Nurturing Leads From Trade Shows
A trade show can generate a lot of leads in a short amount of time.
Getting back to all of them consistently is where teams sometimes fall short, especially when each contact needs relevant follow-up.
Building a System Around the Lead
Starkmedia helped DeltaHawk Engines put that follow-up on autopilot using Salesforce Account Engagement. New leads enter a structured journey automatically. Follow-up communications are based on who they are and how they’ve engaged with DeltaHawk’s brand. That includes a segmentation survey we built to identify which airframes prospects are flying. The result gives the sales team better intelligence and gives each lead a more relevant experience.
Paid search campaigns feed into the same system, capturing prospects and routing them into sequences that adjust based on their behavior. A lead visiting a specific product page gets a different follow-up than one who hasn’t engaged beyond the initial form fill. Higher-level OEM contacts, who require a longer nurture cycle, are handled separately from shorter-term prospects.
Campaign Spotlight: EAA AirVenture
For one of the largest aviation events in the world, Starkmedia built a paid search and marketing automation campaign from the ground up:
- Targeted Google Ads focused on the regional area surrounding the event
- Custom landing pages built in Salesforce to capture leads at the convention
- Automated follow-up sequences triggered by lead behavior after the show
The result was a pipeline of segmented, qualified contacts entering a journey that kept DeltaHawk top of mind through a long buying cycle.
If your team is attending trade shows and relying on manual follow-up afterward, you may be leaving leads on the table. Whether you’re on Salesforce, HubSpot, Marketo, or another platform, Starkmedia can build the system that makes sure they don’t go cold.