Archive For: Exhibiting

How is your Awareness?

As you know (or if you didn’t, you do now), I ride a big motorbike. It is a great deal of fun but I am the first to admit that it is not without its dangers! Yesterday, on the way to record a radio play (that’s a whole other story) I was nearly run off the road!


To be honest, it happens

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quite a bit. But there is a secret to surviving it unscathed, maintain your awareness.


I was on three lane freeway, behind a big Ford doing 100km/h (60m/h) and I knew there was a large white car next to me and a car behind each of us but much further back. All of a sudden, the car next to me indicated and started to change lanes. Nothing gets the adrenaline pumping like a car merging into you! Knowing I had the space, I could brake solidly and drop back letting the driver occupy the space I was previously in without there being any accident. It was then that the driver noticed me and gave me a wave!!


Has something like that happened to you? Maybe not on the road, maybe it was at work or with a personal relationship. Something happened that you knew COULD happen but weren’t sure if it would.


Again, the secret to minimising the negative impact is to maintain our awareness. If we are too focussed on the details, we miss opportunities or can get blindsided by crisis. Make sure that you keep an awareness of the bigger picture at all times.


What do you need to be aware of today?

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Get your Blog Started!

I recently recorded several sessions for Broker News TV, a service for Mortgage Brokers.  While the information was targetted at brokers, it is just as relevant for all business.  Particularly for any one who exhibits.

Having a blog will help build your tribe – people who know you, like you and trust you.  It keeps you connected to customers, prospects, fans and friends of you, your business and your products and services.  As an exhibitor, you can’t be in business without one.

The good news is that they are easy to set up and manage.

Check out the video on how to do it.


As seen on Brokernews.com.au

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What Motivates You?

What Motivates you?


Technically the short answer is “Pleasure” and “pain”.


The truth is we are motivated about

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the idea of an event or thing or what we think will happen if we do or dont have/do a thing.


The issue is 80% of people are motivated by pain and only 20% by pleasure – yet pleasure is more sustainable!


Everyone is different. The key is to tap in to what motivates us as an individual and use that. So what keeps us going when we want to stop? what drives us when we can’t help but move forward? What is the “Idea” or “Vision” we can’t live without?


Mine is the idea of a business operating how I want it to, a family life that supports me and I can contribute to and to be the man I can be.

When it comes to exhibiting in a Trade Show or Expo, or just in business and life, what motivates you?

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Get More From 2010

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What are you doing for 2010?

2010 is just around the corner. You know it will be here quicker than you expect (look how quick Christmas crept up on us!). So what are you doing for it?

From a Trade Show or Expo sense, what are you doing for 2010? Exhibiting is a magnificent way to build and grow your business, but as I have always said, you will hemorrhage cash if you don’t do it right! So take some time over the coming weeks to decide:

The questions are simple but the answers will help you define 2010 and the success you will achieve.

I think 2010 will be an absolute cracker and I would love for yours to be also. Let me know if I can assist you getting there.

Enjoy!

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Play with the Dog!

Wifey and I had a delightful extravagant meal of fish and chips on the beach during the week. I am sure you don’t care but I saw something that made me think.

A young woman took her dog to the beach for a walk and a play. As she got to the beach I noticed she was on the mobile.
The dog was running back and forth, sooooo excited to be at the beach, but she was on the mobile.
Running into the waves, the dog splashed and then ran back to its owner to share the excitement, but she was on the mobile.
She gave a token toss of a ball and

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the dog was off like a rocket, chasing and enjoying the evening to bring the ball (it’s own little gift of love) back to the woman, but she was on the mobile.

Has that ever happened to you? Have you ever been like the dog? Maybe you were speaking to your manager or boss and they were on the phone or simply distracted and not listening. Maybe you were recounting your day to your loved one and they were not listening but simply waiting to tell you about theirs.

It doesn’t feel good does it?

Have you ever been like the woman, that is been physically there but not actually present? Maybe your kids were playing but you were just instructing rather than down on the floor on your hands and knees playing FULL ON! Maybe your team were telling you about some of their issues and you listened in a token manner but didn’t hear what was truly happening for them. Maybe your partner wanted to engage with you on a fun activity and you were just playing on the surface.

How do you think your kids, your team and your partner felt?

How much better would the dog have felt if the young woman left the phone at home and played FULL ON with the dog? Was really present for the dog? Also, how much better would the woman have felt if she truly connected with the dog and played FULL ON?

If you are going to do something (whether you want to do it or not), I believe you should do it FULL ON. Not just because it is better for others but also because you will enjoy it more and Get More out of it.

Next time, play with the Dog!

Enjoy!

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Engage or Exit!

So many visitors to a Trade Show or Expo have on their mind “Engage or Exit”.

It’s not a conscious thought, but they know if you don’t pay them attention or at the very least acknowledge their presence, they are out of there. How do you do that? It’s easy when there are only one or two people per staff member in your booth, but what about peak hour? You MUST have a strategy to deal with the busy times. Even if you have one of your team nominated as the “Preview Person”.

The Preview Person will quickly move among the people, get their contact details and

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what they are interested in. They do not have to be as knowledgable as your key staff members but they can quickly engage, comment on how busy it is and get someone to get back to them. It is a way that everyone gets engaged and your can then follow up later in the show by calling their mobile phone or follow up after the show.

How do you deal with peak hour?

