Are you participating in an EXPO? Here are some important and vital tips to make the most of your investment…it’s a heafty activity any way so learn this up…

25 Expo Do’s and Don’ts

1.  Don’t:

Pass up the chance to visit other industry events before you exhibit for the first time.  Make note of what exhibitors worked for you and what turned you off.  What did you find to be effective?  Can you incorporate those items into your own exhibit?

2.  Do:

Make a list of goals and objectives for the show.  This list should be very specific.  Do you want to generate $X in new sales, start a certain number of new business relationships, or spread the word about a new service offering you’re introducing to the market?

3.  Don’t:

Get sidetracked by what everyone else is doing – or by what people tell you  ‘have’ to do at a tradeshow.  You’re at the show to reinforce your expert identity and achieve your goals and objectives.  Anything else is off-target.

5.  Do:

Be open to creative and new ways of presenting your services. Tradeshow attendees see hundreds of exhibits in the course of one day.  You need to be unique and engaging for your display to be memorable.

6.  Don’t:

Be afraid to be enthusiastic about your services.  If you’re genuinely jazzed up about what you do, attendees will sense that.  Enthusiasm is contagious — and more importantly, it sells!

7.  Do:

Learn the 80/20 rule and take it to heart.  The best exhibitors are those who listen 80% of the time and talk 20%.  Focusing on attendees’ wants and needs is a surefire route to success.

8. Don’t:

“Throw Up” on attendees.  This very common practice occurs when nervous exhibitors can’t stop talking, and keep up a constant barrage of facts, figures, and sales spiel.  Attendees are quickly turned off by this, and your chance to form a profitable new business relationship walks away.

9. Do:

Remember you’re on display.  What you’re selling at a tradeshow is, primarily, first impressions. Be professional, well-dressed, and mannerly at all times.  You never know who’s watching.

10. Don’t:

Eat, drink, or chat on your cell phone on the show floor. When you need refreshment or a break, leave your exhibit booth.  Remember, the eyes of the public are on you at all times, so you’ll want to conduct yourself well.

11. Do:

Be realistic.  Tradeshows are long events.  You’re on the floor for anywhere from ten to twelve hours at a go, often several days in a row.  This is a lot for any one person to do on their own, and most Nichepreneuers are solo operations.  Ask for help.  Recruit friends to work the show with you.  If nothing else, they can spell you while you grab a quick bite to eat.

12. Don’t:

Forget!  If you have friends help you at the tradeshow, it behooves you to provide them with some training.  Make sure they understand what your services are, how you’re different from your peers, and what the marketing message is.  Also, have a plan in place to cover what they should do when they run into a question they don’t know the answer to.

13. Do:

Ask qualifying questions.  You want to know who you’re talking to, who they work for, and in what capacity.  This will help you determine if the attendee is a prospective customer or not.

14. Don’t:

Be afraid to encourage people to move along if they’re not interested in your services.  Some of the people who attend tradeshows are ‘tire-kickers’ — they like to discuss everything, but buy nothing.  You don’t want to waste your time with them.

15. Do:

Take notes.  Take time before the show to create a lead-card system, in which you’ll record pertinent information to facilitate post-show follow-up.

16. Don’t:

Depend on your memory — no matter how good you are, a few words scrawled on the back of a business card won’t be enough after the show’s over and you’ve met with literally hundreds of people.

17. Do:

Be polite and nice to everyone.  The junior executive today can be a senior executive tomorrow.

18. Don’t:

Forget to read the Exhibitor’s Service manual.  This is the thick packet of materials you received when you registered for the show.  Inside, you’ll find everything you need to know about exhibiting at that particular show — and discover important deadlines for ordering services.  Don’t miss those deadlines or you’ll pay more for everything!

19. Do:

Reach out to the media.  Have a press kit available in the media room. Be open to interviews — reporters and freelancers often walk the floor looking for stories. If you have something truly newsworthy to announce, schedule a press conference at the show.

20. Don’t:

Forget to advertise your tradeshow participation.  Make sure your target audience knows they can see you at the show, where you’ll be, and what they can expect when they visit you.

21. Do:

Follow Up!  The most important part of any tradeshow takes place after you leave the building.  You see that big pile of leads you’ve gathered? Send them all thank you notes for coming to see you — and follow up with them the most promising prospects quickly.  You’ll be glad you did.

ActionCOACH Business Coaching at the Bizzone Expo

22. Don’t:

Hesitate to include hands-on, interactive demonstrations into your exhibit whenever possible.  People love to participate.  They love to try new things.  Most of all, they love to have fun.  If you can integrate fun into your exhibit, you’ll have more attendees than you know what to do with.

23. Do:

Use giveaway items that enhance your expert identity.  You want items that your attendees will use regularly and reinforce their impression of you as the expert.

