Export the leads in any format (excel, CSV) by clicking EXPORT (see Export leads)

• Update the list with the latest information by clicking REFRESH LEADS (if the event is still going on).

You can delete a lead if needed. For example, if a person contacts you with a request to remove their information from your records due to privacy considerations.
The deletion cannot be reversed and you must use the delete icon to delete one or more leads from the Leads screen.

Accessing a lead’s details

The six tabs at the top of the lead’s details page let you see various things:

• CONTACT – View and edit the lead’s contact details
• YOUR QUESTIONS – View and edit the answers that the leaders gave to your (custom) questions
• REGISTRATION QUESTIONS – View and edit the answers the lead entered on their event registration form. (Not all events share this information with exhibitors. The  tab is empty in that case)
• NOTES – View and edit the notes recorded for this lead or add new notes
• CONTENT – This lets you see the content collected by the lead
• STAGES – See or choose which stage the lead is in, such as Contacted, Active Opportunity, or Long Term Opportunity.
  You can use this tab to build up a contact history for the lead

Print lead sheet

• You can print out the information collected about a specific lead (A lead is a person who represents a sales opportunity for your company) on a lead sheet. This way, you have the most important information on hand when you follow up on a lead.
• In the menu, click Leads
• Select from the list the lead whose details you want to print.
  

Exporting Leads

• You can use the Visit Connect web portal (The Visit Connect web portal is where you manage your accounts, licenses, and leads) to export leads to an Excel workbook or  .csv file for follow-up or import into a CRM.
• In the menu, click Leads.
• In the bottom-right corner, click Actions -> Export all leads.
• Click DOWNLOAD and choose where to save the file to your computer and select Save.
• You can now open the export file in Microsoft Excel, or import it into any software that supports this file format (see Leads export file).
  

Thank you
Please reach out if you require any support:
Arab Health team:
ah.customerservice@informa.com
Medlab Middle East team:
MLME.customerservice@informa.com

References

• Visit Create

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