Whether you are on the show floor or attending networking events, we all have to classify and then qualify those we’ve interacted with. Over my career I’ve seen many systems, but the the same rules are in place: you need to do something with the leads you’ve collected. But how? Here’s a simple system I’ve […]
A Simple Lead Classification System Read More »
I was out in my driveway this morning sweeping up the collected debris of a recent storm and the process got me to thinking. There I was, using my push broom to gather the leaves and dirt into a pile. I worked my way across the concrete surface, pushing the stuff a few feet at
Remembering How to Sweep Read More »
The objective is to know more and to be disciplined about it. Just about the time you get a process in place, you find a way to improve it. But, hey, why not? If the frame holds its shape, why not put a new cover on it? At least that’s what I learned from the
Variation on a Theme: Fine-tuning the 3-Step Process Read More »
After months and weeks of preparation, it came down to this for the HMS Employer crew: showtime at the ASHHRA show at the Gaylord. It was a wondrous thing to see the three elements of the show come together and watch this experienced team engage clients and work toward their closing goals. As a reminder
The Real Thing: When a Program Comes Together on the Show Floor Read More »
It seems like a simple thing: your staff shows up at the trade show, they talk with customers and prospects and then at the end of the show, all the leads are swept up and tallied and new business is had. Really? Is that how it really works? For years, we’ve all believed that effective
A Simple Formula for Training Your Trade Show Booth Staff Read More »
For some, it’s unknown territory. For others, it is fertile ground for finding leads and expanding their networks. Yes, trade show aisles are a good place to be looking for new business and contacts. Really. One of the best at this is Kinsley Jones of Churchill Terry Associates. Kin and I spent some time talking
When the chips were down and a real traffic-generating promotion was needed, Retalix looked to the gaming tables at the Mirage Hotel Casino in Las Vegas for inspiration in advance of the NACStech show. “The mailer resulted in more of a response than we expected,” Brad Prizer said. Brad is the VP of Marketing at
Using Chips to Gather Leads Read More »
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