24. Don’t:

Get caught up in trendy giveaway items pushed by promotional salespeople.  You want to stand out from the crowd, not merge with it.

25. Do:

Give your tradeshow participation a fair chance to work.  Results may not be immediate.  Rome wasn’t built in a day.  But the business relationships you start at tradeshows today can steadily blossom into profitable partnerships tomorrow.

….Do you want more information…tips, systems, strategies….

… at ActionCOACH Business Coaching New Zealand, we will help you develop systems like this…practical and easy to implement to get the results that will directly affect the turn-over of your business.

Give us a call now and book yourself and your business a COMPLIMENTARY COACHING SESSION…yours for FREE TODAY! (valued at $375.00)

Call 0800- 228-466 or visit our website- www.actioncoachbusinesscoaching.co.nz

This event is presented to you by ActionCOACH Business Coaching New Zealand

Do You Want MORE SALES?

• Uncovering your customers needs and desire.
• Conversion techniques, rapport building skills and communication techniques
• How to position yourself so your customers are pleading to do business with you
• How to set up the sale from the first contact and have your customers sell themselves
• How to overcome and smash through your customers objections

Breakthrough #2

Re-invigorate your sales force!

Almost every professional on the face of this earth needs to continuously update their skills…whether you’re a doctor, architect, lawyer, web developer or business owner, you should constantly be learning new skills and refining them.

So, why would your sales team be any different? Selling is a skill, a skill that can be learnt or acquired. For the most part, a person who is taught how to sell and the ‘science’ behind the buyer’s mentality, will achieve a better sales record than a person who acquires the skills of selling and adopts a hit and miss approach to the sales technique.

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What Other Business Owners Are Saying After Attending The Sales Success

Seminar…

How many times have you played the “Whatever Happened to …” game.  Wondering why a certain customer who used to buy what you have to sell doesn’t buy anymore?

Is there a reason?  Or group of reasons?  Has anyone ever done a study on this?

Though the years, I’ve accumulated a group of reports from different sources ranging from different sources ranging from U.S News & World Report, the Harvard Business Review, and several trade magazines to half a dozen motivational and “secrets of successful selling” articles.  But (and here’s the amazing fact) they all have the same statistics.

Now whether this is one person copying what someone else has written or said or simply perpetuating a myth I’m not sure.

What we are sure of is that the statistics make sense because they worked in our business (and seeing them gave us a reason to develop a new customer-oriented marketing plan) and in other businesses as well.

Here are the numbers as repeated in books, columns, and from the mouths of let-me-tell-you-how-to-succeed speakers:

Why Customers Leave …

·         14% leave because their complaints were not solved

·         9% leave because of the competition

·         9% leave because they moved someplace else

·         68% leave for … no special reason or what we call perceived indifference …

In other words:  Seven out of ten customers who used to buy from you left for … no special reason … I don’t believe that …  I think there was a reason …  Or a series of reasons:

       I think they left because you never told them you cared…

       I think they left because you never told them they were important

       I think they left because you never said “Thank you” and “Please come back and shop with us again …”

Many times I have found that owners and operators are so busy minding the business they forget to mind the Customers, and in the immortal words of super salesman “Red” Motley, “Nothing happens until a sale is made”…

How many times have you walked in to the store and found no one to give you any help or assistance?

I heard the story of writer Ken Erdman tells of the time he and his wife were shopping in a Philadelphia department store …  His wife found an item and brought it to the counter – but no one was there.  And no one to be seen …  And so Ken simply stood in the middle of the room and yelled at the top of his voice “Help! Help!” Suddenly security people appeared from everywhere demanding to know the problem…

“There’s no problem,” said Ken.  “We just want someone to help us.” 

The Japanese handle that by having People stationed on either side of the door when you walk into their shops …  They bow and say O-kyaka-san, which roughly translated means, “You are a visitor to my home.”

Do I feel that way when I walk into your business?  Is one cashier talking to another …  Or a friend on the phone …  Or busy fixing stock … Or … are they so busy minding the business, they forgot to mind the customer …

A retailer friend proudly showed us his new computers …  He could tell us how many pairs of pink socks were sold on any given day at any given hour …   His carry-home briefcase was filled with voluminous printout sheets that he read with the same interest and the newest novel by John Grisham …  He would pencil in notes on the margin, make references for future buying patterns, and the store as an office away from his office at home …

His once-successful business went bankrupt …

He was so busy minding the business, he forgot to mind the Customer …

Now nothing is wrong with cleaning stock, taking inventory, and buying computers …  It is to be practiced devoutly, to be admired, and encouraged.  But not at the expense of the Customer …  Businesses often tend to build fences to hide behind …

We did a series of seminars for banks at annual state meetings across the country.  We asked each of them, “How many made more than ten officer calls last month?” (“Officer calls” mean  the bank officers had to leave the bank and personally make a call on a Customer and potential Customers throughout the community.)  Few raised their hand.  Yes, it was written down for them to do …  Yes, they knew it was important …  But there were papers to read and sign and employees to watch and criticize and . . . well, there just wasn’t enough time …

We remind them to “take the time,” or the competing bank would be out asking a simple question to the Customer: “When was the last time you saw your banker?”

