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The Anatomy Of A Lead Card
A lead card is the essential piece of Trade Show gear, its value should never be underestimated. A good lead card will have an incredibly positive impact on your success at the show.
There are three main parts to a good lead card labeled 1, 2 and 3 in the image. The first part captures contact information. This is fairly standard, but can vary a little from industry to industry. For instance, you may be at a customer show and want to capture the names of a spouse or kids. I like to have a stapler handy so I can staple it to the card and not have to fill everything out. I still write down their name and number in case the business card falls off.
The second part is critical and marks the difference between a great lead card and a crappy lead card. This is where most lead cards fail. Most lead cards that I’ve seen (besides my own) have something about budgets and interest level and perhaps timing. Things like this are deceiving and difficult to value—the details as to why are more than I want to cover here…
The second part of the lead card captures the characteristics that will help you later score or rank-order the lead for your sales department. It will also guide your conversation during the Art of Interrogation. This part is made up of primarily checkboxes. The less actual writing you do on the show floor the better. If you can check, check, check the boxes you can move fast, like a gazelle.
The third part of the lead card is for capturing a few of your own sentiments. It consists mainly of a notes section and a few check boxes to indicate your overall vibe. I call the vibe check boxes Hank, Will and Carl. They are fictional salespeople that mean Hot, Warm and Cold. If someone is looking over your shoulder and sees you check “Cold” you may find yourself doing some uncomfortable and time-wasting explaining.
Good lead cards capture just enough information to be useful and nothing else. They evolve after numerous conversations and debates with your team. Discussion, debate and rehearsal will perfect your lead card. Never overlook this step.
About the Author
Mike Moyer, is a Trade Show Samurai Master and Sensei. He has work in both ground-floor start-up companies as well as established companies with entrepreneurial efforts. He has worked in education, automotive, consumer durables, non-profit and marketing services companies. He is the author of How to Make Colleges Want You. He is also the founder of Vicarious Communications, a marketing technology company. Mike holds both a MBA from the University of Chicago, and an MS in Integrated Marketing Communication from Northwestern University. .
When doing a tarot reading what does it mean when a relatively positive card is in a negative placement?
In the book I have says when a favorable card falls into an unfavorable position the meaning of the card does not remain valid.It indicates the shadows of the arcacna. I’ve been trying to find out more on the internet and am having a hard time 
:(:(
I use the Celtic cross spread and there are no unfavorable positions.
Try finding a new spread and take the meanings of the cards for what they are.
