Trade Show Tips by TradeShowMarketing.org
Hmmm, "Plan, Qualify and Follow-Up"... sounds a little like SELLING!
Thursday, July 23, 2009
Plan, Qualify and Follow-Up
Here's a link to some basic tools for Trade Show Success. Even though we ALL know this stuff, they are good reminders of what it takes, whether as exhibitor or attendee.
Wednesday, July 22, 2009
Tips for a Great Summer
Now that we're in the dog days of summer, it's time to look at some ways to spend our time between now and the big event of World Expo, here's some great tips.
OK, maybe you were looking for something more than basic grilling tips. So, let's look at a few things that you can do this summer to improve your sales efforts.
1. Go out and sell! Seems obvious but the majority of salespeople have the tendency to coast through summer. After all, "summer time is the slowest part of the year, I might as well kick back" can be heard in the corridors of a lot of sales offices. But if you think about it, since the competition is probably taking it easy, doesn't it make sense that this would be the perfect time to get out there and take some of their business? Doesn't it make sense that their customers just might be needing some help?
2. Plan for success. Assuming that you are going to be spending some time prospecting this summer, you might want to think about how you will be supporting the new business when the rush of September business hits your doors like it does every year. Take a day and put together your Time and Territory Management program for the balance of the year.
3. Vacation. Yes, summer is "the" vacation time of the year and you are probably going to take a few days off so you might as well make them both fun and profitable. Consider dropping your customers post cards from the road. Let them know where you've been and thank them for their business. Make the notes personal and fun. If you want a really cool idea, here's a secret... Arrange a "post-card trading program" with your customers. Let them know you'll be sending out cards during your vacation (this is a lot better than a note saying "I will be out of the office and for support, please contact...."). Ask them to send you some from their vacation! Trust me, this can be a lot of fun and it helps create great personal relationships.
OK, maybe you were looking for something more than basic grilling tips. So, let's look at a few things that you can do this summer to improve your sales efforts.
1. Go out and sell! Seems obvious but the majority of salespeople have the tendency to coast through summer. After all, "summer time is the slowest part of the year, I might as well kick back" can be heard in the corridors of a lot of sales offices. But if you think about it, since the competition is probably taking it easy, doesn't it make sense that this would be the perfect time to get out there and take some of their business? Doesn't it make sense that their customers just might be needing some help?
2. Plan for success. Assuming that you are going to be spending some time prospecting this summer, you might want to think about how you will be supporting the new business when the rush of September business hits your doors like it does every year. Take a day and put together your Time and Territory Management program for the balance of the year.
3. Vacation. Yes, summer is "the" vacation time of the year and you are probably going to take a few days off so you might as well make them both fun and profitable. Consider dropping your customers post cards from the road. Let them know where you've been and thank them for their business. Make the notes personal and fun. If you want a really cool idea, here's a secret... Arrange a "post-card trading program" with your customers. Let them know you'll be sending out cards during your vacation (this is a lot better than a note saying "I will be out of the office and for support, please contact...."). Ask them to send you some from their vacation! Trust me, this can be a lot of fun and it helps create great personal relationships.
Tuesday, July 21, 2009
Human Interest Insight
OK, this post may be a little less "worthy" than the usual one, but right now we're sweating over the details of the catering schedule for meetings in our suite. If you haven't gone through this before, all you need to know is 1) It's ridiculously expensive and 2) it's ridiculously expensive. Maybe next year, we just buy a restaurant. The things that go on right before a big show!
To keep this a little more "professional", we'll remind you that you might want to check out some of the classes and seminars being held at Expo this year. Experienced or industry novice, there's always something for you.
List of Programs
To keep this a little more "professional", we'll remind you that you might want to check out some of the classes and seminars being held at Expo this year. Experienced or industry novice, there's always something for you.
List of Programs
Shamelessly Seeking Votes!
Voting time is drawing to a close and if you are like some of us, time just seems to have disappeared this summer. If you haven't taken the time to get online and make your opinions heard, please take 60 seconds to cast your votes now.
