What is the Value?

Whether you are selling, motivating, leading, parenting, exercising, marketing or just making things happen, you HAVE to know, what is the value.  What is the value of what you are trying to achieve for you, your team, your family, your friends, whoever is on your side.


Why would someone want to buy your product or service? What problem will it solve for them or what benefit will it give them?
Why would your team member want to exhibit the behaviour you want? What do they get for it or what do they avoid?


Sales and motivation is all about value.  Show them the value and you can't help but be a success.


So what is the Value?

Does It Match The Plan?

Happy Tuesday!

You may be thinking "But I usually get this on a Monday, what's happening?"
My commitment is to send the Get More Goer every Monday (except when I forget and then it is a Tuesday).  But today I didn't forget, I chose to send it Tuesday.  For many states in Australia, this Monday was a public holiday.  I thought it more relevant and timely if you got this on the Tuesday and not the Monday.

This is what a Plan gives us.  It gives us the facts we need to vary from the plan. We can evaluate what is the more important thing to do, what is on the plan or the other item that has arisen.  This is why planning your week and your day is so important.  It actually helps you be more flexible and know the cost of your flexibility.

John Lennon famously said, "Life is what happens while you are busy making other plans."

So does what you are doing today match the plan?

Selling is Not Smart

Selling is Not Smart

I have done many sales courses over the years.  I have read many sales books, blogs and newsletters.  I have listened to many sales CD's and tapes.  I have come to the conclusion that Selling is Not Smart.

What I mean by that is that there is no super smart magic special formula, sentence, statement, or approach that is guaranteed to work every time.  There is no secret that you are missing and the super stars know.

The foundation of sales is this.  

How can you solve your customer's problem?  

To get to ask this question you need to build rapport in a way that is comfortable to you and that doesn't alienate your prospect.  Basically, be you and have a conversation. The best way to find out how is to practice having an engaging conversation and listen for the issue or problem they have.

Practice on your partner, your kids, your friends, your work colleagues, your clients, your prospects and all of a sudden you will find that you are a legendary sales person - simply by finding out how to solve your customer's problems.

Like I said, selling is not smart, it's an effortless conversation.

Image: Clairity 

Where is the Best Place to Exhibit?

I am frequently asked, "What's the best place to exhibit?"

Sometimes this becomes, "What do you think of the XYZ show for me?".  Some of my boutique clients tell me that they have been exhibiting at certain markets and they are wondering if it is time to go to a big expo and which one they should go to first.

There are a couple of things to consider when you ask yourself these questions:

Where is your Target Market?
It may be the best show on earth, but if the people you sell to are not there it will quickly become the worst show for you.  That doesn't mean you have to stick to the theme of the show. A friend of mine has a Hummer Hire Limo service.  He exhibits at Sexpo because he targets Hens Parties and Bucks Parties.

So where will your target market be?  What show, expo or market place do they go to the most?

What are your Goals?
You need to consider your target market in line with your goals.  Maybe you are not after sales you are after brand awareness or looking for a joint venture.  What location will best serve that goal?  This is one of the reasons McDonalds love having an outlet in children's hospitals.  Their sales may not be massive there but it fits in with their goal of capturing their target market at an early age.

What are you trying to achieve?  What show, expo or market place will best help you achieve this?

Do the Numbers Add Up?
The costs investment to exhibit is different for different events.  Out of town adds travel, accommodation and meal costs.  Different size events have different booth costs. Staff levels will impact your costs.  Different locations impact on price points and bundles you may create or sell.  Cost per impression on your branding will be different depending on numbers and relevance of the visitor.

So do the numbers.  Is the return on objective and return on investment within the desired range?


I believe there is NO best place to exhibit. There are only places that fit within your defined requirements and those that don't. These three considerations will help you assess your next potential location to see if it fits your requirements.

Let me know if you need any help assessing it.

Warwick Merry
The Get More Guy
www.doubleyourreturn.com
www.warwickmerry.com 

Want to Get More Sales?

Last week I was interviewed by Annemarie Cross on her Career Success Radio program.  We talked about many things for just under an hour.  In particular, we were talking about sales and how to increase them.

I thought that it is the kind of thing many people would be interested in.  If you are interested visit Annemarie's Blog and have a listen.

If you like what you hear and are interested in finding out how to Double Your Return when exhibiting at your next Trade Show or Expo, then visit www.DoubleYourReturn.com to get your free copy of  the Double Your Return CD and special report on how you can Double Your Return when you next exhibit.


Enjoy!!

Are They Eating Out of Your Hand?

As I write this I am enjoying the last day of a four day get away at Wye River.  It is a stunning location where mountains meet the sea. The glorious gum trees are filled with bird life.  We have seen cockatoos, rosellas, willy wagtails (not sure of their real name but this is what I call them), currawongs and king parrots.  


I decided I wanted to get up close and as you can see I finally had them eating out of my hand. You can use the same process to get your customers eating out of your hand. 

1. Go where your customer is - I went on to balcony when the birds were there
2. Give them what they want - I had broken bits of biscuit that I knew they liked
3. Make it easy for them - I put some crumbs on the railing and then held my open handful of crumbs next to it
4. Support them and make them comfortable - I held my hand steady and gave them more crumbs as they stood on my hand
5. Show gratitude - As they fed I was saying thank you for visiting us
6. Celebrate your success - The rest of us staying at the house came out to say hello to the king parrots

What about you? Do you have your customers eating out of your hands? Use this process and you soon can!


Enjoy

PS Do you Exhibit at Tradeshows, Expo's or Conferences?  Want to have your visitors eating out of your hand? Register for the complimentary webinar 5 Steps to Double Your Return. 

Who Are You Talking To?

I have just finished three days on the floor of an expo for a client.  I continue to be amazed at behaviour of exhibitors. 

Let me back track.  It's easy to be an ORDINARY exhibitor.  All you need is cash and a product or service to sell and you can exhibit.  To be aGOOD exhibitor, you just have to do the basics right.  With a little extra effort and focus, you can be an EXCELLENT exhibitor.

At this stage, I just want to focus on being a GOOD exhibitor.  It is just about the basics.  The important thing is, who are you talking to?  So many exhibitors at the recent show were not talking to anyone.  Some were standing there with their arms crossed, some were sitting (I still can't believe people do that) and some were just waiting for others to talk to them.  Some even seem shy and unable to approach the visitors.

My theory is that if you are not talking to anyone, you talk to everyone.  

Nothing attracts attention like attention.  If you are not talking to anyone it makes you less approachable.  By speaking to someone, it is less intimidating for others to come and join in the conversation or look at your wares.  Talking to people also allows you to qualify them.  If they are not interested, politely move them on and if they are interested take them to the next level.

It you are not talking to anyone, talk to everyone.

Who are you talking to?

PS If you want to see how I exhibit, drop into see me at booth 48 at Meetings Mart.  It's free, on tomorrow at Crown Promenade in Melbourne and I promise I will talk to you!