Lesson 2 of 3

Lesson 1.3.2

Run sponsor prospecting on a real event page

8 min readBeginner

What this costs

Scales with the number of exhibitors. Cap your row count on the first run.

Before you start

The URL of an event that publishes its exhibitor or sponsor list.

Event exhibitors are the cleanest qualified list in B2B. They paid to be there, they are there for your reason, and the show tells you what they sell and how much they spent. This template turns a show page into that list.

  1. 1

    Find the page that lists exhibitors

    Usually called exhibitor list, sponsors, floor plan or show guide. If it only exists as a downloadable PDF, use the PDF route instead. Either works.

  2. 2

    Run the template with that URL

    Select the sponsor or exhibitor template, paste the URL, and cap the first run at a modest row count so you can check the output shape before committing.

  3. 3

    Check what the show gave you for free

    Stand number, hall, exhibitor category and sponsorship tier if the page publishes it. These are qualifying signals that cost nothing and exist nowhere else.

  4. 4

    Filter on tier before enriching

    A headline sponsor and a shared booth are different companies with different budgets. Sort on tier, decide which bands you want, then let the enrichment columns run on those only.

  5. 5

    Extend the run to the full list

    Once the first batch looks right, run the rest.

Pointed at the event homepage

What you see
A few rows that are navigation items
The fix
Use the page that actually lists the exhibitors.

Exhibitor names are trading names, not legal entities

What you see
Domain resolution misses on a chunk of rows
The fix
Run Official Website Finder on the misses with the show category as an extra hint.

Ran the whole 900 exhibitor list first time

What you see
A large spend before you knew the output was right
The fix
Cap the first run, read it, then extend.

Check yourself

0 of 2 answered

1.Why are event exhibitors such a strong list?

2.You point the template at the event homepage and get a handful of odd rows. What went wrong?

Answer all 2, then open Extend a template, and save it as your own workflow to tick this lesson off.

Try it yourself

Pick an event in your market that is running in the next six months. Extract its exhibitor list and filter to the tier you would actually target.

You have done it when
A list where every row carries the event name and at least one show specific field you could name in a first line.
Credit budget
Cap the first run at 50 rows.

Related and next

Recipes that use this skill

This lesson is written and complete. Its screen recording is still to come, and the written walkthrough is designed to stand on its own without one.