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Casual Articles - When It's DUH? Time at Trade Show - 3 Little Words Save the Day
Cheryl Rickman runs her own group of businesses CherryJam - with her partner James in Hampshire. Her first company WebCritique a web copywriting and marketing consultancy, helps other businesses to improve their online presence and Cheryl provides workshops to local businesses on these issues. WebCopywriter was borne from WebCritique and provides web copy for small and large businesses alike. Her clients include AnitaRoddick.com, Business Link Wessex, Motorola and Microsoft. Cheryl’s other main business is the UK’s largest independent online music magazine - ilikemusic.com.Cheryl has been a freelance writer for the past nine years, writing on business issues for Better Business and Internet Works magazine, and interviewing business leaders and music celebrities. As well as writing The Small Business Start-Up Workbook, which has a foreword by Dame Anita Roddick, Cheryl is auth
TIME - We all want time, more time, and trade shows are a time problem. It is compressed - there are only so many hours the show i
Have you ever met a cynical salesman who has worked at a dealership of some kind, some where for years on end? He smokes a cigarette every 20 minutes and must make sales because he is still there after all these years. It like he is a character right out of the book; Death of a Salesmen; you have to ask yourself why he persists and why would anyone buy anything from him anyway? Well it is simple really and there is lots of human psychology surrounding this so common phenomena in sales.You see we have all heard the phrase; Misery loves company; right? Sure we have and it is a true saying. And did you know that people who are miserable and depressed like to make them selves feel better by shopping and buying something new? It is true, in fact Prozac usage has boosted Corporate Retail sales and certainly helped in the shareholders equity, quarterly profits and same store sales f
You’ve have product training and sales training, you reviewed your company's web site and literature, you understand the demonstrations, and the marketing ideas behind the exhibit design. You’re ready for the show.
But now you’re standing in the booth and it’s Duh? time. You can rattle off the features and benefits, but what does the person standing in front of you want to know?
It can be boiled down to three little words - Time, Money, Hassle.
They want you to save them time, charge less money and cut the hassle. Actually, it’s what we all want when we shop ourselves, whether for banking or broccoli, wine or widgets. For example - We pay for chopped but bagged lettuce at the grocery store. Saves us money? No, costs a lot more than a head of lettuce, but it saves time and hassle because we don’t have to chop it. Go through everything you buy and you’ll find an example.
You can make a sale on one of the Three Little Words, but when you sell on two of the three, you’ll have a very loyal client.
Frame your opening comments around these three words and you’ll get people’s attention. Don’t make them ask the questions - be ready to find which of these words is most important to them and match your presentation to their concerns.
TIME - We all want time, more time, and trade shows are a time problem. It is compressed - there are only so many hours the show is
Given the fact that there are multiple applicants for any opening and H.R professionals spend less than a few seconds in scanning a resume before either accepting it or consigning it to the waste bin, the importance of a good resume cannot be overstated. A well written resume is the proverbial foot in the door that can lead to greater opportunities, and in the case of a job seeker, that translates to an interview, and if all goes well, the job.A resume is a dynamic entity that changes with the professional growth and learning of an individual. It is meant to be a brief yet informative statement of purpose and capabilities of a professional. Professionals should regularly spend some time in taking stock of their professional achievements and new skills acquired. This helps them to obtain an awareness of their position in the job market and update their resume so that if a good
But now you’re standing in the booth and it’s Duh? time. You can rattle off the features and benefits, but what does the person standing in front of you want to know?
It can be boiled down to three little words - Time, Money, Hassle.
They want you to save them time, charge less money and cut the hassle. Actually, it’s what we all want when we shop ourselves, whether for banking or broccoli, wine or widgets. For example - We pay for chopped but bagged lettuce at the grocery store. Saves us money? No, costs a lot more than a head of lettuce, but it saves time and hassle because we don’t have to chop it. Go through everything you buy and you’ll find an example.
