Some of life’s best lessons draw from unexpected and chance encounters. This weekend I enjoyed the annual Kettle Moraine Jazz Fest in West Bend, Wisconsin (kudos to the West Bend Sunrise Rotary Foundation and their sponsors on the causes they support and the unique festival they put together). The closing performance of the festival was a well-known group, albeit not as appreciated by purist smooth jazz aficionados, Big Bad Voodoo Daddy who put on a fantastic show. In addition to inspiring my wife and I to dance a little in the aisles, they also managed to teach me a few things which seem fitting to note for anyone striving to be their best:

1. FOLLOW YOUR PASSION. If you don’t love what you do, it’s hard to imagine you could be as successful or as happy in your career otherwise. Big Bad Voodoo Daddy (BBVD) tours with their original seven members (along with two more) and have been sharing their talent with the world and one another for over 18 years. They continue to enjoy themselves on stage and it shows. Do you bring that same level of enthusiasm to your job each day?

Big Bad Voodoo Daddy at the Kettle Moraine Jazz Fest, West Bend, WI

2. DON’T BE AFRAID TO ZIG WHEN THE REST OF THE WORLD ZAGS.

Glen "The Kid" Marhevka playing his Bach trumpet, courtesy of Conn-Selmer, Inc.

Big band music was not well popularized in the early 1990s. Forging a swing-revival group was a brave thing to do back in 1993. Despite only isolated instances of hit songs by others, Scotty Morris and his band pushed forward and developed a following. To date they’ve toured globally, performed at the Super Bowl Halftime Show, recorded from the legendary Capitol Studios and have become the mainstream poster-children of well-dressed swing revivalists. Pushing your craft forward in life mandates a certain degree of risk. If you want to become a leader, don’t be afraid to take it from time to time.

3. BE YOURSELF INSTEAD OF TRYING TO BE EVERYTHING TO EVERYONE. Not everyone appreciates the music that Big Bad Voodoo Daddy plays, and that’s okay with them. They’ve performed some recent works to more of a dixieland jazz style at times (which makes for a great listen), but they’ve never tried to sell out and shape their music for the latest trend. I don’t expect to hear them playing acoustic guitar on  Sirius XM The Coffee House anytime soon. That’s okay by me. I listen to them for who they are, not who I want them to be. The same holds true in the business world. Be genuine. Don’t try to shape your own or someone else’s image into someone they aren’t. It won’t result in memorable success for either party.

4. KEEP IT PERSONAL. BE ACCESSIBLE.

The BBVD guys take time to greet their fans

After the show, all of the members of BBVD took the time to personally shake hands, sign autographs, and pose for photos with their fans. I’ve always known them to do this, even at this venue which marked the close of an 11 day tour and they had an early flight home the next day. That speaks volumes for their generosity to their fans. I’m disenfranchised with another band I have seen in concert repeatedly. Witnessing them in a small venue, this unnamed trio eagerly pimped merchandise and charged a premium for signed copies of CDs, only to disappear to their green room after the show. In contrast, I’m guaranteed to buy Big Bad Voodoo Daddy’s next work as soon as it’s released. (The sneak previews they played at Kettle Moraine Jazz Fest sound great!) In modern business, it is abundantly clear that we are social creatures and need to connect off-stage to build relationships with the world. The public we encounter just might prove to be our most valued source of input.

[One final anecdote and a stunning example of a consummate professional making himself accessible: While posing for the photo with the band, my wife expressed our personal appreciation for their work. She mentioned we had used one of their songs as the first dance at our wedding, and upon inquiry we revealed which song specifically. After the crowd had passed and the photos and autograph session was complete, we were blown away when Scotty Morris approached us away from the group and relayed some truly personal details about where and how the song was inspired. What a way to establish a connection and win some fans for life! I can only dream to make my professional encounters as endearing as this.]

Scotty Morris (3rd from left) next to my wife while posing for photos

Well played, Big Bad Voodoo Daddy! I tip my fedora hat to you for a great show and the unexpected inspiration. And of course the sound is that much sweeter knowing that many of you play on Conn-Selmer, Inc. instruments!

