Lessons - How to Get More Leads from Tradeshows | Jonathan Pritchard, CEO of Hellstrom Group

Hi, it's Scott here. On these lessons, episodes of my podcast, I'll be selecting my favorite lessons from various guests and episodes of success story. Today you're going to hear from the world famous mentalist Jonathan Pritchard. Our Jonathan is the founder of Hellstrong Group, an international consulting company helping their clients connect with their employees, opportunities, and clients. He has worked with BP State Farm, United Airlines, and multiple other Fortune 500 companies. Today we're going to speak about trade shows. They're expensive. They're time-consuming. They're costly. We're going to talk about how to 10X your return from your customers when you're on the trade show floor. These have phenomenal opportunity to connect with their clients, their perspective clients. For me, my favorite way to help companies are companies that exhibit at trade shows. They are investing tens of thousands of dollars to reserve a 10X 20 booth. Have the booth designed and created and shipped and made and installed all that kind of stuff. They're doing all the print material. Then they're bringing four or five sales people there to stand in the booth, putting them up, feeding them like just the whole nine yards. Play, hotel, all that stuff. It's expensive. Yep. And then this marathon that they've been working on for months, they trip up at the last yard with this belief. The attendees are at the trade show anyway. They're going to stop in and say hi. It's like booking the fishing trip, going down there, getting on the boat, having your pole, and then going, we don't need bait. The fish will just jump into the boat, yeah, or get on the, yeah, exactly, exactly. So the way that the way that I help there is super niche. So what I do, well, I got to back up when I was 13, right, is doing the walk around magic stuff. I also learned how to juggle fire that summer, which was super cool. That is, so that is very cool. Yeah. It's like, I have great parents, they're phenomenal parents. So then what I would do is I would go to the nearest city, which was Asheville. So Asheville, North Carolina, Asheville. So then I would go to just downtown, beyond the sidewalk, I would juggle fire a crowd with build. And I would do kind of a magic show, that was before I specialized in mentalism. So I would do a magic show where I borrow a dollar, it disappears, and then comes back in the lemon that I was juggling eight minutes ago, that kind of a thing, right? So then I would pass my hat, and then that was party money. That's exactly what I'm doing at trade shows. So I take up a three by three square in their booth as their attraction. The kind of their mask got for hire, their spokesperson. So I work with the marketing and sales team to really understand what makes you guys different, what makes you better, what are your key marketing messages that you want to communicate that you can use to pre-qualify your leads? Okay. Then I custom script a presentation for them. So then at the top and bottom of every hour, I stand up on there and I get two people to walk over and then those two people, somebody else is looking at them and I, yeah, don't be shy. Come on, oh, she's about to win $100. They're like, what? So now we've got five people and then, yeah, come on in, yeah, you're going to want to see this. You're all going to have a chance to win a hundred bucks and you're just like, okay. So now you've got 15, 20 people. Then I transition into the carefully scripted corporate presentation that mixes mind reading and amazement that you simply can't forget. Like it is unbelievable. And then we sneak in the corporation, right? We sneak in the message. So the messaging and the branding are inseparable from that unforgettable experience. So then, I was going to say that's genius. I love where this is going and I think it's a super cool idea. So keep, no, keep going. It is really cool. And then I go and thank you so much. That is all I have for you. However, these guys have some free giveaways for you that you could use to fool the people at the bar tonight. It'll be great. You're going to have a great time. So if this, what we talked about is up your alley, then come on over and talk to these guys. If not, here's your free chachki. I'd love to see you later. So what that does is it attracts a greater percentage of the attendees. It delivers the message to a greater number of people and it pre-qualifies so that the sales team isn't wasting their time one-on-one before realizing that this isn't an ideal lead. So my clients regularly are telling me, before you, we were getting maybe a third, maybe 25% as many leads and all the only difference is we now work with you. But that's amazing.