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Apple after Steve Jobs – my response

In contemplating the future of Apple after Steve Jobs, my friend Jim wrote his thoughts on the near term and long term fate of Apple.
http://idearbitrage.com/2011/11/09/apple%E2%80%99s-future-without-steve-jobs/#comment-15

For the most part, I agree with his views, but had an additional perspective on Steve’s legacy and what that may mean to Apple’s future.

I agree that the odds of another “Steve Jobs” emerging from the ranks would be quite slim. Beyond the fact that he knew how to navigate the corporate quagmire, he was a bold, brash risk taker. He relished in taking on the impossible. When everyone would go to the right, he would go to the left. He was in pursuit of something of a higher order.

Which leaves Apple in a good position for the present, but questionable for the future. They have a great thing going now… why spoil it. It’s easy to see the path Apple is on for the immediate future. And the immediate future looks good. But who will be there to say, “it’s not good enough. We need to try something different”?

Innovation is not a linear path. It’s about doing something different, better… way better. “Disruptive technology” means to “disrupt the way it’s being done today.” “Now who wants to disrupt the success that Apple is enjoying today???”

Steve’s legacy is not only about elegant designs and elegant solutions, but a disposition for “thinking different”. If Apple wants to truly follow his inspiration and vision, then it needs to nurture the “disruptive spirit”… go beyond the successes of the day, be the innovator, the game changer.

Although Apple has created “objects of beauty” that we literally worship today, I don’t believe that was his intention. In the end, it is all about people. And “innovative technology serving peopleis the beauty that I believe he sought. If Apple keeps that mission as its driver, then I believe they are on course for long term sustainability. If not, then I look forward to the next “Apple” and the next “Steve Jobs” to change the way we play the game.

P.S. As a long time Apple, Mac user, I’m indebted to Steve Jobs for changing the way I work and play. He was an inspiration. A visionary. And he had great taste. Thank you Steve. We’ll miss you.

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Apple’s “Spaceship Campus”

I was recently interviewed by Tom Kaneshige of CIO.com on the topic of the proposed Apple “Spaceship Campus” in Cupertino. http://tinyurl.com/3urgkuv

As I had mentioned to Tom, I thought that this could be Steve’s final mark in Silicon Valley, potentially becoming the ICON of the Valley. Little did I know the following week he would resign as CEO.  His visions for the past decades has lead us to places we never thought possible: personal computing, ipod music, iphones and now the ipad. He has inspired us all to “think different.” As a graphic designer, I have a lot to thank him for and wish him well in his next journey in life.

Regarding the proposed campus, I am eager to watch the details unfold. Great concept. How will it be executed?

The article gave me a chance to express my initial thoughts to the new campus. I was surprised as to the overwhelming response and comments to the article. So I thought I would include some of the highlights in this blog. Enjoy!


i like

jw


Interesting intv

Heidi


Well, we jokingly refer to the present main building as the ‘Mother Ship’, so why not a true spaceship? In general, I trust in Apple’s designs.

Most importantly, they will continue to bring jobs to our area.

Duane


Congrats on the nice quote!

Rochelle


and with a little imagination, that oblisk turns into..

Running with that idea, what happens when you marry it to 2001 A Space Odyssy Oblisk?  Could be future expansion of executive offices

Doug


I think that the design of the new spaceship campus further promotes Apple’s ‘non-inclusive’ position in the world and in Silicon Valley!  It appears isolated; non-friendly and elitist!

Almost as those ‘droids’ can take off in a moments notice! Wouldn’t it be nice if they could design a campus that would incorporate the communities of Silicon Valley; its historical significance; cultural arts and educational entities.  A campus where future generations can experience the wonders of the Universe through experiential moments.

There.

Done.

:)  AH


Interesting article on Apple and its role in society!!!

:)

http://tinyurl.com/427nwkb

AH


The message is quite clear:  Think Different

Paul


I like the metaphor of the spaceship as well as your comments about the medieval castle and moat – certainly Mr. Job’s is very secretive about the inner workings of Apple.

I see it a little differently in that when I look at Apple’s products, the key is that they work together..  It’s all about convergence.  Let me explain…

I have just returned from the Valley Fair Apple Store where we bought our daughter a new MacBook Pro..  When you walk into the Apple store, you are guaranteed that everything in that store will work almost seamlessly with everything else in the store.  The iPhones, iPods, iPads, Mac’s, AppleTV’s all stream to one another with very little input required from the user.