Ok, you are prepared for the show and have addressed everything discussed in Trade Show Success Strategies ~ Pre-Show.  Opening day is just a few hours away and the question to ask is how do you make the most of your time on the floor?  How can we help insure that a desired ROI is obtainable?

It starts with YOU!

•80% of what a prospect remembers about a company is based on staff behavior and attitude
•YOU are one of the primary reasons why people will visit the booth
•64% of prospect’s impression is formed within 4 seconds
•YOU only get one shot at a first impression

Trade shows are unique sales environments in which everyone must be on top of their game.

•They are very expensive
•There are many distractions, anything from the neighbors circus act to the other neighbors “booth babes” can take your mind off the task at hand
•There is intense competition, you are surrounded by exhibitors trying to pull attendees away and into their booth..  Some of those are even your competitiors
•80% lookers vs. 20% real buyers
•You have limited time with prospects; 5-7 minutes
•They also provide a unique opportunity to beat the competition

How do you succeed in this unique environment?  Follow a 6 step process:

Step #1:  Attract & Approach

•Most attendees will not stop unless you approach them
•Use body language, appear approachable
•Attendees will not wait for you

Here are some interesting numbers for you.  6% of attendees will leave in 10 seconds, 11% leave in 30 seconds, 41% leave within the first minute if not approached.

Step #2: Qualify

•Know your audience
•Get the prospect to talk
•Respectfully dismiss unqualified prospects

Step #3 Present

•Rehears your presentation prior to the show
•Bond with the prospect and peak his or her interest in your companywill typically tune out
•Get to the point quickly, if you dont connect within the first 90 seconds the prospect

Step #4 Agree & Release

•Summarize your conversation
•Reconfirm prospects information
•Agree on specific next steps (followup call or meeting)
•Release and engage next prospect

Step #5 Document

•Capture good data (quality rather than quantity is the rule)
•Record key information, capture something personal about the prospect
•This may sound elementary but write clearly, accuracy is key

Step #6 Follow-up

I will dedicate the third part of this three part series to the “Follow-up” as I feel that this is all too often the weakest link in the process.

This is a process that will, without a doubt, put you on track for success in a trade show environment.  Remember that to begin new relationships, you must first engage and create a positive impression.   Being mindful of the fact that people need to trust you before they do business with you, be approachable, and listening more than you talk will help you do exactly that.

Illustration by @ohmgee

The world is becoming smaller and smaller by the day. As we blow past the days when cell phones were merely for talking, our level of accessibility increases exponentially. In a world of forever change, we take frequent ‘baby steps’ towards progress and extend the gap between major revolutions. However, I feel that the advent of Social Media is one of those rare moments where we balance on a tight rope between rousing uncertainty and unavoidable transformation.

There is a rising importance in businesses comprehending this radical alteration. Twitter, while a slice of the Social Media pie, is a crucial evolution that should be an equal facet of your marketing strategies.

1. Your customers are talking about you – With the ever growing number of Twitter users and the increasing trend of consumer related conversations on Twitter, it’s essential to know, not only WHAT is being said about you, but WHO is doing the talking. Your consumer profile becomes enriched and understanding the perception of your brand’s image increases.
2. You can’t afford NOT to – If there’s one error in a changing environment, it’s not adapting to it. Standing still is essentially moving backwards as change shifts past you, and your steps only accelerate as a fast paced world gets faster. Being rooted in tradition is not to be confused with ignorance towards redefinition. Time will only tell what impact Twitter & Social Media will have on day-to-day business, but you can ill-afford to play “catch up” in an era of communication that is evolving every day.
3. Reveal your true ‘Oz’ – There is a natural disconnect between consumer and business due to their difference in communicating with each other. Big business is forced to use advertising and marketing to the masses while the consumer begs for individual attentiveness. For businesses, Twitter provides that channel and grants an opportunity to develop a personality where traditional marketing can’t. Once you’ve deconstructed the isolation between consumer and business, deeper trust and equalized communication can be established.
4. Be a forward thinker – One of the most valuable assets for any business is innovation. Even if your product or service is established with infrequent change by nature, surrounding it with creativity can be the repackaging your brand needs. Establishing leadership with thought, ingenuity and modernization has been proven successful by Apple and Google and can be the component that separates you from competition. Adopting and adapting to trends like Twitter & Social Media are not just actions of forward thinking, but outlets to broadcast it.

