One More Call

This is going to be short and sweet.  Of course I am passionate about trade shows, marketing, branding, that is our lives. That is what we eat sleep and breathe every single day.

I have a couple other passions, sales best practices and CRM best practices.  I guess after 30+ years of sales experience, you maybe learn a thing or two.

Cold calling is a brutal job and is not for everyone. When you finally meet or find that salesperson that is good at it?  Hold on to them with everything you've got. It is a gift and a rare talent. I am one of those really strange people that love to cold call.  I am not patting myself on the back to say that I am good at cold calling.  But, I am good at cold calling.  

Like anything, if you do something non stop for too long, you can get tired. Some days are better than others.  I have tracked for years my ratios of calls, connects and engagements.  These are critical metrics to know how many dials you have to make to back into your number.  Of course it is much more complicated than I make it sound, but it is a good starting place.

You know those days, you set a # of calls goal for your day (if you don't do this, we need to chat -- you need to set a call goal).  Some days, you just slog through.  Here are some common frustrating results of your calls (some are specific to our industry).

• We JUST bought a new "xxxxx" - we have no needs
• We make our own "xxxxx" - we have no needs
• Can I tell him/her who is calling?  What is this regarding?  Oh we don't need any "xxxxx" (right the receptionist knows that detail.
• We don't allow solicitation calls (I HOPE EVERY ONE OF YOUR PROSPECTS HAS THE SAME ATTITUDE)
• Can I tell him/her who is calling? Let me check.  He/She is in a meeting.  - OK, do we really believe this?
• Specific in our industry, "we don't do trade shows".   Hmmm I'm looking at an exhibitor list and you are sure on there.  Interesting.

Of course we all know, gate keepers lie. There are a lot of ways to get past gatekeepers but that is another subject.  

I am always amazed at how this happens.  The day has not been super productive (don't forget your cold calling should always be planting seeds - so never a complete waste of time).  I push through and say, 'I'm going to make one more call" and invariably, that call makes the whole day worthwhile.  I really should track how often it happens.  Thankfully it happened today after what was kind of a crappy day in general.

Chin up sales peeps, there is always tomorrow and there is always 'ONE MORE CALL'.

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/ or check out our website at www.totaldisplays.com    

Doing Nothing is NOT a Strategy

Ugggh. Seriously. UGGGGHHHHH.  No I am not reverting to cave woman status I am so frustrated with people that are just doing NOTHING for trade shows or events. I talk to multiple people every day. Customers, prospects, suppliers and there is a recent theme with a few of the people.

Lori:  "What are your plans for the remainder of 2021? What shows are you planning on exhibiting at?"

Customer/Prospect: "None!" (said rather incredulously) "We may be walk a show but we aren't planning on exhibiting at any shows until 2022."

YIKES!

So let's look at some feedback we are getting from our customers and prospects.

Here are some things I have been told recently.

"I really wish we had exhibited."

"Attendance was down, but decent."

"The time we got to spend and the people that were there were much higher quality than normal."

"We didn't exhibit and our email and phone's were going crazy with people wondering if we were ok, were we still in business. They missed us!"

"We picked up some business from our competitors that did NOT exhibit. It was GREAT!"

Trade Show News Network reports that over 85% of exhibitors and attendees plan on being at live events.  How can you afford to not exhibit?  Live Events Are Back! Read Here.

Let me just tell you, NOT being at a show that you have exhibited at for years sends a message that you may not want.  Here are some suggestions if you really feel you shouldn't go to the show.

1.  GO.  Exhibit.  Period.  End of discussion.

2.  Get a smaller booth space and use a smaller exhibit.

3.  Don't have an exhibit?  Rent one, but EXHIBIT.

You may think this is a very self serving post. I promise you it is not. I don't care if you buy or rent an exhibit from me (well, I would love if you did, but that is really not my point). Don't be short sided and lose market, business and have people wonder about you. 

Trade show venues have been and are ready to host safe events!  Need help?  Email:  sales@totaldisplays.com or call 952-941-4511.

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/ or check out our website at www.totaldisplays.com    

Don't Call Me For 5-7 Years

 I had an interesting conversation this week with a prospect.  I have spoken with him many times and he was interested in some products and services that we were offering.

