What is lead recovery?

Lead retrieval creates a mailing list for future mailing campaigns and other types of advertising.

Lead retrieval is a term used to describe the process of quickly and easily generating lead lists while attending some type of event, such as a trade show, symposium, or convention. Typically, this means of collecting and organizing leads is managed electronically, scanning the badges worn by attendees and capturing essential contact data via a barcode present on each of the badges. The data collected can be downloaded and kept for use after the event is complete or used immediately to prepare and send follow-up emails, direct mailings and other forms of communication to these leads.

Lead retrieval can be used to compile a list of calls from potential customers.

This contemporary means of retrieving leads at different types of events requires event organizers to ensure that all presenters and registered attendees for the event receive badges that include a barcode. Just as scanners in other settings are used to scan barcodes to obtain pricing or other information, the codes printed on badges provide essential information such as the individual’s name and title, company name, mailing address, e-mail address. mail and even telephone and fax numbers. Through a scanner compatible with the barcode creation system, exhibitors and other participants can quickly scan the badges of people interested in new contacts and immediately save the data for later use.

One of the benefits of lead retrieval is that the process makes it much easier to collect sales leads at various types of events. In previous years, the process often involved strategies such as collecting business cards or getting people to sign up for drawings and organizing the manually collected data to initiate additional contacts after the event. By using a simple handheld scanner to scan the barcode found on participant badges, all data is captured electronically and available for immediate download into a contact database. This saves a lot of time and makes it possible to initiate those later contacts in a shorter period of time, increasing the chance of converting leads into prospects and eventually into customers.

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While lead recovery strategies save time and have the potential to increase the number of sales generated by attending an event, they also led to the need to create and observe a new rule of business etiquette. Before actually scanning a badge and capturing data, sellers and exhibitors typically ask for permission to do so. This gives the participant the opportunity to opt out or allow the badge to be scanned. In a way, following this approach to lead recovery makes it easier to think of the contact as a qualified lead, rather than one that is still considered somewhat cold or casual.

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