There is a massive Microsoft store being built directly across the mall from the Apple store which is one of the first we did some years ago.  A perfect metaphor in that it will be larger, have more products and a whole lot less focus.  Will the Acer PC work with the HP printer?  Will it connect to the Lenovo laptop seamlessly?  Will there be knowledgeable people there to help?  I know the answer on the technical side, and it bodes well for Apple.

I think that Mr. Jobs is working the same philosophy with the new HQ..  It will be about a whole lot of smart people in the building being able to connect seamlessly without traversing the campus to find one another, and creating an atmosphere where they want to spend time.  The greenspace will also be welcome.  Somewhere Carly Fiorina is wondering what if!

Regards,

Mike


“It is because of its emptiness that the vessel is useful”

- Lao-tsu

Even as an architect, I would be more interested in its contents, or what we do not see, rather than the physical building itself.

Jim


My first reaction was: why no Apple trees?

Chuan


I find the circular design actually reminds me of the Pentagon– and I’m not sure that is an association that Apple would welcome!

– BT


Interesting building design concept. Reminds me a little of the pentagon.

Fred


I totally agree with your statement: “We really need a landmark building that will not only become an icon of Silicon Valley but will be part of the foundation that will sustain our way of life into the future.”

The spaceship is fun, relates to the future.  The circle can seem closed, but is one half of our ever present binary system.  Analogies galore.  It could be a blast to see what happens next.  Will the architects be slave to the circle?  Or, heaven forbid, could it become nest-like?  A bit more organic.  A hub that radiates out.  The real test is with the future corporate culture and its effect on employees, if they will feel comfortable to add their creativity, humanity, and make it their own, and how they connect it with community.  I like the surrounding expanse of nature.   The creepy, crawlies nearby.

Jan


The Santa Monica design is fantastic! Why didn’t someone think of a glass store before?

As for the proposed “spaceship” in Cupertino, I’m trying to envision what it would look like from street level. Probably would be beautiful and impressive. And groundbreaking. So, don’t see anything nefarious in it.

“Thanks for sharing.”

– Don


The little we know of space flight – mostly the things that NASA sends up from Florida – do not have circular shapes. In scifi any shape will do in outer space. A circular shape for most people evokes a UFO. I imagine the employees will get many low-humor jibes.

From the ground level, if one took the trouble and was able to circumambulate the structure, it would seem fortress-like. The look of the entry plaza at the lower-left of the picture, if that is what it is, suggests the saucer isn’t yet completed. But maybe that’s just the scale of the drawing.

From the air, the shape suggests a saucer, or maybe more like that Frisbee variant. I wouldn’t guess what psycho-social interpretations this direction would take.

The only large open-center building that I can remember is the DOD Pentagon in Virginia. It was built in wartime and a few years before I was born, so I don’t know what controversy or commentary may have ensued over the meaning of its shape. It is iconic in part because there is no forest to obstruct the view, and it can easily be driven and walked around. (I even drove through it by accident, once.)

In Washington, DC, the Forrestal Building was one of the first buildings without a ground floor, appearing to stand on stilts. It is an oblong and couldn’t suggest flight. I could believe the Apple HQ could suggest flight if it was (like Forrestal) on stilts, or if tilted with one edge elevated (but then there would be debate over whether it was crashing or taking off).

Having thought that out this far, I have to think that the design, a perfect, landlocked circle, is less innovative than the Pentagon, and visually without interest.

Norm


Looks like a white version of the IBM T.J. Watson Research Center in New York.  I’m actually surprised no one has made the connection yet.  I suppose I should blog about it.

http://domino.research.ibm.com/comm/research_projects.nsf/
pages/pac2.index.html/$FILE/watson.jpg

http://www.flickr.com/photos/rogersmith/208218537/

http://www.flickr.com/photos/72458025@N00/5927982534

http://picasaweb.google.com/100687153254418635564/NewYork
IBMLifeFriends#5085970392884989442

http://pire.fiu.edu/images/partners/tjw.jpg

There’s a nice courtyard area in the back/inside the arch.

My dad has worked there for almost 30 years.

-Joe


I quess the glass gives it the spaceship feel but the big circle reminds me of the coliseum where a particular segment of the population fought the lions.