They were so busy minding the business, they forgot to mind the Customer …

And what of the phone call to a business questioning a bill … And the answer, “Sorry, our computer handles that.”

Really?  What’s his (or her) name?  Can I talk to him?  If the computer is going to take care of the business, does that mean it takes care of the customer as well?  Shall we set up your business like a vending machine cafeteria?  Customers come in, look for the selection they want, dial their credit card number alongside  the tiny window opening, and click . . . it opens for them to take what they want …

And those of you that rave about the tremendous success of home shopping on TV, consider this fact:  The total sales (while impressive) make up less than 3 percent of the total retail in the United States …

·         People are lonely … They want someone to talk to …

·         People are critical …  They want to kick the tires and touch the fabric …

·         People are social … They want to “get out of the house” and go somewhere . . . the local mall or business is fine …

And so the next time the desk piles up with figures to beat and merchandise to buy and salespeople to hire, make sure it does not take up the greater part of your day …  That belongs to the Customer outside your door roaming around looking for help in buying an item …

Take care of your Customer.  If you do, you will have a business to take care of …

***article from bradsugars.com***

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10 Ways To Get Your Ads Or Messages Noticed

Do you post to message boards, e-mail discussion
lists, classified ads sites, FFA sites or newsgroups?
People will usually read the subject line before they
read your ad or message, so it’s important they get
noticed. Below are ten simple, but powerful tips to
get your ads or messages noticed.

1. Use extra white space creatively in your subject
line. You can add extra blank spaces between your
words or letters.

2. Combine capital letters with lower case letters.
Use all capital letters in every other word or use a
capital letter between every other lower case letter.

3. Add text symbols in your subject line. You could
use them between words and letters. Start and end
your subject with a text symbol. ( *, $, >,{,] )

4. Begin your subject line with the word “STOP!”.
People have been trained their whole life to stop
what they are doing when they see that word.

5. Ask people a question in your subject line. We
all went to school and were repetitively branded to
answer questions.

6. Use the word “FREE” in your subject line. Your
offer should be attractive to your target audience.
It could be free information, software, trials, etc.

7. Begin your subject line with an “online smile :)”.
People use smiles offline to gain people’s attention
and to win their trust, why not use them online too.

8. Don’t use unbelievable claims in your subject line.
People have or know some who has been ripped
off and trained themselves to ignore those claims.

9. Don’t use all capital letters in your subject line.
It is hard to read, looks unprofessional, and on the
internet it’s considered a symbol for shouting.

10. Test different subject lines to see which ones
draws the most traffic to your web site. Also, read
the FAQ before posting a message or ad anywhere.

**10 Ways Articles from PlugInProfit**

______________________________________________

Russel Clark of Renovations, shares how Marti Amos from ActionCOACH has helped him systemize his business and take it to the next level .

Click Here to read more.

6 Things you need to know when advertising on radio…

Along with press and television, radio is one of the most popular forms of advertising.  It can also be one of the most effective.  But before embarking on a radio campaign there are a few points you should keep in mind.

1.         Target Market…  In most markets there will be a number of stations you can choose from.  Generally these stations will each attract a different listening audience.  For example, the music played on your local FM station may be aimed at people aged between 25 and 39, while the AM station may attract listeners aged 39+.  When considering which station to use, it’s important to keep in mind who you’re trying to reach.  Don’t simply choose a station because it’s the one you listen to.  Choose the one your customers prefer.

2.         Costs…  There are 2 costs you’ll incur when advertising on radio.  Obviously you have to pay for the time your commercials are actually on air (airtime).  You’ll also need to pay to have the commercials produced (production costs).

Prices may vary between metropolitan and regional stations, but as a general rule of thumb you can expect to pay between $50 – $100 to have your commercials produced and production by an advertising agency can cost substantially more.  Whilst you can make substantial savings by dealing directly with the station, it’s important to remember that an expensive commercial that works, is better that a cheap one that gets little or no response.

Unlike other forms of advertising you need to spend a minimum amount before you begin to see any worthwhile results.  You can expect to spend approximately $2000 per week in a regional market, and around $3000 with a metropolitan station.  To spend any less on your campaign is a waste of money.  You simply won’t be able to get the repetition required to get you a result.  Repetition is important in radio advertising, so you need to make sure that your commercials are played on a regular basis.

