Email Prospecting? - Part 1

 I am going to just come out and say it.  Salespeople have gotten lazy. Automation tools that are supposed to help you reach more people with email blasts, automated list generators and campaign management have made for lazy sales people. So many are not researching a company, an industry or anything before spamming them with their, usually long winded, sales pitch.

I have had many interesting interactions here recently. I'll share a few of them in a series of posts. Hopefully, some salesperson(s) will learn something and improve their success.

Monday morning this week I received the following email (email has been scrubbed so as not to reveal sender's identity, I'm not that tacky.

~Start

To Whom It May Concern:

 They didn't even take the time to find a name of a person to contact. Lazy.

I hope this email finds you well. Since we are both busy professionals, I wish to respect your time by getting right to the point of this email.

 Kind of a long winded "right to the point" message. To me, just one persons' opinion, an unsolicited email with no other contact is not very respectful of my time. It was so long, I didn't even read it the first time, I just marked it as junk mail.

I am reaching out today because your business came to the top of our Research Team’s list due to reviews like this one:

 There was NO review inserted into this clearly template email blast.

 I believe that review values your hard work and deserves more exposure. Let’s make sure that potential clients find your business and are motivated to reach out to you!

 He doesn't even know my name, but he knows this ^?

You may meet our Program’s criteria like the following businesses:

A bunch of really big name companies that have nothing to do with my business.

 Keep reading to find out how this program can work for your business.

 What we do:

Help local businesses gain online exposure by producing 60-second Hollywood-style Online Video Reviews with professional spokesmodels, ensuring we showcase your business in the best possible light. And we cover the production costs. Yes, you read correctly! We are covering all the production costs for a short time. (BETA Program)

So, they are creating fake reviews with professional spokesmodels? 

 Is it for you?

Well, if you would like to increase revenues and have better online exposure like most businesses, then it is. Let’s chat to see if you’re eligible for one of the available BETA Program spots.

 What’s the next step?

We “tentatively” reserved a spot, but due to the popularity of this program, I will need to hear back from you before the end of the day this Thursday.

So, I didn't reply so he should just go away right? I get the concept of creating demand and excitement to get me to respond, but I honestly didn't even read this far in the first email. I'll tell you more in the next series of why I came back to this email today.

Looking forward to speaking with you and the opportunity to share this exciting program!

 5-star review from a satisfied BETA participant "a bunch of words that said Bill liked working with this guy. No substance to the review, no results noted."

~end

Now, I am just being picky... but we are in an industry where details matter. Impressions matter. Spacing on the email was all over the place. Some double spaces, some single spaces, items highlighted in orange are random capitalizations.

So, my advice to this salesperson?

1. Take the time to get a name. I know you can't do this 100% of the time, but 'To Whom It May Concern' should be a last resort.
2. Proof, proof, proof by multiple people if possible before sending an email. Many people are turned off by poor writing, grammar mistakes and even stylistic mistakes.
3. Blind intro emails really need to have an attention getter and be very short and sweet. Really, most people will not read this whole thing.
4. If his 5-star review from Bill with no company name or substance is anything like their promotional videos, I say, "no thank you". 
5. Stories sell. Make your stories meaningful with substance.
6. Sales is WORK. You cannot think that you can send out an automated email campaign and just wait for the orders to start coming in. You will ultimately fail.

Do you want help with your sales best practices or process? We can help!

Read part II here:  Email Prospecting - Part II

Sign up for our Newsletter Here:   Newsletter Signup

 ASK ME ABOUT OUR PANDEMIC AND ‘BACK TO WORK PRODUCTS’:   See a partial list here:   http://www.totaldisplays.com/content/social-distancing-safety

  ============================================================

Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/

You can also check out our website at www.totaldisplays.com

This Prospect Is Not Worth My Time?

We have had a bit of an adventure with a couple of recent business development rep hires.  CRM usage and sales/business development have been my life for well over 30 years.  It was in my blood and in my DNA. Not everyone is a natural salesperson but they do exist. That doesn't mean a used car type sales person or a high pressure sales person. To me a good salesperson is one that builds trust, adds value and has rapport with customers and prospects. But that is not the point of this post.

I also am a CRM process fanatic. I have been hired to review many companies all over the United States and their CRM usage.  What I have found hands down is the top reps ALWAYS are the most proficient and dedicated users of CRM.  I am sure some will argue and share stories that bear out the opposite of my findings. That is life. Of course there are always exceptions to most rules.

BUT, what I can tell you, is you learn a LOT about a sales rep by consistently reviewing their call notes in CRM. It reveals so much about their sales attitude (more about that later), their customer service skills and their interpersonal skills.  Unfortunately with one rep, we didn't find this out until we went through an VERY nasty breakup with him.  That breakup included calling the police as we were fearful for our safety.  Again, a story for another day.

Here is what I found today.  

Background.

In 2017 a former rep called on this prospect.  An email reply from the marketing coordinator, the prospect contact, indicated that they wouldn't buy from us, because we don't use their product to build our trade show exhibits. We won't discuss (today) the elephant in the room that we may have been a prospect for their company?

