Sales Strategies for Tradeshows & Conferences
I tell my audiences every day that the key to success is taking action. Take a minute to look over this weeks featured articles and videos that highlight the different ways you might take action and have it positively benefit your bottom line.
No Sale Left Unturned: Clean Up At Conferences with 3 Overlooked Sales Strategies
by Caryn Kopp
Group of successful businesspeople standing and talking.Over the last year I’ve heard several stories about lost sales opportunities. Many occurred as a direct result of post-conference oversights that could have been avoided. It happens too often. Join me by shaking your head as you read the story below. Then, vow to follow the strategies provided so you can clean up on conference sales opportunities!
A company I know sent 3 people to a conference a year ago January. All 3 people flew, stayed 3 nights, went to nice meals and entertained prospective clients. They uncovered several high volume prospect opportunities, one of which included a large potential program with Disney. Upon their return to the office they were faced with the typical backlog of work, urgent client requests and calls which needed to be returned…yesterday. Digging out from under took priority over follow up. You can guess what happened. The first follow up, a group of letters (snail mail), went out 3 months after the conference. The second follow up, a group of phone calls, occurred 3 months after that.
The seller didn’t reach the Disney decision maker live until August (8 months after the conference) and the conversation went like this:
Decision Maker: Oh, I do remember you. Too bad we didn’t connect sooner. We decided to move forward with the program. We chose a vendor and are finalizing the contract now. We plan to roll out within the next 6 weeks.
Salesperson (also now known as Sad Person): There are many benefits we provide, we would still appreciate the opportunity to come in and talk with you. Can we set a time for that?
Decision Maker: I’m sorry but as I said we are finalizing the contract now. I’ll call you if something changes.
Don Yeager recently did an interview with Mike Krzyzewski, head basketball coach of Duke University, which was packed with solid take-aways for EVERY business. Take a few minutes to listen to several of the golden nuggets and start implementing today.
Here is Don’s intro:
Congratulations to one of my favorite people in sports, Mike Krzyzewski, head basketball coach of Duke University! Coach K is, in many ways, a modern day John Wooden. Now he has achieved something that has never before been done in Division I men’s collegiate basketball: 1,000 wins. In celebration, I would love to share with you four of the lessons I have learned during our interviews that have made his teams so consistently successful.
- He recruits based on team culture. Krzyzewski has coached some of the best and brightest basketball players in the country, but before they even join the team he critically evaluates if they fit into the established team culture. LISTEN TO OUR CONVERSATION
- Great teams have Great huddles. Krzyzewski is such a powerful leader because he’s a great communicator. He assesses his team, staff, and himself by making record of his timeouts in order to make sure that they are maximizing their time and connecting efficiently. LISTEN TO OUR CONVERSATION
- He does not allow complacency to become a habit. Krzyzewski encourages his players not to be overcome by epic wins or losses. He does not take winning for granted. LISTEN TO OUR CONVERSATION
- He believes in the importance of continuity. Krzyzewski has players going to the NBA draft at the end of every season, so preserving culture becomes a reoccurring problem. To help keep the culture of the team constant, Krzyzewski and his staff treat their managers—many of whom are students themselves—on an equal level as their star players. Great reminder for all to think of how frontline positions (including administrative) can be vital to company culture. LISTEN TO OUR CONVERSATION
New Jack Daly Podcast
Episode 135: How Sports Relate to Sales and Entrepreneurship – Jack Daly
by Fabienne Raphael
NEW VIDEO PRE-RELEASE
The sales of my book, HYPER SALES GROWTH, continue to boom and the reviews have been very gratifying. A constant theme is “how many simple yet effective action items” are in the book. While that’s a good thing, there also is a danger. That danger is we become overwhelmed by the enormity of the opportunity and get stuck doing little to nothing. We know the actions work, as reported by incredible growth of business percentages being reported to us by sales people and companies that have indeed taken action. All of this got me to thinking, and I’ve got the solution for optimizing “taking action”, and that’s this video program as a companion piece to the book.
We are currently taking pre-orders of the video series, as it’s more than half completed and we expect full completion by June. Click Here for a quick video as I describe the video and how we see it being used. I see the video being viewed as a team exercise on a Chapter by Chapter basis, with a call to action at the end of the video. Specific actions are identified for your consideration, then the development of a plan with timetables and accountabilities assigned. Once one makes it through the full video series, the actions will be in place and reaping Hyper growth of sales and, for both the individual and the company.
The retail investment of the video series will be $119 once complete and launched. If you take action now, by contacting Gabe Clift or calling 855-733-7378, the series is yours for $79 plus shipping. I’m really jazzed about this video series, as I’ve never seen a book published with such a game-changing.