Archive For: Exhibiting

Surviving Holiday Shopping

Today’s post is Something Different.  A friend of mine Jill Chivers runs a program and award winning website called Shop Your Wardrobe.  Jill has been on her own year-long challenge, a year without clothes shopping, which finishes on Wednesday, 15 December 2010.  As she is the expert on shopping (and not shopping), I asked her to share with us her guide to Surviving Holiday Shopping.  I hope you find it valuable!

Enjoy!!

Warwick


Surviving Holiday Shopping

I’ve learned a lot about shopping by not doing it for a year.  My own year without shopping taught me a lot about the emotional reasons that we shop, and ways to use my time, money and energy better. Now we’re coming into the holiday crush and many people’s thoughts are turning to shopping.   
Shopping for Christmas gifts, shopping for special holiday food, shopping for one’s self as a treat.  I don’t know about you, but there are certain shopping centres that I actively avoid from about December 10 onward – they are madhouses!  If you found shopping confusing or over-stimulating before, then in the lead up to the end of the year and in the week leading up to the New Year, they are even worse! So here are our top tips for surviving shopping mayhem this
year.
1.    Be prepared.  
      Yes, girl and boy scouts, this oldie but goodie is one worth applying to shopping.  Don’t go out of the house, headed towards the shop without a clear plan of where you’re going and what you’re getting.  Write a list.  Use that list.  Even if you aren’t a list-writer or use one at any other time of the year. This may take some time to create, your list – but consider it a wise investment – the time you spend creating the list will pay off in spades when you’re in the mall.  And remember:
lists are like maps – they can help you stay on track and avoid pitfalls.  If there is any time of year
when pitfalls abound, it’s now.  So do yourself a favour and create your map and take it with you!
2.  
Be in a resourceful state.  
      What this refers to is how you’re feeling, mentally, emotionally and physically.  Do not go  shopping when you are tired, fractious, hungry, upset, angry or frustrated.  It will only get worse  once you are in the shopping mall.  Make sure you are feeling buoyant, well-rested, energetic, well fed and watered, and calm.
3.  
Be focused.  
      Keep your map – your list – in your hand and go to only those places that you said you would.   Don’t meander into this shop or drift into that shop.  Don’t allow yourself to become distracted by spruikers selling their wares at seemingly massive discounts, or enticing window or table  displays.  Keep your focus laser sharp.
4.  
Be aware.  
      Shopping centres are deliberately designed to keep you in them for as long as possible. The way they are designed, lighted and air conditioned is all part of a deliberate strategy to have you lose your sense of time (and sometimes, direction).  Keep your awareness turned to “high” as you shop, by tuning into your surroundings and noticing them.  It’s easy to become in a slightly anaesthetised state in a large enclosed shopping mall (after all, the design of these malls has been scientifically tested, proven and duplicated for many decades) – so offset that by being aware of where you are.
5. 
Be clever (but not cheap).  
      Some of us are bargain hunters – we can sniff out a sale at 100 paces and our homes and wardrobes are stocked with many items purchased for far less than their ticketed price.  I’m all for buying well but I’d caution: just don’t buy something because it’s on sale.  That’s a trap that will have your home and wardrobe overstuffed with “cheap” where no further thought has gone into its purchase than its price tag.  If you wouldn’t buy it full price, put it back – it’s not for you.
6.  
Be deliberate.  
      Last minute shopping often leads to frenzied shopping where you buy the first thing you see without any hesitation.  Stopping and pausing before buying is a great ‘braking’ mechanism that has you interrupting an automatic thought pattern of “ooh I like this, I must purchase it” to “ooh I like this.  Let me consider what it may, or may not, add to my life”.  Never go from ‘high’ to ‘buy’ – insert a step in between so that everything you bring home is consciously chosen.
7.  
Be timely.  
      Set yourself a timeframe by which you will be finished shopping, and heading out the door.  You want to put some flex into this timeframe, because the car park and the mall may be more  congested than usual, making it harder to manoeuvre around.  But it will be possible to give yourself a broad timeframe that you can stick to.  If you say it’s 2 hours, then after that time, do a quick review of your map (your list) and see if you have done enough for today’s session, and start moving toward the exit.
Shopping at holiday times can be a stimulating pastime.  It can also lead to blow-outs in your budget and the feeling of time slipping through your fingers.   Use these strategies to shop consciously and reduce the consumption commotion this holiday period. As the New Year peaks around the corner, consider making 2011 the year that you “shop your wardrobe” instead of the malls. Find out more about my program and join it (with special input from Warwick in Month 6!) by visiting http://www.shopyourwardrobe.com

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Want to Get More Sales?


