Trade Show today. I don't know why, but I love doing Trade Shows. I enjoy the interaction with potential customers. I enjoy qualifying the "browsers." I enjoy selling what I do to those who are interested. I enjoy figuring out what makes people "tick." I enjoy the challenge of "unlocking" the potential customer and turning him into a customer. It's like a giant puzzle with tremendous rewards for each piece that you put into place. -- OK, I guess those are the reasons that I like doing Trade Shows.
I have two more days of this current Trade Show. I'm supposed to be at another one -- in another state -- which overlaps with this one. I will decide tomorrow whether to stay here (if it continues to be productive) or go to the other one. Next week is another show in a different state. 'Tis the season for Trade Shows, fa la la la la la la la la.....
I was pleased today when the account representative from the marketing company that we use brought a couple of her colleagues by to see our booth. She started telling them how the way we had done things was the proper way -- then she told them that I probably should be teaching classes on how to work a Trade Show. It made me feel pretty good. I kept waiting for the "shoe to drop" and hear what I wasn't doing correctly but it never came. Yeah, pretty cool.
I'm bringing one of my employees in tomorrow who has never worked a Trade Show. He has a lot of potential. It will be fun "breaking him in." We'll see how well he picks it up.
Hopefully I will get something posted on Billy before the week is out. It's "in-my-head" but I don't have it written out yet. It's difficult for me to get in the right frame of mind for that project while I'm pumped up with the Trade Show. We'll see how the week goes.
Showing posts with label selling. Show all posts
Showing posts with label selling. Show all posts
Tuesday, November 27, 2007
Thursday, October 4, 2007
Condensed Trip Summary
Two great meetings and one cancellation -- so went our trip this week. In spite of the cancellation, it was extremely successful. We have a number of new customers as a result and a much closer relationship with the customer that helped to sponsor the trip. It was definitely a win-win-win situation.
The area of the country that we were traveling into was in the midst of corn and soybean harvest. It was the reason that we had the one cancellation. Priorities...
Hopefully, I will be able to get back into a regular routine of posting tomorrow.
The area of the country that we were traveling into was in the midst of corn and soybean harvest. It was the reason that we had the one cancellation. Priorities...
Hopefully, I will be able to get back into a regular routine of posting tomorrow.
Wednesday, July 25, 2007
Trustworthiness in Business
The meeting today went well. The format changed at the last minute. What was anticipated to be a more formal setting turned into a 2-hour informal discussion. It was all good though. It may take a couple of additional visits to get a deal put together, but it looks promising.
These meetings are exhausting. I get "keyed up" prior to them and then experience a big letdown afterward -- no matter whether they are good or bad. I think it is due to fatigue. After a good night's rest it will be easier to critically evaluate the discussions.
This particular opportunity could catapult our company to a much higher level of recognition in the industry while providing a steady stream of business. The prospect in this case is considered a major player in the industry. Part of the structure that we are evaluating is a co-marketing arrangement with them that would create a brand identity. It definitely has the potential of a large win-win scenario.
Tomorrow begins the follow-up and follow-through stage of the process. We each have tasks to accomplish quickly that will determine movement to the next stage of discussions. Say what you will do and do what you say. Reputation is crucial. We have worked hard to build a solid reputation of excellent service, timely delivery, and value for the investment.
I've always tried to teach my kids that the only thing you truly own in this life is your word. Everything else can be taken away from you (just read up on Job in the Old Testament). Whether or not your word is trustworthy defines who you are to a large extent. Will you deliver on your promise? Will you do what you said you would? The perception that others have of you in this regard can often determine your success or failure. Many businesses and individuals have lost sight of the value of honesty, integrity, and trustworthiness. It's too bad.
These meetings are exhausting. I get "keyed up" prior to them and then experience a big letdown afterward -- no matter whether they are good or bad. I think it is due to fatigue. After a good night's rest it will be easier to critically evaluate the discussions.
This particular opportunity could catapult our company to a much higher level of recognition in the industry while providing a steady stream of business. The prospect in this case is considered a major player in the industry. Part of the structure that we are evaluating is a co-marketing arrangement with them that would create a brand identity. It definitely has the potential of a large win-win scenario.
Tomorrow begins the follow-up and follow-through stage of the process. We each have tasks to accomplish quickly that will determine movement to the next stage of discussions. Say what you will do and do what you say. Reputation is crucial. We have worked hard to build a solid reputation of excellent service, timely delivery, and value for the investment.
I've always tried to teach my kids that the only thing you truly own in this life is your word. Everything else can be taken away from you (just read up on Job in the Old Testament). Whether or not your word is trustworthy defines who you are to a large extent. Will you deliver on your promise? Will you do what you said you would? The perception that others have of you in this regard can often determine your success or failure. Many businesses and individuals have lost sight of the value of honesty, integrity, and trustworthiness. It's too bad.
