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I have just returned back to my office from the Business Northwest Exhibition in Manchester. I was staggered by the number of businesses that booked exhibition stands and appeared not to give a moments thought to what the purpose of the exhibition was.
Do not get my wrong, some shining examples of great stands. However on more then one occasion I was asked ’ can i help you?’ by someone stood on a stand with little explaination of what they do. Booking a stand is not enough. You must invest time and energy to ensure that the people on the stand are the companies’ best presenters and are confident.
- Get something intersting on the stand to get people to walk onto the stand. eg A proper competition or contest [ not just a waste paper basket openly collecting business cards of random people]
- Talk to them. Open questions to find out what they do ……then tell them what you do
- Make you stand so different that people have to look. Have someone in a costume [silly but effective] what about a magician or card tricks or even someone cleaning shoes [ that means you've got them for at least 2 minutes] imagination will attract far more people then free pens, boxes of mints or funny rubber shaped things.
- Oh and most importantly…get their name and details, make notes if you have to…..because you ARE going to call them back
Getting More from Your Cold-Calling
Cold-calling is a NATURAL and ESSENTIAL ELEMENT of almost every business development strategy. However, a lot of salespeople and business owners are uncomfortable putting it into action. This usually leads to procrastination, nervousness; lack of planning and unfortunately, bad results. This then feeds back negative feelings and reinforces why people don’t like cold-calling.
At some point every sales professional or business person is going to have to do some cold-calling. Whether it’s ringing totally new clients or prospects, chasing leads, getting referrals, networking or even just Read the rest of this entry »
Never in the history of mankind have bad workmen been allowed to blame their tools so readily. It is now presentation jargon ‘death by powerpoint’. It is like saying ‘death by word’ when you get a bad letter or ‘outlook’ when you get a bad email.
To ensure you have a stunning presentation you need to think about three clear things.
- Think about your presentation from your audiences point of view. [how and what do you need to present to get their attention and understanding]
- What is your message?
- What is your desired outcome? [what has to change for your presentation to be a success]
If your audience walk out with a different view of you and your message you have succeeded. You can only judge your success by what happens after. Ask yourself, did it work?
