Getting closer to customers

In my business I am constantly reminded that it's good to be in the position of the customer occasionally. Why do I bring this up? Well for one I currently have a short term project helping one of my customers get conference attendees to an event coming up.

How pleasant is to get my call in the middle of your workday? Unless the call is relevant to your business, not pleasant at all. Since I am listening to a pretty eye opening CD on word of mouth marketing, I came up with the idea of being as friendly as possible, while being able to pitch the event with as much value in a short a time as possible. Probably a slightly different approach than back than I used many years ago at DCI. We'll see if the folks on the other end of the phone agree.

I also attended the SISO Executive Conference in Atlanta earlier this month. As I think I have mentioned, to pay full attention to an event when you have business still going on at the office is tough but instructive.

Wow, I understand the plight of the prospect and customer again! Got to keep that fresh as my business continues to build.

Keep succeeding and enjoy the long Labor Day weekend!

Summer turns to fall

Wow, it's been so busy in the past month, I've barely had a chance to breathe! I learned long ago in the events business, that you can be busy in the dog days of summer or in Christmas, depending upon when your client's event is on the calendar.

The most interesting things I've heard in the past month:

" A good salesperson doesn't sell, he/she helps people buy", credit Stephen Pia of Coach MEdia, someone who is the subject of my upcoming SISO The Event Mechanic! article(email me for a copy). I once had a meeting with a potential customer who's every other sentence included the phrase "driving revenue" as opposed to properly serviving customers. Needless to say, I couldn't made a connection with this person as they were more interested in 'quick fix' ideas than any long term relationship building with customers.

the other:

"Do I matter to you?" credit Andy Hickman, which relates to how you relate to customers, suppliers or employees with whom you'd like a fruitful relationship. It's easy to take people or things for granted.

I have one event coming up in October and one in November, so fall should be as busy as the summer.

Make sure you get outside while the weather is good, I know I am going to have lunch outside!

Until the next time.