Tuesday, July 24, 2007
Informally Formal
Providing a level of informality in a small-group formal presentation is best done through a team approach. Two people are adequate for the format. While one is presenting the planned program a second team member watches the audience for attention and for key points to emphasize. If the eyes glaze over, it is appropriate for the non-presenter to interrupt, interject, and question the presenter. This does several things. 1) It lets the audience know that it is alright to ask questions or to interject their thoughts. 2) It makes the presentation less formal and 3) It regains their attention.
It is critical to keep the audience fully engaged in what you are saying. It is also important to repeat key points in multiple ways. Typically a person must hear something 4 or 5 times before it is learned. This is especially true if you are attempting to shift their paradigm. If they are not used to the logical progression that you want them to follow or you are presenting something that doesn't fit their preconceptions, you will have to present the same information multiple times to change their thinking.
It is a fine line between presenting the same information in multiple ways versus repeating yourself. You don't want to just be repetitive. Sometimes you must be creative in order to reiterate a point. One of the oldest rules is to "tell them, tell them again, and then tell them what you told them." It is always better if you can tell them with pictures. Most people are visual learners. Paint the picture for them and they will learn it more quickly than if you just cover them with facts.
Well, once again it is obvious where my mind is focused. Tomorrow will be a long day but I always am excited about these opportunities. Whether I close the sale tomorrow or it is just a step toward the close, it is going to be a good day. It's the journey, not the destination.
It is critical to keep the audience fully engaged in what you are saying. It is also important to repeat key points in multiple ways. Typically a person must hear something 4 or 5 times before it is learned. This is especially true if you are attempting to shift their paradigm. If they are not used to the logical progression that you want them to follow or you are presenting something that doesn't fit their preconceptions, you will have to present the same information multiple times to change their thinking.
It is a fine line between presenting the same information in multiple ways versus repeating yourself. You don't want to just be repetitive. Sometimes you must be creative in order to reiterate a point. One of the oldest rules is to "tell them, tell them again, and then tell them what you told them." It is always better if you can tell them with pictures. Most people are visual learners. Paint the picture for them and they will learn it more quickly than if you just cover them with facts.
Well, once again it is obvious where my mind is focused. Tomorrow will be a long day but I always am excited about these opportunities. Whether I close the sale tomorrow or it is just a step toward the close, it is going to be a good day. It's the journey, not the destination.
Monday, July 23, 2007
The Power of the Point
Sometimes my mind gets in "high gear" and I just write. There's no plan. I just write.
It usually happens when I have something on my mind. Right now it's a big presentation that I've been preparing. I will be headed for Fort Worth early on Wednesday for a meeting with a large prospective customer. I've been working on my Power Point slides off-and-on all day -- between phone calls, e-mails, interruptions, etc.
I work best on these types of presentations in "fits and starts." Yeah, I know, that doesn't sound especially organized, but it's how my mind works. I spend time developing ideas in my head -- usually while I go about other tasks. I've been working on this in my head since my trip to Denver last week. Usually I am able to "dump" it all at once. To a large extent, that's what I did today.
I spent a couple of hours gathering material -- photos, statistics, etc. Then I spent most of the day developing the slides. Now I'm in the refining mode. I know that my mind is working on it even as I type because my head feels a little like a caffeine buzz. I also am not able to focus on other things for any length of time -- like blogging -- and making it rhyme. So, after about a half-dozen poetic starts I have abandoned poetry for the evening and will ramble my thoughts out on the keyboard. By morning I will know what refinements that I need to make and should be able to do any fixes fairly quickly. That will leave me most of the day tomorrow to practice and to work on transitions.
Power Point presentations are wonderful. I have been doing them for many years and find them to be very effective if done well or very boring if done poorly. The presenter MUST NOT read from the slides or tell what is on the slides from memory. The slides should be heavily image based -- NOT a continuous series of bullet points and charts. The images should fix the thought that is presented verbally into the mind of the audience. There also should be a few minor surprises slipped into the slides -- humor. The humor should be relevant to the presentation. It will help to emphasize points. It can be subtle but not overly so because the audience must get the point.
The oral presentation should include questions that require a small amount of audience participation. It can't get out of hand. It must be relevant. All parts of the presentation should be framed from the perspective of the customer/audience. Don't just get up and tell how great you and your company are, tell the customer how you are going to make/save him money or solve a problem that he faces. Orient around customer value NOT how valuable you think you are.
Give the customer facts and testimonials -- NOT opinions and company propaganda. Show him the benefits. Show him the money. Show him VALUE. If you play your cards right, price won't even come into the discussion until his decision has already been made. Sell the sizzle.
Well, I guess this post confirms where my mind is focused. It was good to review these points. Now I need to make sure that I've followed my own advice!
