Do you plan to attend trade shows and networking events as part of your marketing and business development efforts? Here is an opportunity to get in front of more prospects for lead generation and how to increases sales opportunities in your business with follow up.

Now in its 5th year in Toronto Ontario, the Toronto SOHO|SME Expo is becoming the #1 business-to-business conference and trade show program in the Greater Toronto Area.  The SOHO|SME Expo brings together business professionals, executives and entrepreneurs from all over Ontario to learn, connect and celebrate business growth and success.

I just found out the speakers for the Toronto event October 27th, 2010. I plan to attend this event and use follow up to develop the initial contact into relationships that increase sales opportunities in my business.

This year, SOHO is pleased to partner with Power Within and bring you Richard Branson, CEO, The Virgin Group as part of the SOHO|SME program and Jordan Banks, Managing Director from Facebook Canada as one of the featured lunch keynote presentations.

Location: Metro Toronto Convention Centre  South Building, Halls F & G  222 Bremner Blvd.   Toronto, Ontario M5V 3L9

The Ottawa SOHO|SME Expo in Ottawa, Ontario event date is October 29th. This year, SOHO is pleased to partner with Power Within and bring you President Bill Clinton as part of the SOHO|SME program and includes executives from Facebook Canada as one of the featured keynote presentations.

Location: National Arts Centre  53 Elgin Street  Ottawa, ON K1P 5W1

If you plan to attend trade shows and networking events, make sure you have a proactive plan in place to Set The Stage For Follow Up and maximize your attendance investment.

As a Follow Up Specialist and Sales Facilitator, I help Business Managers, Sales Professionals & Entrepreneurs build & grow sales with proactive marketing, follow up & sales support business services that increase sales opportunities. Get organized & start capitalizing on your CRM (Customer Relationship Management software) & your expertise, to engage more prospects in conversation after trade shows and networking events. Start to build the know you, like you, trust you factor.

The programs offered at Executive Sales Support include Follow Up -Discover Your Next Step, Follow Up – Take Action and Follow Up Training - Automate Your Process

See you at the Toronto SOHO|SME Expo   event in October!

80% of sales are won on the 5th to 12th contact – yet 48% of all business managers never follow up beyond the first contact.

Attending trade shows, monthly association meetings & networking events to get new prospects - costs money. 
Learn how to take proactive steps to implement a step by follow up step system to make sure every business card you collect goes into your sales funnel, is followed up and sales opportunities are maximized ….  you also maximize your business development investment. It just makes cents.

If you are a Business Manager, Small or Medium Sized Business Owner, Sales Professional or Entrepreneur, for the $5 price of entry you can meet & network with my home networking group of business professionals in Oakville, Ontario and learn the basics of how to;

• raise business visibility
• drive traffic to your sales funnel
• maximize sales opportunities
• maximize your investment in trade shows, monthly association meeting & networking events
• move forward, take action and grow your business

Bonus – Coffee and muffines are included and you get a chance to check out my space at e-Spot!

Join Cheryl Scoffield, Follow Up Specialist for Follow Up To Maximize Sales Opportunities – Oakville Networking - Friday August 20, 2010, 8:45 am at eSpot, Oakville, Ontario.

If you find the topic of follow up interesting, but you are unable to attend this networking event, you can still take action and learn how to put follow up into practice to build and grow sales in your business …. 

Join Cheryl for Set The Stage For Follow Up – 2.5 hours of Monday night hands on training,  6 pm – 9 pm. 
Registration – $89.

Get the details and hear what other participants have to say about Follow Up Training.

Many of you may know, I am a student of Michel Neray, Chief Differentiation Officer of The Essential Message. He has been my business coach for several years and I am part of the Bull Pen Mastermind Group. I am committed to helping you grow and build your business and in that spirit freely share quality resources.   

The next Teleclass –  Everything Starts With A Conversation -  is Wednesday, August 25, 2010,  3:00-4:00 pm EST

Of course, everyone knows that all great sales and marketing focuses on the benefits, right? And the higher level the benefit is, the better. There’s only one problem with that – it’s wrong. This teleclass helps you sidestep the whole confusing thing about features and benefits and instead helps you focus on what truly works: Impact Statements.

