STAR Business Consulting Announces "Trade Show Plus" Lead Follow Through Program

March 21, 2011 - PRLog -- “Trade Show Plus is designed to effectively and efficiently manage all leads an exhibitor gathers at a trade show and follow them for a period of one year,” stated Keller. “Too many sales people give up after a few calls or emails to a prospect the sales cycle is usually much longer. We stay on top of each lead and report regularly as to the status of the prospect’s interest in purchasing.”

Various industry reports suggest that trade show exhibitions and foot traffic is on the rise. “When companies spend the kind of money they do for booth space, utilities, the booth itself, travel, lodging, meals, incidentals and the opportunity cost of sales people being out of their territory, the dollar amounts add up quickly,” says Keller. “Our program is efficient and cost-effective.”  

Keller further stated, “When I founded the company in 1994 it was with the intention of helping businesses grow their revenue. That was, and remains, the single biggest problem that business owners face; there is not a single company in the United States that doesn't want more revenue. Spending precious resources on trade shows can be a total waste of money unless the leads generated are followed up.”

“Poor sales management in the booth remains a problem,” says Keller. “During the good times, sales people could often succeed by simply showing up to work at the booth. Buyers are being more careful about buying decisions, which extends the buying cycle. Yet sales people are having a hard time learning this new dynamic. For too many sales people, if the deal doesn’t close in thirty days, they move on. But buyers don’t make major decisions in that time frame and need a longer courtship. That is where we can help. Trade Show Plus is part of our core mission at STAR Business Consulting."  

Keller commented that the old bad habits are likely to still exist. "Companies attending trade shows have horrific follow through on leads gathered at the booth. I find it amazing that prospects come to a booth, spend time talking to the sales people that can help them, and then the lead is never or just casually followed up on. The company might as well have never attended!"

"We work with companies to grow the top line and over the course of the past 17 years have worked with banks, CPAs, law firms, manufacturing and distribution companies, insurance agencies, real estate agencies, food and beverage companies, consumer products, equipment companies, and companies in health-care" stated Keller. "I am delighted to get back to what I have always loved doing, helping companies grow."

Numerous surveys had been published with research suggesting that small and mid size businesses have had serious concerns and issues gaining revenue in a tough economy.

STAR Business Consulting, Inc. is a Valencia, California based company with clients that have included CalTrans (California State Department of Transportation), Minute Maid, Pillsbury, along with many small and mid size businesses since 1994.

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STAR Business Consulting, Inc. works to improve sales and marketing effectiveness as measured by top line revenue growth.