For more information on how to introduce Twitter to your business, check out “Start Tweeting in Five Simple Steps” & “Tools to Measure your Business’ Twitter Success.”

Its hard enough finding time to “get your fitness on” while trying to balance family, work and LIFE.  Now throw traveling into the mix and it can be very difficult to stay committed to any type of routine.  Traveling from home for business or pleasure is one of the major reasons why people fall off the fitness trail–and stay off. Crazy schedules, unfamiliar surroundings and lack of proper equipment all can wreak havoc with your established exercise program. But you don’t have to forego fitness while you’re on the road. Whether you’re jetting cross country to a meeting with a client or sailing off for some fun in the sun, you can still maintain fitness goals. All it takes is exercising a little creativity and simple planning.

My January is shaping up to be a month on the road, if your anything like me then you might have gained a pound or two over Thanksgiving and we still have Christmas to go.  So, in preperation for my time away from home, these are a few things that I consider in regards to fitness:

Do a little extra planning- Call the hotel and ask if there are fitness facilities available to guests. If there are – which they’re usually are now days – great. If not, ask about parks or fitness facilities nearby. Or do what I often do, and cancel your reservations for a hotel with fitness facilities included.

Checkout the surrounding area – If your boss won’t budge on a hotel with fitness amenities, you can still end up on a treadmill if you’re a member of a large commercial gym or YMCA. Most of these offer the use of their other worldwide locations to their clientele.  If your not a member of one of these gyms then you can still go to a local gym, most offer reasonable weekly rates.

If all else fails……….

– If the you cant manage either of the above options then you had better pack light! This way you will have room in your suitcase to bring equipment for a modified workout. You can include:

-Running shoes and fitness apparel – bring your workout gear and can double as casual day wear or sleepwear. Make sure to consider your destination. If you’re going to Vegas bring shorts and forget your sweat suit.

-Exercise videos & mat – This one is Duane’s fav.  It will easily fit in your suitcase along with a fold able exercise mat.

-Jumping rope or resistance bands – These will hardly take up any room in your suitcase. Plus, a jump rope is one of the most effective calorie-burning workouts you can do. With a resistance band you’ll get some weight training in for a total workout.  Just attach it to a door knob or chair.

-Push ups & Dip Stations – probably the lightest weight workout gear to take on vacation. All you need is a little floor space. With dips, just grasp the edge of a coffee table or low chair and you have a personal dip station at your disposal.

Good luck……

I’ll admit, I struggled at first to adapt to Twitter and its culture as it has oft times reminded me of 8th grade French class. But I’m proud to display my newfound affluence of RTs, @Mentions DMs and #hashtags to the Tworld.

One of the more helpful aids in defining Twitter for business has been the introduction of third party websites and apps that work in unison with Twitter to provide a number of insightful resources. I thought I would share a few that we use on nearly a daily basis.

CoTweet - (@cotweet)

One of the more polished and developed 3rd party tools, CoTweet was designed for the business minded Twitter user. You can set up multiple Twitter accounts and enlist colleagues to work collectively to monitor, track and react to your dialogue with clients and customers. Assignments can be delegated and can alert the responsible group of status updates through email notifications. In addition, threaded conversations can be maintained in their clean, organized web interface, which even includes link tracking.

TwitterFeed – (@twfeed)

Having a Feedburner for your RSS feed is advantageous in providing a statistical measure for your blog, but as Twitter becomes an integral ‘voice’ for promoting your latest postings, it would be great to track those figures separately. That’s where TwitterFeed steps in.

With TwitterFeed, you simply provide your raw RSS or Feedburner feed and track away. TwitterFeed will scan your RSS at predetermined intervals and automatically post new feed headlines to Twitter when they become available, with a link back to the full posting. From there, you can view the number of hits tracked through Twitter and work in tandem with Feedburner’s statistics.

Twitter Analyzer

A great resource for some deeper Twitter statistics is Twitter Analyzer. From daily tweet volume, to your @Mention popularity, these figures are displayed in a graph form to better understand the value and depth of your tweets. One of my favorite statistics is the tweet “Reach”, which will measure your ReTweeted posts and provide a total audience that your message reached.

What tools do you use for merging Twitter with your business?