I was reminded today of how long it takes to establish a relationship.

A colleague in Tucson, Fred Narcaroti, and I spent some time talking about how to build business. Fred pointed out that it takes a minimum of three contacts for a person to know you well enough to ask you about your business, let along award you business (a contract). When you apply this to trade shows and the world of face-to-face selling, you have to agree: a trade show is a step in the process of changing suspects into prospects and then into clients. Read More...

What do these three things have in common? They are all about making positive, direct contact with people.

While I am, and probably always will be, the advocate for face-to-face contact (the first two), the third item is growing in both popularity and effectiveness. But I have learned, as with the other two, these methods work best when they are a part of a larger campaign. Read More...

This was a great time spent. Spent with colleagues, friends and acquaintances talking and learning about an industry and work we believe in, love and respect.

It gave me the opportunity to reconnect. Thanks, Joel, Steve, Skip, Jeff and others for taking the time to converse. Renewing friendships and connections are incredibly important in this industry, as it is elsewhere. Read More...

It’s nice to be the guest. We’ve had some good times with gracious hosts at Exhibitor’s Show this year. And when you’re being hosted by the best people in the world who know how to do this, even better.

MG Design put on a really nice evening for guests, clients and staff at a Vegas cooking school. Bussed to the site, we were treated to wine and a full-course Italian meal that we helped prepare. A nice evening with great people. Thank you Liese, Gail, Marci, Kris and the whole MG team for including us in a very nice and professional evening. Read More...

Walking the show allowed us to get some air, meet new people and forget about the terrible lunch we’d been served. Note to self: try the Mexican place across the way on Tuesday.

This area of the show is growing. Over 300 exhibitors ranging from simple banner makers to I&D companies to freight companies to exhibit builders are here. If a company provides a service to the the exhibit industry, they are here. Read More...