Hmmmm

Mike


I think before designing the actual structure, Apple should work out some sort of drive system first.  The drive determines the shape of the actual building, which also has to be aerodynamic where there is an environment, and able to securely contain the environment in the vacuum of space.  Also, in micro-space, the structure will be spinning, so the glass outward-facing walls will become the floor, so Apple will  need to build ladders so people can enter and leave offices.

As an an earthbound office building, the Donut shape will impact people’s ability to connect and work together in person and inspire increased consumption in donuts, which would be a godsend to Crispy Kreme.  As a spaceship, it ain’t so hot either.  I’d have to give it a “0″.

;D


Apple’s new campus design is a circular version of the Pentagon, which emphasizes the secrecy mentioned by Steve.  It also looks like a synchrotron; are they planning a high-speed accelerator?  Or is it a new antenna for a new Apple satellite service that bypasses AT&T, Verizon and other wireless carriers so Apple can control everything — mobile connectivity and services?  I wouldn’t be surprised; with $80 billion, Apple could buy mobile carriers around the world next, as well as DTV stations.  This is the beginning of the new Global Apple.  What will its future campuses look like in China, India, Brazil, etc?

ST


They should build a Deathstar next to Google. That would send a message.

Chris Fricke


Imagining vast fleets of Segways for 12,000 employees to navigate through the building.

Tron


“It definitely helps define Silicon Valley’s ‘think different’ mantra.”
Sorry but that’s incorrect. That ‘mantra’ is Apple’s alone. Not Silicon Valley’s.

Ian Kirkalnd


The author apparently has an over-active imagination. There is no rational basis whatsoever for some of his so-called “concerns”. To me, Apple’s message is crystal clear: Apple runs rings around its competitors.

Alansky


Do you mean the author or the person the author is quoting?  Given the person quoted is of a design firm I’d hardly say he has “no rational basis” unless you have the ability (and to be fair perhaps you do, I’m just raising the point/question) to discuss this in terms of design aesthetics standards/craft.

As to “rational basis,” I think it’s pretty obvious that there is a fortress sort of look, the circling of wagons put another way or any number of other similar defensive postures which are deliberately insular.

I’m not saying you’re wrong re your opinion, but I think unless you wish to present something more solid “no rational basis” and “over-active imagination” regarding a design firm leader’s statements, I think you should phrase it as an opinion, perhaps (and I’m quite interested in if so) informed by design skills, and not attack someone else’s view.

Zornwill


Given its low profile, only 60 feet high, and the fact that it is always curving away from you, no ground level observer will notice a thing. They won’t be able to tell how big it is at all. It’s anti-monumental. It’s meant to have as light a footprint as possible for a commercial building. And, no, to answer Noel Cross’ question, the property will be fenced just as it is now. You’ll see it from a distance thru the trees and orchards, but only glimpses of the facade. Most observers won’t notice anything out of the ordinary.

ChKen


It might look like a spaceship but it’s actually an infinite loop.  Perpetual innovation.  That’s what I see it standing for.  Looking at Apple’s mission from day 1, I’d say that it’s fitting.

Cyclonus5150


Not a spaceship, a mother-ship – in the shape of an infinite loop!

Pjs_boston


As an architect that knows Sir Norman Foster’s work (and international reputation), my first impressions of the building is mixed.  From the air it is iconic for sure and the spaceship image is very powerful, but since when do we humans fly through the air?  99% of the experience will be by driving by or up to the building, parking and walking in.  Since it is round and very large diameter, the building will occur as a vast curving facade, with very little to distinguish it from different angles.  This poses a few problems for orienting oneself to the whole, and to where one is in relation to north/south/east/west.  Perhaps there will be significant orienting devices that will help the users (sundials, vertical elements or “holes/slots” at the major entrances, color coding, etc).  Will there be some way for the public to get into (or at least see into) the center?  Or is the center of the donut akin to “Forbidden City” in Beijing?  Some tough symbolism to deal with here.

Personally, I’d like to see some dramatic element slicing into and through the building to help out as an orienting device, and provide a glimpse and/or entrance into the…

Noel Cross


– As an architect, you should know about a not-too-recent invention: signage.

– Alansky

– As an architect (apparently), you should know about concepts regarding the presentation of form, that signage shouldn’t be necessary to address much of what this post you’re reacting to, and anyway that signage plastered everywhere for orientation and so forth becomes its own challenge.