The InkCycle Team wants to thank all of our business partners for nominating us for a record-breaking six awards!
- Best New Product
- Quality Leader: Inkjet
- Quality Leader: Toner
- Best Customer Support
- Most Memorable Marketing/Ad Campaign
- Best Article
Don't forget to vote by clicking on the logo above!
And again, THANKS! The entire team at InkCycle appreciates you and your business!
Monday, July 20, 2009
A Little Monday Humor
Who know the whole printer and cartridge thing could get so emotional! Ok, most of you probably do, but if not, here's a humorous reminder. Couldn't help myself for sharing this, blame it on Monday.
Friday, July 17, 2009
Managed Print - Fad or Future?
Many of you have asked whether it is necessary to offer Managed Print Solutions. Many feel that the concept is "decades old and it hasn't really effected us, so is it just a fad or is it real?" The short answer (best for a blog) is: It really depends on whether you want to protect your existing large accounts and land new large ones. If you do, the answer is an unequivocal, "you may not be able to survive without some type of Managed Print offering!
Just take a look at the latest activity by the OEMs.
OKi's Entry into Managed Print
HP's Managed Print Guarantee
Join us at World Expo for Exclusive Training on How to Sell, Implement and Launch Managed Print with InkCycle's MPSuccess Program. Contact your InkCycle Sales Manager today for reservations as seating is limited!
Just take a look at the latest activity by the OEMs.
OKi's Entry into Managed Print
HP's Managed Print Guarantee
Join us at World Expo for Exclusive Training on How to Sell, Implement and Launch Managed Print with InkCycle's MPSuccess Program. Contact your InkCycle Sales Manager today for reservations as seating is limited!
Monday, July 13, 2009
Rule 5: Learn from the Pros
RULE 5: Learn From The Pros.
LIQUIDS.
For the geographically impaired, Las Vegas is in the desert. Low outside humidity and lots of indoor climate control greatly increase the chances that the unprepared will succumb to dehydration.
In its mildest form, dehydration leads to fatigue, lethargy, cotton mouth and bad breath!
Unfortunately, by the time you recognize some of the symptoms of dehydration, you are behind the curve and will find it difficult to get back on track. Rookies drink expensive “re-hydration” mixtures, pros start drinking extra water the day BEFORE they begin their travel.
To clear the air, beer, booze and coffee will not rehydrate you, they only make it worse. They cause bad breath, sweaty palms and quite possibly, stupid comments. They also have the potential of delivering dark stains to light colored khaki pants and shirts.
COMFORT.
The one area of clothing that can greatly impact your comfort is footwear. Skip the brand new pumps.
Wear comfortable, broken in (not broken down) shoes. Rookies bring one pair of comfortable shoes, pros bring two (pairs not shoes). Long term show vets know that one of the tricks to re-energizing yourself is to switch shoes (pairs, not feet) mid-day.
LEFT/RIGHT.
This is an old trick, worth its weight in gold. If you are wearing a jacket, keep your business cards in your breast packet and the ones you collect in your pants pocket.
For those of you like me, working a show with a jacket on is simply not an option. For my jacket-less brethren, keep your business cards in your right pants pocket and the ones you collect in your left. Lefties may want to reverse this.
Send follow up “thanks for visiting cards” sent while you are STILL at the show! Who else does that? NOBODY!
LOST ART.
Shaking hands is becoming a lost art. Too few people shake hands as they greet one another.
At a trade show, or any networking activity, focus on physically drawing people close to you by offering your hand. One trick of the trade is to keep a handkerchief or wadded up tissue in the pants pocket on the side of the hand you use to shake with. This allows you to quickly “dry off” those sweaty palms.
When you couple a good, firm handshake with open-ended questions, your audience will find themselves fully engaged with you, which, given the distractions in large group setting, is precisely what you are trying to accomplish!
ENGAGING QUESTIONS.
