262 - Tips from Professional Magician to Maximize Trade Show Leads & ROI - Scott Tokar

262 - Tips from Professional Magician to Maximize Trade Show Leads & ROI - Scott Tokar

Author: Jim Cermak January 27, 2025 Duration: 28:53

Strategies for How to take trade show lead generation to the next level from a professional Magician! Scott Tokar, owner of Corporate FX joins Jim Cermak of Trade Show University to discuss strategies to maximize ROI at your next trade show, conference, expo and event!

** Want More LEADS, More SALES and More PROFITS at your next Trade Show?

Book a free 15-minute strategy call here: https://calendly.com/tradeshowu


Scott Tokar says simply drawing a crowd isn't enough; exhibitors must implement strategies to activate the audience, efficiently collect data, qualify leads, and ensure effective post-show follow-up. He advocates for moving away from linear processing and utilizing parallel processing strategies to maximize the number of quality leads.


Scott and Jim discuss:

- Beyond Crowd Gathering: Activating Your Audience

Tokar emphasizes that attracting a crowd is only the first step. The real challenge is "what do you do with a crowd once you've got them in the exhibit?" You activate them by:

- Moving the crowd to a theater-style presentation.

- Engaging them in a passport-style promotion with stamps.

- Using gamification, like a QR code and a prize wheel.

- Understanding the limitations of traditional badge and lead scanners

- Implementing Parallel Processing - collecting lead information from a large group simultaneously.

--- This process allows “30 seconds to scan a hundred people.”

- Quantification vs. Qualification - both are important for different reasons

- Qualifying Questions – The Key to Identifying Hot Leads. We give powerful examples of these!

- Automated Follow-up via Drip Marketing:

- Linear vs Parallel Processing

- Sales Staff Involvement and Observation


Scott's Top Takeaways:


-- Embrace Parallel Processing: Move beyond linear lead generation methods

-- Implement Gamification: Use QR codes and games to engage audiences and facilitate quick data collection

-- Leverage Data: Combine data from various sources for richer insights

-- Automate Follow-Up: Use drip marketing campaigns to stay in touch with leads


Connect with Scott Tokar:

- https://corporatefx.com/

- LinkedIn - https://www.linkedin.com/in/scotttokar/


Get your free Trade Show Traffic Scorecard: https://tradeshowuniversity.captivate.fm/


Jim Cermak hosts Trade Show University for Virtual & Live Events, a deep and practical resource for anyone whose business depends on connecting with an audience, whether on a convention floor or through a screen. This isn't about vague inspiration; it's a working toolkit built from conversations with seasoned experts and Jim's own extensive experience. Each episode functions like a focused seminar, delivering actionable tips and training that exhibitors, marketers, and show planners can apply immediately to see a real difference in their engagement and return on investment. With a library spanning over 220 episodes, the podcast covers the full spectrum of modern event planning-from crafting a compelling virtual booth experience to mastering the logistics and psychology of a live trade show. You'll hear candid discussions on common pitfalls, innovative strategies that are working right now, and breakdowns of what truly moves the needle for businesses. Beyond the audio, the community around this podcast extends into consulting and collaborative training, emphasizing real-world application. For professionals tired of wasting time and budget on events that don't deliver, this series offers a clear path forward, turning every appearance into a measurable success.
Author: Language: English Episodes: 100

Trade Show University for Virtual & Live Events
Podcast Episodes
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