Did you already hit your quota for the year? – March 2017

It is trade show fever right now! The beginning of the new financial year is around the corner for some, and it is the end of Q1 for others, but one thing is for sure, everyone is out touting for new business. – Well almost everyone.

I certainly am, I’m attending event after event and typically ones where existing clients are exhibiting. I’m using this time to visit some of our existing clients to ensure that we’re doing all we can to help them and then scouting around for new business in areas that I know we have a catalogue of demonstrable success and consequently very happy customers.

It is actually a really exciting part of my job, albeit a bloody tiring one. Travel, coupled with poor sleep and lack of my usual exercise regimes, all contribute to this depletion of energy but the buzz from speaking with people who I’m certain we can help, more than makes up for it. It is my personal business vice.

So this week I’ve been in our capital city, London. I enjoy my short trips to the capital, however, I have to say that I am glad that I don’t have to live there. The exhibitions I visited this week were very well attended on both days I was there and I had a number of thoroughly engaging dialogues with a great number of potential new clients, notwithstanding some amazing feedback from our existing ones. This clearly added to my good mood, which was established over the weekend prior to it by a truly exhilarating and totally awe inspiring concert from the incredibly talented Laura Marling.

Being in this mindset has enabled me to be present, attentive and empathetic with everyone I met, both at the event as well as travelling to and from it and whilst dining out throughout the 3 days I was away from the office. This presence also allowed me to become an observer from time to time and it was during this observation phase that my blood boiled over once again.

You may remember my rant– no sorry blog post — about mobile phones a few weeks back and my list of dos and don’ts whilst working a booth at a trade event. Quite evidently these guys didn’t get the memo.

PUT YOUR PHONE DOWN

I spent approximately 5 minutes watching them before taking this photo and during which time I estimated somewhere around 20 to 25 people stopped and took an interest in their products/ services, picked up a brochure and then walked on. Not once did any one of the 3 sales guys manning the stand look up or engage with anyone during that time. I can only assume that they had all hit their sales quota for the year and were simultaneously closing 3 individual million dollar deals on their phones……No???? Yeah me neither!

So come on, is it any wonder that our profession gets a bad press when this kind of attitude is deemed as acceptable behaviour during an expensive show in the heart of the London Docklands.

I must also say that this wasn’t the only exhibit of poor booth practice I experienced during my time away, but fortunately, I was also blessed with the other end of the spectrum too, a casing example of which was Brother UK.

All in all the quality of the show, exhibitors and new client leads generated was exceptional this week and the follow-up work it has generated should keep me out of trouble for a month or two.

TGL

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