The Trade Show Conference Dance
I just returned from Washington from a Trade show and before I went I recieved this interesting note from Kelly Robertson and you recall I have spoken about his organization in other entries. Here is what he said.
I love going to conferences and trade shows and watching people sell their goods and services. This is particularly true when I have delivered a presentation such as a keynote speech or breakout session because I invariably get approached by a variety of people trying to sell me their products afterwards. In virtually every situation they thrust their marketing materials into my hands and say something like, “If you ever need my product or service call me.” However, their product or service is seldom relevant to my business so their materials usually end up in the trash. What a waste of money. Why is it so difficult for sales people to grasp the fact that they are wasting their time and money when they talk to someone who has no interest in their products or services? Unfortunately, it seems that most people still believe that telling is selling.Do yourself and your prospect or customer a favor. Don’t talk about your product until you have learned whether it is of value to the person you are speaking to. In the words of a television commercial for a financial institution, “Save your money.”Kelly RobertsonThank Kelly, It all makes sense and that is consistent with what we do in the Joe Factor model
Have a great week
Joe “Factor” White
