Archive For: Exhibiting

How Easy is it?

I have just spent three days working at the Pregnancy, Babies and Children’s Expo. I am continually fascinated with how business and individuals present themselves, particularly at Expo’s and Trade Shows.

The key learning from the show I would give you is, make it easy for your customer to buy from you.

For me, Expo’s and Trade Shows are speed dating for your business. When going speed dating, the person who clams up, won’t share about who they are and what they are there for, doesn’t get the date.

So be clear:

  • What are you selling?
  • Why would the customer want it?
  • What discounts do you have?
  • What is the Key benefit?

Trade Show research has shown that the majority of visitors are there either to find out what’s new in the market or to get a “bargain”. Knowing that, wouldn’t you put up some simple signs saying “NEW”, “Expo Deal” or “20% off”? I am continually amazed at how people will stop to explore a bargain without consideration of what they are actually buying!

People want to buy from you. They want to use your services.

DON”T MAKE IT HARD TO DO SO!!

In your business, how can you make it easier for your customer to buy from you?

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What do you Want?

I am one of those people who is “a bit slow catchin’ on”. As I said to Wifey when we first got together, “I don’t do subtle”. The same with my coaching clients. I advise them that they are not to suggest, imply, hint, wish, hope or be subtle about what they want or need. If you are subtle or only hinting, you could talk for days about something and I may not get what you are after.


The same can be said for life in general. If you want something, ask for it. The classic bible quote of “Ask and it shall be given unto you” may not always be accurate but it works better than just wishing for something. How many discounts are you missing out on because you don’t ask for it? How much special treatment do you miss because you never ask?


I was once travelling and stopped at a hotel. When booking in I asked how much was the room. I asked was there a corporate rate, to which the attendant said yes and quoted the price which was about 20% cheaper. When I asked how do I get the corporate rate, she said, “You just have to ask for it”. Naturally I asked for it!


What are you missing out on because you don’t ask for it?

Having said all that, I now need to ask you a favour. My community acapella vocal group, Mood Swing, is having their CD launch on Sunday 11 October at 3pm. I would love for you to be there or buy a copy of the CD. To listen to a few samples, find out more about the event or purchase the CD visit

www.takin-a-chance.com

Enjoy!

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How’s (House) your Wealth?

Last night I was fortunate enough to hear Cheyanne Brae talk about Wealth Creation through Property and Property Renovation. I was fascinated and inspired by her depth of knowledge and willingness to share ideas.

I need to be open here and say that

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I am a big fan of Wealth Creation via property and Wifey and I continue to follow our property plan. But this blog is not about how you should invest in property, it is about taking action.

At my presentations I hear a lot of people talking about investments, talking about properties, talking about goals, talking about superannuation and talking about what they will do. But when all is said and done, there is a lot more said than done. As Cheyanne said last night, get educated about your investment area. Learn from others mistakes before you make your own. Then you have to take action.

Don’t one of those people who say “If only I had done something 10 years ago”, “If only I had bought that property 10 years ago”, “If only I had bought shares 10 years ago”, “If only……..”.

In 10 years time, now is 10 years ago. What will you do today to build your wealth?

Enjoy!

Warwick Merry
The Get More Guy

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What will you Celebrate?

In Australia, last Saturday was the Grand Final of our major football code. At the end of the game there were a lot of celebrations by the victors and their supporters. It was the end of a huge amount of effort over the year, a lot of training, focus and sacrifice for their goal. The team that didn’t win would have put the same amount of effort, focus and sacrifice – but they were not celebrating.

Don’t forget how hard it is to ALMOST reach your goals. It is easy to get in to blame mode (what the coach did or didn’t do), to punish mode (I am not supporting them next year) or give up mode (that’s it – I no longer care about the game!).

We do the same with our own goals. We may get 98% of the way there and not quite achieve them. That is no reason to blame, punish or give up! It is a reason to review what worked and what didn’t. Look at what you can do to improve and also a reason to celebrate. I believe that if you make celebrating success a habit, success becomes a habit. Don’t focus on the 2% you didn’t achieve, focus on the great things you have achieved. (Some days that can be just turning up to work!!)

Wifey and I celebrated 3 years since our first date on the weekend. Someone asked me why celebrate that, I replied, “Why not! It’s a milestone”. So happy 3rd dating anniversary wifey!! For everyone else, what will you celebrate today?

