11
Feb

News for this Month Services 2

There is plenty of variety among exhibition stand designers in terms of what they offer, the services they are the best at, concepts they can incorporate, and how they bring it all together. The amount of time it will take for the project and the pricing also vary. With all of this in mind, take the time to get a feel for the services offered before you hire anyone.

Consultations in this type of business are usually free. It is worth a bit of your time to talk to them and see what they are all about. You should conduct research too that shares with you their reputation, previous work they have done, and if anyone has had issues with the outcome. Don’t compromise and work with just anyone – hold out for one of the best exhibition stand designers.

Ask for Examples

While you want the outcome for your project to be unique, you need to see what they can do. Ask for various examples and look closely at them. Do they appear to be professional? Would they get your attention if you were a customer interested in that realm? What would you improve or change?

You also need to compare them for differences. If they all seem very similar, that is a red flag you don’t want to work with that provider. Look for exhibition stand designers that give a new look to each project they work on. Otherwise, you run the risk of consumers already seeing something so similar, yours isn’t going to capture their attention.

Open Ended Questions

Learn about them and what they offer too. For example, ask them some open-ended questions. Most exhibition stand designers are willing to answer you. If they don’t, you should keep looking for someone else to work with. Ask them what they like the most about their job and what they like the least.

Ask them about the most challenging job they have worked on and the most rewarding. Discuss with them how they handle deadlines and problems that may arise as they work on a project. How they answer you can help you to decide who is right for your particular needs. In the end, you need someone with talent but who can also deal well with the pressure of the job.

Processing Time

Top notch exhibition stand designers are going to have other projects on their agenda with deadlines. Keep this in mind when you approach them to complete work for you. Is it reasonable for them to get it done by the time you need it? Hopefully, you didn’t wait until the last minute or you will have a hard time getting the right provider to complete it for you.

They should be able to give you an idea of the processing time. Keep in mind, that time starts once you have approved the concept they created for you. If you need quite a few changes, it can delay when they actually start on the overall project.

The cost of exhibition stand designers and their services vary. It depends on the methods they use and the types of equipment. It depends on how much time is involved in completing the project for you. Some are more challenging than others so they need to bill you for the time. The more colors you use, the more expensive it becomes.

Don’t worry, they should be able to discuss cost with you. If you have a strict budget, let them know and there may be some ways they can help to reduce that cost. Yet you don’t have to reduce your quality of the outcome either.

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17
Oct

Smart Ideas Sales Revisited

Over the years I have been asked countless questions, from what seems to be as many salespeople, some good, others who were thorough professionals, and still others that I felt somewhat inferior to be in their presence. Of all of the questions I have been asked to answer over that time is,

“What can I do to ensure that every call I make becomes the one that didn’t get away?”

There are possibly countless ways this question can be answered, but I suppose I’ve now had decades to think this through I generally try and keep to a similar format every time I answer it – generally the answer is something like this.

Qualify the Prospect

This has to be the priority by which you do everything in sales. If the buyer is not at least partially qualified, then you are shooting blind, and shooting blind is not selling. Even after you’ve qualified the needs, wants and that your product or service is affordable, don’t just rush in and start presenting.

On the other hand, if this call is with someone that has not bought a similar product to what you are selling you will still need qualify, ask related questions and learn what the prospect feels he or she wants and/or needs.

Develop Persistence

No matter what you sell, the majority of sales are made by determined persistence.

Doctor Herbert True from the Notre Dame University in the USA, spent over 10 years analysing what makes a person a success in selling, is on record stating that statistically 60% of all sales were made after the fifth attempt. His report also states that nearly 50% of those selling asked for the order just once and then quit.

Brian Tracy suggests that the top 20% of salespeople earn 16 times that of bottom 80%.

Johnathan Evetts, author of the Seven Pillars of Success says that at least 60% of all sales are made only after the sales presentation has been firmly rejected at least four times.

Then the late Zig Ziglar stated that over 90% do not ask for the order more than four times and 60% of all sales are written on the fifth and subsequent attempt. He then went on to say that 4% of the salesforce is making 60% of all sales – and 60% of the commissions.

It’s the persistence of the seller that gets the sale, and seller has to stay there even while the prospect is rejecting everything you say or do. Other times, with less mature sellers, multiple sales calls may be necessary to sell to a customer. Do not be a part of the too many sellers that give up too early – and therefore miss the chance to make the sale… even if they call back.

Know When it’s Time to Stay or When it’s Time to Move On

You have now made the sale you need to be around to nurture your customer, work on building a relationship and be there for more sales and referrals. On the other hand, if you didn’t make the sale, tag your prospect for an immediate follow-up and then on call-backs on a regular basis – and do this on a regular basis until you know there is nothing there, or you sell to them and then follow up on a regular basis for more sales and referrals.

Either way, you can’t afford to waste time wallowing over the occasional successful sale, and you can’t waste time trying to sell to prospects who never buy. My advice here is work out as quickly as you can where you stand and know when it’s time to move on.

Differentiate Your Uniqueness

We all know that we are different to everybody else. In fact, we are different to every one from the time we are born. We look different; our fingerprints and footprints are different; we have a different voiceprint; and on the list goes. Yet I constantly meet salespeople who believe that they can achieve a lot in sales if they mimic others.

Mimicking at best can flatter another, and even if you learn your presentation word-perfect by rote rendition, that presentation will still be different because you present differently and always will. Then when you make contact with a prospect, your prospect doesn’t differentiate that you are different to other salespeople – to your prospect we are all the same. It’s for the same reason that you need to differentiate how you and your products or services are different from the rest. What is that makes you better than your competitors?

In the eye’s of the prospect, the one thing that will shape how vital you are to his or her business, is when they appreciate the difference between you and others. So what will shape your success is how you deliver a personal touch. The most important factor here is you. But knowing and passing on to others what makes you unique, allows you to differentiate how and what you sell, and when that is made clear to others, you will sell that much more effectively.

Form Relationships as a Priority

Far too often we have been told to build relationships with our existing customers, and then turn those relationships into partnerships. However, in today’s selling mindset, all the seller needs to do is to provide enough value in what you do and the way you do it so that your customers really appreciate doing business with you. That is more likely to create lasting sales success and a few genuine friends along the way: Maybe it’s time to take a different approach to the way you form relationships with others: Maybe we need to start to seriously analyse our focus on our sales thinking so we can identify why we’re not making volume of sales we want to. Here are a few things that I have changed over the years.

• The first thing I have replaced is before I start any formal presentation I have replaced my preamble with general chit-chat. In other words, I simply start a conversation.

• Next I would make it my business to discover whether my potential client and my company are a good fit and then work on the best ways of doing that. That way the product or service are presented to suit what the prospect already has and how we can better untelise this rather than starting from scratch. But then if we do have to start from scratch, a good deal of trust towards me and my company has been built by the prospect.

The Most Important Person on This Earth

America’s motivational father, Earl Nightingale, used to say,

• “If you want to be successful, treat every person you come into contact with as the most important person on earth.”

Modern-day American motivator, Zig Ziglar says,

• “No-one cares how much you know, until they know how much you care.”

True professionals, and those who understand this one point, focus all their energy, attention and care on the person they’re with. They’ve learned to take themselves out of the equation and give others unbelievable attention without any hint of ulterior motives or manipulation.

Most also know we respond favourably to those that make us feel special in their presence. They also know that to the people who go out of their way to make us feel extremely important, we will give them our respect, our friendship, our knowledge and our business – and we will do it for life – or as long as they keep making us feel extremely important.