3.         Schedule…  Now that you’ve had your commercials produced you need to decide when you want them to go air.  There are 2 basic types of schedules that you can choose from.

The first is ‘run of station’.   This simply means that the station will decide when your commercials go to air, in other words the specific time of the day that each commercial will be played.

The second type is ‘target placed’.  Using ‘target placed’ commercials gives you the opportunity to decide when each commercial is played.  Normally ‘run of station’ placements are less expensive than those which are ‘target placed’.  They are also far less effective.

Your local station will have survey figures that indicate the most popular listening times for your potential customers.  You need to find out which are the highest ¼ hour listening shares for your target demographic rather then pay for your commercials to be played at a time when your target market is not listening.  Your station sales representative can tell you which times will suit you best.

4.         Number of words per commercial…  As a rule 65 – 85 words is the limit for a 30 second commercial.  This can vary however depending on how many sound effects you use.  Remember that radio is back ground medium.  Most people will listen to the radio whilst doing something else, such as driving or working in the garden.  Understanding this it’s important not to put too much information into your ads.  You should only focus on one theme, the one “big idea” that you want to get across.

5.         Choosing the right sound…  If your commercial is to standout from the rest you need to consider 3 main points.  The first thing you need to consider is who you want to voice your commercial.

You may be tempted to voice the commercial yourself.  However unless you have a good voice for radio you’re better off getting someone else to do this for you.  You need to keep in mind who you’re trying to reach and the type of person they’ll find believable, a voice they can relate to.  If you decide to use a local announcer, keep in mind that they probably won’t be able to use terms such as ‘us’ and ‘we’.  If you want the reader to sound like a representative of your company you may need to source outside ‘talent’.

Sound effects are another important consideration.  Used effectively these can help create a mental picture for your clients.  For example the clutter of dishes in a kitchen setting or the sound of a lawn mower in the background while two neighbours talk.  Your local station will have a number of different effects that you can choose from.  You may even decide to have your commercials recorded “live” in store.  This allows you to create the impression of your business being a popular, vibrant place.

You also need to give some thought to the type of music to be used.  Music is optional, but if you decide to use it in your commercial, keep in mind that it must suit the mood you’re trying to create.  Whilst music can help attract your prospects attention, it should not distract them from your selling message.

6.         Some radio myths…  Having considered all of the above you need to be mindful of certain myths that radio sales people would have you believe.

One of my favourites is that of ‘image advertising’.  This is a tactic used to get you to spend vast sums of money without being able to gauge the effectiveness of your commercials.  Your advertising dollars should only be spent on specific promotions, services or products.  This allows you to test and measure the results.

Package deals are another method of milking money out of the unsuspecting business owner.  This typically occurs late in the month when the station is behind on budget.  These can sometimes be worthwhile providing your commercials are aired at a time that suits you and not simply placed ‘run of station’.

Because radio is a background medium, your target market will not be able to remember things like 8 digit phone numbers.  If yours is the type of business that relies on customers phoning you, then you should consider other forms of advertising.  Alternatively you can instruct them to look for your advertising in the Yellow Pages.

Radio is at its most effective when it creates a sense of urgency on the mind of the consumer.  Using terms like ‘hurry must end soon’ or ‘today only’ will generally give you the best results.

**Article from bradsugars.com

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Find out just how succesful you’ll be as an ActionCOACH Business Coach…right now!

10 Tips For Writing A Profit Producing Ad1. You can get ad copy ideas by studying similar
product’s advertising material. Collect their sales
letters, classified ads, web ads, e-mail ads, etc.

2. Know exactly what you want your ad copy to
accomplish. It could be to qualify prospects, make
sales, generate leads, attract web traffic, etc.

3. Make a complete list of your product’s benefits
and features. Begin your ad with the most important
benefit either in your headline or first sentence.

4. Make your ad benefits as specific as possible.
Include exact numbers, percentages, times, colors,
smells, sounds, descriptive adjectives, etc.

5. List all the ways your product is different from
your competition’s. Include all the differences in
your ad copy that are better than their product.

6. Use graphics, pictures and drawings of people
actually using your product to solve their problem.
Include a picture that also shows the results.

7. Make a list of your target audience. Write down
what reasons would attract them to purchase your
product. Include those reasons in your ad copy.

8. Include any proven facts in your ad copy. They
could be customer surveys, scientific tests, product
reviews, etc.

9. Tell your audience what kind of support they’ll
get after they buy. It could be free consulting, tech
support, free servicing, etc.

10. Ask people at the end of your copy why they
decided not to buy. This will give you new ideas on
how to produce a more profitable ad copy.

 **Article from-pluginprofit.com**

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