- 01. Scanner setup that actually works
- 02. Qualifying questions in-booth
- 03. Hot-lead routing same day
- 04. CRM hygiene before staff leave the show
The lead-capture problem isn't getting badges scanned — it's making the data useful post-show. Here's a workflow that produces qualified, routed leads by close of show day.
Scanner setup that actually works
Use the show's official lead retrieval (most reliable scan rate) plus a CRM-integrated tool (Cvent LeadCapture, iCapture, Captello) for custom qualifying fields. Both, not either.
Qualifying questions in-booth
Three max: (1) Role and buying authority. (2) Timeline (next 90 days vs later). (3) Single biggest pain point. Anything beyond three either doesn't get asked or kills the conversation.
Hot-lead routing same day
Tier A leads (decision maker + 90-day timeline) get a personal email or LinkedIn from the booth lead before they leave the show. Same-day touch dramatically beats next-week follow-up on conversion.
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Get matched with buildersCRM hygiene before staff leave the show
Daily end-of-show: dedupe, tag with show source, assign owners. Don't let raw scan data sit in a spreadsheet for a week — quality decays fast.
- Use official show scanner + CRM-integrated tool, not either alone
- Three qualifying questions max — more kills the conversation
- Tier A leads get personal touch same-day
- Dedupe and tag daily — don't let data decay in a spreadsheet
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