Last week I was interviewed by Annemarie Cross on her Career Success Radio program.  We talked about many things for just under an hour.  In particular, we were talking about sales and how to increase them.

I thought that it is the kind of thing many people would be interested in.  If you are interested visit Annemarie’s Blog and have a listen.

If you like what you hear and are interested in finding out how to Double Your Return when exhibiting at your next Trade Show or Expo, then visit www.DoubleYourReturn.com to get your free copy of  the Double Your Return CD and special report on how you can Double Your Return when you next exhibit.


Enjoy!!

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Are They Eating Out of Your Hand?

As I write this I am enjoying the last day of a four day get away at Wye River. It is a stunning location where mountains meet the sea. The glorious gum trees are filled with bird life. We have seen cockatoos,

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rosellas, willy wagtails (not sure of their real name but this is what I call them), currawongs and king parrots.


I decided I wanted to get up close and as you can see I finally had them eating out of my hand. You can use the same process to get your customers eating out of your hand.

Parrot Eating
  1. Go where your customer is – I went on to balcony when the birds were there
  2. Give them what they want – I had broken bits of biscuit that I knew they liked
  3. Make it easy for them – I put some crumbs on the railing and then held my open handful of crumbs next to it
  4. Support them and make them comfortable – I held my hand steady and gave them more crumbs as they stood on my hand
  5. Show gratitude – As they fed I was saying thank you for visiting us
  6. Celebrate your success – The rest of us staying at the house came out to say hello to the king parrots

What about you? Do you have your customers eating out of your hands? Use this process and you soon can!


Enjoy

PS Do you Exhibit at Tradeshows, Expo’s or Conferences? Want to have your visitors eating out of your hand? Register for the complimentary webinar 5 Steps to Double Your Return.

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Have You Told Anyone?

I caught up with a friend last night and he told me a strange story.

My friend (let’s call him Simon, because that is his name) works for a multi-national with an Asia Pacific Regional Office in Singapore.  His direct boss is based in this office.  Now Simon doesn’t see his boss much but it is an IT company so they stay in touch with emails and video conferencing and the like.

Last week he was at an internal meeting with another colleague from Singapore. Simon just participated as usual and they were able to come up with a resolution to a particular issue.  His colleague went back to Singapore and Simon thought nothing of it.


The next day, Simon received a text from his boss saying something along the lines of, “I have just heard about the great job you guys did. Thank you for your contribution. I understand it made a difference and I wanted to let you know I appreciate it”.

Wow!

It had a significant impact on Simon. It confirmed for him that he has a great boss, works at a great company and he is truly valued. Before you start thinking “My boss never says anything like that”, put the shoe on the other foot.  Who have you said something like that too?  Have you told anyone that you appreciate their work lately?

Research has show than genuine compliments have a more positive impact than a pay rise. So who needs one? Your boss, your team members, your cleaner, your security guard, the receptionist, the person in the cafe, your partner, your kids, your friends or your family?  I am sure there is someone.

So have you told anyone lately?

———

PS Do you Exhibit at Tradeshows, Expo’s or Conferences?  Do you want to Double Your Return when you next Exhibit? Register for the complimentary webinar 5 Steps to Double Your Return

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Who Are You Talking To?

I have just finished three days on the floor of an expo for a client.  I continue to be amazed at behaviour of exhibitors. 
Let me back track.  It’s easy to be an ORDINARY exhibitor.  All you need is cash and a product or service to sell and you can exhibit.  To be aGOOD exhibitor, you just have to do the basics right.  With a little extra effort and focus, you can be an EXCELLENT exhibitor.

