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
4 responses so far ↓
Rick Stephens // April 3, 2007 at 5:58 pm |
Joe – It’s funny that people really do exactly what Kelly talks about. The sad part is, if you are one of those people who can sell ice to Eskimos and you do sell this person something, they will probably become very unhappy later as a result of being conned into buying something they don’t need and you will never see or hear from them again – Even when they do need your product. Nothing worse than an unhappy customer.
To Your Success -
Rick
Kris Sinderholm // May 25, 2007 at 10:13 pm |
Its funny Joe, I spend 20% of my time disqualifying prospects, while I think my fellow consultants and sales people in general spend 80% of their time qualifying their prospects.
Maybe I have it all wrong, but I want to find out very early on if the prospect is intersested and if they are not, I scream NEXT…
Joe White // June 14, 2007 at 1:44 pm |
There is a large sales Franchise Company that would strongly suggest that is to low and what there quest is this “find the no” Saves a lot of time and puts in front of the real peopl
Joe
Mike Marchev // November 3, 2008 at 2:26 pm |
I stumbled on your site today and began enjoying the stunble. Here is my two -bits.
For years in both private and public seminars I have shared the following fictitious example.
You meet a woman at work and you ask her for coffee.
She agrees.
You then ask her to a movie.
She agrees.
You invite her to dinner.
She agrees.
How about a weekend in Atlantic City.
She agrees.
How about a trip to Vegas.
Okay by her.
In Vegas you pop the question, “Wil you marry me?”
She immediately but politely informs you that she already is married but thanks for the time.
She would have done you a large favor, both in terms of time and investment if this piece of information was brought to light early in the relationship.
The same holds true for prospects, and here is where I agree 100%.
The sooner you relaize you are barkeing up the wrong tree, the better it is for everyone involved.
That is my two-bits after carrying the bag for nearly 30 years and I’m sticking with it.