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Set Yourself up for Trade Show Success
Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started. 1. Have a goal. What do you want to get out of the event? Most small business owners think sponsoring an event will bring them a ton of business. Not necessarily. Follow up is critical. 2. Make sure the audience is your market. If your company is a business-to-business provider and the event is for consumers, the likelihood of new business is slim. Sponsoring an event that doesn't include your target market is just a waste of money. Do your homework. 3. Don't dismiss "expensive" events right away. Just because an entry cost is high doesn't mean you can't afford it. You could offer to work on the organizing committee, perform specific duties for the event, or donate a product or prize in return for partial payment. 4. Introduce yourself before the show. If at all possible, get a postal mail or email list (or both) of attendees from the trade show host. A week prior to the show, send a notice introducing yourself to them and inviting them to stop by your booth. 5. Plan for follow-up. Before you sign up for the show, have a plan in place for how you will follow up with those prospects interested in what you have to offer. About the Author Denise O'Berry frequently speaks to professional organizations, is the author of three booklets, and several "how-to" manuals. She writes a weekly small business column, hosts an online small business owners forum and is called upon regularly by publications such as Entrepreneur, Bank Rate Small Business, Florida Trend, Inc., various newspapers, radio and television to provide expert comments on small business issues. http://www.whatspossible.com
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No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig in your head right now? I thought I just told you not to do that. What are you doing then? Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips Sex, Drugs & Rock-n-Roll How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth Imagine increasing your business earnings by 30, 40, or 50%. And this just by putting into use a fundamental truth of life. Many great men of history have used this truth in turning around their fortunes. Sales Tactics to Beat Your Competition This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition. Outsourcing the Sales Function Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear. Promoting Your Private Label at Industry Trade Shows So everyone thought you were crazy when you announced 6 months ago that you were quitting your "real job" in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab. You've bled and sweat, investing every last of ounce of time, effort and inevitably?your life savings. At last, you are first sample line is complete and your line sheets are nothing short of spectacular. Congratulations! But wait?better take a deep breath as the real work has only begun. What next? The Boss from Hell: Quick to Criticize, Slow to Praise So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch. Five Steps to Maximize Success in Targeting For Growth Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth. Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy? 14 Top Lead Generation Tactics According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong. Baditude! As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety. It was also evident from their negative comments, that many of these trainees had already given up on selling their company's services and that no amount of sales training could help them sell their firm's services. Our client, a large midwestern service firm, was willing to pay generous incentives for their customer service staff to up sell additional services. Yet, most participants in this training session felt, for a variety of reasons, that obtaining additional sales was impossible. 5 Secrets to Managing Your Sales Manager Productively Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second reason is due to the behaviour and capability of the immediate line manager. More often than not, the two are strongly linked with the manager taking little interest in the representative's development and as such the representative feels under valued and bored due to the lack of attention and challenge. How To Have A Successful Retail Sales Event In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was "how can I make sure I have successful sale?" While there are no hard and fast answers to this question, there are some guidelines you can follow to maximize your chances of that sale being successful. Ten Awesome Ways To Incease Your Sales In Holidays Everybody thinks that the businesses will slow down a bit in holiday seasons. Ofcourse everybody thinks that people don't want to start new ventures in holidays too. Business Career, Executive Coaching Article - Perfection vs. Excellence "(Howard) Hughes never learned how to convert his knowledge to practical application. Instead he sought a perfection that assured failure." - From Empire: The Life, Legend and Madness of Howard Hughes by Donald L. Bartlett & James B. Steel Sales Competence Isn't About Quota Performance! Compounding the problem are two myths regarding measures of competency in sales.
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