The Competitive Advantage

March 17, 2015

Hey business owner… sales success takes time!

Have you ever hired a sales rep for your firm?

What were your expectations for his or her success?

I am amazed by how often I’ve heard something like, “Our new rep didn’t bring us any new projects in his first two months – this ‘sales’ thing isn’t working out!”


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March 10, 2015

Do you have a mobile-friendly website? Let’s hope so!

Internet viewing trends

As regular readers of this column know, every Saturday morning, I go to the same local coffee shop to spend a couple of hours working “on” my business… not just “in” it. I do some writing, review email and social media metrics, plan out the upcoming week and record the past week’s Google Analytics.

Rarely do the Google Analytics surprise me… but this week they did. Of all the visitors to our website this past week, 24.8% of them came from a handheld device or tablet. That is, 1 in 4 visitors were not using a computer! It was the highest ever – up from an average of about 1 in 6 just the middle of last year – and the continuation of an ever-increasing trend.

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March 3, 2015

Best booth giveaway ever?

In last week’s post, I wrote about several things NOT to do in a booth when exhibiting. And one of those was giving away cheesy “merch.” I believe that things like pens, mini-frisbees and logo’d post-it notes just don’t deliver lot of value for the exhibitor.

However, I did see one exhibitor at the CASRO Digital Conference a couple of weeks ago with what may have been the best booth giveaway ever… and for a couple of reasons.

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February 28, 2015

The Most Important Part of Exhibiting

lead-follow-upThe calendar year isn’t event three months old… and already it’s been a busy conference season. February saw events like the inaugural Quirk’s Event, the CASRO Digital Conference and IIeX (in Europe). March has the PMRG and ARF conferences among many others. It’s a “target rich” environment for exhibitors.

But it doesn’t always work out like you hope.

I’ll bet you’ve seen this kind of scenario play out at your own firm… you return from exhibiting at a conference with a pocketful of business cards from prospects that stopped by your booth. It’s an impressive group of people. Then the phone rings. And you get called into a couple of meetings. A client’s project implodes and you have to jump in to help… and before you know it, it’s a couple of weeks later and that pile of business cards representing all those ‘warm’ leads now has a thin layer of frost on it. The opportunity (and the urgency) has passed.

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