Happy New Year! It’s a new year, and time for the promotional product industry’s two major shows—the ASI show in Orlando and the PPAI Expo in Las Vegas.
Let me encourage you to do these shows differently this year.
- Leave the suitcase in your room. Suppliers are happy to send you spec samples. Collecting cases full of samples at the show is just a distraction from being focused on getting the most from the show.
- Of course you are looking for great new ideas and resources for your clients. Let me recommend telling your clients in advance that you will be attending a major industry show, and ask them what great solutions they would like for you to try to find for them.
- Don’t look at supplier booths for the products they are selling. In most cases, that may result in you rushing by a booth and missing some real valuable nuggets. Rather, I recommend approaching a booth and asking them to show you some big success stories. If you prefer, you could specify a dollar amount (i.e., “Please show me some $50,000 success stories”). It’s a great approach.
I recall a recent stop at a lapel pin supplier booth. It would have been easier for me to try to rush past that booth without making contact, thinking to myself, “How many lapel pin suppliers does this industry need?” But I stopped. I asked to see some big success stories. I was amazed at the great ideas for creative uses for lapel pins, and how one distributor earns over $100,000 in sales a year with a very creative idea.
It’s your choice. You can see supplier booths as just a bunch of products in which you have no interest, or you can see supplier booths as a great source of big ideas for successful selling. One simple question can change your entire experience at the upcoming industry shows.
Happy New Year. All my best for a record setting 2015.