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You gotta Stand in the Stand!

One of the things that annoys me, but more importantly, costs exhibitors money, is sitting in your stand.

Let me explain.

If you were an exhibitor at a Trade Show or Expo, you would have paid thousands of dollars for the privilege. Dollars for the space, dollars for the stand, dollars for the promotion, dollars for the travel to get there and back, dollars for accomodation and meals and dollars for emergency sundry things that you forgot about and needed to get last minute. So after spending all of these dolllars, what do you get?

Anyone who has worked at a Trade Show knows that the biggest thing that you get is the pain in your feet! The show floor is concrete with a “film” of carpet if you are lucky. No matter how good your shoes are, the feet hurt. If only I could just sit down!!

NOOOOOOOOOOO!!!!!!

Nothing will scare a prospect away quicker that someone sitting in the stand. Think about you own reaction when you walk up to someone who is sitting in their stand. Because it starts with the sitting, then the person sitting says to themselves, “I’ll just relax a little”. When the prospect comes over, they say to themselves, “I’ll get up if they are interested”.
The person coming over thinks, “They are not that interested so I’ll move on.”
The seated person thinks, “Yay, I don’t have to get up because my feet hurt!”

Prospect, potential sale, potential lifelong value of customer GONE! The thousands (if not tens of thousands and sometimes hundreds of thousands) invested in the show WASTED all because you have sore feet.

The Trade Show or Expo may be on for one, three or maybe eight days. That’s only eight days of your life that you have to have sore feet. As wifey says to me when I am whining, “Suck it up princess!!” This is why they call it a Stand. You have to stand there. You have to be on full alert. You have to make your guest feel welcomed when they come over and not feel uncomfortable. Standing at the edge of your booth welcoming guests, being friendly, engaging with prospects will do this so much better than sitting at the back of the Stand thinking about your sore feet.

Each prospect visiting will be visiting your stand for the first time, so for you it has to be the first time. With all the enthusiasm and vigour of the first time.

You Gotta Stand in the Stand!!

Enjoy

Warwick Merry
The Get More Guy

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Do you Invest Well?

It occurs to me that successful people invest well. They look at all the options available and put their hard earned cash where they will get the best return.

Do you invest well?

Successful people dabble a bit in shares, some in options, a bit in property, maybe some bond but that is not their most significant investment. They get returns here but not like their best investment.

Do you invest well?

After doing some research, I found the best investment they make is the one in themselves!! It is not always cash either. Sometimes it is in time too. Time to rest, time to recreate themselves, time to learn new ways or time to recharge their energy.

Do you invest well?

Until recently I had not invested in my own learning for awhile. On the weekend I went to a course and had the opportunity to learn new ideas, refresh old learning, meet new associates, and invest more in myself. It was the best investment I have made in sometime.

Do you invest well?

What investment will you make in yourself? Anything that grows you and your knowledge can only be described as investing well!

Enjoy!

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Don’t be a Vulture!

I was at an Expo recently and saw some Vultures. I strongly encourage you to NOT be a Trade Show or Expo Vulture. Watch the

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video and see what I mean!

So what about you? Are you a Vulture? What can you do differently so that you add value to your visitor and not be a Vulture?

Enjoy!

Warwick Merry
The Get More Guy

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Don’t be a Vulture!

I was at an Expo recently and saw some Vultures. I strongly encourage you to NOT be a Trade Show or Expo Vulture. Watch the video and see what I mean!

So what about you? Are you a Vulture? What can you do differently so that you add value to your visitor and not be a Vulture?

Enjoy!

Warwick Merry
The Get More Guy

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Are you an Active Participant?










I was fortunate enough to MC the TEDx Melbourne even on Saturday. If you are not aware of TED I insist you go to http://www.ted.com/ and find our more before reading any further!

Anyway, it occurred to me that most participants at events like this are Passive, a fair few are Semi-Active and a rare few are truly Active. Here is how I define each category:

Passive
These people are happy to be at the session. They enjoy themselves but may little, if any, contribution to the discussion at the time. They are not willing to “stand out” and state an opinion. They will enjoy the session but life will continue on as normal.

Semi-Active
These people love this kind of session. They make sure their opinion is made (and heard!) and they may even continue the discussion after the session has concluded. But at the end of the day, life goes on as per normal with minimal changes made.

Active
These people are sometimes considered “The Quiet Achievers”. While they do express their opinion, they are also inclusive of others. They will encourage others to be part of the discussion and contribute their thoughts and ideas. Most importantly, they will actively implement some of their new ideas in their day to day life. They hear a new idea, decide what they can do about it and then put action in place.

I am not saying we should all be Active at this kind of session as it takes all types. What I am saying is that it is the Active Participants that get the most value out of a session.

What about you? What recent learning do you need to be Active about?

Photo: Peter Yandell

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Renegade Management

Warwick is proud to be represented by Renegade Management.  In conjunction with Renegade, Warwick would like to offer you these tips on how to get the most out of your next Trade Show or Expo.

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You can contact Renegade Management on the details below to book Warwick for your next event.

Renegade Management
Phone: +61 3 9590 9772
Fax:  +61 3 9590 9774

Jacqui Bridson / 0439 365 026
Email:  jacqui@renegademanagement.com.au
   
or 
 
Karen Gilbert / 0412 055 190 
Email: karen@renegademanagement.com.au

 

 

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