Education Tracks
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TUESDAY, JULY 14, 2015 • EDUCATION DAY
                                                   
     
9 a.m.-
9:55 a.m.		   Lead-Generation Made Simple: Grow Your Customer Base in 21 Days
INTRODUCTORY – 1 Credit
Many advertising specialty distributors struggle through grueling, repetitive cycles of cold calls and rejection just to bring on a single new client. They spend weeks or even months pursuing an appointment with a particular prospect only to find out the person isn’t even qualified to buy. If you’re ready to trade in the anxiety and frustration of the “standard approach” for a tested, proven process for bringing new customers through the door like clockwork, then this session is for you. Discover the simple steps you need to take to turn the tables on rejection and begin getting new customers within 21 days.
About David Blaise
     
10 a.m.-
10:55 a.m.		   Dig Deep: Discover Your Client’s Needs and Sell More
INTRODUCTORY – 1 Credit
Our technology-driven market has radically shifted business-to-business sales away from the old-school, solution-based selling. Today we have more competition and enormous price pressure, which makes navigating the sales process in the Digital Age much more challenging. The behavior of buyers has changed, and our sales style must adapt to the new environment in order to achieve sales success. You’ll leave this session knowing how to:
      
  • Ask the right questions to overcome price pressure and close deals
  • Develop a collaborative sales style that speaks your client’s language
  • Understand the behaviors of buyers and the impact on the sales process
  • Uncover the buyer’s true needs
  • Create a system of continuous new qualified buyers to keep your sales cycle flowing.
About Chris Vanderzyden
     
11 a.m.-
11:55 a.m.		   Profit From Social and Mobile Marketing
INTRODUCTORY – 1 Credit
There are lots of social media platforms and smart mobile marketing tactics that you can use to reach your prospects and customers. In this session, you’ll discover how in less than an hour a week, you can create a powerful social and mobile footprint to increase visibility and connect with prospects and customers – and gain a competitive and digital advantage. You’ll leave knowing how to:           
  • Use simple, actionable online tools and tactics to make money from your social and mobile marketing efforts
  • Turn “likes,” follows and other online interactions into recurring buyers
  • Manage and grow your online reputation
  • Avoid cash-sucking pitfalls and time-wasting missteps.
About Ford Saeks
     
12 p.m.-
1:25 p.m.		  
Co-sponsored by
Fields Mfg., asi/54100 Stahls’ ID Direct, asi/88984 Fey Promotional Products Group, asi/54040 Showdown Displays, asi/87188

Networking Lunch: Ask the Experts Anything (First come, first served)
ALL LEVELS – 1.5 Credits
In this fast-paced lunch session, you'll discuss hot topics with our popular ASI Show speakers, subject-matter experts and your distributor peers. Want to know how other industry members are dealing with a top business challenge? Or what hot markets others are finding success with? You'll get the answers to all of your burning questions, along with fresh ideas for doing business in 2015, when you spend one-on-one time with other ad specialty professionals during this unique networking opportunity.

      
Expert Presenters
David Blaise,   Blaise Drake and Associates Marki   Lemons-Ryhal, Marki Lemons Unlimited
Mary Blondell, Stahls' Gill Lindsay, A+ Career Apparel
Jay Busselle, Affinity Express Heather Lutze, Findability University
Danny Friedman, Added Incentives Lisa Peskin, Business Development University
Shari Garvalia, Showdown Displays Ford Saeks, Prime Concepts Group
Lillian Glass, Dr. Lillian Glass Don Sanders, Don Sanders Marketing
Matt Gordon, A+ Career Apparel Chris Vanderzyden, Chris Vanderzyden Global
Carleen Gray, Stahls' Matt Wagner, Fields Mfg.
Mary Grimm, Stahls' Ron Williams, Fey Promotional Products
Bobby Lehew, Robyn Promotions Samantha Williams, Fey Promotional Products
About Joe Haley
     
1:30 p.m.-
2:25 p.m.		   Money Matters: 7 Financial Tips to Make Your Sales Soar
INTRODUCTORY – 1 Credit
The fear of money, and misunderstanding business numbers, often holds businesses back from achieving their full potential. According to the Small Business Administration, one-third of new businesses fail within two years, and 56% within the first four years; the primary inadequacy cited is lack of financial knowledge.          

Real growth occurs when time is spent focusing on the long-term planning of a business, and the numbers are a key component to planning and achieving maximum growth. In this presentation you’ll learn strategies to overcome financial fear, how to understand the value numbers provide, and the importance of developing an action plan to ensure the highest level of performance within your business. You’ll leave with:

  • Clear steps to understanding the complete financial picture of your business
  • The knowledge to assess and utilize key financial metrics as tools to expose business strengths and weaknesses
  • The secrets to overcome that nagging fear of money that impedes the flow of money into our businesses
  • Tips on creating an action-based financial plan to drive your sales numbers, profit margins and income.
About Chris Vanderzyden
     
2:30 p.m.-
3:25 p.m.		   Master Negotiation Skills: Handle Price Objections and Close More Sales  
INTRODUCTORY – 1 Credit
 In today’s competitive ad specialty marketplace, price is a major issue. However, you may be surprised to learn that price is always more of an issue in the seller’s mind, rather than the buyer’s mind. To succeed as a new distributor, it’s essential to learn what your customers want and the real reasons they buy. Plus, when you know your competitive edge, establish your value and communicate it effectively to customers, price will rarely become an issue. In this session, you’ll:
     
  • Master techniques proven to close a sale when faced with price resistance
  • Learn to sell value, not price
  • Train your clients to know that your quotes are non-negotiable
  • Acquire new ways to handle inquiries from purchase agents.
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About Danny Friedman
     
3:30 p.m.-
4:25 p.m.		   The Instant Expert: Become a Promotional Consultant
INTRODUCTORY – 1 Credit
We all know that consultative sellers often earn many times what typical product sellers earn. For that reason, the sooner we can begin to function as a true promotional consultant, the sooner we can increase our income. In this groundbreaking session, business-growth expert David Blaise will empower you with the consultative questions and tools you need to accelerate your results, position yourself as an expert and serve your clients as a true consultant.
About David Blaise