You can make a sale on one of the Three Little Words, but when you sell on two of the three, you’ll have a very loyal client.
Frame your opening comments around these three words and you’ll get people’s attention. Don’t make them ask the questions - be ready to find which of these words is most important to them and match your presentation to their concerns.
TIME - We all want time, more time, and trade shows are a time problem. It is compressed - there are only so many hours the show i
Widely recognized as an essential and effective part of the marketing mix, there are many ways in which promotional products can help drive forward your business. The prime function of promotional products is to communicate with customers and prospective customers. They are regularly used by organizations as diverse as blue chip public limited companies and government bodies to educational establishments and charities to promote their company, brand or message.The use of promotional products to support your advertising and direct mail campaigns will likely result in improved response rates; the giving of promotional products to your customers will encourage goodwill, and help generate repeat business as well as customer referrals; internal awards and incentive programmes will help motivate your employees and improve their performance; and giving away promotional products at t
You can make a sale on one of the Three Little Words, but when you sell on two of the three, you’ll have a very loyal client.
Frame your opening comments around these three words and you’ll get people’s attention. Don’t make them ask the questions - be ready to find which of these words is most important to them and match your presentation to their concerns.
TIME - We all want time, more time, and trade shows are a time problem. It is compressed - there are only so many hours the show i
My consulting firm receives an average of 2 new product submissions from entrepreneur’s each day. Last year we viewed almost 700 such offerings. They ranged from the silly to the spectacular. The majority of these concepts actually possess some commercial merit. Nevertheless, fewer than a dozen of these will ever make it to market.There are many reasons for the paucity of successful product launches. The process is challenging and many people are not up for the fight. Many people dream that their idea or concept can succeed, but at no risk or expense to themselves. Still others have recklessly expanded valuations on their product and thus, expectations that are not realistic.From this deluge of creativity there are always a handful of gems that have all of the essential elements necessary for success. The one constant, however, is almost always capital; or the lack the
You can make a sale on one of the Three Little Words, but when you sell on two of the three, you’ll have a very loyal client.
Frame your opening comments around these three words and you’ll get people’s attention. Don’t make them ask the questions - be ready to find which of these words is most important to them and match your presentation to their concerns.
TIME - We all want time, more time, and trade shows are a time problem. It is compressed - there are only so many hours the show i
Slipping revenues and eroding profits have continued long enough to get everyone’s attention. The major constituencies necessary to every enterprise: customers, lenders, vendors, shareholders, the Board of Directors, management and the rest of the workforce all know something is wrong.Fear becomes a palpable force and constant companion. Customers fear the company will not be able to honor its commitments; the lender fears for his loan; the vendor fears he will not be paid; the shareholders fear loss of their investment; the Board and management fear failure, and; the rest of the workforce fears for its security and future.As different as these legitimate concerns may be, fear results in certain common behavior:1. It keeps us placing events and people into categories (boxes)2. It stops us from leading 3. It stops us from letting go of t
TIME - We all want time, more time, and trade shows are a time problem. It is compressed - there are only so many hours the show is open, so few hours to walk the aisles and minutes to stop at a booth. Conversations are brief, listening skills are strained and you’ll never have enough time to go through the leisurely sales call process.
Here are 10 things people want to know about your company and Time:
1. What’s your order-to-shipment time?
2. How long for custom orders and modifications?
3. How long is design time?
4. Do you stock everything I need, or do I have to wait for parts?
5. When will a salesman call on me?
6. How long does it take to learn?
7. How long does it take to teach someone?
8. What training materials and people are provided?
9. How long does it take to put together?
10. How long will it last?
MONEY - Money is important, and saving money in tight times is critical, but remember that beyond pure coin is value. Value is what you should sell. The simple definition is Value = Price + Performance. We all have something in the closet or the garage that we were sold on price alone, and we feel cheated.
Here are 10 things people want to know about your company and Money:
1. How much is it?
2. What’s my discount?
3. Do you take credit cards?
4. Will you finance th
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