The email was from a marketing coordinator.   Clearly not a high level decision maker.

This company does a lot of exhibiting at events and is a very good prospect for us.  You have all heard the old adage, that selling begins when you get your first no. Now, don't misunderstand me, I am not saying harass the prospect. You have to show that you have value beyond her limiting expectations.

Our sales rep?   This was his note on this account.

"S/W Cindy. They are not looking for any display materials this year. See the note from xxxx above. Ouch. Too many other prospects to call. Not a fit or a good use of my resource. Closing activity."

He then proceeded to mark the prospect as dead.   So here are my issues with this, in no particular order.

1. He was new, he maybe should have asked if there was a history with this account.

2. He made no effort to find out how many shows this prospect exhibited at.

3. "Not a good use of my resource".  I have written before about me-centric language and behavior as a red flag.  This shows an incredible amount of arrogance.  Read about that here!

4. We have other services and products that may have fit their needs. It should have at a minimum started a discussion with internal sales management before making a unilateral decision that they are a dead prospect.

5. The marketing coordinator has a boss that is a VP level.  It doesn't always work to go over their head, but it is worth at least one call since they are a good prospect from a size and number of shows standpoint. Besides, we should be working with decision makers, not coordinators.

Long story short or moral of the story?

Review in detail CRM notes from new reps.  Review problems with your reps right away.  Look for problem notes, unilateral decisions about prospects, rude comments, me centric notes, attitude and so much more.  I have so many examples of the wrong things being done in CRM there will be more to follow. Trust me, behavior like this, when fairly consistent, becomes a HUGE problem later on.

============================================================

Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/

You can also check out our website at www.totaldisplays.com

Happy Anniversary!

13 years ago today, we sat in a conference room signing papers and checks!  Total Displays had been in business in the Twin Cities Metro area since 1984 and we were now the proud owners!

First and foremost, thank you to our many clients.  Many of you have been with us for all 13 years and we continue to add more and more great clients every month.  Without you, we wouldn't be who we are today.

Thank you also to current and former employees that have helped us continue to grow!

I feel like I am accepting an academy award.  13 years is a big deal.  10 years is a big deal.  In this economy and surviving the bottom falling  out back in 08/09 is a HUGE deal.    Last but not least thanks to our amazing manufacturing partners.  I would name them, but I know I would forget someone important.  Because they are ALL important.

Before Total Displays, David had been the general manager for a local retail store fixtures and decoratives provider.  That company serviced, Marshall Fields, Bath & Body Works, Bombay Company, Nieman Marcus, Macy's, Dillard's and many others.

We had been looking for a long time for a company to purchase.  We looked at a little bit of everything through our business broker.  An asphalt company, a placement company in healthcare, a wine and coffee bar to name a few.  One day our broker called and said, "I have the perfect company for you".

We met with the current owner, and it was a match made in heaven.  There was a lot of crossover in vendors for graphics, structures and many other things.

David ran the business, while I was part owner of an enterprise software company.  I helped out with sales, marketing, crm and process on the side. Since the beginning one of our manufacturing partners kept asking, when is Lori going to join the business?  Every time we saw him he would ask.   I joined David full time in 2010.

We are blessed to be able to work together and provide great product and services to our clients for these past 13 years.  As a boutique trade show exhibit company we offer many different and unique product lines.  Products to fit every customer and every budget.  We have custom exhibit clients and we have pop-up exhibit clients.  

The beauty of a company like ours is we have all the same custom exhibit capabilities that the custom houses do without all the overhead and without all the extra account management fees etc that go with many of those companies.

Some changes that we have made since purchasing the company:

Small Dark Showroom =======>  Large, Light Showroom

Tiny Warehouse ============> Large Warehouse Storing Multiple Island Exhibits for Clients

Limited Services ========> Transportation, Installation & Dismantle, Show Management Services

Very Limited Rentals============> Significant Rental Properties, Inlines, Islands

No Furniture or Flooring  ======>  A Wide Variety of Furniture & Flooring for Purchase or Rental

No Technology =========>  Touch Screens, Content Management, LED Screen Purchase & Rental

No Training Services =========>  A Full Line of Training Classes for Client's Staff

No Consulting Services ===========>  Unique Consulting Services Options*

Total Displays is a full service company with something for everyone.  As a boutique exhibit house that is family owned and operated, your service levels are unsurpassed.  Even if you are working with any of our reps, we touch every client and have a stake in every relationship.  Relationships are what make us a great company.

We had a competitor call us a "pieces and parts" company a few years ago.  He dismissed us as someone he really didn't have to worry about.  We won that deal for 2 10 x 20's.  We had a local custom house stop by one of our large clients last week during a show to try to solicit their business.  They called us immediately to tell us.  We were up against a large local competitor on a 20 x 30 island.  They dismissed us.  We won that business.    We store a lot of exhibits from other local exhibit houses in our facility.  Why?  Our service.

We are proud to have been servicing the US market for 13 years.   Look for more great things from us moving forward.

If you want to learn more about Total Displays you can call David or Lori at 952-941-4511 or email us at sales@totaldisplays.com

*Watch for a new blog post soon on our consulting services.