Or please do provide your architectural knowledge and prowess to help answer the challenges Mr. Cross has presented.  Or please consider that perhaps making off-handed comments lacking in any apparent professional depth – in reaction to actual professionals rather than someone as barely informed on the topic as I might be – rather than phrasing polite questions (e.g., “Couldn’t signage address this?”) is detrimental to the conversation. Thank you.

– zornwll

– Thank you for your meaningless reply

– Alansky


RT @kaneshige: Apple’s Spaceship Campus: What’s the Message?http://bit.ly/pnK7SR CIO.com [Me: "Welcome alien visitors."]

kmingis


Want to see Apple’s new digs? I’m pretty sure you can see it from Mars.bit.ly/qTcbiJ

atumIT


Some Silicon Valley guy thinks new Apple HQ design is “scary” because spaceships take off and leave. Wow, that’s dumb.soc.li/CLpyZ1V

LookingBackLost


 

 

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Share you car?! CleanTech Open fuels innovation in Silicon Valley.

CleanTech Open Thursday, July 14, 2011
DoubleTree Hotel, San Jose
http://www.cleantechopen.com

The CleanTech Open started with a warm welcome from Des King, president of Chevron Technology Ventures and quickly revved into high gear with Geoffrey Moore, venture partner at Mohr Davidow Ventures, on his viewpoint about the challenges and the opportunities in the cleantech space. Different than traditional tech sector companies, entrepreneurs need to sell not only the monetary ROI but benefits back to the environment and society. Yet, in order to succeed, the companies must succeed as a business, as healthy returns to investors will help continue the process of fueling innovation.

From identifying the market “pain”, to coming up with the solution, and the products to support that solution, the challenges are similar to most startups. Yet moving to a systems solution and maintaining that system is the big challenge. Disruptive technology as in many of the cleantech initiatives requires not only developing and perfecting a singular technology, but looking at the bigger infrastructure and working with the many players that surround that technology. In many instances this is both a private and public partnership endeavor that needs to be developed and nurtured to insure long term success.

With that, the CleanTech Open moved into its mock fundraising pitch platform with seven startups pitching their business ideas to a panel of angel and VC investors… plus an audience of about six hundred and fifty people! Some may say “brutal” (at times) but very constructive criticisms were doled out to the entrepreneurs, most were seasoned professionals with multiple startups under their belts. Technologies from solar innovations and water purification to energy from waste were presented very convincingly. Yet in the end, only one company was awarded the “most fundable” title. The pitch event was reconvened after lunch with another seven hopefuls and a new panel of judges.

The process was very insightful for any entrepreneur interested in funding their new venture. Basic takeaways in terms of the presentations were: “keep it simple, quickly identify the ‘pain and solution’, explain how it works and how it differs from competitive solutions, address the customers and how they would adopt and buy, then talk about the market potential and the financials– size of market, sales opportunity, return to investors.” And lastly, the people. “Who are we investing in?” And to do all of that in seven minutes!

Lunchtime gave us the opportunity to mingle as well as stroll through the exhibitor’s hall and meet close to ninety entrepreneurial semifinalists that have gone through the rigors of Cleantech’s business development programs. Innovations include: a better methodology for composting, battery-powered car/bike vehicle, 100% potable recycled water system, power management technology for apartments and commercial buildings, a carshare program based on social media, and a solar-powered iphone adaptor. Now how cool is that?

The last hours of the event had industry executives talking about marketing and promotional challenges and opportunities including engaging all parties up and down the supply chain, becoming a thought leader in your space and how to integrate social media into the mix for business-to-business companies.

The final keynote speaker was Rami Branitzky, Sr. VP of SAP Labs in Silicon Valley who brought everything together with his discussion of how each and everyone of us has a part in changing our world in a positive direction. As a Prius owner, he is quite aware of his own personal footprint and has committed his company to focus on long term sustainability and reducing the impact it has on the environment. “Social Good and Brand Value are intertwined”, said Branitzky. As the largest supplier of business software SAP plans to be around for a long time, and as a company they are committed to the long term sustainability of our society, communities and environment.

Next up, the 2011 Global Forum, November 10th & 11th, 2011. Save the date.

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Turning Crisis Into Opportunity – What SV Can Do To Help Rebuild Japan

Robert Scoble at the Keizai Event Wed June 29, 2011

A fundraiser for orphans of the earthquake and Tsunami.

