0816_TOEFL-Test-and-Score-Manual-1997

Marketing Strategies ● 177
His secretary sent me the background information and a slide template.
I got busy. I did the research and prepared slides for his presentation—all
within a day.
They were so impressed that my contract was extended and I was asked
to work on an even bigger, long-term project.
Never take your clients or customers for granted. And, don’t be shy
about asking them what else you can do for them. Remember, most new
business comes from your existing customers and clients.
GREAT
Invite Associates to a Trade Show
If attending a trade show is on your calendar this year,
IDEA
make the trip more valuable by inviting clients, potential
customers, or business associates to meet you at or near the show.
As soon as you register to attend, go through your database to make a
list of everyone you know who lives within 100 miles of the show.
Meeting people at a national conference or trade show has several
advantages. It saves you a subsequent trip to their city. If you can afford
it, pay the registration fee so they can visit the exhibit floor. If you have
a booth, they’ll see you in action. They’ll meet your best salespeople and
watch you interact with the public.
If you can wangle an invitation to participate in a panel discussion,
better yet. What a great way to position yourself as a leader in your
industry.
Even if you aren’t an exhibitor, it’s still great to walk around the show
with a good customer at your side.
If your clients accept your invitation to meet at a show, rent a hotel
suite and plan a party. Or take them out for a meal. Make reservations
early because nearby restaurants may be overrun with convention
attendees.
Attending a trade show, with or without guests, is essential to your
success. It’s the place to check out your competition and let them know you
are coming after them. It’s also the easiest way to connect with industry
movers and shakers.