At this stage, I just want to focus on being a GOOD exhibitor.  It is just about the basics.  The important thing is, who are you talking to?  So many exhibitors at the recent show were not talking to anyone.  Some were standing there with their arms crossed, some were sitting (I still can’t believe people do that) and some were just waiting for others to talk to them.  Some even seem shy and unable to approach the visitors.

My theory is that if you are not talking to anyone, you talk to everyone.  

Nothing attracts attention like attention.  If you are not talking to anyone it makes you less approachable.  By speaking to someone, it is less intimidating for others to come and join in the conversation or look at your wares.  Talking to people also allows you to qualify them.  If they are not interested, politely move them on and if they are interested take them to the next level.

It you are not talking to anyone, talk to everyone.

Who are you talking to?

PS If you want to see how I exhibit, drop into see me at booth 48 at Meetings Mart.  It’s free, on tomorrow at Crown Promenade in Melbourne and I promise I will talk to you!

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7 Secrets of Successful Sessions

Welcome to the 7 Secrets Page.

 

Thanks for listening to the CD. I trust you will now use these secrets to make your next event fabulous!

As an added bonus, I have put some relevant downloads here for you. In particular the instructions on

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How to Prepare and Deliver a GREAT Introduction will make a difference at your next event. I would also draw your attention the the Get More Guide as a profile of my services for you and your organisation.

Enjoy these resources and if I can help you or your organisation, please don’t hesitate to contact me.

Warm regards

 

Warwick Merry

 

Your free Downloads:

The Get More Guide – Service Delivery Profile

How to Prepare and Deliver a GREAT Introduction

Regular Results Review

It has been said that most people spend more time planning their holiday than they do planning the rest of their life. For this reason, I have created the Regular Results Review. It is a simple, yet effective high level tool, to look back at your achievements and plan the coming ones. I recommend that you use this at least annually. Many clients like to use it around New Years day to set them in good stead for the year ahead.

 

 

 

Testimonials

Here are some relevant testimonials from my clients. See what they have to say.

 

 

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How Sticky Are You?


I don’t mean that in the brown and wooden stick kind of way, I mean do you stick to it?  Do you commit to a strategy and give it every chance to succeed? Or at the first (or maybe second) sign that it is struggling do you stop working on it?

Don’t get me wrong, sometimes we try things and they don’t work.  It makes sense to change the strategy or approach but too often people don’t give it enough of a change.  Imagine if we did that in all aspects of life.

Maybe your parents were trying to get you to walk and after three times you kept falling over so much that they said, “They will never walk, it’s crawling for them!”  Think of how much that would hold you back!  My friend’s mother (now in her 90’s) had a mild accident on her fourth driving lesson when she was 20 and then decided she couldn’t drive and never did again. I still struggle with that.

So what is your strategy and as part of it, when are the check points and how will you know when to change strategy?  This is particularly relevant when exhibiting at shows.  In a previous business, my partner and I decided that we should exhibit our $900 product in the exhibitions at the International Coaching Federation (ICF) conferences globally.  We knew that the first one would not cover costs.  Two airfares, accommodation let alone exhibiting costs were significant.

A couple of shows with no sales was tough but we stuck to the strategy.  After three years (nine shows) it started to pay off financially, but the payoff in reputation and awareness happened far sooner and was more strategic.  My partner went on to be Australasian President of the ICF as developing a significant database of prospects for future work for us.

So what is your strategy?  Where is the payoff? How will you measure your success or lack thereof?  Most importantly, how sticky are you?

Enjoy!!

PS If you are in Melbourne next Tuesday 26th, come and visit me at the Meetings Mart Expo at Crown Promenade. I will be giving away copies of my new CD 7 Secrets of Successful Sessions as well as creating solutions for business wanting to Get More from their next Conference or Training Session.  Come as a guest of the Get More Guy and you even get free parking!


Image: Oaklara Nutgrabber

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What Were You Thinking?



