at a business conference listening to a speaker


Resources  |  3 min read

Top 10 Places to Rescue Lost Leads No. 3: Conference Networking

by Jeanette LeBlanc

Don’t play coy: We know you went to that killer conference, networked your socks off (maybe drank too much cheap conference wine), and collected that stack of business cards that rivaled the Leaning Tower of Pisa. You swore you would follow up with every last one. And then, despite your best intentions, you came home and got swept back into life and never really did. 

 It’s OK; we won’t judge.

 But those cards represent a stack of valuable leads.

 So, first off, congratulate yourself on being a networking rock star. You collected all those cards, after all. 

 The pile looks daunting now, but that is where the power of automation comes in—to make sure that none of those leads fall through the cracks.  

Start adding them as contacts today (if you’re an Infusionsoft by Keap customer, use a handy app like Snap to make it fast and simple). Taking the time to add new contacts to your database as soon as you get them (or that night) will mean no more Leaning Tower of Business Cards taunting you for weeks, if not months.

This is where a marketing automation setup can really save you time: You can create an automated campaign specifically designed to follow up with these conference connections. Think of ways to engage your leads with your content and product offerings, and make sure to connect your communications to the conference where you met.

Post conference follow-up tips:

1. As you enter each contact, add notes or specific details to their contact record—these may be useful later on as you further engage. From topics that came up in conversation to their great polka-dot tie, these details can help you create and maintain a real connection.

2. Scan the list of contacts to determine if any of them are especially hot leads, and consider creating a different campaign for these, or reach out personally.

3. Create an automated sequence that will help you stay top of mind. And remember, it’s not just about immediate follow up—you want to make these long-term, engaged contacts, so consider how you can make them part of a nurture campaign that keeps them opening your emails for many months, if not years, to come.

4.  on getting your lead engaged with your content and offerings, and position yourself as an expert resource. Share helpful whitepapers, reports or e-books.

5. With the exception of a very hot lead, this is not the time for a hard sales approach—aim to be helpful and of service to your new connections.

Read our Conference Playbook for useful advice on how to maximize your conference experience—and more ways to turn those business cards into something a little more useful than a desk drawer liner.

Want to have all top 10 places to find your lost leads in one guide? We’ve bundled them all into an e-book. Download it here.

Was this post helpful?

Subscribe to our newsletter

Fresh small business insights and ideas delivered weekly to your inbox, gratis.

Before you go...

Get fresh small business insights and ideas delivered weekly to your inbox.

Subscribe to our weekly newsletter!

What you'll get from it:

As a thank you for subscribing, we'll send you a copy of our 2019 Small Business Marketing Trends Report with insights from over 1,000 surveyed business owners. The gifts just keep on coming.

4 Reasons to Subscribe:
  • Weekly tips to dominate sales and marketing

  • Expert small business resources that cost you zero dollars

  • We're focused 100 percent on small business success

  • Righteous GIFs

    GIF of Ferris Bueler principal's assistant

P.S. We'll never give out your information. We'll only use it to send you awesome content and resources, if you're cool with that.

Why the name change?

Infusionsoft is now Keap. Why? Because it takes perseverance to grow a successful small business, and we’re here to help.

Our mission remains the same: To simplify growth for millions of small businesses worldwide.

As Keap, we now offer a family of products designed to help small businesses no matter what stage they’re in.

We created Keap, the all-in-one CRM, sales and marketing platform for growing service businesses, because most small businesses need to start simple and grow over time.

Our top-tier product, Infusionsoft, is for small businesses with more advanced sales and marketing automation needs.

So whether you want to start simple or you’re ready for our most advanced edition, we offer a Keap product that will help you get organized, deliver great service, and grow your business.

Keep going. Keep serving. Keep growing.

See demo