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How is your Fish Bowl?

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Happy Birthday

Well…. it’s official. I am now older. I am still waiting to mature but I am definately older.

Rather than wax lyrically about it and

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pine for the “good old days”, I thought I would give you a present to help us all make today one of the “good old days” for us to look back on.

A while ago I great the Get More Birthday Bash. It is a simple two page checklist to help you celebrate that special day.

So download it here and use it. It won’t take long but it will help make sure you are on track and that you are celebrating success as you go.

Happy Birthday!!

Warwick Merry
The Get More Guy

www.warwickmerry.com
www.GetMoreBlog.com
www.GetMoreShowSuccess.com

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After the Crash!

Melbourne Grand PrixIt was the Melbourne Grand Prix here yesterday. A day of noise, colour, excitement, people and crashes. Many crashes. Many expensive, jaw crunching, bowel clenching crashes.

Warwick do you think that the driver would say, “Well that’s it. I can’t race anymore”? I doubt it.

I suspect the whole team will ask, “What did we do wrong? What can we do better or different? What can we learn from this?”

That sounds like a winning thing to do. Why then as individuals do we make mistakes and then think we can NEVER do that thing again? Or berate ourselves so much over minor incidents?

Let’s learn from the pro’s and ask ourselves:

What did I do wrong?
What can I do better or different?
What can I learn from this?

Then get back in the drivers seat, buckle up and have another go.

Enjoy!

Warwick Merry
The Get More Guy

Photo Credit: The Age

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Trade Show Basics

Wifey and I went to the Holiday Expo at the Melbourne Royal Exhibition Building on the weekend. We went looking for information on an up coming holiday Wifey is having with one of her friends and to just have a look at the Expo and how people and companies worked it.

First things first, The Royal Exhibition Building is a stunning building. The very first Australian Parliament met here in 1801 and it has recently gone through a major refurbishment. It has a great deal of history associated with it and it is amazing reading some of the plaques there. Having said that, it is not really the best location for a trade show. The layout of the building makes it challenging to maximise the space for the exhibitors and the flow through of the traffic and air. Air?? Yes, air. It was so hot and stifling even though the weather was not very hot. This is one old building without the benefit of air conditioning!

There were a stack of people there, which was great news for the exhibitors. Many exhibitors were giving away free holidays so there was a frenzy of people wanting to win the trip to Disneyland, Tour of Africa and even a trip to Port Stephens. Experienced Trade Show people know that they are collecting the details of interested people to market to after the show. What most of the competitions did not have was a sign saying that by entering the person was agreeing to be contacted by the company to let them know more about their great offers. In this “new age” of privacy this is essential


Another thing that is essential is booth presence.

One booth had no posters. You read that correctly NO POSTERS. So while everyone else had glossy posters of the destination, pictures of people having a fabulous time, even dummys hanging from the top of the booth, this one person had just the blue walls of the booth. He had a stack of brochures on the table but nothing to attract people to him to get them. Even if he had stuck the front page of the brochure around the place, it would have made a difference. You booth needs to have a presence. You don’t need to cover the walls, but something that will attract or engage the customer.

You also need something when the customer comes over. Another booth had run out of brochures on the first day and so had none for the second day. Running our of brochures is a good thing. It means you had way more prospects than you expected, but to have nothing to give is not OK. Surely the guy could have found a place to photocopy the front cover of a brochure with his website on it. While it may not have been as sexy or attractive as a glossy it gives them some resource to work with. He spent most of the day just sitting in the chair waiting for people to come and talk to him. You could see people look his way, notice the brochure stands were empty and walk away.

What have you done to dress up your walls or to replace brochure stock when you ran out? How do you create a Both Presence? I’d love to hear your thoughts.

Enjoy!

Warwick Merry
The Get More Guy
www.warwickmerry.com
www.GetMoreBlog.com
www.GetMoreShowSuccess.com

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Top 10 Tips for Life

This came across my desk today. It has a strong message that I think is important. It says it in a way that is funny but real. I can’t find picture credits, so if it is yours let me know and I am happy to acknowledge your mighty fine work.

