COOL TIP OF THE WEEK

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"Cool Tips of the Week" archived from 8/6/2008 email, which is a weekly email sent by Steve Miller to IMTS Exhibitors with quick tips, ideas, examples, advice, and just plain old good information on making the best of your IMTS Experience.

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STAFFERS

The E.Q.U.I.P. Formula - Part 4

This is Part 4 of the five-part series of emails covering the E.Q.U.I.P. Formula for staffers at IMTS 2008.

Last week I discussed the "U" in the process -- UNCOVER & UNDERSTAND.

The fourth step in the process is the "I," which stands for INTRODUCE.

Up till now, it's all been about the attendee/prospect -- opening the conversation, qualifying them, and learning about their situation.

Now it's your turn. Now you can INTRODUCE the connection between your product or service and their needs or challenges. HOW will you help them? HOW can your product or service fix their problem...or save them money..or save them time...or make their life easier...? INTRODUCE the link.

Next week I'll discuss the final step, the "P" in the E.Q.U.I.P. formula - POST-SHOW.

E.Q.U.I.P. Tips

E - "E" stands for Entice & Establish
Q - "Q" stands for Qualify
U - "U" stands for Uncover & Understand
I - "I" stands for Introduce
P - "P" stands for Post-Show - COMING NEXT WEEK

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