Sales Tips from a 10 Year Old Sri Lankan

It is amazing what you can learn in the strangest of places.

On the road from Colombo to Yala I learnt a valuable sales tip that is applicable to any sales situation but particularly to exhibitors.  All across Sri Lanka there are huts on the side of the road where the locals sell their produce.  Here is one we stopped at that had a lot of different beans, peas, grains and chillies.

Some of the more humble huts are staffed by children.  (Hut is a bit generous. It is more a simple table!)  As you got closer they were smiling, holding high what they had to sell and inviting you to stop and look at their produce.  Originally I just dismissed them as kids selling vegetables but then I noticed something.  After we went past, they were still smiling and simply tried to engage the next passer by.  It got me thinking and comparing this young boy to many of the exhibitors I have seen and worked with.

Here is what that 10 year old Sri Lankan taught me: 

• Smile! It helps to engage with the passers by.
• Make sure the prospect knows exactly what you are offering - even if this means waving around your product.
• Use some kind of pick up line to engage the passer by.
• If they don't stop, don't take it personally. Keep smiling and look for the next person.

Such simple things that so many in sales, and particularly those exhibiting at Trade Shows or Expos, forget to do.

Enjoy!

Would You Like A Drink?

One of the things that many people forget to do is drink.  I don't mean whip down to the pub and have a sly bevy, I mean drink plenty of fluids during the day.  Too often we can get so involved in what we are working on that we neglect to have enough fluids.  This leads to the typical symptoms of being thirsty, dry lips and also headaches, dizziness and cramping.

For those of us on the trade show or expo floor it is worse.  One of the best ways to release fluid from the body is by talking.  We exhibitors talk non-stop for 8 hours and it is common to do this without any breaks.  So often I see exhibitors get headaches or cramps and lose focus.  I believe a lot of this is not looking after your basic needs.
So the question is how much fluid should you have?

The correct answer is, "It depends".  The old standard of 8 cups (2 litres) of water a day is not entirely accurate.  There are many factors to consider.  The best thing to do is review this simple guide on the Kidney Health Australia website.  There is some great information there.

Personally, I swear by the old backpacker trick I learned while traveling (it gets handed down from generation to generation).  If your urine is yellow, you are dehydrated so you need to drink more fluids.  Water is the best fluid but others will contribute to re-hydrating you.
So to keep your head clear, your mind focused, your day on track (and your urine clear), drink more fluids!!

Can I offer you a drink?

Enjoy!

PS For those of you who based in Melbourne or who are in Melbourne on Tuesday 26th of October, come and visit me at Meeting Mart.  Tickets are free from the website and I will be exhibiting my wares as a Speaker and MC. For my Exhibiting clients, come and see how I do it and for my speaking clients, come and get some great resources from myself and others to make your next session fabulous.

What a Disaster!

I couldn't believe it! I was just giving myself a "tidy up trim" an hour before I flew out to work for three days on an Expo with a major client and a DISASTER happened!  


Being male and with a simple hair style means that I cut my own hair.  Simple "Number 2" attachment on the clippers and just move it all over my head.  I also have a technique to tidy the base of the hair cut at the back.  Just take off the attachment and trim a little with my guide.


Naturally, as a well trained husband I then show my "new do" to wifey for the final approval.  In business you always ask for a second opinion, this is just the same.  She spotted a few "tufty bits" at the back so I returned to the bathroom to trim them. A quick trim and then...... hang on..... that is way more hair falling off than a "tuft".


Nooooooooo!!!!!


I had neglected to put the Number 2 attachment back on so now I had a Number 0 on the crown of my head!!  I couldn't cover it up, I couldn't "blend" it in.  There was no alternative, it all had to come off.  What a disaster!!!  Here is the result.

The surprising thing is that several of the exhibitors mentioned how much they liked my hair cut when I was coaching them.  They didn't even realise I wear my hair longer.  But most people didn't even notice.  Have you noticed that happening in your business and in your life?  Something happens that you swear is a major catastrophe, the worst thing that could possibly happen, we will never get over it, how can we cope....... but most people don't notice or just don't care.


My hair will grow back (well... most of it), your situation will resolve one way or the other. Life and business continues.  Don't get distracted by your own perspective. Keep your focus on what counts for your customers.


Enjoy!!

How Good is Your Signage?

A speaking colleague of mine and Marketing Guru Winston Marsh, told me years ago that you have to be a better Marketer of what you do than a Doer of what you do.  Without some effective marketing, people wont know what product, service or value you offer.


At a Trade Show or Expo, you need to put this principle on steroids!


You have such a short time to get the visitor's attention, let alone their interest.  It astounds me how people still put up posters with sooooo much text on it that it makes your head spin. Or has a fabulous picture but nothing that actually tells you what they do.  You have to make your signage work for you.


Here is a great example of signage which misses the mark.

It may have worked in 1919 for the Temperance Movement (I have my doubts), but it wouldn't work today.  People would just keep on drinking!

How is your signage?  

Is it easy to grasp? 

Does it encourage your target market to find out more?

Does it lead to more sales or qualified prospects?

If it doesn't do these things, then change it.  You don't want your target market to just go on drinking!

PICTURE: Not sure of the original source, but lovely Bronwyn sent it to me. It sure is funny!

