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Casual Articles - Be Gentle - Persuade Me; Nine Conversation Starters for Trade Show Exhibitors
Table CoversControlling the table cover that your trade show tabletop display sits on is of the utmost importance. Why let the show managers dictate 20 to 30 percent of your booth's look? And if that 20 to 30 percent is hideous, they dictated your entire look.Take control and decide to purchase a table cover. Once you decided to make the purchase that will enhance your table top trade show display and, consequently, your entire exhibit you must decide which one.There are numerous options on the market, but basically they boil down to a traditional table cover. A 6ft table cover or 8ft table cover or a Modern Table Cover are all available opt
COMMITMENT...
Is your firm committed to your industry? Are you a leader, happy in the middle of the pack? If you are a do-not-care exhibitor, it will show in your networking and lead generation.
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are
The first time I heard about the term work-life balance I was surprised that anybody even thought of balancing the two. Wasn’t that like counting apples and oranges? Still, the idea was quite exciting and I thought I’d explore it a bit more:I thought long and hard about what kind of working hours I wanted to have, what kind of office, how many people. By means of visualization all of that became a clear image that I was drawn to. I could see myself in a setting being fulfilled and happy with the way I lived and worked. Interestingly enough my enjoyment of the visions lasted only until the moment I realized that all my dreams and visions had come true! There is a
They plea - Do not force me to buy something I will be sorry about later. Be Gentle with Your Influence.
Here are NINE KEY WORDS to get the ball rolling....
We all have something in our past we believe someone “sold” us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because - despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home.
One of the two major complaints from trade show attendees is the heavy sales pitch of the booth staff. You know that pushy salesman stereotype.. (FYI - the second complaint is staff that doesn't know its stuff - i.e. is not knowledgeable about the company products and services..)
Trade shows have the disadvantage of compressed time. You might have 30 seconds or 30 minutes but it is not a regular sales call. Do not talk faster. Just listen closely to the attendees and try to persuade people that your firm can solve their problems.
Here are NINE conversation key words - and examples - to consider when speaking with people at trade shows.
AUTHORITY...
Why are you important? What gives you the authority to ask for clients? Perhaps it’s your firm’s expertise in a certain area, or a partner’s experience. It’s no longer because your company has a long history or is the newest dot.com.
TIP - It has to be a proactive, not a reactive, reason. “We’ve taken the position that e-learning is critical. We developed a great program in-house that improved our sales productivity 45%, and now we’re sharing it with others in our industry.”
CONFORMITY...
Are you certified? In every industry, some form of certification carries importance and gives you and your firm authority. Knowing that as a consulting firm, half your staff are CPAs, lets me know that you conform to accounting standards.
TIP - Don't just tell me why you are ISO9000 certified, tell me why it’s important to your company. “We were the first HVAC company in this area to be certified and it really helps us focus our goals to service clients like you.”
COMMITMENT...
Is your firm committed to your industry? Are you a leader, happy in the middle of the pack? If you are a do-not-care exhibitor, it will show in your networking and lead generation.
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are
Every room looks incomplete without the touch of sophistication and exotic beauty that a carpet lends to it. Carpets are what legends are made of. They have forever been a subject of fascination for ages now. Perhaps, from the time of the fascinating stories of the Arabian Nights which talked about Djinns and magic and flying carpets- One might hardly be able to recall any snippet from the orient, which was complete without some mention of an exquisite carpet. No movie shot of Baghdad or the Middle East has yet looked satisfactory without frame capturing the huge carpet markets.Today, the carpet industry is not restricted to its place of origin. The ancient indu
One of the two major complaints from trade show attendees is the heavy sales pitch of the booth staff. You know that pushy salesman stereotype.. (FYI - the second complaint is staff that doesn't know its stuff - i.e. is not knowledgeable about the company products and services..)
Trade shows have the disadvantage of compressed time. You might have 30 seconds or 30 minutes but it is not a regular sales call. Do not talk faster. Just listen closely to the attendees and try to persuade people that your firm can solve their problems.
Here are NINE conversation key words - and examples - to consider when speaking with people at trade shows.
AUTHORITY...
Why are you important? What gives you the authority to ask for clients? Perhaps it’s your firm’s expertise in a certain area, or a partner’s experience. It’s no longer because your company has a long history or is the newest dot.com.
TIP - It has to be a proactive, not a reactive, reason. “We’ve taken the position that e-learning is critical. We developed a great program in-house that improved our sales productivity 45%, and now we’re sharing it with others in our industry.”
CONFORMITY...
Are you certified? In every industry, some form of certification carries importance and gives you and your firm authority. Knowing that as a consulting firm, half your staff are CPAs, lets me know that you conform to accounting standards.
TIP - Don't just tell me why you are ISO9000 certified, tell me why it’s important to your company. “We were the first HVAC company in this area to be certified and it really helps us focus our goals to service clients like you.”
COMMITMENT...
Is your firm committed to your industry? Are you a leader, happy in the middle of the pack? If you are a do-not-care exhibitor, it will show in your networking and lead generation.
