Published on
Feb 2024


◗◗Lead Retrieval Process: The importance of Standardizing and Unifying

7 min. read
The Importance of Standardizing and Unifying Your Lead Retrieval Process


When you implement a unified Lead Retrieval Process, every touchpoint with your customer is streamlined and recorded in a way that results in satisfied customers: 40% of sales professionals report finding a potential lead is the most difficult part of the sales process, according to State of Inbound’s 2017 Sales and Marketing Report. Data and the customer are now synonymous; in order to put your customer first, you must put the data first. Unifying your lead retrieval process is crucial for increasing sales, decreasing wasted time on cold leads, and using your data to your advantage.   

Lead Retrieval Process: Time is of the Essence 

In the old days of conferences and events, you were likely to collect hundreds of business cards that, unfortunately, all ended up in the outside pocket of your luggage on the flight home. 

Once back in the office and ready to do business, there was no way to distinguish which card belonged to a potential lead or one given during an introduction.  

Often, by the time you were able to follow up with an interested lead, they had moved on and found another solution.  

An analysis of  2,200 companies found they were seven times more likely to have a conversation with a decision-maker if they reached out to leads within the first hour of contact.  

Utilizing a standardized and unified lead retrieval process allows you to collect enormous amounts of data using one simple interface. You will be able to confidently make connections with potential leads immediately after they leave your presence and remain connected long afterward.  

momencio makes it Possible  

Using momencio, you will be able to showcase your brand’s assets by demonstrating slideshows, web links, and PDFs. You can add assets to a prospect’s briefing and create a personalized microsite tailored to each interaction at your booth. momencio automatically emails prospective leads with a link to the personalized microsite after your presentation ends. 

Confidently Capture Leads 

A unified lead retrieval process allows you to focus on building an engaging relationship with your customers. Because data and the customer are now the same, having access to potential leads’ data 

Econsultancy and Google in an “Audience of Individuals” report that “89% of successful businesses acknowledge it is critical to their growth that they anticipate customer needs and provide assistive experiences along the customer journey.  

 Customers expect increasingly personalized experiences in their brand interactions. So marketing leaders aren’t just closing transactions, they’re building relationships and improving the experience of existing customers.”  

 It is no longer enough to remember someone’s name and the company they work for; your potential customers expect a personalized experience throughout their customer journey.  

Lead Retrieval Process: How to Create A Personalized Customer Experience  

A 2017 Forrester Report, “Pivot to Person-First Personalization” gives a guideline for actionable steps towards personalized experiences for customers. The Forrester report provides the acronym POST, meaning people, objectives, strategy, and technology. The POST method will prioritize strategy over implementation. Below are a few key things to remember when implementing the POST methodology. 

  1. Inform customers using relevant facts.  

Infuse a personalized experience with relevant facts, not just accessible facts.  Highlight their stated preferences, account information, or upcoming events through multiple touchpoints, including confirmations, receipts, and dashboards (momencio microsite) that help them orient and understand new information as well as what it means to their relationship with the company.  

  1. Use the interface to help guide the customer.

Use customer understanding to personalize the interface, advancing beyond static interfaces to guide your customers toward their stated goals. 

  1. Deliver content that meets the customer’s needs.

Infer the customer’s goal based on available information and then aid them in accomplishing it. 

  1. Show you care by tapping into the customer’s emotional state.

Improve the emotional bond with your customers by understanding and acknowledging moments to support or delight them through a personalized experience.  

Each of these steps will help you create a personalized experience for your leads. When you acquire key data that is easily understood and managed, you are able to tailor your entire sales process to fit the needs of a specific customer.

Relationship building and nurturing are easy to do once you know exactly what your lead needs and is interested in. Your event’s ROI will be clear, and the data collected will be easily translated into sales and conversions. 


The Ultimate momencio FAQs Mastering Event Lead Management and Conversion - Event tool for sales
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The Ultimate momencio FAQs – Mastering Event Lead Management and Conversion
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FAQs- Lead Retrieval Process: Maximizing Success at Events with momencio

  1. How does momencio enhance lead capture at trade shows? momencio streamlines the lead capture process with its easy-to-use interface, allowing for quick scanning of QR codes and business cards. This ensures that valuable lead information is accurately captured without disrupting the flow of conversation. Moreover, momencio enriches captured data with additional insights, providing a comprehensive view of each lead for more effective follow-up.
  2. Can momencio integrate with existing CRM systems? Momencio is designed to integrate seamlessly with a wide range of CRM systems. This integration ensures that lead information captured at trade shows is directly fed into your company’s CRM, maintaining data continuity and integrity. It simplifies the process of lead management and ensures that all team members have access to the most current information.
  3. How quickly can momencio send out follow-up communications to captured leads? momencio can automate personalized follow-up emails immediately after a lead is captured. This prompt engagement helps keep your brand at the forefront of the prospect’s mind and lays the groundwork for further communication. The speed and relevance of follow-up are critical factors in converting leads into opportunities.
  4. What kind of real-time analytics does momencio provide during a trade show? momencio offers a suite of real-time analytics, including booth traffic analysis, engagement levels, and the effectiveness of different follow-up strategies. These insights allow you to adjust your approach on the fly, ensuring that you’re continually operating with the most effective tactics to engage and capture leads.
  5. Is momencio suitable for companies attending multiple international trade shows simultaneously? Absolutely. momencio is designed to support businesses regardless of the scale at which they operate. For companies attending various trade shows simultaneously, momencio provides a centralized platform to manage leads from all events effectively, ensuring that no opportunity is missed due to oversight or mismanagement.
  6. How does momencio prioritize leads for follow-up? momencio uses an intelligent lead scoring system that evaluates leads based on their interactions and potential interest. This system prioritizes leads, ensuring that your team focuses their efforts on the most promising prospects first, thereby improving efficiency and increasing the chances of conversion.
  7. Can momencio help with post-trade show lead nurturing? Yes, momencio is not just about capturing and initiating follow-up; it’s also a powerful tool for nurturing leads for the post-trade show. Through personalized email campaigns, microsites tailored to individual lead interests, and ongoing analytics, momencio helps maintain engagement and guide leads through the sales funnel.
  8. How user-friendly is momencio for first-time users at a trade show? momencio is designed with a user-friendly interface that is intuitive for first-time users. Minimal training is required to get started, allowing your team to focus on what’s important – engaging with prospects and capturing leads. Additionally, momencio offers comprehensive support and resources to ensure users can fully leverage all its features.
  9. What makes momencio different from other lead management tools? momencio sets itself apart with its comprehensive suite of features designed specifically for trade show environments. Its seamless integration with CRM systems, immediate personalized follow-up, real-time analytics, and lead nurturing capabilities provide a holistic approach to trade show lead management. momencio is more than just a tool; it’s a strategic partner in maximizing trade show success.
  10. How can businesses get started with momencio for their next trade show? Getting started with momencio is straightforward. Companies can contact momencio directly through its website to schedule a demo and discuss their specific trade show needs. The momencio team will guide you through the setup process, ensuring that the platform is tailored to support your trade show goals effectively.


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