Sponsored by Keizai Society, Silicon Valley Wireless and TiE Silicon Valley
Wednesday, June 29, 2011
5:30-9:30pm PARC, Palo Alto

Silicon Valley showed its force as legions of tech leaders, innovators, entrepreneurs and international businessmen gathered to share ideas on how Silicon Valley can help rebuild Japan after the devastating earthquake and tsunami ripped through the northeastern part of Japan. Lead by Dr. Richard Dasher of Stanford, some of the leading minds of the valley took on the challenge of “what Silicon Valley can do to help rebuild Japan. From a technology, design and innovation perspective as envisioned by Robert Scoble, to a systems infrastructure viewpoint mapped out by FCC Senior Attorney Advisor James Miller, the spirit of Silicon Valley connected with the determination and tenacity of the people of Japan. With encouraging words from Consul General of Japan Hiroshi Inomata there was a sense of hope, that Japan would not only recover, but will emerge stronger than before.

Next up, a panel featuring Lukas Biewald, founder and chairman of CrowdFlower, Marianna Grossman, Executive Director of Sustainable Silicon Valley, and James Miller, Sr. Attorney Advisor at FCC, discussed the importance of the relationship between the U.S. and Japan and how we can not only help but also learn from the people of Japan and this current tragedy.

And finally, the last keynote speaker, Kamran Elahian, a global entrepreneur, philanthropist and venture capitalist with Global Catalyst Partners spoke of how we can help as individuals, connecting to the victims of the earthquake and tsunami. More specifically, how can we help the thousand orphans in the Tohoku area of Northern Japan who still need our help. He volunteered a thousand dollars and asked for anyone else to do the same. In a matter of mere minutes he raised ten thousand dollars, with dozens of other volunteers committing to connecting with the orphans through the Ashinaga program in Japan.

An informal mixer with a delightful mix of Japanese sushi and Chinese dim sum delicacies followed, enabling the conversations and connections to continue.

Congratulations to the Keizai Society along with Silicon Valley Wireless, The Indus Entrepreneurs (TiE) and the many other sponsors for a fine event for a great cause.

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Your opportunity to help shape the future


The San Jose Santa Clara Water Pollution Control Plant is staging community workshops for the public to voice their opinions in regard to the Plant Master Plan, the the future development of the 2,600 acres surrounding the plant. The largest, undeveloped region in the South Bay, the plan is not only looking at the upgrade and renovation of the treatment plant, but the development and integration of the natural habitat along with commercial, educational, recreational and industrial uses.

This development will have a critical and major impact on our community into the future.

Voice your opinion and come to a workshop.

Saturday, May 1 – 9:30-11:30 a.m.
Milpitas City Hall – 455 East Calaveras Blvd., Milpitas

Tuesday, May 4 – 6:00-8:00 p.m.
Santa Clara Library – 2635 Homestead Rd., Santa Clara

Saturday, May 8 – 2:30-4:30 p.m.
Roosevelt Community Center – 901 East Santa Clara St., San Jose

Wednesday, May 12 – 6:00-8:00 p.m.
Alviso Library – 5050 North 1st St., San Jose

Wednesday, May 19 – 6:00-8:00 p.m.
Cupertino Community Hall – 10350 Torre Ave., Cupertino

http://www.rebuildtheplant.org

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Success on the tradeshow floor-more than just sell sell sell


The challenges of business today is that it has become more and more impersonal. With the Internet as a prime channel of business to business marketing, we tend to lose that personal relationships we had with our customers, our vendors, and even our fellow co-workers. It is so easy to snap off an email and dispense with all the formalities that go along with meeting someone in person, or for that matter, talking on the phone. We think we know all about a company by checking their website and doing a Google search. But what we sometimes forget is that business is about relationships. People make the products. They provide the service. And we buy from people. Yes, the Internet makes doing business a lot easier in some ways. But the bottom line is, in the long run it’s about relationships.

Meeting people, face-to-face. Find out what their challenges are. Issues. Concerns. Getting to know them. Understand them. And get them to know and understand you.

With that in mind, NEC Informatec Systems and the EMIStream Team fully know and understand that building relationships is key to building business. Their participation in key technology tradeshows such as the recent DesignCon (http://www.designcon.com/2010/) is about getting to know the prospective customers and sharing a little about themselves. It’s about team spirit. It’s about reaching out. And it’s about enjoying the time spent together. That’s why the team created the SS NEC cruise theme and beckoned guest to “join them as they set sail for effortless PCB design”. The infectious enthusiasm spread throughout the show and guests “jumped on board” and joined in the fun.