Total Displays is so much more than just trade show exhibits.  We have many clients that have existing exhibit properties but utilize us for combinations of  some of the following:

• Replacement Graphics For Any System
• Flooring
• Furniture Rentals or Purchase
• Storage and Trade Show Logistics
• Installation & Dismantle Services Nationwide
• Custom Retail or Interior fixtures
• Trade Show Accessories
• Trade Show & Office Safety Products

The prospect told me that he had a booth he bought a couple of years ago and that when I asked if I could follow up with him before his next show?  His response was, "really, you don't need to call me for 5-7 years."  

Let's think about that for just a minute.  A couple of questions came to mind for me as a business owner immediately.

1. So, you are telling me your business will not change or evolve at all in 5-7 years?
2. Are you saying that marketing and messaging only needs to be updated once every 7-10 years? (Remember he bought a new booth a couple years ago).
3. You will have no new products or services in the next 5-7 years?
4. You don't think there will be any wear and tear on your trade show exhibit in 7-10 years? 
   
   
   

Could it just have been a brush off from the prospect?  Yes, possibly.  But it made me think a lot about why people update or refresh their trade show exhibit.  Here are some statistics.

• Expected life time of a trade show exhibit is 3-5 years.
• Many of our clients rent exhibits and update their look every year!
• Do you track number of visitors? (You should be).  Most of our clients report that the number of visitors increase when they have updated or made a change to their trade show exhibit
• Do you want to be seen as a static company or a dynamic, growing, evolving company?  If you want to be static, use the same exhibit and graphics for 4+ years.  Trust me it will work.
  
  
  

Trade shows are a very unique opportunity for you to get your brand, products and sales staff in front of literally hundreds or even thousands of prospects in a very finite window of time.  Trade shows are expensive.  There are easy ways to update your look without breaking the bank or you can really wow them with a new look every couple of years.  If you aren't getting the leads you need or are going to the trade show just because you should be there.  Stop.  Don't waste your time or any one else's time.

Let Total Displays help you get the most out of your trade show program with strategic planning and review of your trade show program and your trade show exhibit assets.  We want nothing more than for you to be incredibly successful at your next trade show or event!  Call us at 952-941-4511 or email sales@totaldisplays.com

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/ or check out our website at www.totaldisplays.com    

Sometimes, I am just plain ANGRY!!!!!!!

 Where to begin?  I am hearing Julie Andrews in my head, "Let's start at the very beginning..."  

Today we had a client visit our office/showroom to review some new exhibit properties.  A 10' exhibit and a table top.  

Considering what our industry has been through, you would think I should be excited, right?  Nope.  Today it made me ANGRY.

Let's go back a bit here.  2020.  We moved into a new space in January of 2020.  2019 was filled with excitement as the building owners were doing a custom build out specifically for us and our new space.  We were choosing flooring, paint colors, laminate colors, fixtures etc.  The whole family and all staff got involved in packing, throwing away things we didn't need any longer and even designing space.  

Our then 16 year old son has a great eye and he was helpful in decorating the new space.

It was a very exciting time.  Here is a little area that he envisioned and designed in our showroom/lobby.   Porter, our son, is a senior this year. At one point his dream was to run our business.  I'm not exactly sure where that dream is going to go now?

2020 was on track to be our BEST YEAR EVER.  We had so many committed orders, rentals, services jobs and so much more.  It was a very exciting time for us.  Our staff was growing and business was booming.

 Of course we all know what happened.  I won't belabor any of those details.  The job/order cancellation the lost business etc.  Talking about all that is just negative energy. It is history. It is behind us. We are moving forward. We are excited and encouraged again. Business is coming back.

But there are days that the anger, the sadness, the frustration creep back in.  Today was one of them. Since we moved into this gorgeous space, we have only had a handful of visitors. As we were preparing the showroom, I went to turn on the lights on some of the exhibits.  I realized something that hit me like a ton of bricks.  I said to David, "I don't even know where all the switches are to turn on the lights in the showroom."  Wow, I stopped for a second in my tracks and the last 14 months all came flooding back. I got MAD.  All the people in our industry that have been without work, all the companies that have lost significant revenues all the customers in marketing that were let go.  Dang it, no one deserved any of this.  

