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How to Use Conferences to Get Hot Leads

Leveraging conferences for leads isn’t as simple as just showing up. If you want to optimize your attendance, preparation starts before you attend the conference. The work to land hot leads requires follow-through at the conferences you attend and follow-up after you attend. 

Here’s how to get started making the most of conferences

1. Review the conference attendee list for likely leads

Reach out to the event organizers for a list of attendees a week or two before the event. Note anyone you’ve interacted with in the past year. 

2. Reach out to warm contacts 

Set up meetings with the attendees you’ve had prior contact with. Offer to exchange referrals and introductions with as many people as possible. 

3. Identify “land and expand” opportunities

Aim to deepen relationships with large companies. Look for attendees from companies you may have already started connections with. 

4. Prepare to build relationships with centers of influence

Keynote experts and speakers may not be your ideal customers, but you should not ignore them. Ask them questions, buy their books, and follow them online. Experts have the potential to help you meet many leads. 

5. Block out time for post-conference follow-up

Plan for 2-3 hours on your calendar the day after any conferences you attend. Send emails, make calls, and connect with attendees on social media during this time. 

Connect with sales reps who have a knack for networking from our global talent pool. Contact us to discuss your hiring needs.

Eliot Burdett

CEO at Peak Sales Recruiting

Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless. Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner. He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.