Certainly, we want a friendly booth atmosphere so as not to repel folks. However, there are two common mistakes that people in pursuit of this atmosphere generally make.
For this to work, practice, practice and practice!
MOST OBVIOUS, MOST NOT DONE.
Think back to your last show, how many people contacted you afterward? Bet it was less than one in twenty (if that high).
LIQUIDS.
For the geographically impaired, Las Vegas is in the desert. Low outside humidity and lots of indoor climate control greatly increase the chances that the unprepared will succumb to dehydration.
In its mildest form, dehydration leads to fatigue, lethargy, cotton mouth and bad breath!
Unfortunately, by the time you recognize some of the symptoms of dehydration, you are behind the curve and will find it difficult to get back on track. Rookies drink expensive “re-hydration” mixtures, pros start drinking extra water the day BEFORE they begin their travel.
To clear the air, beer, booze and coffee will not rehydrate you, they only make it worse. They cause bad breath, sweaty palms and quite possibly, stupid comments. They also have the potential of delivering dark stains to light colored khaki pants and shirts.
COMFORT.
The one area of clothing that can greatly impact your comfort is footwear. Skip the brand new pumps.
Wear comfortable, broken in (not broken down) shoes. Rookies bring one pair of comfortable shoes, pros bring two (pairs not shoes). Long term show vets know that one of the tricks to re-energizing yourself is to switch shoes (pairs, not feet) mid-day.
LEFT/RIGHT.
This is an old trick, worth its weight in gold. If you are wearing a jacket, keep your business cards in your breast packet and the ones you collect in your pants pocket.
For those of you like me, working a show with a jacket on is simply not an option. For my jacket-less brethren, keep your business cards in your right pants pocket and the ones you collect in your left. Lefties may want to reverse this.
Send follow up “thanks for visiting cards” sent while you are STILL at the show! Who else does that? NOBODY!
LOST ART.
Shaking hands is becoming a lost art. Too few people shake hands as they greet one another.
At a trade show, or any networking activity, focus on physically drawing people close to you by offering your hand. One trick of the trade is to keep a handkerchief or wadded up tissue in the pants pocket on the side of the hand you use to shake with. This allows you to quickly “dry off” those sweaty palms.
When you couple a good, firm handshake with open-ended questions, your audience will find themselves fully engaged with you, which, given the distractions in large group setting, is precisely what you are trying to accomplish!
ENGAGING QUESTIONS.
Certainly, we want a friendly booth atmosphere so as not to repel folks. However, there are two common mistakes that people in pursuit of this atmosphere generally make.
- First, extroverts often times believe that a big smile combines with a little add-lib, they are prepared to greet the masses.
- Second, less outgoing personality types tend to become nervous and self-conscious when they first meet a person and as such, they are too rigidly focused on what they are saying (speech vs. dialogue), just to get through it.
For this to work, practice, practice and practice!
MOST OBVIOUS, MOST NOT DONE.
The single most obvious tip from any trade show vet is, FOLLOW UP! Seems obvious, but rarely is each and every lead followed up upon.
Think back to your last show, how many people contacted you afterward? Bet it was less than one in twenty (if that high).
Wednesday, July 8, 2009
Rule 4: Personality
RULE 4: Personality…Feel Free to Fake It.
Douglas MacLean (President of MacLean Marketing, a tradeshow consulting firm) lists five character traits for selecting booth staff;
Douglas MacLean (President of MacLean Marketing, a tradeshow consulting firm) lists five character traits for selecting booth staff;
- Assertive (without being pushy)
- Outgoing
- Other – Directed (focused on the needs of attendees)
- Persistent (physical and emotional stamina)
- Positive.
Rule 3: Attitude
RULE THREE: Attitude.
Remember, the event is a “tradeSHOW” (emphasis on the “show”). Develop an attitude of showmanship combine with customer focus.
Attitude = Showmanship.