So here are the Top Ten Tips for Life

1 Stay out of trouble that you can easily avoid



2 No matter how high you go, you can always aim for greater heights



3 What ever you are doing, maintain your focus

4 We all get busy, but you need to find time for exercise to maintain your health

5 You are not alone in the world so practice teamwork because you can’t do everything.

6 Trust your partner to watch your back. Being able to trust is as important as having someone to trust



7 You never know when the rainy day will hit. You need to make sure you put a little aside to give you protection.

8 Take time to rest. You will need to restore your energy for all of your adventures.

9 Always remember to smile. You may find yourself in a strange position with strange people and a smile will always help.

10 No matter what anyone says, nothing is impossible!!

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Are You Wasting Your Time?

I spent a few hours at the Melbourne Motor Show on the weekend. So many of the booth holders are wasting their time, which is effectively hemorrhaging money!

So many of the stands had two types of people.
1) Booth Babes
2) Car Dealers

Booth Babes

After talking with some of the booth babes it was quite obvious that their training was minimal. Most of them confessed to not knowing much about cars. They could point out the different ones and possibly had a bit of an idea of idea about features and benefits but not much. I can put up with a lack of knowledge on product, particularly if they admit they don’t know the detail. Let’s face it, if you are an enthusiast you probably know more than the sales team does let alone a Booth Babe. What annoys me with Booth Babes is when they don’t know how to engage with prospects. Simple conversation – what models do you like, what colours have you considered, are you interested in buying a car, what are looking for at the show, are you having a good day. These are all really basic questions that can be used to engage and qualify potential prospects. A qualified prospect can then be introduced to a sales person.

I would love to have a car company understand that the “engagement” with the prospect (or future prospect as heaps of kids were there) is more important than knowing about the car.

Car Dealers

Car Dealers seem to ooze an aura of “I am more important than you”. Maybe they are assessing the prospect for financial value or maybe they see the Motor Show as a personal inconvenience, whatever it is, their attitude sucks. If I ran the booth I would keep the Car Dealer out the back. They tend to have a negative impact on people.

What I’d Like To See

What I would like to see is members of the associated car club on the stand. How cool would that be!! A group of people who are clearly passionate about the car and willing to engage with others to talk about them. Give them free uniform, free entry and free lunch and I suspect they would do the job willingly. Enough basic sales training to identify a qualified prospect and be able to pass them on to a sales person and then just let their passion for that car or that brand flow.

The person you select to operate the stand is as important as what you put on or in the stand. If the person is just sitting there, not engaging or not interested, you are wasting your time and wasting your money.

Who would you like to see on a stand at the Motor Show?

Enjoy!

Warwick Merry
The Get More Guy
www.warwickmerry.com
www.GetMoreBlog.com
www.GetMoreShowSuccess.com

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Don’t Just Sit There!

I couldn’t believe it.

They would have spent a truck load of money for the stand. I wont mention who it was but it was a highly recognisable airline. I was at the Asia-Pacific Incentives and Meetings Expo in Melbourne. It was hard to tell there was a global financial crisis going on. Some amazing stands (multi-level with suites for discussions) and some amazing marketing going on. A surprising amount of traffic was moving around also, apparently attendance was up by almost 10%. From an organisers perspective, it would have to be seen as a success.

There Was Static

So how would you take advantage of all this traffic? Well the airline in question had a reasonable size booth. Nice comfy chairs, welcoming decor, plenty of marketing collateral for people, an attractive woman in the booth and the plasma screen in the background was playing static. I thought it must be a glitch that they would fix but when I went past again 45 minutes later, it was still showing static.

The woman in the booth was not interested in much that I could see. She was still sitting in the chair waiting. I am not sure what for.

Take Responsibility

I understand that technology deserts you just when you need it. But surely there would have been a better way than just showing static. Some thoughts I had on what the company representative could have done:

  • Turn off the TV – Nothing was showing, better a blank TV than a distracting one.
  • Say “Hello” – At no time did she try and engage me in conversation
  • Ask “Do you know how to make the DVD work?” – Who knows I may be an AV wizard and she could then sell me her product
  • Stand up – It was horribly apparent that she did not care and did not want to be there, simply standing up would have changed her approachability
  • Smile – The easiest and simplest thing to do.

Again this points to a key part of a trade show. Train your people and never forget you are the face of the company. At the very least, don’t just sit there!!

