This week brings you tips from Mark Rockwell of Rockton Software
- In preparing for Convergence, consider joining The Spot or co-marketing with other Partners. There are lots of ways to team up. Perhaps you can find another ISV that has a similar or complementary business offering. Split the costs of giving away a nice prize to attendees for visiting both of your booths.
- At Convergence, train your staff to ask leading questions to passers-by that walk down the aisles in front of your booth. We’ve had great success at Rockton asking “Do you use (Microsoft) Dynamics GP?” It quickly weeds out the non-GP users, and amazingly engages the passer-by to answer a follow-up question such as “Have you heard of Rockton and what we offer?” By being aggressive in “fishing” the aisles to bring people into our booth, we get roughly 50% more attendees to step into our booth and hold a conversation with us.