The bottomline, NEC continued to gather more leads than previous years, and recruited more attendees at their private seminar showcasing their products. The enthusiasm is growing and the team spirit is getting stronger. Build relationships. Win customers. Win business. And enjoy the cruise.
http://www.facebook.com/album.php?aid=156528&id=288282311931

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Marketing in the new mobile world Part 1


With the business world moving to a global 24/7 environment, we are no longer tied to our desktop computers to conduct business and communicate with our colleagues. Cell phones, PDAs, and other mobile devices are fast becoming the digital companion for the business person. At the same time, leaps in technology have empowered us far beyond the traditional email, scheduling and text messaging apps that have been the staple of our mobile existence. New apps are coming online daily that will continue to change how we work, play and interact with others.

A major challenge is the ability to find information quickly on your mobile device. The iPhone app world, with over 85,000 apps and counting is quickly becoming a cacophony of colors, images, words and graphics. Good design is a must to communicate functionality and for the ability stand out from the crowd. And a well designed app logo will not only stand out from the crowd with good visual design, but communicate its functionality as well.

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Mobile enabled websites


It’s great that mobile devices can now display your company’s website on its browser. But wait. Can you read it? How combersome to have to zoom in and scroll around, then zoom out to find the information you need. Viewing websites on a mobile device can be extremely frustrating. That’s why mobile device friendly websites is perfect for the business person on the go. No more zooming in and out and scrolling around. The type is formated specifically for mobile devices in a simple easy-to-read layout. The best sites don’t just take the content of a website and reflow it, but edit the content specifically for reading on a very small screen. Only the essentials.

As this is a new but growing field, it will be interesting to see how websites will evolve to accomodate good copy and graphics that will be of value to the mobile warrior.

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Is Social Media the New Marketing Tool for Small Business?

As “everybody” is jumping on the bandwagon, Social Media and web 2.0 is all the rage in Silicon Valley. With Social Media gurus touting thousands of followers on Twitter, and thousands of friends on Facebook, one wonders if anybody out there is really doing any work, or are we busy thinking of things to tweat about (which no one really cares about). If Twitter gives us the up to date happenings of our “closest” friends or interested parties, how can one read the thousands of tweats a day let alone “learn from it” or enrichen our lives? Is it all about adding to the clutter? Throwing “mud” on the wall and see what sticks? Have we lost sight of what Social Media is really all about?

Building relationships, strengthening our community, sharing experiences. Fundamentally, these advance technological tools can enhance our lives. But along the way, we went overboard, got greedy, and over consumed like we always do.

Sometimes it’s important to just stop. Set things aside. And re-evaluate. “Is it really making my life better? Is it adding value to my friendships? My relationships?”

How does it help my small business? Is it draining resources? Or is it adding value to business relationships? Am I learning from others? Is there a healthy exchange.

In the process of redesigning our own website, these are questions that we are going to have to ask ourselves. And design a process that will really add value… not just clutter.

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Increase qualified leads at tradeshows

We all know that the goal of a trade show participation is generating new leads. Yet we almost treat the lead generating activity as a last minute low priority item. Much of our time is working on our “sales pitch”, the new features of the product, how much it costs, etc. When it comes down to getting the lead (much less qualifying the lead), we ask for a card, or “can I scan your badge”. If we took time to fill out the standard form on the lead scanner, it usually is a last minute guess at what information we are looking for.

What we don’t do is plan ahead. When was the last time you had a “lead generation” work session? Asking the questions that a prospective customer may have? Role playing? Getting to know and understand the prospective customer, what the issues and hot buttons are?

• A good brainstorm session will bring up situations or questions that may have arisen at a previous show. It can give light to how to handle a situation. What to look for at the next show.

Many times, the visitor may not be the purchaser of a product. Or even the influencer.
• Asking leading questions to find out who the decision maker is and how to get to them is more valuable that doing your sales pitch on every visitor that comes by.

• Asking questions about their work environment, their team, and what their challenges are will help you determine if your product is the right solution for them. How can your product make their work easier, faster, more cost effective, etc.

It’s not just about trying to “SELL” your product to every visitor that comes by, but really, trying to find the right customer that needs your product. Once you do that, your selling process will become much easier. For more tips on increasing your performance at a tradeshow, goto: http://www.design2marketinc.com/solutions/solutions_goexpo.html

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