Warwick Merry
The Get More Guy
www.warwickmerry.com
www.GetMoreBlog.com
www.GetMoreShowSuccess.com

Image by Pablo Sanz

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It’s Tragic – but it’s real!

It is horrendous.

Within a day over three country towns have been disintegrated. Over 190 people have been killed. Animals, domestic and wild have been killed and maimed. Thousands of people have been traumatised and tormented. Places I have visited and have fond memories of no longer exist. The footage and stories of survivors and victims are like an action holocaust film.

But it’s real!

Victoria has been burnt. The fires are not out yet either. The pain is far from over. The wounds are so fresh – mental and physical. The number of people still to be accounted for is significant. It is hard to believe that it has happened less than 50km (30 miles) away.

Humans are Fragile

It has taken so little to kill so many. Mother nature is so strong and unpredictable. It will take time but there will be positives in this situation. Not just the stories of miracles, courage and strength but the lessons of determination. To me this shows how short our lives are (even though they are the longest thing we will ever do) and how important it is to continue on

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with our dreams and our goals no matter what.

Never Give Up!

At times in the past I have wondered if the effort to do what I do is worth it. Wouldn’t it be easier to just plod along and not strive as I do. This has reinforced that no one should settle. No one should live at anything less than the maximum that they can. Don’t put it off. Do it now. Don’t give up.

For those living through the horror of losing family, homes, pets, livelihoods, my thoughts are to never give up. Get help (there are so many who have come to help), get guidance (many health practitioners are donating or providing cheaply services to aid you) and keep moving.

If they can do it, why not me.

Life is tragic, but it’s real. What holds you back from being all that you can be?


Warwick Merry
The Get More Guy
www.warwickmerry.com
www.getmoreblog.com
www.getmoreshowsuccess.com

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Smart Arse Answers

This is an email that was doing the rounds. I got sent it by my mum – which is funny because of the smart arse answers I have given her over the years!! From the look of the email, it’s origins are in the UK. It is still funny wherever it is from and wherever you are.

Enjoy!

SMART ARSE ANSWERS 2008

6th Place

It was mealtime during a flight on a British Airways plane:
‘Would you like dinner?’ the flight attendant asked the man seated in the front row.
‘What are my choices?’ the man asked.
‘Yes or no,’ she replied.

5th Place

A flight attendant was stationed at the departure gate to check tickets. As a man approached, she extended her hand for the ticket and he opened his trench coat and flashed her. Without blinking an eyelid she said, ‘Sir, I need to see your ticket – not your stub.’

4th Place

A lady was picking through the frozen turkeys at a branch of Sainsbury’s but she couldn’t find one big enough for her family. She asked a passing assistant, ‘Do these turkeys get any bigger?’
The assistant replied, ‘I’m afraid not, they’re dead.’

3rd Place

The policeman got out of his car and approached the boy racer he stopped for speeding. ‘I’ve been waiting for you all day,’ the bobby said.
The kid replied, ‘Yes, well I got here as fast as I could.’
When the policeman finally stopped laughing, he sent the kid on his way without a ticket.

2nd Place

A lorry driver was driving along on a country road.. A sign came up that read ‘ Low Bridge Ahead.’ Before he realised it, the bridge was directly ahead and he got stuck under it. Cars are backed up for miles. Finally, a police car comes up. The policeman got out of his car and walked to the lorry’s cab and said to the driver, ‘Got stuck, eh?’
The lorry driver said, ‘No, I was delivering this bridge and ran out of petrol!’

SMART ARSE ANSWER OF THE YEAR 2008

A teacher at a polytechnic college reminded her pupils of tomorrow’s final exam. ‘Now listen to me, I won’t tolerate any excuses for you not being here tomorrow. I might consider a nuclear attack or a serious personal injury, illness, or a death in your immediate family, but that’s it, no other excuses whatsoever!’
A smart-arsed guy at the back of the room raised his hand and asked, ‘What would happen if I came in tomorrow suffering from complete and utter sexual exhaustion?’
The entire class was reduced to laughter and sniggering.
When silence was restored, the teacher smiled knowingly at the student, shook her head and sweetly said, ‘Well, I suppose you’d have to write with your other hand’..

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Keep Going!

In Australia yesterday, we had two great examples of persistence. Granted it was only sport and that is not something I am really into, but I can admire the strength of character and physical endurance it would have taken.

