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Forget about elevator speeches, your unique selling proposition and all those other pushy blah, blah, blah, me, me, me intros.

No, I'm not about to write another article how or why you should have and use a pre-packaged all about me intro.

After all, no body enjoys doing them and most people don't like to be ambushed by them.

What I am going to discuss is how losing the sales the attitude and learning to be real will do more for your social reputation than even the best of those salesy me, me, me intros.

Here are 10 key points you will want to remember when it comes to meeting people face-to-face for the first time.

1. Keep it short, really this is no joke "KEEP IT SHORT".

- People simply don't have the time to deal with blah, blah, blah or me, me, me.

2. Keep it simple.

- If you want to be remembered then make easy for them to remember you.

3. Make it effortless to share.

- If they can't say it they won't share it.
- Word of mouth is critical, the more you say the greater the odds of you being forgotten.
- People really do want to help, people love to be the source of information, but, you have to make it easy for them to talk about you.

Remember, it's not about you...it's about them.

4. Be relevant to your target audience.

- Stop acting like everyone is your target audience, they're not.
- The more people you try to speak to with your message the less you will have to say.

Being vague is a sure fire recipe for being forgotten.

5. Create curiosity.

- One of the easiest ways to engage someone else is to create curiosity with them.

Curious people ask questions.

6. Remember it's a two way conversation.

- Stop trying to close the deal and give the conversation an opportunity to unfold.
- Be equally curious about the other person, you might be surprised what you can learn by being curious.
- Despite what you may think, you don't know what everyone needs or wants.

Stop talking and start listening.

7. Create relationships.

- Stop looking at everyone as a deal, give them a break and remove the sales pressure.
- Allow people to be real, allow them to feel welcome even if they aren't your target audience.

Getting to know people is the first step to creating value.

8. Be relaxed, have fun, share a laugh.

- Humor can be a great way to break the ice.

9. Stop taking yourself so serious.

- People already have enough pressure without dealing with you.

Make it easy for them to know, like and trust you.

10. Size matters.

- The size of your network will directly determine your ultimate worth and influence.
- It's important that you remember building a network isn't only about you, and that everyone in your network is not going to be a client.

Bottom-line, give people a break, be real. Being pushy isn't the way to make it work. Focus on them first and you will eventually get your turn.

One last point; make sure your current clients are lovin what you do, remember they already said yes and they WILL talk.

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A critical component of business development often overlooked by failing companies, B2B market research applies solely to contributing parties such as suppliers, partners, stakeholders, and business customers. While plenty of research dollars are typically allocated for uncovering mass-market consumer insights, a thorough understanding of one?s business clients is equally crucial for the survival of any organization? especially in today?s economic climate. Risk mitigation and opportunity identification are just two of the benefits that B2B research can yield. When it comes to maximizing your business potential and safeguarding against present and future risk, B2B research is an investment you can?t afford not to make.

B2B research is an entirely different animal from the more common B2C (consumer) variety. Why is this? For starters, business customers are far savvier than regular consumers. They are typically in the market for tools that will enable their own companies to stay profitable and competitive, and chances are that they understand your product or service as well as? if not better than? you do. By contrast, the consumer marketplace is motivated by desire, style and prestige. Whereas consumer marketing initiatives can employ messaging that ranges from the general to the abstract, selling your product or service to a business client requires a more complex? and rigorously researched? marketing approach.

Another difference between B2B and B2C research stems from the fact that the B2B market is relationship-driven while the latter is product-driven. Because your product is the lens through which consumers view your company, all research within this sector focuses on the consumer?s interaction with your product (i.e., when, where and how they use it). B2B marketing research, on the other hand, measures the nuances of your relationship with your business customers. Whereas the endgame of B2C research is maximizing the value of the transaction, B2B research is intended to maximize the value of the relationship.

Scope isn?t nearly as important in the B2B sector as it is within the context of B2C. Mass-market consumers constitute a wide-ranging target for which brand identities are cultivated via the repetition of strategic imagery? imagery designed to trigger an emotional, impulsive, and one-step purchase at retail. The B2B market is smaller and more focused, hinging on a longer sales cycle with multiple points of purchase. Here, brand identity is based on a personal relationship between your company and your business clientele. Mass-market strategies such as merchandising and point-of-purchase activities are ineffectual in this context, as your target is accustomed to making rational purchase decisions based on long-term value assessments and extrapolations. B2B marketing initiatives must therefore speak in a very specific? and sophisticated? way that educates and builds awareness via tools like white papers, newsletters and media coverage.

