flexiblefullpage - default
interstitial1 - interstitial
Currently Reading

10 Tips for Getting More Leads From Home Shows

billboard -

10 Tips for Getting More Leads From Home Shows

Why are some companies so much better than others at generating leads from events? The answer lies in training and managing staff.

By By Dave Azer, with Amy Lamare April 5, 2017
This article first appeared in the April 2017 issue of Pro Remodeler.

For most home improvement companies, generating leads and sales at home shows and events is a key part of the marketing plan. Some companies are better at this than others. What sets them apart? It isn’t having the best product. It isn’t a beautiful display. It isn’t giving away swag. Everyone does those things. 

The most important ingredient in a successful home show is your staff. You need a quality product and a beautiful display, but ultimately your success or failure at a home show or event hinges on your people. Your event supervisor is the key to an effective team. To that end, he or she should:

1] Conduct “full-disclosure interviews” and review all of the requirements of the job.

2] Do script memorization training with the team before the first event.

3] Make sure trainees see the script and system being used at events by leaders and staff, and make sure they’re aware of how many qualified leads per hour they’re expected to generate.

4] Train and coach all new team members until they consistently reach their performance goals.

5] Ensure that there’s always an on-site leader at events who has the specific task of generating leads, coaching the team, leading with enthusiasm, and who consistently follows the company script and system. 

The leader and staff at the home show should, of course, have the goal of setting appointments for the sales team. But that’s secondary. Setting an appointment is a process, and it starts with one simple action by a show attendee: Stopping at your booth or display, at which point your staff can determine if the consumer can benefit from your product. That’s the primary goal. In the history of home shows and events, there’s never been an appointment set with a customer who didn’t “stop moving their feet” once they reached a company’s booth or display. Let’s review the critical steps required for event staff to get as many people as possible to “stop moving their feet”:

1] Engage every consumer who approaches your display.

2] Be friendly and charismatic.

3] Use the “10-foot rule”: Say “Hi there,” to each prospect 10 feet before they reach your booth, and then allow a short pause to give them time to respond.

4] Use a quick opening line that will be finished by the time the prospect is with the staff member engaging them. For example: “I have a gift, and a question ...” or “We’re having a free drawing to win a home makeover. Go ahead and enter, you could be the winner!”

5] Put a gift or an entry pad in the prospect’s hand, which will make them stop at your display. 


Add new comment

Plain text

  • No HTML tags allowed.
  • Web page addresses and email addresses turn into links automatically.
  • Lines and paragraphs break automatically.

Related Stories

Marketing Minute: How to Overcome a Drop in Demand

Director of Home Improvement Drew Barto shares tips on how to survive and thrive in periods of lower demand for your products or services

Do You Have a Healthy Marketing Mindset?

Use your marketing calories wisely and form healthy habits today to keep your business in shape

Marketing Minute: Tips for Making Better Videos

Director of Home Improvement Drew Barto offers insight on the importance of video and highlights an app contractors and remodelers should download today

How to Create Better Marketing Videos

This app will give home improvement companies more confidence to record videos for social media and websites

Are Your Text Messages Getting You Into Trouble?

Find out what happened when a contractor sent two advertising texts to the wrong homeowner

Are You a Farmer or a Hunter?

Industry advisor Mark Richardson says that over the last year, there’s been a major shift in the remodeling business from a farming mentality to a hunting skill set

5 Client Red Flags to Watch

Using these guidelines in the first meeting can save a lot of time and energy down the road

Going Digital to Market Your Business

Is your business equipped to market to the digital generation?

Breaking Through the Brand

Three remodeling companies share their motivations, stories, and experiences of redefining their outward identities for the next stage of growth

Cause Marketing: What Is It and Why Use It?

Home improvement industry leader Brian Gottlieb breaks down cause marketing and why it should be a part of every home improvement company's budget.

boombox1 -
native1 -

More in Category

native2 -
halfpage1 -