I recently attended a presentation by sales expert Duane Cashin, which riveted the entrepreneurs at the TAB Long Island Prosperity Series on March 9th, 2010. (The Alternative Board is a peer advisory group for business owners.)
He spoke about “Sales in The New Normal” to a room eager to understand the new world as business owners.
It got me thinking about the trends our clients are facing in sales, marketing, and exhibiting, and I jotted these notes down afterwards. There may be deeper and longer thoughts later.
1) The “New Normal” in selling: your product or service is not just competing with your competitors’ products but with other budget items, so you must make a compelling business case for its purchase. (This was one of Duane Cashin’s key ideas.)
2) The “New Normal” in marketing: in a networked, social media-oriented marketplace, communication is not one way from you to your client, and it isn’t even 2 way; communications are multi-node integrated experiences between many different conversations, plus traditional forms of marketing communications.
(This is informed by Duane’s presentation, but also grown from experiences I had at #EventCamp2010, explorations with #eventprofs in Twitter and my own observations)
3) The “New Normal” in tradeshow exhibiting and other events – my thoughts:
In the “New Normal”, exhibitors need to produce better results with less budget, staff and time. They’re competing for budget with every other marketing project, and marketing is competing with every other idea that can impact the bottom line.
Exhibitors need to be more nimble, more targeted, and quicker to differentiate themselves with their prospects. How? They must compete less on the superiority of their products or services and more on their ability to “get” – and help with – their own prospects’ “New Normal” in order to make a connection.
Got questions on how the “New Normal” is impacting you? Or need ideas on how to implement? Let’s start a conversation. Reach out at http://www.twitter.com/d_elms, leave a comment, or call (631) 979-0283 or (888) 912-9116.
Deborah Elms is CEO and head of the Trade Show and Event Division of Imprinted Originals. She is passionate about helping businesses, non-profit organizations and associations create and retain customers through the effective use of tradeshows & events.
Duane Cashin http://twitpic.com/1cmqrq next to one of displays Imprinted Originals designed and produced for TAB Prosperity Event (as well as for most of the sponsors). Duane Cashin’s website: http://www.duanecashin.com
Duane after his presentation. (Like the bannerstand?)
The Alternative Board of Suffolk County: http://www.tabny.com
The Alternative Board of Naussau County: http://www.tabli.com