How to build high intent trade fair lists

‍Who this is for

Founders and commercial teams preparing for trade fairs who need precise, high intent lists to book meetings with engineering, procurement, and supply chain buyers in Europe and the United Kingdom.

Why high intent lists matter

• Trade fairs create noise and competition
• Buyers are overloaded before and during events
• Weak lists lead to weak reply rates
• High-intent accounts convert into on-site meetings
• Strong research enables focused, targeted outreach
• Your list quality drives your entire event pipeline

What high intent actually means

An account is high intent when it shows clear indicators of:

• Component or lifecycle risk
• Upcoming product launches
• Active engineering or supply chain hiring
• Recent supply statements or disruptions
• Alignments with your ICP criteria
• Known reliance on constrained parts or complex assemblies

The 5 step list building workflow

Step 1

Identify the product category

• Automotive
• Industrial
• Consumer
• Semiconductor
• Medical or regulated environments

Step 2

Check component complexity

• High mix, low volume
• Multi-board assemblies
• Complex supply chain dependencies
• Long lifecycle programs

Step 3

Validate manufacturing volumes

• Low volume high complexity
• Mid volume mixed complexity
• High volume stable lines

Volume determines risk sensitivity and buyer urgency.

Step 4

Confirm supply risk exposure

• Reliance on constrained components
• History of allocation issues
• Lifecycle-sensitive product lines
• Long supplier approval cycles

Step 5

Cross check public signals

• Hardware or supply chain hiring
• Funding or expansion announcements
• Posts about supply or operational challenges
• New product releases
• Event attendance confirmations

Pain signals that define top tier targets

• Late alternates slowing releases
• Supplier delays impacting production
• Lifecycle surprises forcing redesigns
• Fragmented visibility across systems
• High effort required to maintain a market ready BoM
• Active discussions about supply resilience

Positioning in one line

A precise trade fair list is built by matching real world supply signals with your ICP, not by collecting as many exhibitors as possible.

Proof you can state without naming clients

• 45 meetings booked at a major electronics fair
• 200 percent KPI achievement using this method
• Reply rates of 10 percent on well researched lists
• Used for engineering, procurement, and supply teams in regulated industries

Subject ideas

• better lists
• event targets
• high intent
• focused reach

Email opener

Name

A short idea to help you create a high intent list for the upcoming trade fair. We combine real time component and lifecycle signals with structured company research so you speak only to teams facing real supply or engineering challenges. Open to a short mapping call next week.

Call opener

Thanks for taking the call. Teams preparing for events usually want 2 things a clean list of high intent buyers and a simple workflow to reach them before the fair. I can walk you through a fast 5 step approach that surfaces the right accounts.

LinkedIn opener

Saw you are preparing for the trade fair. We help teams build precise, high intent lists based on real supply and engineering signals. Happy to compare notes if relevant.

Sequenced outreach example

Day 1

• Email with the outcome and simple proof
• LinkedIn connect with a one-line note

Day 3

• Call with a 30-second event-focused opener
• Voicemail repeating the ask

Day 7

• Reply to your email with a short update and time option

Day 10

• Send a simple list preview or workflow sketch

Objections and answers

We already have exhibitor lists

Exhibitor lists are broad. High intent lists are filtered by real engineering and supply signals, not presence.

We build our lists manually

Manual work misses signals that identify urgency. This workflow catches hidden intent.

Show value first

Pick one metric meeting rate, reply rate, or list qualification score. We can review impact in the first call.

Metrics that show progress

• Reply rate target 5 to 10 percent
• First meeting rate target 2 to 4 percent
• Conversion to second meeting 50 to 70 percent with a workflow demo

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