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Casual Articles - Selling - Trade Shows Vs. Regular Sales Calls
Graphic designers must deliver creativity on demand. They have constant deadlines. They must satisfy demanding clients. The jobs are very challenging. The opportunity depends on their educational level, creative talent and the expertise in new technology. A good portfolio created during the educational process turns out to be very useful for the first job.Employers are looking for people who are multi-talented. Today’s graphic designers must know how to use computers to put together images and text to create
Time and Money
Regular Sales Call -
The internet has allowed companies to reduce drastically
the initial intelligence gathering costs and time frame. Make
sales proactive, not reactive. It still costs money. It still takes
time. And it’s still face-to-face.
Trade Show -
The key is follow-up. You can’t swipe a card, shake a hand
and wait for the prospect to call. People attend shows
because they’re in the same industry as you, and stopped at
your exhibit because they’re interested in your product.
Trade shows advance the sales cycle. This is a great
opportunity - don’t blow it!
When you understand that you make a 180 from your regular job and comfort zone. then yo
Ideas are the only assets which have no fixed values. It is equally well known that ideas are the beginning of all achievements. Ideas are the foundation of all fortunes, the starting point of all inventions.This is where it all begins. This stage, as the first, is the one on which the rest build. If you decide on the wrong idea now, then all time and money spent on the project will be a bad investment. You are destined to fail before you are far enough involved to realize it.Given its importanc
There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn’t mean you can sell well in the trade show environment.
I’ve identified five major areas which cause concern for professional sales staff who have booth duty. This has nothing to do with the ability of the sales person, only that they often have to do a 180 to accommodate their concerns.
Above all this - note that many trade shows are not hard sell arenas but are marketing venues. If you make a sale, it’s probably because of hard work before the show. The purpose of a show is to advance the sales process, so plan where the show fits into your sales cycle, and pass these tips along to your sales staff.
Face-to-Face Time
Regular Sales Call -
You set the schedule. You and the prospect determine the
time necessary for you to explain and/or sell. It may be 30
minutes, an hour, a half-day or more, but you have control of
the presentation.
Trade Show -
Unless you’ve made appointments prior to the show, or the
prospect puts you on its short list of exhibits to visit, you’re
lucky to get three minutes on the show floor. Why? Time is
short, and you’re either an unknown or well-known.
Location
Regular Sales Call -
You may be lucky and have the prospect in your office or
factory. Or, you’re on his turf. Or in a favorite restaurant. In
any case, it’s a familiar surrounding and you feel
comfortable.
Trade Show -
Now you’re on neutral turf. You have your company’s image
around you - name badges, signs, brochures, handouts,
give-aways, etc. Should be good news - you’re in control.
Until the visitor leaves your booth and walks over to your
competitor. (Remember, that’s the essence of a trade show
- competitors coming together to build an industry.)
Who Initiates Contact?
Regular Sales Call -
Generally, you make the first contact, so you know the
prospect’s major details - name, address, how you can
solve his problem, time frame for the sale - maybe you’ve
even toted up your commission. And if the prospects calls
you first? Great, the sales cycle is moved along even faster.
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can use the
buzzwords - enterprise, cybercorp, partnering - and you can
probably adapt your sales competencies to the prospect’s
requirements.
Trade Show -
Remember, unless you’ve set up appointments with
prospects or clients, you’ve probably got a stranger standing
in front of you. Now, not only your sales competencies come
into play but your knowledge and understanding of your
industry and marketplace are challenged.
Time and Money
Regular Sales Call -
The internet has allowed companies to reduce drastically
the initial intelligence gathering costs and time frame. Make
sales proactive, not reactive. It still costs money. It still takes
time. And it’s still face-to-face.
Trade Show -
The key is follow-up. You can’t swipe a card, shake a hand
and wait for the prospect to call. People attend shows
because they’re in the same industry as you, and stopped at
your exhibit because they’re interested in your product.
Trade shows advance the sales cycle. This is a great
opportunity - don’t blow it!
When you understand that you make a 180 from your regular job and comfort zone. then you
The traditional role of purchasing is to purchase materials conforming to specifications such as physical dimensions and the lowest bids. Most organizations still view purchasing as a tactical one with a short sighted approach. The tactical role of purchasing is underlined by the fact that most firms don’t have purchasing function in the corporate boardroom.Purchasing as a tactical function is confined to clerical processes such as bid invitation, order management and payment. But purchasing is a complex func
Face-to-Face Time
Regular Sales Call -
You set the schedule. You and the prospect determine the
time necessary for you to explain and/or sell. It may be 30
minutes, an hour, a half-day or more, but you have control of
the presentation.
Trade Show -
Unless you’ve made appointments prior to the show, or the
prospect puts you on its short list of exhibits to visit, you’re
lucky to get three minutes on the show floor. Why? Time is
short, and you’re either an unknown or well-known.
Location
Regular Sales Call -
You may be lucky and have the prospect in your office or
factory. Or, you’re on his turf. Or in a favorite restaurant. In
any case, it’s a familiar surrounding and you feel
comfortable.
Trade Show -
Now you’re on neutral turf. You have your company’s image
around you - name badges, signs, brochures, handouts,
give-aways, etc. Should be good news - you’re in control.
Until the visitor leaves your booth and walks over to your
competitor. (Remember, that’s the essence of a trade show
- competitors coming together to build an industry.)
Who Initiates Contact?
Regular Sales Call -
Generally, you make the first contact, so you know the
prospect’s major details - name, address, how you can
solve his problem, time frame for the sale - maybe you’ve
even toted up your commission. And if the prospects calls
you first? Great, the sales cycle is moved along even faster.
