Cheat sheet · printable
Trade Show Lead-Capture Scorecard
A badge scan says someone walked past. This card says who they were, what they need, and what happens next — scored the same way your ROI model counts a qualified lead. Print a stack (two per page), clip one to every scanner, and the end-of-day pile IS your follow-up queue, pre-sorted.
LEAD SCORECARD Show ______________ · Day __ · Staff ____
Name
Company
RoleBadge scanned? ☐
| Fit | Do they have the problem we solve, at a size we serve? | ① ② ③ ④ ⑤ |
|---|---|---|
| Authority | Do they decide, influence, or just gather info? | ① ② ③ ④ ⑤ |
| Need | Is this a live project or a someday interest? | ① ② ③ ④ ⑤ |
| Timeline | Budget cycle / decision date inside 12 months? | ① ② ③ ④ ⑤ |
Total (4–20): ____ 16+ HOT · 11–15 WARM · ≤10 COLD
Next action: Send pricing ☐ · Book demo ☐ · Book meeting ☐ · Add to nurture ☐ · No action ☐
Notes — what they said, in their words (the follow-up email writes itself):
How to run it at the booth
- Scan AND score. The scanner gets you contact data; the card gets you the deal context. Staple or link them — a scan without notes is a cold call next week.
- Score during the goodbye, not the chat. Two seconds per dimension right after they walk away, while the answers are fresh.
- The thresholds drive the day. HOT cards get a same-day personal email (put them in the day's huddle); WARM enters the standard sequence; COLD goes to nurture — politely, they may be next year's HOT.
- Count your HOT+WARM rate. That percentage is the "qualification rate" input in the ROI calculator — after one show you're running the model on measured numbers, not guesses.
- Brief it at T−21. The countdown planner's staff-briefing milestone is where the team agrees what a 5 on "Fit" means for you.
Adapt the four dimensions to your sales motion — the card matters more than the labels. Related: packing list (lead-capture kit section) · glossary · first-time exhibitor checklist.