Mastering Post-Trade Show Lead Follow-Up: The Richard Erschik Success Story

Mastering Post-Show Lead Follow-Up: The Richard Erschik Success Story

Introduction

In the dynamic world of trade shows, tangible success extends beyond the glitz and glamour of the event itself. Post-show lead follow-up has long been a puzzle for exhibitors, but the story of Richard Erschik, a seasoned professional in the trade show industry, reveals the secrets to conquering this challenge. Erschik not only solved the post-show lead follow-up problem while he himself was an exhibitor, but he also founded a successful company that served exhibitors and soared past the $10 million mark. He sold his successful company to one of its customers and today, he generously shares his insights through live webinars and a new book that guides exhibitors down the same path to post trade show exhibiting success.

The Initial Struggle

For years, while employed by a company as an exhibit manager, Richard Erschik, a name now synonymous with success in the trade show circuit, found himself grappling with a common predicament after each event – the challenge of follow up on leads generated during the show. Despite amassing promising names of contacts and potential clients, the process of converting these leads into tangible business opportunities after the show proved elusive. Erschik’s struggle mirrors that of many exhibitors today, leading to unrealized potential and missed opportunities.

Identifying the Problem

Erschik astutely recognized that the key to post-trade show success lay in the revamping of the lead follow-up process. The conventional methods of manually inputting leads into a CRM system, sending generic follow-up emails, and hoping for the sales force to take over and follow up was no longer effective. The industry needed an innovative solution that would revolutionize how exhibitors handled post-show lead follow-up.

The Birth of a Solution

Motivated by the need for change, Richard Erschik embarked on a journey of innovation. He delved into the intricacies of post-show lead management, seeking a method that would not only save time but also significantly improve conversion rates. After months of tireless research, trial, and error, Erschik developed a comprehensive process that streamlined lead follow-up, maximizing the potential for turning leads into clients.

Erschik’s process involved the integration of readily available software and a personalized touch. Instead of relying on generic emails and the sales force, Erschik created a system that allowed for highly targeted and personalized communication with each lead. No lead was left unattended, while the personalized touch helped to qualify buyers and establish a connection with each lead that went beyond traditional means.

Building a Successful Company

With the groundbreaking solution in hand, Richard Erschik transformed his struggling exhibition efforts into a thriving business. His company quickly gained recognition within the trade show industry for its exceptional post-show lead follow-up strategies and service. Customers who contracted Erschik’s service and methods reported significant increases in conversion rates, ultimately translating into higher profits.

For decades Erschik’s company’s success was reflected in its revenue, surpassing the 10-million-dollar mark within a short period. The entrepreneur had not only overcome his personal struggle but had also revolutionized the way exhibitors approached post-trade show lead follow-up.

Sharing the Secrets Through Webinars and a New Book

Following the sale of his company and the recognition of the transformative power of his solution, Richard Erschik felt a sense of duty to pay-it-forward and share his insights with fellow exhibitors still grappling with post-show challenges. This led to the inception of ‘live’ webinars where Erschik guides participants through his proven methods, offering a step-by-step approach to mastering post-trade show lead follow-up.

The webinars became a show organizer sponsored sensation within the industry, attracting exhibitors from around the world eager to learn the secrets behind Erschik’s success. The webinar and new book content is not just theoretical; Erschik provides practical examples, case studies, and actionable steps that attendees can implement immediately in their own post-show strategies.

Key Elements of Erschik’s Solution

Integration of Commercially Available Software: Erschik emphasizes the importance of leveraging technology with the simplicity of repetitive tasks in the lead follow-up process to ensure that no lead falls through the cracks.
Personalization: Generic follow-up emails is replaced with highly personalized direct-mail communication in the form of customer satisfaction. Erschik stresses the need to qualify each lead and tailor sales force follow-up accordingly. The entire process can be implemented and managed by exhibit managers which elevates their role to ROI status.
Training and Team Collaboration: Successful implementation of Erschik’s methods requires booth staff introduction to ensure seamless execution. All included in Erschik’s webinar and new book.

Conclusion

Richard Erschik’s journey from a struggling exhibitor to the founder of a multi-million-dollar company serves as an inspiration to the trade show industry. His innovative approach to post-show lead follow-up not only propelled his own success but has also empowered countless exhibitors to achieve similar results. His live webinars and new book continue to be a valuable resource for those looking to master the art of post-trade show lead management.

As the trade show landscape evolves, embracing these proven strategies becomes increasingly critical for exhibitors striving to stay ahead in a competitive and dynamic industry.