Identify the trade shows that your best prospects attend and make sure that'll you'll be there and have a clear plan to use this opportunity to increase your insurance sales. You don't have to spend hundreds or thousands of dollars renting a space at the event, in fact that's one of the last things you want to do. You can get numerous great leads without having to rent a booth. Renting a booth actually inhibits your potential for the event because when you have to man a booth you can't mingle and meet with the other vendors. It's no secret that most trade shows are annual events so it's easy for you to plan and prepare for the event. Don't go unless you have your sales strategy developed for increasing your insurance sales success. In most cases the event will be held at a hotel or a convention center connected to a hotel. In addition to walking the trade show you may also want to rent a meeting room during the event and use a pre-event direct mail campaign to invite prospects to visit you and get a special valuable gift. You may also want to host an invitation only cocktail hour at the end of the day just for your best prospects.

As you walk the trade show make sure you meet and greet as many attendees as possible. You never know when you'll happen to meet Mr. Big scoping out the competition. The best way to make a connection is to have something of value to offer the people you meet. Put together your entire marketing and sales strategy far enough in advance so you can be fully prepared for the big event. The best way to get the most value from this event for your insurance sales success in terms of real leads with real potential is to have and implement a plan.

Make sure you arrive at the event early and work your plan. Know who is running the event and find out if there is an opportunity for you to help with the event that will get you exposure to the right people. You may want to greet arrivers and hand them a bag they can use to collect all their trade show goodies in.

Perhaps you want to visit the booths early and bring each vendor a cup of coffee. Be prepared to position yourself for the most exposure, and be prepared with a great attention getting core marketing message. And no matter what your plan of attack always have something to offer the people you meet that they would really want so you can start the connection.

The reason you're attending the event is to get leads and your offer is the key to the whole lead generation process. Your offer must be something your prospects would really want. Because you know and understand your prospects it should be pretty easy for you to come up with a great offer. Your offer doesn't have to be something tangible. Information that isn't readily available, but really helpful or useful will be sought after. And that allows you to make good connections.

The first step to using this sales coaching idea is getting the attention of the people you want to connect with. Don't make the mistake of being pushy. Remember you didn't pay for a booth and booth holders won't appreciate being sold at the event. You plan involves walking the trade show or inviting people to connect with you in a near by meeting room. Your objective is to meet and greet people and make a friend. Only after you've established the other person may be a prospect for you should you then mention your valuable offer that you'd like them to have.

Why do most people waste the leads they get at trade shows? Because they don't follow-up or they don't follow-up fast enough. Remember the leads you got from the trade show don't know you, so you need to have a system to follow-up with those leads in some way within 72 hours or they're wasted. Beyond 72 hours they've moved on from the trade show and their interest and enthusiasm will have waned. So include your follow-up plan of attack in your overall plan. Top producers are top producers because they have a plan for their sales success and use proven sales techniques to work their plan.