Get Out There and Sell!

Two things today that are different--but related.  Over the weekend, my wife dragged me my wife and I went to the St. Louis Home Show.  The first thing I noticed was that some of the companies that normally exhibit weren't there.  I guess there are two possible reasons for that.  Either they have so much business that they don't need to meet potential customers, or they're cutting expenses because business is slow.

While the first option is possible, it's not likely.  If it's answer number two, you already know what I would say to that.  (See Your Domestic Product and Customer Service Is More Important Than Ever).

Here's the thing.  When we were there the show was very crowded.  The exhibitors who showed up had people to talk to.  The exhibitors who stayed home didn't.  We all know that shows are expensive.  But when it comes to finding a lot of prospects, there's no better place to be.  Once you've got their attention, make it count!  You may or may not actually take orders at the show.  If you don't, then your objective is to get them into your store.  No matter what else you do, get their contact information.  You may use a drawing or contest, or you may be more direct and just ask for it, but whatever you do, don't lose that prospect!

As a refresher, here's a link to an earlier post, "There's Nothing Wrong with Making a Sale".  If you have a show, or any other event coming up, take a look at it.  I can highly recommend it because the advice comes from one of you.  If you have any other suggestions on maximizing event and show sales, please share it with your fellow dealers by commenting below.

The second thing to share with you today is the Customer Service Carnivale.  This is a new carnival to us, and we appreciate them choosing a MYOB post for inclusion.  There are a number of good posts in their selections, including one called "5 Tips on Selling During a Recession."  It's an audio podcast by Gavan Ingham, a British sales trainer,that runs just over eleven minutes and is well worth your time.

One of Ingham's five tips is to be much more proactive.  Not staying home from selling events might be a good place to start.