A strange thing happened to me on Thursday.  
Mum was down from Queensland visiting and she was spending the last couple of days with me.  As well as going for a spin in Candy (The V8 Mustang that is wifey’s car), we chatted and did a few things. On Thursday I made my famous Frangelico and Walnut brownies (let me know if you want the recipe).  This is when the strange thing happened.  Just after I poured the mix into the bowl, I turned to Mum and asked “Do you want to lick the spoon?”
It was like one of those science fiction movies. All of a sudden I was swept back to when I was a kid and mum would ask me, “Do you want to lick the spoon?”  It was so not how the situation was “supposed” to be.  But the more I thought about it, the more I realised that it is EXACTLY how life is supposed to be.
Each generation matures to take over the role of the previous one.  It happens all around us.  So why do we fight it?  
It is because of what we are thinking.  We hold ourselves back with old ways of thinking.  We have ideas of what our parents should do, our boss should do, our colleagues should do, what we can’t do, what subordinates shouldn’t do… the ideas and rules of what we can and can’t do continue on!!!

Change your thinking!!
By the power vested in me by your subscription to the Get More Goer, I hereby give you permission to break your own rules!!
You can parent your parents, you can boss your boss, you can lead your leaders, and you can do all the things you tell yourself you can’t.  It is OK to say No to your boss.  You can submit your ideas to the discussion even if you are a junior and haven’t been there long.
Change your thinking and you will change your life.
Go get ’em!
PS  If you need help to change your thinking about Face to Face Sales, then why not come to a session I am running as part of the Discover Casey-Cardina Expo this Saturday 9th October?  It won’t cost you a cent and you will take home great tips, tools and techniques to Get More Face to Face Sales.  See you there!
Photo: Barbara Cannnela 

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Sales Tips from a 10 Year Old Sri Lankan

It is amazing what you can learn in the strangest of places.
On the road from Colombo to Yala I learnt a valuable sales tip that is applicable to any sales situation but particularly to exhibitors. All across Sri Lanka there are huts on the side of the road where the locals sell their produce. Here is one we stopped at that had a

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lot of different beans, peas, grains and chillies.

Some of the more humble huts are staffed by children. (Hut is a bit generous. It is more a simple table!) As you got closer they were smiling, holding high what they had to sell and inviting you to stop and look at their produce. Originally I just dismissed them as kids selling vegetables but then I noticed something. After we went past, they were still smiling and simply tried to engage the next passer by. It got me thinking and comparing this young boy to many of the exhibitors I have seen and worked with.
Here is what that 10 year old Sri Lankan taught me:
  • Smile! It helps to engage with the passers by.
  • Make sure the prospect knows exactly what you are offering – even if this means waving around your product.
  • Use some kind of pick up line to engage the passer by.
  • If they don’t stop, don’t take it personally. Keep smiling and look for the next person.
Such simple things that so many in sales, and particularly those exhibiting at Trade Shows or Expos, forget to do.
Enjoy!

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What is All This About Climate Change?

Iceberg



You may have noticed that the weather has started to warm up. Melbourne has had a very cold winter this year and many of us are excited about the prospect of temperatures above 15 degrees C! But I noticed something during the cold spell. Talking with friends they said, “It’s been so cold I had to really turn up the heater.” Work environments almost had fights breaking out about how the heater needed to be turned up because it was too cold!!!

It got me thinking.

It seems more and more now that people expect a response on a larger scale. I am

too cold so I will turn up the heating in the entire house. The office is too cold so increase the temperature of the entire office. Our work culture is wrong so something has to change. House prices are too high so the government should do something. Something is wrong in the climate so the climate should change.

I strongly disagree.

I think if there is something wrong with the climate, then we need to change as individuals. Ask yourself the question, what can I do about it? If you are cold, put on warmer clothing. If you don’t like how things are done at your work place, change it (either the way it is done or your employer!). It is time for personal responsibility. What can we do as individuals that can impact our own personal climate?

You will find the change will happen quicker than if you waited for the larger scale response, and you can focus on what is really important in your life.


What changes can you make today?

PS For those of you who based in Melbourne or who are in Melbourne on Tuesday 26th of October and want to find out how to give your next session some big change, come and visit me at Meeting Mart. Tickets are free from the website and I will be exhibiting my wares

as a Speaker and MC. For my Exhibiting clients, come and see how I do it and for my speaking clients, come and get some great resources from myself and others to make your next session fabulous.