The Australian Open

Rafael Nadal and Roger Federer went head to head for nearly 4 1/2 hours. Both players looked exhausted and both players kept playing at full capacity. So much so that Nadal looked like he had emerged from

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a swimming pool he was so drenched in sweat. At no stage did they give up.

They both made mistakes, they both let those mistakes go and focused on the next point in play. It was a marathon slog for the top two seeds in the tournament. I suspect they are both looking at how to improve on those mistakes and play better in their next round.

One Day Cricket

Australia played New Zealand in one day cricket yesterday. New Zealand’s bowlers did a great job of getting the Aussies all out for 181. As a team, that must have been a crushing blow for the Aussies. Their turn to bowl and they put a lot of pressure on. New Zealand’s run rate was low but still they kept at it. Most people would have thought that they were not going to be good enough to make it. It got down to the last over and New Zealand needed 5 runs to win. Another man out and then down to needing 1 run off the final ball.

New Zealand captain remained calm, focused and determined. Almost miraculously he was able to get the ball through a heavy field and get the four runs off the last ball for a well deserved victory.

LIFE

Life is not sport (sorry to disappoint a lot of people). Even those who play sport have a life outside it. There are always times when we are challenged and want to give up. Maybe not give up, but let things slide. Go for an easier, softer option. Sport gives us lots of lessons. For me, yesterdays lesson was Don’t Give Up!! Or as good friends of mine say, “Don’t quit before the miracle happens.”

For you, what is happening in your life that needs you to persist just that little bit longer? What do you need to do to let go of past performance, what you may have previously said or done and focus on the right here and right now? What will you do to keep applying yourself and focus on the desired out come?

Calvin Coolidge (30th President of USA) has been often quoted saying:

Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan ‘Press On’ has solved and always will solve the problems of the human race.

But I am more a fan of The Captain from Galaxy Quest. “Never give up. Never surrender!”

Enjoy!

Warwick Merry
The Get More Guy
http://www.warwickmerry.com/
http://www.getmoreblog.com/
http://www.getmoreshowsuccess.com/

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I Broke the Rules

It was my fault.

I knew the rules but didn’t meet them.

It still pissed me off!!!!!

I was flying to my band camp (Summer Song) and i was excited! I had a 7:30 flight and was flying Jetstar. For those who don’t know Jetstar is one of Australia’s low cost airlines – effectively a bus with wings. They have a policy that check in closes 30 minutes before the flight takes off and if you miss check in, you miss your flight.

I was clever I checked in from home using webcheck in. All I had to do is check my bag and I was good to go. So on Thursday morning I got up early, woke Wifey (who was my chauffeur for the day) and headed off to the airport.

Unfortunately traffic was a little tight but no worries because my baggage was in a carry on bag so if I was late i would just carry it on. I got there at 7am. Joined the queue to check bags at 7.02am and spoke to the check in person at 7.04am. He informed me that baggage was closed. “No worries”, I said. “I’ll just carry it on”. He said it was a little heavy and I had to see the service desk.

There I was waiting in line to see the service desk dude getting concerned how close it was to the flight. When the service desk dude finished with his customer I mentioned (because I was four people back in the queue) to him that I was concerned I would miss my flight. Then he said I had been taken off the flight and I would have to reschedule.

That’s when I felt like a four year old in a lolly shop with no money. Adrenalin surged, I was going to start shouting and blame Jetstar. They would be sorry and I would never fly them again. I would tweet everyone and………. it was all my fault.

I knew the rules and I didn’t stick by them. I was late to check in. Jetstar are known for their strict adherence to this policy. I had joked with a friend the week before about how she missed her flight for last year’s camp.

I didn’t add a buffer. When planning anything I always like to add a buffer for when things are not perfect. Traffic was heavier than I thought and 5 minutes delay cost me.

I was too heavy. My baggage was 3 kg too heavy for carry on. I knew there were limits and I know Jetstar is strict. Next time I will pack differently.

I didn’t blow up and blame them for all of my woes. I still have issues with their policies but I knew their policies and didn’t follow them.

The best thing I did was take responsibility for my actions. My fault and no oneelses.

So here I am at the airport, one day later, $70 poorer and rescheduling my trip.

Where do you need to take responsibility?

Picture by Ben Templesmith

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