If you are a coach, consultant, entrepreneur — or really, anyone who wants to truly engage people in conversation about what you do — then don’t miss this teleclass!

The Early Bird price is only $17.77  – so register before August 18, 2010!

Michel Neray is the founder and Chief Differentiation Officer of The Essential Message. Since 2003, Michel has helped thousands of independent professionals and growing corporations discover and communicate their authentic competitive advantage.

80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

You attended the networking meeting- Now What? Do you have a plan in place and implemented, for staying in touch with the new prospects you met at the networking event?    You will, after you attend Set The Stage For Follow Up Training Session.

Attending trade shows, monthly association meetings & networking events to get new prospects - costs money. 
When you take proactive actions to implement a step by step system to make sure every prospect you met goes into your sales funnel, is followed up and sales opportunities are maximized ….  you also maximize your business development investment. It just makes cents.

This sales follow up training is best for: Business Managers, Small or Medium Sized Business Owners, Sales Professionals and Entrepreneurs.

“SET THE STAGE FOR FOLLOW UP”  training is Monday night August 16th, 6 – 9 pm in Oakville, Ontario.

Register for “SET THE STAGE FOR FOLLOW UP”  Training or 

Have this training come to your office – contact Cheryl at ExecutiveSalesSupport.com.

Learn the 10 Step Follow Up System through 2.5 hours of hands on, skills based training.  $89.00 in Oakville, Ontario.

At the “SET THE STAGE FOR FOLLOW UP”  Training you will discover the 10 step framework and the first 6 steps will be covered in depth. These first 6 follow up steps are critical because they establish your social connection to the people you meet. 

You will learn how to; 

1. Improve you ‘first contact’ conversation
2. Set the stage for future contacts
3. Increase the number of prospects you are in conversation with
4. Develop win win relationship building connections
5. Discover the ‘giving piece’ that pulls you forward from that first contact to the second and beyond

Register for “SET THE STAGE FOR FOLLOW UP”  Training  or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Hear what attendees are saying about this skills based Follow Up Training; 

I met Cheryl Scoffield, the owner of Executive Sales Support, over a year ago and every time we talk business I walk away smarter. Yes, I said smarter! I walk away with usable information that will help my business.

Cheryl Scoffield, Follow Up Specialist, has developed a 10 Step Follow Up System that manages and maximizes your follow up activities. As in the follow up needed after you meet new prospects for your business; return from networking or the follow up needed to turn that stack of business cards on your desk into paying clients. If you need to know what to do next, Cheryl is the person you need to meet.

Why am I telling you this? Honestly, it’s because I have gained valuable knowledge from Cheryl over the past year and I am excited that Cheryl is now offering training sessions where she will share some of her tips and hints.

Kristeen Sopeju Edwards, Gifting Specialist, Business Owner
The Wreath Queen, Oakville, Ontario

Have you noticed how fast the summer seems to be going? Hard to believe but, I booked my first fall networking event today. WOW. Things seem to move forward faster everyday.

If you are sales professional, business manager or entrepreneur who attendes events, you know it is a business development investment. Whether it is a trade show or a monthly association meeting, any event you attend is an investment of your resources both time and money.

You invest your time;

• researching various trade shows and evaluating whether the event will attract the right target market for your business
• your time attending

You invest your money;

• trade show registration/booth fees & staff time
• travelling costs

Attending events helps to raise the visibility of your business in the marketplace and generates prospect leads for your business. These leads come in 2 forms,

1. attendees you met and with whom you started a conversation and
2. the atendance list which includes attendees you did not met and with whom you could start a conversation. 

Back at the office, the questions are;

• how do you maximize your attendance investment by following up with the highest number of prospects and driving that traffic into your follow up sales funnel?
• what are the next steps to follow up and
  • continue the conversation with attendees you met?
  • start the conversation with the list of attendees you did not met?

In the past, for trade show follow up marketing, we would mail out sales literature and then try to get prospect on the phone, but follow up methods are changing.

Today, I help my clients utilize the technology they currently have, to build their next follow up steps.