Work the crowd and make it entertaining. Pump yourself up with some Rocky music or listen to a great comedy tape before you go “on-stage”. Why comedy? Comedy makes you smile. A warm, genuine smile will attract more people to your booth than the best booth graphics. Remember, this is work, but as physically and emotionally demanding as it is, it should also be fun. The more fun you appear to be having, the more people you will attract and the more they will want to be around you. People buy from people, not just any people, but people they like! Don’t you prefer to be around people who exude enjoyment? Guess what, so do your prospects.
Attitude = It’s All About Them, Not You.
Comedians teach us more than just how to present a friendly face. Take Cosby or Foxworthy, both comedians that rely heavily of “life and family” experiences. Neither comedian approaches the stage as a platform to tell you about their family or their life. They approach the stage with a single goal, to make you laugh (and get paid for it). Foxworthy’s audience is not emotionally interested in how to become rednecks, they watch and listen because they want to laugh! The goal of the comedian’s audience is to laugh. The goal of your audience is not to talk to you or to learn about your products, get a copy of your new brochure or even to get a price list! The goal of your audience is to find out what you can do to help their business (if that’s not their goal, move on, they are not as serious about their success as I hope you are about yours). Address their problems with your solutions and you won’t need dancing bears and bikinis to have a successful show.
Remember, the event is a “tradeSHOW” (emphasis on the “show”). Develop an attitude of showmanship combine with customer focus.
Attitude = Showmanship.
- Smile,
- Meet,
- Greet.
Work the crowd and make it entertaining. Pump yourself up with some Rocky music or listen to a great comedy tape before you go “on-stage”. Why comedy? Comedy makes you smile. A warm, genuine smile will attract more people to your booth than the best booth graphics. Remember, this is work, but as physically and emotionally demanding as it is, it should also be fun. The more fun you appear to be having, the more people you will attract and the more they will want to be around you. People buy from people, not just any people, but people they like! Don’t you prefer to be around people who exude enjoyment? Guess what, so do your prospects.
Attitude = It’s All About Them, Not You.
Comedians teach us more than just how to present a friendly face. Take Cosby or Foxworthy, both comedians that rely heavily of “life and family” experiences. Neither comedian approaches the stage as a platform to tell you about their family or their life. They approach the stage with a single goal, to make you laugh (and get paid for it). Foxworthy’s audience is not emotionally interested in how to become rednecks, they watch and listen because they want to laugh! The goal of the comedian’s audience is to laugh. The goal of your audience is not to talk to you or to learn about your products, get a copy of your new brochure or even to get a price list! The goal of your audience is to find out what you can do to help their business (if that’s not their goal, move on, they are not as serious about their success as I hope you are about yours). Address their problems with your solutions and you won’t need dancing bears and bikinis to have a successful show.
Tuesday, July 7, 2009
Rule 2: Prepare and Practice
RULE 2: Prepare, Practice and Practice More!
Remember how Mom told you that you only have one chance to make a good first impression? Well, at a trade show, you are going to make a lot of first, second and third impressions, some in the booth, some in the hallway and more at the bar and in restaurants. At this late date, you should be preparing yourself mentally and physically.
Prepare a list of three to five open-ended questions to engage visitors as they near and enter your booth.
Practice shaking hands and asking your questions. “Why shake hands?” you ask. Shaking hands physically draws you and the prospect closer and when combined with your open-ended questions, if performed well, you will be sure to fully engage a greater number of prospects.
Remember how Mom told you that you only have one chance to make a good first impression? Well, at a trade show, you are going to make a lot of first, second and third impressions, some in the booth, some in the hallway and more at the bar and in restaurants. At this late date, you should be preparing yourself mentally and physically.
Prepare a list of three to five open-ended questions to engage visitors as they near and enter your booth.
Skip the, “How are you enjoying the show” and “Can I help you” questions.The same questions work in taxi lines, check-in lines and yes, even at the bar.
Practice shaking hands and asking your questions. “Why shake hands?” you ask. Shaking hands physically draws you and the prospect closer and when combined with your open-ended questions, if performed well, you will be sure to fully engage a greater number of prospects.
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