- Start with an Ideal Customer Profile (ICP): Define traits like company size, industry, budget, and decision-making authority to identify your best-fit leads.
- Segment Attendees: Group them into categories like decision-makers, influencers, and information seekers for targeted follow-ups.
- Use Tools for Data Enrichment: Platforms like LinkedIn and CRM integrations can help verify roles, interests, and contact details.
- Prioritize Leads: Rank them as hot, warm, or cold based on alignment with your ICP and urgency.
- Follow Up Quickly: Use personalized emails and LinkedIn outreach within a week to maximize conversion chances.
Quick Tip: Combine email and LinkedIn outreach for better results. For example, start with a LinkedIn connection request, then follow up with a personalized email referencing your interaction.
Qualify Prospects with BANT
Event Attendee Lists Basics
Event attendee lists are a goldmine for lead qualification. They consist of professionals who are already showing interest in your industry, making them a highly engaged audience.
Components of Event Attendee Lists
These lists provide crucial data to help qualify leads. Here's what a typical attendee list includes:
Data Component | Purpose in Lead Qualification |
Full Name | Helps with personalization and identification |
Job Title | Shows decision-making authority |
Company Name | Offers insight into company size and industry |
Industry/Sector | Ensures alignment with your target market |
Session Registration | Reveals areas of interest and challenges |
Engagement Metrics | Indicates interaction levels during the event |
With 73% of B2B marketers naming webinars as their top strategy for generating quality leads , these lists have become essential tools. The detailed data helps sales teams prioritize outreach and craft more targeted messaging. Once you have this information, group your contacts by role to streamline follow-ups.
Common Attendee Categories
Breaking down attendees into categories is key for effective follow-up. Most attendees fall into one of these three groups:
- Decision-MakersC-level executives, department heads, and budget holders.
- InfluencersTechnical experts, project managers, and department specialists.
- Information SeekersJunior staff, newcomers to the industry, and research-focused personnel.
Studies show that 68% of B2B marketers rely on in-person events for lead generation . Segmenting attendees by their roles not only helps prioritize follow-ups but also ensures outreach is tailored. Keep in mind: outreach loses 70% of its impact if delayed beyond the first week . Setting up clear qualification criteria the event can make all the difference.
Lead Qualification Setup
A clear lead qualification process can help reduce lost sales. In fact, 67% of sales are lost due to poor qualification .
Creating Your Ideal Customer Profile
An ideal customer profile (ICP) outlines the traits of accounts most likely to become long-term, profitable customers . Key characteristics to focus on include:
ICP Component | Qualification Criteria |
Company Size | Revenue, employee count, and customer base |
Industry Focus | Sector, market position, and geographical presence |
Technology Stack | Current solutions and integration needs |
Budget Authority | Spending capacity and investment trends |
Decision Timeline | Purchase urgency and implementation speed |
Pain Points | Key challenges and solution needs |
When sales and marketing teams agree on these ICP criteria, businesses can see results like a 36% boost in customer retention and a 38% higher win rate for sales . Once your ICP is set, the next step is gathering and verifying attendee information.
Finding Attendee Information
With your ICP in place, automation tools can help you gather and validate attendee data . Here’s how to get started:
- Export event data using tools like Phantombuster or TexAu .
- Enrich the data by cross-referencing LinkedIn profiles and company databases.
- Verify contact details and roles through company websites or professional networks.
For example, a SaaS company attending a tech conference used TexAu to focus on CTOs and Heads of IT from companies with over 1,000 employees. This targeted approach made their qualification process much more efficient .
Artemis Leads offers another great example. By combining email outreach with LinkedIn connections, they ensure they cover all bases when qualifying leads from event attendee lists. This method highlights the importance of using multiple data sources for a thorough qualification process.
Lead Qualification Process
Effectively qualify leads from attendee lists by identifying and prioritizing the most promising prospects.
Organizing Attendees by Category
Category | Qualification Criteria | Priority Level |
Hot Leads | Fully align with your Ideal Customer Profile, are decision-makers, and have immediate needs | Immediate follow-up |
Warm Leads | Fit your Ideal Customer Profile and have decision-making authority | Follow-up within 1 week |
Cold Leads | Partially align with your Ideal Customer Profile | Monitor for future opportunities |
Not Qualified | Do not align with your Ideal Customer Profile | Archive |
Once categorized, shift your focus to identifying those with real decision-making authority.
