Tip #4 for winning more business at trade shows:

Follow the hashtags for that particular event and engage in the conversation beforehand.

Anytime I am at a trade show I can't help but think that loads of potential clients are walking past me!  So, I have created this trade show tip to help avoid that wasted opportunity.

>> Start the conversation with them before the show.  See who's talking online.

>> Follow the #hashtag for the show.

>> Be present and active in any social media groups related to the show.

>> Post regularly on LinkedIn to let people know you will be there and would welcome a conversation.

I met a great contact a few years ago via Twitter and arranged to meet him at the trade show.  We met up for a glass of wine and I felt like I had known him for years. Why? Just because we had an online conversation first.

We've been great friends since. I subsequently interviewed him for my book and this year a business opportunity has come along as a result of that first co...

Tip #1 to Make your Investment in Trade Shows Pay Off Quicker

Once you've confirmed an appointment, connect with them before the Show

Don't wait until the show to make a connection. Get them excited to show up to your appointment.  Here are a few ideas on how to do that.

> Send them a personalized video. LinkedIn is great for that.

> Send them photographs that may be of interest, something different.

> Send them something fun, something relevant to start the trust-building earlier on.  This may have nothing to do with business.  Thread carefully - you will need to research their social media channels to know what is of interest to them. 

The result is that, when they sit down to meet you, they'll at least feel that they know you and some of that chit chat will be over with and they'll feel that connection so it'll make your in-person meeting more productive.

When I worked with Karin to help her make a significant investment in a trade show pay off, she applied these tips.  They ...

This week I really want to talk about the client conversation and leading a client conversation.

There's a methodology that I teach that has 4 specific parts to it. We're talking about Step 1 of it today. It's about the importance of being able to take control and lead the conversation.

Has it ever happened to you that you get in a call with the client and they're in control, and all of a sudden they're asking, "tell me all about this", "I just want to know about this product/service" then they're asking you about price? You realise you are on the back foot a little bit -- you've probably lost the opportunity of a sale there.  It is frustrating. Well you can do something about that.

In this methodology, I'll teach you how to - in a very nice way -  take control of the conversation. 

You want to be able to lead them through certain stages to be able to set them off so you can understand what's important to them so that you can figure out how you can help them. The client really need...

Overcoming Overwhelm in Sales - what to do when you can't decide what to do next!

Creating a Client Connection this Holiday Season

So you know me, I'm all about relationships. This is part of my strategy this year to really create that connection, which I think is so, so important right now.

I've written 92 cards, and I've written a three-page update on the year. Just telling people all about the experience we've had in building our new house and moving in and business-wise, what's going on -- what was difficult about this year and what was really fabulous about this year.

So my point is, how are you really creating that connection?

The new year Christmas is a wonderful opportunity to do that and the more personalized that you can make it, that really helps people to get to know you a little bit more, the more powerful it will be.

Thank you for being in my community this year.  I aim to bring you even more value next year!  Starting with a workshop on January 18th on 3 Strategies to Grow Revenue through Building Strong Client Connections.  Secure your place for that...

The topic for today's conversation is all about conversations and the power of leading a really great client conversation and why that is important.

I had originally intended to just jump straight into how to lead a very important and high converting client conversation. Just speaking with a client this morning, made me realize 2 things:

A. I need to talk about why it's so important to get that conversation piece right.

B. Why it is a key metric to have for yourself and for your sales team to create more quality client conversations.

1. So the first big reason is if you're not creating quality client conversations, conversations where you're able to lead the client as opposed to being led by the client, -  you are being seen as a commodity.  It is transactional selling, and that opportunity of really creating a connection and finding out the why behind the sale is lost.

2. The second big reason is a lot of people are selling via email. And there is a missed opportunity there. I'v...

What You Can Control in Sales

Sales Leadership Training Series

Are you feeling like you don't have control of sales?

That the control lies with your client?

Keeping your mindset focused on the areas that you can control is a lot more productive. In this blog post, I share the 4 key factors in the current sales landscape and what are the main areas that you have control of. 

In the training that I'm doing right now, I'm hearing a lot of negativity from salespeople - because there is a lot of negative sentiment out there! It is more challenging to get clients to engage with you, to get them on the phone, to get them to turn up to a demo, to give you their time.

This means you have to work harder to earn the client conversation.

To help you or your team, to get around the mindset of hearing the negativity of clients saying, "there's a spending freeze on right now or a pause", I want to share this diagram that I think really helps to put some perspective into place. 

1. You very muc
...

Isn't prospecting frustrating? Well, it doesn't have to be. In this week's Feely Focus I share what is key to get right before you start looking for new clients. It makes business development so much easier while enjoying it along the way.

The biggest frustrations that I'm hearing from salespeople right now are these:

• Number one, I just really want to pin down the right people, how do I pin them down Ciara? It is prospecting headache #1.
• The second one is, just need to get them at the right time, and then I'll be able to sell to them.
• And the third one is, how do I create better conversations where I don't feel "salesy". You know that feeling of really building that strategic relationship with the client, which is what is so important in the B2B world right now.

So if you're experiencing these frustrations, or if you're hearing them from your team, this is what is happening.

The client isn't making a link between the value that you/ your business or your team bring to the tab...

Sometimes you want to just shake it off!! (And it is a necessary release).

Prospecting is hard. And it's not getting any easier. COVID certainly hasn't helped the situation. But the fact is that you still need to generate revenue and you need to find new clients. Perhaps you're finding it hard to get these potential clients on the phone, they don't have time to talk to you, or you are hearing there's a "pause" on spending at the moment.

Either way, if you're actively prospecting, if you're trying to take control of revenue opportunities, if you're trying to bring in new business, it's not easy out there.

You might be hearing a lot of NOs. And that feels very negative, and it affects your energy.

Well, there are three ways that I can help you to “shake it off”:

1. One is to get up and dance, do what Taylor does, put on your favorite music, and just try and let it go.
2. The second one is to try some meditation and to focus on your breath. That's what I love to do. Even a two or three
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