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Meaningful Interactions That Generate Actionable B2B Sales Leads.

July, 2015
To Our Clients and Friends -
 
This month, as we are planning to visit clients and attend trade show events in Atlanta, Portland, ORSan Diego, and other cities, we thought we would share some of our own quick tips for building your business at conferences and expos:

Attending trade shows and conferences where your clients are exhibiting or speaking presents a perfect opportunity to visit and keep in touch with them face-to-face.

Listen carefully to see if you can further assist with any new or expanded business needs, and make it a point to learn something personal and professional about them in order to create a meaningful interaction. As a bonus, expos where your clients are exhibiting may also be filled with potential prospects.

A couple of weeks prior to the event, scan the exhibitor list, and select companies that look like a good fit for your offering. Call key contacts at those organizations ahead of time, or message them through LinkedIn, letting them know you will be visiting your clients at the show. Mention briefly what you do for your clients, and ask if it makes sense to arrange a short meeting at their booth. I always get scheduled meetings before events I attend.

After your scheduled meetings, walk the expo floor. You will be approached by many reps anxious to meet new prospective customers. Be respectful of their time by letting them know you're not a prospect, and the reason you are at the show is to visit your clients.

Inevitably, you will then be asked what you do or who your clients are. It's the perfect opening for your quick elevator pitch. Over the years, we've started many business relationships with this approach.

Will you be in the area of one of our upcoming travel stops?  Please let us know. We would enjoy meeting with you to discuss how we can help with your complex B-to-B sales needs.
 
For more of our latest business tips and insights into sales and leadership, be sure to visit/follow/like us on TwitterLinkedIn, and Facebook.

As always, if we can help your business with our services, we invite you to give us a call.
 
Thank you,
Jim Scaparotti and John Magyari

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Upcoming Events

JMS Elite will be visiting clients and prospects at these upcoming events. Please click on the images for more information, and be sure to let us know if you are attending or in the area:
 
JMS Elite will be visiting clients and prospects in the Atlanta, GA area, and at AACC Clinical Lab Expo July 28-30 
JMS Elite will be visiting clients and prospects in the Portland, OR area, and at M&M Portland, Oregon August 4-5
JMS Elite will be visiting clients and prospects in the San Diego area, and at MeDevice San Diego September 1-2 

Sales

Jim Scaparotti
 Principal
(440) 943-9200
 jscaparotti@jmselite.com

Operations

John Magyari
Principal
(440) 646-8821
jmagyari@jmselite.com
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