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expodaily.ppai.orgPPAI
EXPO DAILY
™
January 11, 2016
MAKE A CONNECTION WITH
HUMORIST PATRICK HENRY
By James Khattak
Customers stay loyal when the
business they’re working with creates
an emotional connection. That’s
the message Patrick Henry, former
Nashville songwriter and featured
performer on the Sirius XM Radio
Family Comedy Channel and Blue
Collar Radio, wants his audience to
take home with them.
Customer loyalty, Henry stresses,
is fragile. And for many products,
services and ideas, their chief
differentiator is price, rather than value.
He believes that people are loyal to
those they are emotionally connected
to, and that through value-based
customer relationships, businesses can
use emotion to drive results. Emotions,
he says, lead to feelings and feelings
lead to actions. If you can make them
feel, you can make them buy.
Growing up in the football town of
Auburn, Alabama, Henry saw firsthand
how fans are made. His background,
in part, led to the realization that
engagement is the foundation for
loyalty, and loyalty is the foundation for
emotional and financial buy-in.
Henry has said that we learn best
when we are being entertained, and
audiences can look forward to humor,
guitar playing and original songs during
his 75-minute session. He will read
stories from his book
The Pancake
Principle: Seventeen Sticky Ways To
Make Your Customers FLIP For You
,
and have real-world examples that
show attendees the right mindsets
to build an extraordinary customer
experience.
n
FIVE SALES IDEAS TO START THE YEAR STRONG
By Jen Alexander
Few events energize promotional products salespeople like a trade show, and The PPAI Expo is the biggest jolt to sales ideas all year. A recent report by
enterprise application software company SAP, “What’s the Future of Sales?”, revealed some telling statistics about buyers.
For one, buyers will expect more focused interactions with salespeople. They’ll also expect their salespeople to be experts—high levels of product and company
knowledge were viewed as more important than good relationships, according to the study. Finally, buyers want a personalized, efficient purchasing experience.
Take the ideas you find at Expo this week and make them work for you and your sales teams by boosting them with these five tips:
KEYNOTE LUNCHEON
Monday, January 11, 2016
11:45 am – 1 pm
BECOMING REMEMBER-ABLE
Patrick Henry
Mandalay Bay Ballroom J, Level 2
Check for ticket availability
at registration on Level 1
Members, $55/Nonmembers $110
MAS 1 point
CONTINUED FROM PAGE 1
In addition to the mammoth square
footage and powerful draw of the show,
its economic impact on the city of Las
Vegas is staggering. The Las Vegas
Convention and Visitors Authority
estimates the overall non-gaming
economic impact of The PPAI Expo at
$26.2 million based on the 2015 show.
“We are honored and proud to
have PPAI back to Mandalay Bay once
again,” says Stephanie Glanzer, CMP,
vice president of sales, Mandalay Bay
and Delano Las Vegas. “Since PPAI first
met at Mandalay Bay in 2003, we have
grown together and have been strong
strategic partners.
“As PPAI has grown and evolved
into the leading event in the industry,
Mandalay Bay has continued to invest
back into the property to meet the
needs of our repeat guests. It is a strong
partnership that we appreciate and one
we hope to continue for a long time.”
n
1. KEEP UP-
TO-DATE WITH
PROSPECTS
by
monitoring online
activities through
productivity tools such
as LinkedIn, Google
Alerts, PRNewswire
and Lead411.
2. IDENTIFY
TRIGGERING
EVENTS
such as
business challenges,
goals or needs, and
develop sales-ready
messaging that speaks
to these elements.
3. USE CURRENT
CUSTOMER BENEFITS
TO ENTICE PROSPECTS.
Ask current clients what
additional benefits they’ve
received from your product
or service, and point those
out to prospects during a
sales call.
4. BUILD SALES PARTNERSHIPS
with non-competing companies. Do
you provide a product or service that
another company’s clients might
benefit from? Explore the possibility
of cross-promotion, sharing your
new partner’s products with your
clients, and vice versa.
5. STRENGTHEN YOUR SELF-
PROMOTION EFFORTS.
Give
prospects a taste of what you can
do for them by combining the best of
your products and services into an
introductory self-promotion. They’ll
appreciate the gifts, and you’ll benefit
from the memorable exposure.