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Would You Like A Drink?


Water
One of the things that many people forget to do is drink.  I don’t mean whip down to the pub and have a sly bevy, I mean drink plenty of fluids during the day.  Too often we can get so involved in what we are working on that we neglect to have enough fluids.  This leads to the typical symptoms of being thirsty, dry lips and also headaches, dizziness and cramping.

For those of us on the trade show or expo floor it is worse.  One of the best ways to release fluid from the body is by talking.  We exhibitors talk non-stop for 8 hours and it is common to do this without any breaks.  So often I see exhibitors get headaches or cramps and lose focus.  I believe a lot of this is not looking after your basic needs.
So the question is how much fluid should you have?

The correct answer is, “It depends”.  The old standard of 8 cups (2 litres) of water a day is not entirely accurate.  There are many factors to consider.  The best thing to do is review this simple guide on the Kidney Health Australia website.  There is some great information there.

Personally, I swear by the old backpacker trick I learned while traveling (it gets handed down from generation to generation).  If your urine is yellow, you are dehydrated so you need to drink more fluids.  Water is the best fluid but others will contribute to re-hydrating you.
So to keep your head clear, your mind focused, your day on track (and your urine clear), drink more fluids!!

Can I offer you a drink?

Enjoy!

PS For those of you who based in Melbourne or who are in Melbourne on Tuesday 26th of October, come and visit me at Meeting Mart.  Tickets are free from the website and I will be exhibiting my wares as a Speaker and MC. For my Exhibiting clients, come and see how I do it and for my speaking clients, come and get some great resources from myself and others to make your next session fabulous.

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How Good is Your Signage?

A speaking colleague of mine and Marketing Guru Winston Marsh, told me years ago that you have to be a better Marketer of what you do than a Doer of what you do.  Without some effective marketing, people wont know what product, service or value you offer.


At a Trade Show or Expo, you need to put this principle on steroids!


You have such a short time to get the visitor’s attention, let alone their interest.  It astounds me how people still put up posters with sooooo much text on it that it makes your head spin. Or has a fabulous picture but nothing that actually tells you what they do.  You have to make your signage work for you.


Here is a great example of signage which misses the mark.

It may have worked in 1919 for the Temperance Movement (I have my doubts), but it wouldn’t work today.  People would just keep on drinking!

How is your signage?  
Is it easy to grasp? 
Does it encourage your target market to find out more?
Does it lead to more sales or qualified prospects?

If it doesn’t do these things, then change it.  You don’t want your target market to just go on drinking!





PICTURE: Not sure of the original source, but lovely Bronwyn sent it to me. It sure is funny!

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Avoid the Empty Aisle Syndrome

I was looking at my Twitter stream recently and saw some disturbing pictures from @TimboReid as he was visiting an Expo in Melbourne.  The scariest of which was this one:


Scary expo, huh?


Unfortunately exhibitors get into the habit of expecting the organiser to bring in the crowds.  That is not how it always works.  They are flat out organising the exhibitors, the set up, charging the visitors and doing some broad marketing for the entire show.  What you want is people and companies who are specifically focussed on your product and services.  No one knows them better that you.  Typically the Expo organiser will give you some free tickets as part of your exhibitor package, if they don’t then ask for some – they can only say no!


Once you have some of these free tickets, use them wisely.  Invite some people from the group below and even book some appointment times with them so you can focus on them.  So here is who to invite:


Your existing customers   
It is commonly accepted that it is five times easier to sell to an existing customer yet most organisations focus solely on marketing to new clients.  Build on your existing relationships and re-engage with your customers by having them refresh what they think they know about you.  You can show them what is new for you and what else you can do for them


Industry Leaders
If you have been wanting to get the attention of Industry Leaders or key players, invite them along to visit your stand.  You know they will probably want to come to the show anyway, so why not make a time for them to be at your stand.  At the very least it will be a good photo opportunity for your marketing or internal newsletter.


Hot Prospects
If you have some hot prospects or organisations then get them to your stand.  Yes they will probably visit your competitor or see what else is around but they will know who invited them.  You will have enough confidence in your own solutions that you can deal with the fact that they will be visiting your competitor.  Take the opportunity to shine in front of your prospect.