Despite my frustration, when that client walked in the door I was also hit with a wave of gratitude.  This is what it is about. I am face to face with a client and I am helping them look great for their upcoming events. I am listening to their needs and creating or selecting the perfect solution for them.  They loved some of our new products, and were excited to bring those ideas back to the team for their upcoming show schedule.

It is daunting, sometimes overwhelming, but we will rebuild. We will be better than we were before because we have grown and learned a lot during this time. We are fighters.  We are survivors. We are GRATEFUL.

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/ or check out our website at www.totaldisplays.com    

Sir or Madam Spamalot - What Happened Has Happened to Communication?

 I promise, this will not be my only theme these days.  Business has been a challenge for many industries these last 13 months.  We certainly are painfully aware of that fact and have been living & surviving it the best way we can.  I know that in today's world it is a challenge to connect with people and we continue as a society we continue to work with less and less personal interaction.  Look at Amazon and how it has changed the world.  You can buy almost anything now without ever talking to a human being.  You can even buy cars on line and have them delivered.

Then comes Covid.  Don't leave your house.  Don't go to restaurants. Get your groceries through curb side pickup.  Don't go to the office.  Don't have family gatherings.  I am not hear to discuss the merits of government mandated shutdowns.  The point is we are isolating ourselves more and more each day.

People are meant to interact with people.  To touch people.  To have friendships.  Even the introverts have need for human interaction.  I refuse to allow society to turn me into an emailing, instant message spamming machine.  I won't do it.  I still believe in personal interaction in the sales process.  How can you understand how amazing our service is?   How can you see how we treat and care for our clients?  We had clients at our wedding!  That wouldn't happen if we changed our style and our process.

I have taken a new tact with the spammers on Linked In.  Here is my most recent interaction.  I am really curious how many times her automated pitches are going to come before she gives up.  

I got a connection request from this person.  As soon as I accepted, this is what happened.

March 30th message

Company ABC is a cloud-based digital marketing platform powered by AI & Machine Learning.True cross-channel technology: Display, Native, Video, CTV/OTT, Facebook & Search, reporting & analytics, move budgets & audiences,& the best ROI. Is next week too soon for a demo?

LINK INSERTED WITH YOUTUBE VIDEO.

• 
  
• Lori A sent the following message at 9:40 AM
  View Lori’s profile
  

  Lori A  9:40 AM

  Thank you for connecting.  If you have need, or know someone that exhibits at trade shows I would appreciate the business and/or referrals.  That is what a networking site is all about isn't it?

• FRIDAYCheri Collins sent the following message at 10:22 AM
  View Cheri’s profile
  

  Cheri   10:22 AM

  Hey Lori, I hope this message reaches you at a good time. Following up to see if we can be of service to you, if not now, sometime in the near future. ABC COMPANY  is A TRUE Cross-Channel Marketing Cloud Platform. ABC COMPANY Short Demo: https://youtu.be/hut63_cZB5c Is next week too soon for a presentation? Which day works best for you?

  Knorex XPO | Cross-Channel Marketing Cloud Platform | Universal Advertising

  ABC Company| Cross-Channel Marketing Cloud Platform | Universal Advert…

  youtube.com

• Lori A sent the following message at 10:24 AM
  View Lori’s profile
  

  Lori A  10:24 AM

  Hey Cheri:  I didn't get a response.   I hope this is a good time.  Thank you for connecting. If you have need, or know someone that exhibits at trade shows I would appreciate the business and/or referrals. That is what a networking site is all about isn't it?

• TUESDAYCheri Collins sent the following message at 8:56 AM
  View Cheri’s profile
  

  Cheri   8:56 AM

  Lori, have you had a chance to check out ABC COMPANY Short Demo?: https://youtu.be/hut63_cZB5c Let me know if you'd like to see this in action.

