We have been so BUSY lately! Really running-a-business-it’s-hard-to-keep-up-with-orders BUSY. And it’s great. It’s due to a number of factors, the first being a complete change in our discipline and focus. I’ve also gone to a few business intensive seminars that changed my view of myself and our business completely for the better. Lastly, the biggest thing is having some best-selling items that are flying out of the boutiques!!
In January / February, our online traffic had been building, and online orders were up, way up. And then, end of February, beginning of March, there was a definite drop-off. I was the first to blame it on the economy. Then I had to blame it on myself and my total lack of discipline. Which is not to be confused with amount of work I was doing – it was just always reactionary; I wanted to be on-top of it. Now, I’m getting there. If I have free time, I focus on what can be done to stay on top of things. I can honestly say that I devote at least an hour and a half every day to sales and marketing. At least. I now use an index card system – which I’ll save for another post but it’s the most simple amazing system that really works for me.
Once I stopped waiting for the world to come to me, everything changed. And our business is growing by leaps and bounds.
The next big factor in the business pick-up is attending business seminars by a really great coach. The first seminar was on sales and the second seminar was on a general business health check-up (WOAH!!!). Both were real eye-openers for me. I can’t tell you how great it is to get some outside input once in awhile. I don’t do it enough on THAT level; meaning, I listen to our customers but need to remember to listen to and seek out more mentors too.
By far though, a giant factor in our recent success is having some great products, at great price-points, that are poised perfectly for this tighter-economy / bigger baby boom / everybody’s going green movement. The great products, and now their proven performance, have given me greater confidence when I walk into a boutique. Which, of course, makes all the difference in the world.
July 19th, 2008
I know SO many people who will be exhibiting at the ABC show this year. It’s coming up fast, can you believe it? We’re not going. I feel such a huge amount of relief at this fact, but don’t let that discourage you, I’m just really happy to be off the trade show stress circuit, it’s personal. But I want to pass my number one tip on to those of you who are going. I hope that this sinks in and you start making your calls now – make appointments, make appointments, make appointments.
I did not do this last year. This would have made this difference between an I-can’t-believe-I-made-it-through show and an AWESOME show. You have to look at this like cold calling, especially if you’re a first time exhibitor and you’re counting on this show to launch your product. You will be blown away by the number of vendors that they let exhibit there. The buyers will be absolutely exhausted and glossy-eyed by the time they hit the “first time exhibitors” area.
If you have appointments, you’ll keep your booth busy which will naturally peak the interest of passers by – increasing the flow of traffic at your booth. If you’ve made the calls, you’ll recognize company names on badges, and even if you didn’t snag an appointment on the phone, you have an opener “oh, I spoke with you briefly about the benefits…”
Perspective
Last year, there were 32+ rows of vendors on the bottom floor and I think about 20 on the top floor. 50+ rows of at least 20 vendors a row – how do you stand out? I’ve heard raves about doing the new product showcase, so I would jump on that opportunity if it’s still available. And of course, I’ve written a lot about the importance of an amazing display.
If this is your first trade show, here are some quick tips: don’t pitch buyers in the aisle, don’t jump out in front of them (you’ll get a feel for when a step out is different than hoarding all of their attention down the aisle). Only visit other vendors when there are no buyers present, and if you are visiting (there will be plenty of time for meeting your neighbors), step away when a buyer stops to view their products.
You can make the show a fantastic show, but you have to MAKE IT HAPPEN. Don’t rely on the show to bring everyone to you, get your name out there before the show. Work the phones, get as many appointments as you can. You’ll start a great amount of momentum now, and with two months behind it, you’ll blow yourself away at the show.
And HAVE FUN.
July 1st, 2008
