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Casual Articles - EXHIBITORS - Check Your URL
I learned a valuable lesson over the holidays. I learned the real value of experience. The real difference between academics and “On –The – Job” experience. You see, our garbage disposal went out between Christmas and New Years. I won’t use the excuse that I couldn’t find a plumber. I just figured that replacing a garbage disposal was no big deal. I am educated, smart and I can use my hands. After all, how hard can
First Appearances Count
What happens if you don’t know what’s on your web site and the attendee does?
1. You appear uninformed about your own firm. Attendees consider that you are not a serious player
2. Your company appears to take the trade show lightly because you are not properly
We’ve all done them, and there’s many more, but try to avoid these 5 marketing sins.1. Start / Stop Marketing – Once you’ve started to see those customers piling through the door it’s easy to assume your marketing job is done. It’s not. Effective marketing isn’t about any single campaign or idea – it’s about all your efforts and ideas combining to create ‘marketing momentum’.Your marketing act
How many of you know its proper URL? OK, most of you.
How many of you have read everything on the web site? Numbers are dropping like stones here. How many of you contributed information on the web site? Anybody there?
When was the last time you looked at the section related to your business segment? A year ago when it first went up? Has your business progressed since then? Does anybody know it?
Why am I asking so many questions? Because serious exhibit attendees can answer all of these questions about your business.
I’m seeing more sophisticated prospects and buyers at shows - and where did they get the information - those questions that stump you? From your very own web site.
How Do You Shop on the Web?
Think about how you get info off the web and what you do with it. Do you buy a car directly (a few) or do you “shop” for information, and then go kick the tires, dicker and deal.
Generally, you’ll buy based on these three levels of comfort
1. You’ve done business with its brick-and-mortar or mail order operation (The Gap, Lands End).
2. You have faith in the legitimacy of the site based on reputation (i.e., Amazon.com).
3. The site is clear, the product meets your need and you feel it’s a fair deal.
Same thing with attendees. Except thatat a trade show, they’re not walking the aisles to just unexpectedly happen upon you. They have an agenda, and it’s often because of the Internet.
They have the list of exhibitors and have evaluated your firm by its web site. Now, at the show, they have the opportunity to meet with you first hand, to review literature, see demonstrations, sample product, test your knowledge, and be steps closer to closing a deal with you.
First Appearances Count
What happens if you don’t know what’s on your web site and the attendee does?
1. You appear uninformed about your own firm. Attendees consider that you are not a serious player
2. Your company appears to take the trade show lightly because you are not properly t
Most people when they landed “the dream job” after an interview or even got “the deal” of the lifetime in their businesses, sadly to say tend to slack on their grooming habits and it even goes to the point that they are wearing their pajamas going to the office. It seems that’s very extreme but it happens.Why can’t you take personal grooming for granted?1. It’s personal hygiene. Personal grooming is th
Why am I asking so many questions? Because serious exhibit attendees can answer all of these questions about your business.
I’m seeing more sophisticated prospects and buyers at shows - and where did they get the information - those questions that stump you? From your very own web site.
How Do You Shop on the Web?
Think about how you get info off the web and what you do with it. Do you buy a car directly (a few) or do you “shop” for information, and then go kick the tires, dicker and deal.
Generally, you’ll buy based on these three levels of comfort
1. You’ve done business with its brick-and-mortar or mail order operation (The Gap, Lands End).
2. You have faith in the legitimacy of the site based on reputation (i.e., Amazon.com).
3. The site is clear, the product meets your need and you feel it’s a fair deal.
Same thing with attendees. Except thatat a trade show, they’re not walking the aisles to just unexpectedly happen upon you. They have an agenda, and it’s often because of the Internet.
They have the list of exhibitors and have evaluated your firm by its web site. Now, at the show, they have the opportunity to meet with you first hand, to review literature, see demonstrations, sample product, test your knowledge, and be steps closer to closing a deal with you.
First Appearances Count
What happens if you don’t know what’s on your web site and the attendee does?
1. You appear uninformed about your own firm. Attendees consider that you are not a serious player
2. Your company appears to take the trade show lightly because you are not properly
In terms of trends in how aid is approached and organized, a partnership model focused on country ownership and performance based aid is becoming increasingly popular. It typically applies one or both of the following principles:Country ownership, which requires that donors align their support with a strategy developed by recipients, moving away from intrusive policy conditionality. The March 2005 Paris Decla
Generally, you’ll buy based on these three levels of comfort
1. You’ve done business with its brick-and-mortar or mail order operation (The Gap, Lands End).
2. You have faith in the legitimacy of the site based on reputation (i.e., Amazon.com).
3. The site is clear, the product meets your need and you feel it’s a fair deal.
Same thing with attendees. Except thatat a trade show, they’re not walking the aisles to just unexpectedly happen upon you. They have an agenda, and it’s often because of the Internet.
They have the list of exhibitors and have evaluated your firm by its web site. Now, at the show, they have the opportunity to meet with you first hand, to review literature, see demonstrations, sample product, test your knowledge, and be steps closer to closing a deal with you.
First Appearances Count
What happens if you don’t know what’s on your web site and the attendee does?
1. You appear uninformed about your own firm. Attendees consider that you are not a serious player
2. Your company appears to take the trade show lightly because you are not properly
Every sale is powered by the fuel of emotion. By a complex mix of beliefs, feelings and desires that mesh together to become the Core Buying Emotion – the feeling that compels us to break out our wallets.Your job as a marketer is to trigger that emotion in your prospect and get it worked up to the point that she buys what you’re selling.So how, exactly, are you supposed to do that?Know Where You
Same thing with attendees. Except thatat a trade show, they’re not walking the aisles to just unexpectedly happen upon you. They have an agenda, and it’s often because of the Internet.
They have the list of exhibitors and have evaluated your firm by its web site. Now, at the show, they have the opportunity to meet with you first hand, to review literature, see demonstrations, sample product, test your knowledge, and be steps closer to closing a deal with you.
First Appearances Count
What happens if you don’t know what’s on your web site and the attendee does?
1. You appear uninformed about your own firm. Attendees consider that you are not a serious player
2. Your company appears to take the trade show lightly because you are not properly
One of the most common mistakes salespeople make is taking a short-sighted view of their sales strategy. Salespeople and sales managers are often more focused on their own immediate goals than they are on the needs of their customers. I know, cause I’ve been there. Where is my next commission coming from? Will I make my quota this month or this quarter?How fast can I close this deal? Don’t tell me that t
First Appearances Count
What happens if you don’t know what’s on your web site and the attendee does?
1. You appear uninformed about your own firm. Attendees consider that you are not a serious player
2. Your company appears to take the trade show lightly because you are not properly trained by your firm. It's a waste of the attendee’s time and effort.
In essence, if I - as the attendee - take the time to narrow down my list of potential partners, including your firm, and you - as the company’s representative - don’t know as much about your firm as I do - well, Bubba, I think I’ll pass. You have to have very compelling reasons for me to do business with a firm that is less informed about itself than I am about it.
Why is this critical? As trade shows draw more international clients, I see foreign firms sending high-level decision-makers who have spent time to evaluate firms based on web information. They come with a preselected list of potential partners. And, I see US firms still sending Junior Execs who think “being cute” or “knowing the buzzwords” or having a “great booth” or “super prize” will win a deal.
Words to the Wise
So, when you select your staff for the next show, make sure one of the requirements is familiarity with your own web site. Often, it’s the first and most critical step an attendee has to evaluate your firm before actually meeting you on the show floor.
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