It usually happens when I have something on my mind. Right now it's a big presentation that I've been preparing. I will be headed for Fort Worth early on Wednesday for a meeting with a large prospective customer. I've been working on my Power Point slides off-and-on all day -- between phone calls, e-mails, interruptions, etc.
I work best on these types of presentations in "fits and starts." Yeah, I know, that doesn't sound especially organized, but it's how my mind works. I spend time developing ideas in my head -- usually while I go about other tasks. I've been working on this in my head since my trip to Denver last week. Usually I am able to "dump" it all at once. To a large extent, that's what I did today.
I spent a couple of hours gathering material -- photos, statistics, etc. Then I spent most of the day developing the slides. Now I'm in the refining mode. I know that my mind is working on it even as I type because my head feels a little like a caffeine buzz. I also am not able to focus on other things for any length of time -- like blogging -- and making it rhyme. So, after about a half-dozen poetic starts I have abandoned poetry for the evening and will ramble my thoughts out on the keyboard. By morning I will know what refinements that I need to make and should be able to do any fixes fairly quickly. That will leave me most of the day tomorrow to practice and to work on transitions.
Power Point presentations are wonderful. I have been doing them for many years and find them to be very effective if done well or very boring if done poorly. The presenter MUST NOT read from the slides or tell what is on the slides from memory. The slides should be heavily image based -- NOT a continuous series of bullet points and charts. The images should fix the thought that is presented verbally into the mind of the audience. There also should be a few minor surprises slipped into the slides -- humor. The humor should be relevant to the presentation. It will help to emphasize points. It can be subtle but not overly so because the audience must get the point.
The oral presentation should include questions that require a small amount of audience participation. It can't get out of hand. It must be relevant. All parts of the presentation should be framed from the perspective of the customer/audience. Don't just get up and tell how great you and your company are, tell the customer how you are going to make/save him money or solve a problem that he faces. Orient around customer value NOT how valuable you think you are.
Give the customer facts and testimonials -- NOT opinions and company propaganda. Show him the benefits. Show him the money. Show him VALUE. If you play your cards right, price won't even come into the discussion until his decision has already been made. Sell the sizzle.
Well, I guess this post confirms where my mind is focused. It was good to review these points. Now I need to make sure that I've followed my own advice!
Friday, March 9, 2007
The Salesman
Over 1,500 miles from home
The master salesman is practicing his art.
He has carefully laid the ground work
By weeks ago, sending out his meticulously prepared material.
It was followed more recently by
A telephone call and a series of e-mails to set
The ever-important next contact because he knows
That the more contact he can make with you the better his chance.
Calls of confirmation precede the
Culmination of weeks of preparation for the lunch meeting.
Pleasantries are exchanged and past encounters reminded to
Increase the "stickiness" of the meeting so that guards are lowered.
The case of secrets is kept carefully closed
And the items of interest sealed until the meal is consumed
Over questions that probe the needs, desires and situation so that
The pitch can be placed perfectly on the high and inside corner where
Its temptation is greatest.
The competitive situation is assessed while never
Stating anything negative yet always raising questions that say
You are much better than them.
Artfully, the likely objections are dealt with
In the presentation before they are raised
So that they fade into irrelevancy before the final pitch is made.
"Would you be willing to test it for me?"
"I'm sure that any feedback you can provide would be invaluable!"
"If you will just take this on a trial basis, I'm sure you will see
How much improvement it will bring to your operation!"
"There's no risk on your part. How soon can I ship it?"
No product, or money are exchanged, but
Agreement is made, and hands are clasped
That the next step in the chain will proceed.
He has done his job well.
The master salesman is practicing his art.
He has carefully laid the ground work
By weeks ago, sending out his meticulously prepared material.
It was followed more recently by
A telephone call and a series of e-mails to set
The ever-important next contact because he knows
That the more contact he can make with you the better his chance.
Calls of confirmation precede the
Culmination of weeks of preparation for the lunch meeting.
Pleasantries are exchanged and past encounters reminded to
Increase the "stickiness" of the meeting so that guards are lowered.
The case of secrets is kept carefully closed
And the items of interest sealed until the meal is consumed
Over questions that probe the needs, desires and situation so that
The pitch can be placed perfectly on the high and inside corner where
Its temptation is greatest.
The competitive situation is assessed while never
Stating anything negative yet always raising questions that say
You are much better than them.
Artfully, the likely objections are dealt with
In the presentation before they are raised
So that they fade into irrelevancy before the final pitch is made.
"Would you be willing to test it for me?"
"I'm sure that any feedback you can provide would be invaluable!"
"If you will just take this on a trial basis, I'm sure you will see
How much improvement it will bring to your operation!"
"There's no risk on your part. How soon can I ship it?"
No product, or money are exchanged, but
Agreement is made, and hands are clasped
That the next step in the chain will proceed.
He has done his job well.
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