Your Niche
No doubt you have some kind of regular marketing process, be it your blog, newsletter, twitter stream, advertising or networking.  Make sure that your niche know that you will be at the Expo and you would love for them to visit.  Give them a reason to visit – maybe a “Mention this newsletter/blog/card and get a free…..”  If you are giving away gifts you may as well give it to someone in your niche versus someone who just walks past.


So now it’s your turn.  Who are you going to invite to your next show?  Get it started well before the show and you will definitely avoid the Empty Aisle Syndrome.


Enjoy!


Warwick 
The Get More Guy
www.warwickmerry.com









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Are you Good or are you There?


I heard at a National Speakers Association of Australia meeting that there is a difference between being Good and being There.  (Sorry I can’t recall who said it!)
Basically what they said was, are you rewriting, practicing, polishing, learning, waiting, refining until what you are doing is really good or are you just getting it out there?
The Pareto principle tells us that it will take 20% if the effort to get us to 80% of the result we are after.  Can you afford the next 80% of the effort?


I know there are some of you saying, “Yeah, but you would want your surgeon to get it 100% right!!”  I agree.  There are some professions and situations you would want the 100% effort and result.  My point for you is, does it have to be perfect?  With what you are working on at work or at home, are you in one of those “has to be 100%” jobs?  Do you have to have it “just right” before you release it?  Can you get the majority of your results by getting it or yourself out there?  It may not be perfect, but I am sure it is damn good!!


At a recent Trade Show is Los Vegas, an exhibitor had this very problem.  His stand didn’t arrive and wouldn’t until half way through the show. To avoid being fined by the organiser for an empty booth, he did what he could.  He built one out of other people’s scraps.  The result was so good, when the “real” stand arrived, he left it out the back.  What he did wasn’t perfect.  It probably breached corporate brand guidelines, it hadn’t been tested, he didn’t know the best message to send but it worked.  It wasn’t Good but it was There.  You can read the Exhibitor article here (it is worth the read!) 


What are you delaying on because you want it to be Good?  Maybe you could just get it There?




Image: Flickr Matt N Johnson

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BioGuard Connect

BioGuard Connect 
 
A big HELLO POSSUMS to all of my BioGuard friends.
 
I trust that after the conference you are all feeling relaxed, rejuvenated and are now fired up to make 2010/2011 your best year ever.  I suspect that there may be some of you who are thinking “Did I actually go to the conference?  I have been busy, hasn’t time flown!!”
Knowing that it is challenging to absorb everything, build an action plan and put it all into place, I thought I would give you a little bit of help.  A couple of people have contacted me asking for a little more information after the conference.  It seems to me that nothing could be better than sitting through my Get More from Local Area Marketing session all over again!!  Let’s make it a little easier though.  I was able to record the session I ran at the conference and as my gift to you, I would like you to download a copy here.
 
Get More from Local Area Marketing – 45MB file  (about 5 mins on broadband)
  • Simply right click on the link above
  • Select “Save Link As” 
  • specify a location on your hard drive to save it. 
Once it is on your hard drive, you can upload it into iTunes or your media player and play it on your iPhone, iPod, phone or portable music player.  You could even burn it onto a CD and play it in the car (if your car CD player plays MP3 files).
 
If you are having trouble with this, call me on 0408 592 158 and I will walk you through it or you could always get a teenager to help!!
Now you can listen to it again(and again and again…) to get further information out of it that you may have missed the first time as well as revisiting the key points you got first time around.
ALSO……
While you are here, please use the box to the left to sign up to the Get More Goer.  It is a small weekly email that keeps you fired up for the week and shares a quirky observation on life and work.  It comes out every Monday (except when I forget, so then it’s a Tuesday!)
  • In the Name box type your full name
  • In the email box type your email address
  • Click the Subscribe button 
I had a stack of fun at the Darwin Conference.  It was great to Connect with you all.  If I can help in any way, please don’t hesitate to contact me.
Warm regards
Warwick Merry
The Get More Guy 
 
Dame Edna

 

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