The Competitive Advantage
February 3, 2015
It looks like February is becoming the new October in our industry… a month full of conferences. In fact, we’ll be at two of them this year – MRA’s CEO Summit in Napa Valley and the CASRO Digital Conference in Nashville. February also includes Qual 360 and IIeX (both in Europe), the premier of the new Quirk’s Event and more.
Too many? Maybe… but by and large, I am a big fan of these kinds of events. In fact, I’ve got seven reasons why you might want to put more of them on your calendar for 2015.Continue Reading
October 28, 2014
I had coffee this past week with an old friend. John is a very successful management & sales consultant and trainer who works with clients around the world. We get together once a year or so to get caught up on each other’s families, businesses and so on.
And with John, it’s always the same thing… somehow, we end up talking about how he can help me – with connections, ideas, recommendations. I leave my meetings with him better informed and even a little inspired. He’s incredible.Continue Reading
July 29, 2014
You hear from your friends in the industry that a particular conference was really good… strong educational sessions, impressive roster of attendees, good networking. Sounds like an event where you need to exhibit next year, doesn’t it?
Like most every other marketing decision, the answer is, “It depends.” Before you plunk down your firm’s hard-earned money and commit several days of your time, take a few minutes to answer these questions to make sure it’s the right event for you…Continue Reading
May 21, 2014
Done right, exhibiting can be an outstanding marketing vehicle that helps you to generate highly-qualified sales leads, launch a new product or service, generate market awareness and support your association.
However, with the cost of the exhibit space, travel and lodging, your booth, shipping, event marketing, etc., your firm’s presence at an event could very well be the single largest marketing expense you have all year. Exhibiting is one of those things you must do really well to see a return on your investment. And this eBook can help…
The Exhibitor’s Workbook delves into:
- Effectively preparing for an event
- Promoting your presence as an exhibitor
- Guidelines for “working the booth”
- The best way to capture sales lead information
- How to follow-up for maximum ROI
Click Here to download your free copy now.Continue Reading
September 17, 2013
Twenty years ago, before I started in into the MR industry, I worked in the conference and trade show industry. Back then, one of the industry’s key associations – the Center for Exhibition Industry Research (ceir.org) – reported that only 20% of all leads generated at an exhibition were ever followed-up on. Today, with all of the new tools and technology available to exhibitors, that number is still 20%!
Stated another way, 80% of everyone who gives up their time to come into your booth this Fall (at TMRE, CASRO, ESOMAR, QRCA, etc.) will not hear from you afterward! That’s not just bad business… it’s downright stupid!Continue Reading
September 10, 2013
It’s SHOWTIME! Are you ready to exhibit?
This 3-part blog series will provide some insider tips on managing your exhibiting efforts BEFORE, DURING and AFTER the event. This week…
Part 2: DURING the event
The fact is, most firms have no idea how to effectively ‘work a show.’ The pop up their booth, set down a table and a couple of chairs, print some literature and think they’re ready. Virtually no thought goes into how to create an experience inside the booth that generates a very positive perception in the eyes of everyone who comes in the booth. Here are 11 tips to help you do that…Continue Reading
September 4, 2013
The conference season is right around the corner… ESOMAR, TMRE, QRCA, CASRO, etc. And many of you have committed to exhibiting at one or more of these shows. I’m a big fan of exhibiting… done right, exhibiting can be an outstanding marketing vehicle and help you to generate highly-qualified sales leads, launch a new product or service, generate market awareness and support your association.
On the other hand, with the cost of the exhibit space, travel and lodging, building or updating your booth, shipping, event marketing, etc., your firm’s presence there could very well be the single largest marketing expense you have all year. Exhibiting is one of those things you must do really well to see a solid return on your investment.Continue Reading
June 19, 2013
If your summer is slow, focus on marketing & sales for a competitive advantage; part 1 – plan for the coming conferences
The summer is a relatively slow time for many of us… clients slow down, people go on vacation, kids are out of school, etc. And how people respond to that slowdown usually falls into one of two groups – those that gripe about it, chalk it up to seasonality and fall into a bit of a summer funk and those that take advantage of the extra time that the season provides to work “on” their business.
So, for those of you who in the second group (or those in the first group that want to be in the second group), over the next several weeks, I’ll make a series of recommendations of activities you can work now on to help grow your business.Continue Reading