If you like what you read, please share it!

====================================================
Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/

#Did You Know - Corporate Interiors/Retail/Museums

We were visiting last week with a long time customer.  It was a courtesy visit just to say hello.  I truly believe those visits are really important.  We care for our customers and plan on having a relationship with them and their company for many years.  Customer care visits are to make sure we are providing quality service and product to our client.


As the conversation progressed, we spoke about some of the trends that we are seeing.

We also discussed some of the newer products and services that we offer.

Guess what?  Our customers do not have ESP.  If we don't tell them what else we can do for them, they will get it somewhere else.

She spoke of a number of fairly recent projects where she really struggled to find a partner to assist her.  We could have helped her.

So here is this weeks, #DIDYOUKNOW

There is a very fine line between custom trade show exhibits and retail fixtures.  With our partners we can build any kind of fixture that you may need.



Along those same lines are corporate interiors.  This is a very wide range of potential projects.  As much as I hate bullet lists, here you go.

• Wall graphics/wall paper
• Framed wall lightboxes
• Reception Counters
• Information Kiosks
• Lobby Signage
• Donor Walls
• Museum Kiosks/Exhibits
• Job/Application kiosks
• Comment Card Boxes
• Prize Wheels
• Acrylic Display Cases

That is just a few items that we have done for clients in the past.  We love a challenge.  The creative side of this business is what gets us up in the morning and makes the industry exciting.  I tell people all the time, we are not an exhibit house that has a stock of kits.  Almost everything we do is custom in some way.  You want your office, exhibit, or your kiosk to be unique to you and your brand, not something that looks like what everyone else has.  That is one of our strengths.  

Your brand should permeate everything you do, from your office lobby to your trade show exhibit.  Having one partner that understands the importance of that, will help you achieve that continuity.

The bottom line, if you have a special project, call us.  If we can't help you, we will try to point you to the right resource.


If you like what you read, please share it!


Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/

#Did You Know? - Exhibit And Materials Storage

As a full service trade show exhibit house we offer everything and anything that relates to trade shows, exhibits and events.  That can be overwhelming for a prospect.  I can send an email out to a prospect with a bullet list of things we can do for them.  That is pretty ineffectual.   First, they are not going to read the list.  Second, even if they read it they won't remember anything beyond the one or two things they might be considering at that time.

Island Exhibit Ready to Head to Advance Warehouse

So, we are going to be starting a once a week, DID YOU KNOW post.

So often when a prospect or even a customer comes into our showroom we often hear, "I didn't know you did that!"

Shame on us.  So stay tuned, and follow our blog to learn all the things Total Displays can do for you.  Our goal is to make you look great and take some of the pressure out of exhibiting!

STORAGE

We have a large warehouse and offer storage of exhibits, booths, materials etc here in our location.  We have customers from all over the country and world that use this service.

Storage can be so much more than just physically keeping your properties here.

How often have you gotten to a trade show and found that you were missing things, or that the last person to use the display didn't pack it correctly or that the table throw is covered with mold because it was packed up wet.  Or, the worst... your exhibit is broken.

Let's talk about getting ready for a trade show.  You have booked a space.  Now is when the fun starts.  Here is an example of the steps someone may have for a trade show.

• Figure out the advance warehouse dates and determine when you need to ship it to get it there on time.
• Fill out all the paperwork
• Order electrical
• Order furniture
• Order lead retrieval
• Order flooring
• Pull out the exhibit, make sure you have all the pieces and parts you need.  You don't want any surprises during setup!
• Check the graphics, iron the table throws, steam out any wrinkles.
• Do I need to order anything new?
• Pull together your supplies box
• What are the giveaways and do you have enough
• What literature are you bringing
• What product are you bringing
• Pack everything up
• Put it on a pallet an shrink wrap it all
• Set up the shipping

Of course these steps vary slightly for everyone depending on your exhibit size and the type of shows you do.

Here comes the DID YOU KNOW?

We handle all that for many of our customers.  Storage is not just about physically having your exhibit here, it is about so much more.  We once had a prospect with a heavy show schedule get very excited when they learned, we could manage all those smaller inline shows for them for an hourly rate.  

Our services are a la carte so you pick and choose what you want us to for you!  

Be aware.  There are companies out there that are giving away storage.  TRUST ME - THEY ARE GETTING THEIR MONEY FROM YOU SOMEWHERE!

In quoting exhibit storage for one of our new storage clients there was a HUGE variation in storage quotes they received.  They received 3 quotes.  

1. 2,000/year
2. 5,000/year
3. 11,000/year

Why the variation?  Some people offer this as a service, some as a revenue center.  Others almost give it away and make it up by over inflating prices somewhere else.  Watch for hidden charges like account manager fees and other fees that pad charges in other areas.  

With Total Displays you always get 100% transparency.  We will explain any charges or line items on any invoice.  We will show you when and where you can save money.  We provide you with white glove service so that your exhibit experience is as painless as it can possibly be.

Call Total Displays to ask for your free storage quote and analysis.  We will also review bills with you from current providers to be sure you are getting the best value.

If you like what you read, please share it!

====================================================
Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/