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can use the
buzzwords - enterprise, cybercorp, partnering - and you can
probably adapt your sales competencies to the prospect’s
requirements.
Trade Show -
Remember, unless you’ve set up appointments with
prospects or clients, you’ve probably got a stranger standing
in front of you. Now, not only your sales competencies come
into play but your knowledge and understanding of your
industry and marketplace are challenged.
Time and Money
Regular Sales Call -
The internet has allowed companies to reduce drastically
the initial intelligence gathering costs and time frame. Make
sales proactive, not reactive. It still costs money. It still takes
time. And it’s still face-to-face.
Trade Show -
The key is follow-up. You can’t swipe a card, shake a hand
and wait for the prospect to call. People attend shows
because they’re in the same industry as you, and stopped at
your exhibit because they’re interested in your product.
Trade shows advance the sales cycle. This is a great
opportunity - don’t blow it!
When you understand that you make a 180 from your regular job and comfort zone. then yo
Some changes happen because of some incident or accident. Someone got fired because of an unforeseen reorganization. How do you handle such a change? Do you pursue a revenge or will you search for a new way for your life?"Revenge is not always a good idea," said the author of Slaughterhouse Five in an interview last year. And as change is concerned he is right. Revenge will take you nowhere.Perhaps you could have prevented your dismissal. Perhaps you could have competed a bit more to save you job. But
Trade Show -
Now you’re on neutral turf. You have your company’s image
around you - name badges, signs, brochures, handouts,
give-aways, etc. Should be good news - you’re in control.
Until the visitor leaves your booth and walks over to your
competitor. (Remember, that’s the essence of a trade show
- competitors coming together to build an industry.)
Who Initiates Contact?
Regular Sales Call -
Generally, you make the first contact, so you know the
prospect’s major details - name, address, how you can
solve his problem, time frame for the sale - maybe you’ve
even toted up your commission. And if the prospects calls
you first? Great, the sales cycle is moved along even faster.
Trade Show -
Oops, here comes a stranger. With a name you don’t know,
a company you’ve probably never heard of - or if you have,
probably not that department. Now your people skills come
into play. It’s faster and more professional than a cocktail
party, more demanding than an interview and more tiring
because you repeat it all day.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can use the
buzzwords - enterprise, cybercorp, partnering - and you can
probably adapt your sales competencies to the prospect’s
requirements.
Trade Show -
Remember, unless you’ve set up appointments with
prospects or clients, you’ve probably got a stranger standing
in front of you. Now, not only your sales competencies come
into play but your knowledge and understanding of your
industry and marketplace are challenged.
Time and Money
Regular Sales Call -
The internet has allowed companies to reduce drastically
the initial intelligence gathering costs and time frame. Make
sales proactive, not reactive. It still costs money. It still takes
time. And it’s still face-to-face.
Trade Show -
The key is follow-up. You can’t swipe a card, shake a hand
and wait for the prospect to call. People attend shows
because they’re in the same industry as you, and stopped at
your exhibit because they’re interested in your product.
Trade shows advance the sales cycle. This is a great
opportunity - don’t blow it!
When you understand that you make a 180 from your regular job and comfort zone. then yo
When presenting, you need to hold your audience's attention, convey information, and persuade people to act, while all the time guarding against anything that could derail your performance. To help you master this balancing act, here are a few pointers:* Know your subject inside out. This is the single most important thing you can do to ensure a high-impact presentation. Be the absolute expert on whatever it is that you'll be talking about. Nobody in the room should know as much about the topic as you do.
Prospect Information
Regular Sales Call -
In today’s fast changing sales environment, you have good
intelligence about your prospect. You can use the
buzzwords - enterprise, cybercorp, partnering - and you can
probably adapt your sales competencies to the prospect’s
requirements.
Trade Show -
Remember, unless you’ve set up appointments with
prospects or clients, you’ve probably got a stranger standing
in front of you. Now, not only your sales competencies come
into play but your knowledge and understanding of your
industry and marketplace are challenged.
Time and Money
Regular Sales Call -
The internet has allowed companies to reduce drastically
the initial intelligence gathering costs and time frame. Make
sales proactive, not reactive. It still costs money. It still takes
time. And it’s still face-to-face.
Trade Show -
The key is follow-up. You can’t swipe a card, shake a hand
and wait for the prospect to call. People attend shows
because they’re in the same industry as you, and stopped at
your exhibit because they’re interested in your product.
Trade shows advance the sales cycle. This is a great
opportunity - don’t blow it!
When you understand that you make a 180 from your regular job and comfort zone. then yo
Do you know you have money at home?That's right, whether you own your own home or rent, you have valuable dollar bills just laying around. All you have to do is start your own business and you can squeeze it out.Start your own business resources are available everywhere. More than any other time in history, the average person can search and find money-at-home opportunities. They exist right at your fingertips.Online, people all over the world are searching for money-making opportunities all day
Time and Money
Regular Sales Call -
The internet has allowed companies to reduce drastically
the initial intelligence gathering costs and time frame. Make
sales proactive, not reactive. It still costs money. It still takes
time. And it’s still face-to-face.
Trade Show -
The key is follow-up. You can’t swipe a card, shake a hand
and wait for the prospect to call. People attend shows
because they’re in the same industry as you, and stopped at
your exhibit because they’re interested in your product.
Trade shows advance the sales cycle. This is a great
opportunity - don’t blow it!
When you understand that you make a 180 from your regular job and comfort zone. then you will be more effective at trade shows.
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