3-day event results in 46 leads with 90% close rate so far –
with more in the works
Steve Helton almost gave up when he couldn't get a booth at the Indy 1500 Gun & Knife Show.
But with a little networking, the Indiana-based Smith & Wesson Security Dealer got in and got right down to business.
Helton's Legacy Security Services went on to score 46 leads from the 3-day event. Twelve have already scheduled
installations. Five more are in the works. And he's only called 18 of the leads so far.
The entire event cost Helton less than $100, and that “includes a fair share of $8 corn dogs and $5 sodas,” he says.
The resulting business has already netted him thousands of dollars.
How did he do it?
Helton was simply buying ammo at a local gun shop when he started talking to the owner, Brent Meadows.
“He was thrilled to find out Smith and Wesson was in the security business, and after a short conversation he invited us to join him
at his own booth at the Indy 1500,” Helton says.
He wouldn't have a lot of space to work with – only about 2square feet. But Helton made the most of it.
Helton's marketing efforts included:
• Free giveaway of 10 alarm systems per day
• S&W-branded registration forms
• A small drop box with a S&W window decal on the front
• Display model of branded Visonic PowerMax 315
“Virtually everyone that filled out a registration actually took the time to talk with us about our products and their
specific situations,” Helton says. “Many requested calls regardless
of the outcome of the drawing.”
The results:
• 46 leads directly from registration forms
• 12 scheduled installations
• 5 additional scheduled sales appointments
• 4 quotes for camera systems totaling over $20,000 with 1 sale already
• 28 leads to still contact
• 90% close rate for the leads contacted
Ready for the kicker?
To date, Helton has only contacted 18 of the initial 46 leads. And yet his efforts are still making waves. On top of all the
other leads, Legacy Security Services received an additional seven leads from the gun shop owner, Brent Meadows. They've already installed one system.
Legacy Security Services is now scheduled to display at local gun & knife shows every weekend for the rest of the 2009 year. Now, Helton's team
will exhibit at a full-sized booth and they'll continue the free alarm system giveaways. They will also begin raffling off a Smith & Wesson 22A pistol –
provided at cost by Brent Meadows of Meadows Guns.
Learn More Today! Request info now,
or call us at 1-888-600-1852.
Trusted, Respected, Recognized Everywhere
Smith & Wesson® is a registered trademark used under license by
NYMP Dealer Services, Inc., 75 West Merrick Road, Freeport, NY 11520.
