Keep in mind that relationship selling is just that–selling you, not a product or commodity. If you are into networking to generate sales, be patient. And I’ll pull this word out–classy. If you go to an event with order pad in hand, well, knock it off. If the next words out of your mouth after, […]
It is easy to get caught up in the size of your space and the properties you will use to fill it. However, one of the most effective ways to do space planning is to step back and look at your product (or offering or service). How will your clients and prospects interact with the
Using space appropriately with your product Read More »
OK, the old ways do have a place. But do they? Loyalty and dedication are one thing. Blindness relating to either is quite another. A recent experience with a client and an incumbent supplier brought this to light. Just because there is an incumbent, doesn’t mean they are the best fit. And from the supplier
Good old boy networks Read More »
Not everyone can get along with everybody. It’s true, particularly in business. While we do all seem to live by the axiom of “we do busienss with people we like,” sometimes that doesn’t always hold. Some people naturally don’t fit with other people. If an account executive has a personality conflict with a client contact,
Impressions and attitudes Read More »
Trade show program properties many times are engineered to do double or triple duty. That is, can your properties be set in multiple configurations–10×20, 20×20, 30×40–while still maintaining the look and feel of the brand and the company? A variation of this is a property that can be configured and shaped into different sizes and
The convertible exhibit Read More »
One of the difficult things to do in exhibit management is change course when it comes to presentation. Most times, strategy drives these changes. Lately, cost and a realization of what a real ROI is has helped make the decision. Our colleagues at Aviall made changes based upon both. At the Paris Air Show, Aviall
Changing your display approach Read More »
Our colleague, Kimberly Williamson of Aviall, recently returned from the Paris Air Show at LeBourget Field. She filed this report for us. “The show went well for us,” Kim said. “while the rain was a disadvantage for those with outdoor displays, it drove traffic indoors to our stand,” she said. As with others reporting on
Report from Paris Air Read More »
The old saw of don’t discuss politics or religion in polite conversation was brought home to me yesterday. Over lunch, I recounted to a friend a conversation I had had the previous weekend with some mutual friends. My lunch companion asked why I had discussed politics in this conversation so early in my relationship with
Appropriate conversation Read More »
Consider your various networks: those that are the new-age electronic variety versus the old-school, clasped-hand face-to-face groups. Are you using a mix of both? It really makes sense not to ignore today’s technology when it comes to connecting to and with people. LinkedIn, Twitter and Facebook do shorten the initial conversation when you do meet
For the most part, presentations by two presenters are pretty predictable. they either tag-team it or do an in-line “you-go-first” variation. Same-o-same-o.But what if you looked at content? Mixed it up and looked at who was going to present what and do s pin on one of these techniques? At today’s DFW AMA luncheon in
Mixing up a presentation Read More »