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are
Creating labels for any application can be quite arduous if you are still using a word processor to create the labels and an ordinary printer to print them out. Now label printing has become extremely easy with the f state-of-the-art, label printers at affordable prices. Printing labels is now as easy as entering the data and pressing a few buttons on a label printer.Today’s label printers are extra-smart. They are compatible with your PC or laptop when attached with t a USB cord, and they can intelligently organize the information on the label s, and print out as many copies as you want. There are desktop as well as portable printers that have a built-in keyboa
Here are NINE conversation key words - and examples - to consider when speaking with people at trade shows.
AUTHORITY...
Why are you important? What gives you the authority to ask for clients? Perhaps it’s your firm’s expertise in a certain area, or a partner’s experience. It’s no longer because your company has a long history or is the newest dot.com.
TIP - It has to be a proactive, not a reactive, reason. “We’ve taken the position that e-learning is critical. We developed a great program in-house that improved our sales productivity 45%, and now we’re sharing it with others in our industry.”
CONFORMITY...
Are you certified? In every industry, some form of certification carries importance and gives you and your firm authority. Knowing that as a consulting firm, half your staff are CPAs, lets me know that you conform to accounting standards.
TIP - Don't just tell me why you are ISO9000 certified, tell me why it’s important to your company. “We were the first HVAC company in this area to be certified and it really helps us focus our goals to service clients like you.”
COMMITMENT...
Is your firm committed to your industry? Are you a leader, happy in the middle of the pack? If you are a do-not-care exhibitor, it will show in your networking and lead generation.
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are
To serve the purpose of various mechanical and manufacturing firms there are a large number of machining companies that carry out different machining techniques. This article will run you briefly through the kinds of services that are available through machining companies. One of the most sought after kinds of machining techniques is CNC machining. Machining companies that provide CNC machining services make use of machines that are high speed, repeatable and capable of being programmed. These machines are able to function even when they are unattended. This allows the machining company to manufacture parts or jobs both quickly as well as efficiently. There are also ma
CONFORMITY...
Are you certified? In every industry, some form of certification carries importance and gives you and your firm authority. Knowing that as a consulting firm, half your staff are CPAs, lets me know that you conform to accounting standards.
TIP - Don't just tell me why you are ISO9000 certified, tell me why it’s important to your company. “We were the first HVAC company in this area to be certified and it really helps us focus our goals to service clients like you.”
COMMITMENT...
Is your firm committed to your industry? Are you a leader, happy in the middle of the pack? If you are a do-not-care exhibitor, it will show in your networking and lead generation.
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are
Honoring individuals for their achievements may say a great deal about the person but can also demonstrate the sincere appreciation of the one awarding and recognizing the recipients’ success. Everyone enjoys receiving awards and being recognized for their efforts. Many times our trophies and plaques are proudly displayed in a prominent place in the home or office. This may be a wall, trophy case or fireplace mantel that in some environments can represent a small shrine.Reflecting back on awards that have captured my attention, it’s always been the logo or graphic picture that first caught my eye. After looking at the design (or the structure of the award it
COMMITMENT...
Is your firm committed to your industry? Are you a leader, happy in the middle of the pack? If you are a do-not-care exhibitor, it will show in your networking and lead generation.
TIP - Don’t say you’re committed to customer service, tell me how. “We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are staffed 24/7.”
CONSISTENCY...
Clients want to know you have a track record and that you’ll maintain it when they remain with you.
TIP - Explain how you maintain the consistency. “We’re spending $5million in R&D this year for product improvement, but we will always stock the MX49 that your firm uses, because we own that mold. ”
CONTRAST...
How are you different from your competitors? Avoid giving your competitors a plug and don’t refer to them by name.
TIP - Answer questions with a comment that shows your company’s leadership. “We’re aware other firms are taking the low road, but we’ve always preferred the high road because the vision is better.”
Like #1 - THIS IS PERSONAL -
We all like to do business with people for whom we have a good personal feeling, so if there is a twinge of personality clash in your conversation, pass the visitor over to another staff member.
TIP - You don’t want to blow a deal because he or she didn’t “like” you. “You know, I think Sam has a better handle on your concerns, so let me introduce you to him now.”
Like #2 - THIS IS BUSINESS -
In today’s fast, competitive world, not everyone is aware of the relationships on the business side or if there is a history your firm has with the visitor’s firm.
TIP - Be up to date on your company’s status, ask about relationship problems before the show. “Yes, I understand we didn’t get the bid for the job in Chile, but since we added enterprise software our costs have reduced considerably. I know we’ll be more aggressive on your next bid.”
RECIPROCATE...
Is this a potential partnership? Every client should be viewed as a partner. Sometimes, you have to give more in a partnership than you get.
TIP - Don’t view the reciprocity as a guaranteed 50-50 relationship. “We’ll be happy to include co-op advertising in our agreement with you. All we ask is, when the advertising works for you, that you refer other wholesalers like your firm to us.”
SCARCITY...
How unique are your firm’s talents, products and services? What makes me absolutely, positively have to choose your
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