  Knorex XPO | Cross-Channel Marketing Cloud Platform | Universal Advertising

  ABC Company | Cross-Channel Marketing Cloud Platform | Universal Advert…

  youtube.com

• Lori A sent the following message at 9:24 AM
  View Lori’s profile
  

  Lori A  9:24 AM

  I didn't get a response. I hope this is a good time. Thank you for connecting. If you have need, or know someone that exhibits at trade shows I would appreciate the business and/or referrals. That is what a networking site is all about isn't it?  You can check out our website at www.totaldisplays.com

Based on the interactions so far, she should be messaging me with another video link in the next day or so.  I really just don't understand a couple of things.

1. BUZZ WORDS.  Call me ignorant about digital marketing (I probably am) but using a bunch of buzzwords is not going to get me to even watch your video, let alone respond to your pitch.   "cloud-based digital marketing platform powered by AI & Machine Learning.True cross-channel technology: Display, Native, Video, CTV/OTT, Facebook & Search, reporting & analytics, move budgets & audiences,& the best ROI"  As a salesperson or a marketer you can't ASSUME that people know what all your industry buzzwords mean.  
2. Does anyone actually reply to these incessant messages from strangers?
3. What do you suppose would happen if I actually clicked on the video and watched it?  Would I get a different automated message from her?  Maybe I should try.
4. I know the world is changing.  But I really hope it is a pendulum that has swung so far into the non-personal, no contact sales world, that it will come back to center sometime soon.
5. We have an entire generation or two that have no idea how to communicate in person (yes I am that old and that judgmental).

I will continue on, until there is no continuing to do.  

#dobetter

#sellbetter

#buildrelationships

#peoplematter

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/ or check out our website at www.totaldisplays.com    

SERIOUSLY. This just happened to me. LinkedIn SPAM!

LinkedIn has become a very interesting place.   Hasn't all social media for that matter?   LinkedIn isn't quite as bad as things like Facebook, but it is quickly becoming a tool that seems to be a place where people connect with people they don't know simply to pitch them.

I know sales is hard.  But really, people buy from people they like right?  I still strongly believe that to be true, and I work hard to build relationships in my sales process.  I know it is old school, but it still works  

LinkedIn or some other tool is also often used.  LinkedIn Sales Navigator as an example.  You pay for automated messages on platforms like LinkedIn.  You are supposed to be able to target your audience based on metrics.

Well, let me tell you.  Whatever these people are using, doesn't work.

1.  I get spam/pitch messages from people at least 20 times a day on LinkedIn,

2.  Often they have scheduled 5 or 6 plus messages in a couple of weeks time.  Each unsolicited pitch frustrates me a bit more.

3.  Often the messages are for industries or things that A., I have no idea what they are talking about, so clearly I am not a prospect. or B., they are for a business or industry I have NEVER been in.

Today?  This was a doozie.

I received this message and a connection request.

• Hey Lori, Your gym looks like a great asset to the community! I help gyms like yours attract more members through advanced social media marketing! Interested? Reply YES or NO. If you're REALLY interested, send me your number or email and I will reach out to you.

My response:

• Lori A sent the following message at 10:31 AM
  View Lori’s profile
  

  Lori A  10:31 AM

  OOOOOOOOOOOOHHHHHHHHHHHHHH MMMMMMMMMMMMMMYYYYYYYYYYYYYYY   Word.   I didn't know I owned a gym.   What a joke.  Your automated spam isn't working right.

His response:

• Dustin Wagner sent the following message at 10:34 AM
  View Dustin’s profile
  

  Dustin W  10:34 AM

  I’m sorry that it sent to you. I’d encourage you to be more loving. The king of love died yesterday over 2000 thousand years ago. Repent, and turn to him lest you perish in the way. But blessed are all who take refuge in him.

What an interesting sales approach.  Telling someone to repent because they called you out on a "spammy" LinkedIn connection request.   Just in case it wasn't clear, I HAVE NEVER OWNED OR WORKED AT A GYM.  Worked out, yes, but nothing else.

Oh and the major irony?  He sells digital marketing services.  Honestly the lack of attention to detail and the poor quality of sales efforts by some, simply makes me tired.

Do better.

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/ or check out our website at www.totaldisplays.com