• First, database set up to centralize all of the prospect leads, a CRM Customer Relationship Manager such as ACT, Maximizer or Goldmine.
• Second, set up an email blaster such as  Swiftpage with ACT  to send out emails.
  (Swiftpage can also work without ACT)

The great thing about this newer methods is that we can collect statistics, for example, about delivery. Depending on your follow up next steps, you may also be able to track the additional traffic your follow up drives to your website.

If you are interested in learning more about how to follow up and maximize your trade show or networking event attendance, I offer several options.

2 hour sessions Follow up – Discover Your Next Step  and a session about taking action and implementing the follow up steps in your business Follow Up – Take Action. This session is about database set up, database maintenance and outbound cold calling.

Follow Up Training - Set The Stage For Follow Up and Automate Your Follow Up Process. Attend yourself and bring this business training for your office. You will learn how to build a Follow Up System that maximizes your business development investment and help get you past that 1st contact to the 2nd and beyond to the 5th contact where 80% of sales are made. You will save time, stayed organized and drive more traffic to your business!

Questions? No problem. Contact  Cheryl Scoffield, Follow Up Specialist.

Mobile Office – e-Spot Complimentary Seminar valued at $125

Date: Monday July 19, 2010       Time: 10-11:30am   
Location: e-Spot™ Community Space, 200-353 Iroquois Shore Road,  Oakville Ontario, above Artisano’s Bakery    Sign up HERE
Tools: Yourself, pen and pad, all your mobile office tech questions and concerns
Another great reason to check out e-Spot in Oakville Ontario!

MOBILE OFFICE SEMINAR
Presented by Marco Hernandez, founder and owner of  Tek It Up Computer Services

I was teaching How To Maximize Your Networking - Follow Up More Effectively for the 13 week Small Business Start Up course run by my friend David Cohen runs over at The Learning Enrichment Foundation – LEF - www.lefca.org in Toronto, Ontario. The course helps adult entrepreneurs get their own business up and running.

The breadth and range of programs offered by LEF The Learning Enrichment Foundation is extensive and it is always a beehive of activity over there.  Last year I had an opportunity to speak about networking and follow up at BizCamp, a program run in the summer that provides youth who have a strong interest in business, including starting their own, with an opportunity to gain training and experience in entrepenurial skills.

As a bit of historical background. As early as 1980, The Learning Enrichment Foundation programs included adult skill training and multicultural theatre in schools and today, LEF is considered a leading CED – Community Economic Development organization, providing a complex web of inter-woven services that includes childcare, job search, training, job placement and work-related supports. Within this spectrum of activities, the program offers customized training in computer applications, industrial skills, childcare and language skills, among other areas of training required by employers.

The Learning Enrichment Foundation in Toronto, Ontario, also runs regular networking events designed to help the small business community learn, be inspired and improve their businesses. For more information/register contact David Cohen at The Learning Enrichment Foundation at 416-760-2566

If you are interested in a keynote or workshop on networking and sales follow up for your organization please contact Cheryl at ExecutiveSalesSupport.com or ask about Set The Stage For Follow Up a 2.5 hour hands on training

80% of sales are won on the 5th to 12th contact – yet 48% of all business managers never follow up beyond the first contact.

Attending trade shows, monthly association meetings & networking events to get new prospects - costs money. 
Implementing a step by step system makes sure every prospects you met goes into your sales funnel, is followed up and your sales opportunities are maximized …. makes cents.

If you are a women who wants to meet & network with other women and learn the basics of how to;

• raise business visibility
• drive traffic to your sales funnel
• maximize sales opportunities
• maximize your investment in trade shows, monthly association meeting & networking events
• move forward, take action and grow your business

Join Cheryl Scoffield, Follow Up Specialist and other women for Follow Up To Maximize Sales Opportunities – Women Who Excel, Business Tips Breakfast – Tuesday July 13, 2010 at Lezley’s Restaurant, 355 Plains Road East, Burlington, Ontario, L7T 4H8. $10 for members and $20 for one time guests plus the price of your breakfast.

