Conference Me In

My life and conferences seem to go hand-in-hand these days. And I have to admit- I enjoy it. I travel well, I am low maintenance, not requiring a great deal of luggage or a lot of time to get ready. I enjoy living on the fly and being able to get up and go, as needed. The next conference I will be attending is in Wisconsin and then I will be in Washington, DC in May. The opportunity to get face-to-face, stepping off the virtual front porch and shaking hands is the best. Putting a face to the voice and email signature has sealed more than one deal.

My father was a salesman. My earliest memory of understanding his career was when he brought home a flexi 45-record that had a Culligan commercial on one side and a jingle on the other. Yep, he was a Culligan man, selling high-end water softeners. He also installed and did monthly maintenance on his accounts. One of his accounts was Jack Lemmon's house and he often spoke of what a nice man Mr. Lemmon was. He was good at his job and stayed with sales his whole life, moving from water softeners to electronic scales to stock to aloe vera to paintings to anything....

He believed in a firm handshake and taught me how to shake... "Don't shake hands like you are a fish - firm grip - and look them square in the eye..." He went to conferences, conducted conferences and sales meetings and understood the power of face-to-face. I have often thought about how he might have handled social media... He passed away shortly after 9-11, a couple years before the social evolution rocked the business world. I don't think I ever even received an email from him, but I think he would have embraced it all...

The power of a handshake, the strength that resides in looking someone square in the eyes, the gift of listening with purpose, the connections that open discussions and close sales, the knowledge gained from taking in relevant sessions and applicable tracks. The time between sessions, the walks through the exhibit hall, the exchanged nods that confirm acknowledgement though entrenched in other conversations. All are conference bonuses.

Here's the thing: nothing has brought me more friendship, knowledge, or business than regularly attending conferences. Decide why you should go and then fulfill the reason. It may not be for you, but if you never attend, how will you ever know?

Conference season is open; happy hunting to all.

© by rayannethorn

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Permalink Reply by Alan Whitford on April 9, 2010 at 11:37am

Hi Rayanne

Great Sales lessons - and lessons for life.

Looking forward to seeing you in Madison, shaking your hand and looking you in the eye :-)

Cheers

Alan