Finding Key Decision-Makers
To identify decision-makers, go beyond job titles and assess their responsibilities. Look for these key indicators:
- Budget control: Individuals who manage financial decisions.
- Team size: Leaders overseeing larger teams.
- Project ownership: Those responsible for driving key initiatives.
- Technology oversight: Managers in charge of IT systems or tools.
"You are out of business if you don't have a prospect." - Zig Ziglar
With decision-makers identified, the right tools can simplify the process even further.
Lead Qualification Tools
Use digital tools to make lead qualification faster and more efficient. For example, lead retrieval systems at industry events can help capture and organize attendee data .
Some key tools include:
- Data Enrichment and CRM IntegrationAutomatically enhance attendee profiles, send qualified leads directly into your CRM, and enable efficient follow-up and tracking.
For advanced multichannel outreach and enriched data, consider working with providers like Artemis Leads (https://artemisleads.com).
Craft concise qualifying questions to uncover:
- Current challenges or pain points
- Decision-making timelines
- Budget availability
- Implementation needs
- Stakeholder involvement
Lead Follow-Up Methods
Once you have qualified leads, the next step is to follow up effectively. A multi-channel approach can help keep the momentum going after an event.
Writing Custom Emails
Personalized emails can make a big difference in response rates. Did you know that 80% of sales require at least five follow-ups ? Yet, 44% of sales reps give up after just one . This highlights the importance of persistence.
Here’s how to structure your follow-up emails for better results:
Email Component | Best Practice | Example |
Subject Line | Mention the event and personalize it | "Great meeting you at {Event} - Let's discuss {Specific Topic}" |
Opening | Reference specific conversations | Bring up shared insights or challenges discussed |
Value Proposition | Address their needs directly | Share relevant case studies or solutions |
Call to Action | Be clear about the next step | Suggest a specific meeting time or action |
Bryan Kreuzberger's consulting agency is a great example - through personalized follow-ups, they achieved an 80% open rate and saw notable revenue growth.
LinkedIn Connection Tips
Reaching out on LinkedIn within 24 hours of meeting someone is crucial . For instance, Stan Stojanovic’s campaign targeting marketing leaders led to 243 leads, with 45 connection acceptances and 16 direct replies, resulting in 38 event registrations across Amsterdam and Paris.
Here are some tips for LinkedIn outreach:
- Profile Research: Use LinkedIn’s search tools to find prospects by name, title, and company .
- Personalized Note: Reference your conversation at the event.
- Clear Next Steps: Include a specific call to action.
- Engagement: Stay on their radar by liking and commenting on their posts.
These strategies help build rapport and keep you top of mind.
Combined Email and LinkedIn Outreach
When you combine email and LinkedIn strategies, you create a cohesive follow-up plan that plays to the strengths of both platforms. LinkedIn is responsible for 80% of social media leads, while follow-up emails can improve response rates by 25% .
"Implementing a multichannel prospecting approach allows sales teams to meet prospects where they are most active. By combining channels like email, LinkedIn, and cold calls, businesses can increase their outreach effectiveness and engagement rates." - Benjamin Georges, General Manager @ Wellsy
A winning strategy might look like this: start with LinkedIn engagement, send a personalized email that references your LinkedIn interaction, and then follow up with a direct LinkedIn message. This approach can significantly improve your response rates.
For businesses looking to scale their efforts, specialized agencies can help integrate email and LinkedIn outreach seamlessly.
Summary
Let’s quickly break down the key steps for qualifying leads from event attendee lists. Success comes from blending a clear Ideal Customer Profile (ICP), smart segmentation, and targeted follow-ups across multiple channels.
Here’s a quick overview of the process:
Component | Key Actions | Results |
ICP Development | Study top customers, involve stakeholders, and outline key traits | 208% boost in marketing-driven revenue |
Lead Categorization | Group leads by authority, budget, and decision timeline | 36% better customer retention, 38% improved win rates |
Multi-Channel Follow-up | Use personalized emails and LinkedIn messages together | Better conversion rates |
To make this work, collect detailed attendee data - like firmographic and technographic details - to fine-tune your lead qualification. Use feedback and event performance analytics to keep improving your ICP and segmentation strategies.
If you’re looking to simplify this process, agencies like Artemis Leads (https://artemisleads.com) offer integrated email and LinkedIn outreach solutions to help you get the most out of your event leads.