Avoid the Empty Aisle Syndrome

I was looking at my Twitter stream recently and saw some disturbing pictures from @TimboReid as he was visiting an Expo in Melbourne.  The scariest of which was this one:





Unfortunately exhibitors get into the habit of expecting the organiser to bring in the crowds.  That is not how it always works.  They are flat out organising the exhibitors, the set up, charging the visitors and doing some broad marketing for the entire show.  What you want is people and companies who are specifically focussed on your product and services.  No one knows them better that you.  Typically the Expo organiser will give you some free tickets as part of your exhibitor package, if they don't then ask for some - they can only say no!


Once you have some of these free tickets, use them wisely.  Invite some people from the group below and even book some appointment times with them so you can focus on them.  So here is who to invite:


Your existing customers   
It is commonly accepted that it is five times easier to sell to an existing customer yet most organisations focus solely on marketing to new clients.  Build on your existing relationships and re-engage with your customers by having them refresh what they think they know about you.  You can show them what is new for you and what else you can do for them


Industry Leaders
If you have been wanting to get the attention of Industry Leaders or key players, invite them along to visit your stand.  You know they will probably want to come to the show anyway, so why not make a time for them to be at your stand.  At the very least it will be a good photo opportunity for your marketing or internal newsletter.


Hot Prospects
If you have some hot prospects or organisations then get them to your stand.  Yes they will probably visit your competitor or see what else is around but they will know who invited them.  You will have enough confidence in your own solutions that you can deal with the fact that they will be visiting your competitor.  Take the opportunity to shine in front of your prospect.


Your Niche
No doubt you have some kind of regular marketing process, be it your blog, newsletter, twitter stream, advertising or networking.  Make sure that your niche know that you will be at the Expo and you would love for them to visit.  Give them a reason to visit - maybe a "Mention this newsletter/blog/card and get a free....."  If you are giving away gifts you may as well give it to someone in your niche versus someone who just walks past.


So now it's your turn.  Who are you going to invite to your next show?  Get it started well before the show and you will definitely avoid the Empty Aisle Syndrome.


Enjoy!


Warwick 
The Get More Guy
www.warwickmerry.com

Are you Good or are you There?

I heard at a National Speakers Association of Australia meeting that there is a difference between being Good and being There.  (Sorry I can't recall who said it!)
Basically what they said was, are you rewriting, practicing, polishing, learning, waiting, refining until what you are doing is really good or are you just getting it out there?
The Pareto principle tells us that it will take 20% if the effort to get us to 80% of the result we are after.  Can you afford the next 80% of the effort?


I know there are some of you saying, "Yeah, but you would want your surgeon to get it 100% right!!"  I agree.  There are some professions and situations you would want the 100% effort and result.  My point for you is, does it have to be perfect?  With what you are working on at work or at home, are you in one of those "has to be 100%" jobs?  Do you have to have it "just right" before you release it?  Can you get the majority of your results by getting it or yourself out there?  It may not be perfect, but I am sure it is damn good!!


At a recent Trade Show is Los Vegas, an exhibitor had this very problem.  His stand didn't arrive and wouldn't until half way through the show. To avoid being fined by the organiser for an empty booth, he did what he could.  He built one out of other people's scraps.  The result was so good, when the "real" stand arrived, he left it out the back.  What he did wasn't perfect.  It probably breached corporate brand guidelines, it hadn't been tested, he didn't know the best message to send but it worked.  It wasn't Good but it was There.  You can read the Exhibitor article here (it is worth the read!) 


What are you delaying on because you want it to be Good?  Maybe you could just get it There?




Image: Flickr Matt N Johnson

Need More Adventure?

Need More Adventure?

When was your last "Adventure"?  I don't mean tracking wombats through the state forest (although some people may have done that), I mean done something that is an adventure for you.  Something that gets your heart racing, your adrenaline flowing and your sense of anticipation at full alert.

So many people get into the rut of everyday life.  All of a sudden it becomes: get up, go to work, come home, have dinner, watch TV, go to bed and repeat.  Even if you have a few hobbies like sport, study or theatre thrown in, it can get repetitive.  So where's the Adventure?

Your routine maybe different. It may include flying around the countryside exhibiting at Expo's and Trade Shows, but we have all had that feeling where one show just blends into another.  Sometimes we need a bit of adventure to break the routine.  (By the way, the adventure can frequently give us ideas to use at the next show!)

My challenge to you is to plan for and then have some adventure in your life.  Plan and do something within 2 months time, something that challenges and excites you and that you are interested in doing.
It could be:

• 10 minutes of stand up at an open mic night
• Karaoke singing with friends
• Auditioning for a local theatre production
• Booking guitar lessons
• Going skiing (we almost have snow on the Victorian high plains)
• Writing a book (if you want the short cut to a best seller, check out this great opportunity that I am taking part in)

Mine is going in a radio competition to be on Melbourne's Fox FM Breaky Show.  It's a little out there but you can check out the details (and please vote Yes for me and No for the others) on http://www.fox.com.au/shows/mattandjo/you-and-jo-entries

What is your challenge?  Let me know what it is as I would love to hear about it.


Photo Credit:  www.studentsoftheworld.info It's a Wombat!