The story resumes in the same office. Another eager and motivated expo salesperson named Toni has witnessed Michelle’s success. As this person was prospecting for Mid-America Remodeling & Design Expo (www.101expos.com/marde), she came across a retail store whose website  stated, “New Web Store Coming Soon.”

Curious, this salesperson called the store and asked, “How long has your Web store been under construction?” She learned that no one had actually worked on it for quite a while. She filed that information in the back of her mind, and ultimately began talking with the store’s owner about the expo. She sent him follow-up information. But each time she called, he’d tell her he had been too busy to look at it.

When, during her 4^th follow-up call, the owner again tried to tell her that he was too busy, she stopped him in his tracks. “Look,” she said. “Let’s put the expo aside. Given today’s business environment, I think your Website is where you need the most help. I suggest you stop in and spend some time with us to get a better feel for what we do, and how we can help you.”

The man grew silent, then conceded that he would be nearby in the next week making deliveries. Toni set up a meeting with her co-workers at Checkerboard Strategic Web Development (www.checkerboard.com) for the following Tuesday.

There once was an expo salesperson named Michelle, who refused to let a little word like “no” stop her from making her goals. Recently while talking with a prospect about the Mid-America Remodeling & Design Expo (www.101expos.com/marde), she heard every objection imaginable including “We don’t have a booth and we don’t have any ideas for a booth.”  So the industrious salesperson convinced the prospect to come into the office by stating, “We can help you come up with ideas for your booth. Oh, and did I mention we can also do booth graphics?” And so, the meeting was set.

On the day of the meeting, Michelle cordially introduced the prospect to people representing Kocina Marketing Company’s (KMC) various services (www.publicity.com). He was so impressed that he paid in full for exhibit space at Mid-America Remodeling & Design Expo and the company’s Seniors Expo. He is even talking with one of KMC’s other companies, Checkerboard (www.checkerboard.com), about enlarging some photos for use in his booth display.

But wait. There’s more! He also spoke with Checkerboard developing his Web site. The conversation then turned to the value of blogs, which led a further discussion about KMC’s newest service: Internet Advocacy.

Remarkably, there’s still more! This prospect is developing a new beverage and could possibly become one of KMC’s Media Relations clients as well.

“It really helps to get people here and in front of our people,” Michelle commented.