If you are a Business Manager, Small or Medium Sized Business Owner, Sales Professional or Entrepreneur who finds this topic interesting but you were unable to attend this presentation, you can still take action and learn how to put follow up into practice to build and grow sales in your business …. 

Join Cheryl for Set The Stage For Follow Up – 2.5 hours of hands on training,  Monday night August 16, 2010. $89.

Get the details and hear what other participants have to say about Follow Up Training.

80% of sales are won on the 5th to 12th contact – yet 48% of all business managers never follow up beyond the first contact.

Attending trade shows, monthly association meetings & networking events to get new prospects - costs money. 
When you take proactive actions to implement a step by step system to make sure every prospect you met goes into your sales funnel, is followed up and sales opportunities are maximized ….  you also maximize your business development investment. It just makes cents.

If you are a Business Manager, Small or Medium Sized Business Owner, Sales Professional or Entrepreneur, for the $5 price of entry you can meet & network with other business professionals in Mississauga, Ontario and learn the basics of how to;

• raise business visibility
• drive traffic to your sales funnel
• maximize sales opportunities
• maximize your investment in trade shows, monthly association meeting & networking events
• move forward, take action and grow your business

Join Cheryl Scoffield, Follow Up Specialist for Follow Up To Maximize Sales Opportunities – Mississauga Networking Group - Friday June 18, 2010, 8 am at The Noble Group building, 1430 Hurontario St., Unit B, Mississauga, Ontario.

If you find the topic of follow up interesting, but you are unable to attend this networking event, you can still take action and learn how to put follow up into practice to build and grow sales in your business …. 

Join Cheryl for Set The Stage For Follow Up – 2.5 hours of Monday night hands on training,  6 pm – 9 pm, June 21 and August 16, 2010. Registration – $89.

Get the details and hear what other participants have to say about Follow Up Training.

Attending events is a business development investment intended to generate new prospects. Whether it is a trade show, or a monthly association meeting, any networking event you attend is an investment of your resources which you need to maximize by communicating with each new prospect generated.

You invest;

• your time researching and evaluating whether the event will attract the right target market for your business
• your time attending
• registration/booth fees & staff time manning the booth
• travelling costs

Attending events helps to raise the visibility of your business in the marketplace and generates prospect leads for your business. These leads come in 2 forms, attendees you met and with whom you started a conversation and a list of attendees you did not met and with whom you could start a conversation.

Back at the office, the questions are;

• how do you maximize your business development investment by following up with the highest number of prospects and driving that traffic into your follow up sales funnel?
• what are the next follow up steps you need to take to 
  • continue the conversation with attendees you met?
  • start the conversation with the list of attendees you did not met?

In the past, follow up consisted of mailing out literature, hope it reached the prospect and have the sales representative follow up at their next sales call.

Today, methods are changing. As a Follow Up Specialist at Executive Sales Support, I help my clients maximize their business development investment by utilizing the technology they currently have to build their next follow up steps.

First, database set up to collect all of the prospect leads, a CRM Customer Relationship Manager such as ACT, Maximizer or Goldmine. Second, set up an email blaster such as Swiftpage with ACT  to send out emails and collect statistics, for example, about delivery. (Swiftpage can also work without ACT). Depending on your follow up next steps, you may also be able to track the additional traffic the follow up drives to your website.

If you are interested in learning more about how follow up can help you maximize your resource investment in event attendance, Cheryl Scoffield, Follow Up Specialist at Executive Sales Support, can help you with Follow up – Discover Your Next Step – a 2 hour session $149.00.

Ready to move forward and take action with the first follow up steps?  Follow Up - Take Action- a 2 hour session $149.00 covering implementing a Follow Up System in your business and database set up. Database maintenance and Outbound Calling can also be arranged.

Email:  Cheryl at ExecutiveSalesSupport.com to find out about Follow Up Systems or book your Follow Up Session. 

These Follow Up Sessions are specifically designed to help you plan how you can Set The Stage For Follow Up and build a Follow Up System that manages and maximizes your follow up activities. You will save time, stayed organized and drive more traffic to your business!

Developing a Follow Up Business System will help you maximize your business development investment and get you past that 1st contact to the 2nd and beyond to the 5th contact where 80% of sales are made.