Although less publicized than its B2C counterpart, B2B research is a critical tool for mitigating risk and maximizing opportunity across all sectors. By providing relevant insights about what products and services your business customers are seeking in order to maintain a competitive edge and bolster profitability, this highly nuanced strain of research enables your organization to reinforce its lifeline to long-term sustainability. Factors to consider when deciding on a B2B research firm include client lists, past results, customer satisfaction, and experience in your particular sector.



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Face-to-Face Interaction—What Is Your Company Communicating?

Rapid progress of telecommunication has rightly forced businesses to focus their resources, time, finances, and staff—on learning to use and implement new technology. Nonetheless, if you find yourself lamenting the days when communication meant a face and a voice, you can rest assured you are not alone.

A study by Chicago’s Center for Exhibition Industry Research (CEIR) reveals that approximately two out of three trade-show attendees “place a high level of importance on face-to-face interaction” before making a purchase. Most businesses recognize this need by meeting prospective clients at exhibitions or networking events (such as those hosted by MBOT). These events represent a considerable investment by your business. Booth space and design cost money. Staff posted at a trade show or networking event attend these functions by sacrificing other sales opportunities. However, study after study reveals that such investments of time and money reap rich dividends—provided face-to-face communication is well-executed.

After a well-designed logo, exhibition booth, or Web site draws a customer to your company, your product or service is now represented by people. Therefore, successful managers routinely ask: ‘Since my staff represent my company, what message are they conveying?’ People want to do business with people they like and trust. And they don’t have much time to make their decision. Whether at an exhibition, networking event, or sales presentation—your time with a prospective client is limited. How can you make your time count?

Effective face-to-face communications training teaches more than just the delivery of a sales pitch. What is on the client’s mind? Well-chosen questions accomplish two important sales goals:
Questions get your client involved.
Businesspeople in the 21st century are bombarded with aggressive sales tactics at work and then at home by telemarketers. If you stop to listen to a prospective client, he or she will be more inclined to listen to you.
Questions give you knowledge about your audience.
If you know the needs, concerns, and goals of their company, your first words about your product will already be tailor-made for them.

Face-to-face communication includes not only what is said, but what is not said. Therefore, role-playing exercises for sales staff are a key component of sales training. Another election year in the United States has underscored the importance of nonverbal communication and its impact on voters. What nonverbal cues are read by your clients? Do your staff’s hand movements and facial expressions convey apathy, timidity, or even arrogance? Or do they tell your clients that your company is confident, sincere, and flexible?

These dynamics of conversation are summed up by the four C’s: Confidence, Conviction, Credibility, and Connection. Effective communications training will give your company’s representatives confidence. This will help them to speak about your products with conviction. Others then perceive them as credible, and a connection is made. The aforementioned guidelines regarding questions and nonverbal interaction provide a solid foundation for persuasive face-to-face communication. However, just as the age of telecommunications requires more than just a telephone and an E-mail address, effective face-to-face communications training equips sales personnel with the skills needed to answer questions raised by clients and to adapt their presentation from a standard format to meet the needs of a diverse audience.

The aforementioned CEIR survey found that according to trade-show attendees, the most preferred method of conveying information is “one-on-one interaction with exhibit staff, either in direct conversations or in demonstrations.” Thus, face-to-face communication cannot be underestimated. Both multinational corporations and smaller businesses have found that face-to-face communications training have increased sales at exhibitions by as much as 400 percent.

Effective communication is a craft—it can be learned. And in an age when so many companies are investing much of their resources into telecommunications, it is a craft that may give you an edge over your competition.

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Although both face-to-face and virtual strategies offer strong benefits, savvy marketers are building integrated communications plans that marry the benefits of both approaches.
Adding virtual elements can measurably enhance and extend audience engagement resulting from traditional events. However, you must plan and coordinate your online efforts, just as you would your face-to-face events. Each element will affect the audience’s experience with your brand. Choose virtual components that make sense with your event, your audience, and your goals.
Let’s look at how a combined approach could be applied to a trade show, which is one of the most common face-to-face marketing strategies companies employ. They are popular largely because trade shows are a cost-effective way to generate leads, close new business, and drive brand awareness.



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