NECSES Events are pleased to announce the launch of a series of Business to Business Fairs which provide local businesses with a platform to promote their products and services to other local businesses.

The events are held in towns throughout Suffolk and Norfolk with the first of these fairs taking place at the Corn Exchange in Bury St Edmunds on the 30th September between 11am and 5pm.

If your objectives are to generate new customers, boost sales, launch new products or improve brand awareness, having a presence at the fair will provide businesses with the platform to achieve this and much more.

NECSES Events’s Events Manager, Jane Yeo said ‘By exhibiting at our local shows, you can save your sales team weeks of time-consuming research and meetings by generating hot new business leads.’

The events attract a large audience of high quality SME business owners and entrepreneurs who are looking to:

• Develop their businesses
• Establish new relationships
• Source new suppliers
• Network with other professionals
• Forge new partnerships
• Receive advice and guidance
• Be inspired by small business experts

For visitors there is also an informative seminar programme throught the day giving businesses vital information on key issues surrounding their busines.

Seminar Programme

12pm – 1pm – ‘Grant Thornton’s Tax Update’ – Julian Berrill, Grant Thornton UK
1pm – 2pm – ‘Fire Safety in the Workplace’ – Ian Shakespeare, Fire Risk Assessment Consultancy UK Ltd
2pm – 3pm – ‘First Aid and Lifting Regulations For Your Business’ – Jon Bray, J Jazz Services and Training
3-pm – 4pm – ‘Search Engine Optimisation – The Final Piece in the Jigsaw’ – Barry Edge, NECSES Webdesign

Alan Wells of Wells Stitched Embrodery, outlined the reasons for them exhibiting on the day ‘ In the current economic climate it is more important than ever to understand business trends, to be in front of your company’s prospects and customers and to be networking face-to-face.’ NECSES Events Business to Business Fairs are designed specifically for time poor business owners, directors and entrepreneurs to do just this.

By attending the fairs you will be in an exciting business environment where you will be able to learn cutting edge business techniques, listen to inspiring keynote speakers, network with likeminded individuals to help win and develop business as well as sourcing products and services from a diverse exhibition.

Entry is free for visitors on the day and for more details on the event visit www.necses-events.co.uk Limited places asre still available for exhibiting contact Jane Yeo on 01359 240 372 or e-mail jane.yeo@necses-events.co.uk for further information.

NECSES Events are pleased to announce the booking of one of our popular Professional Development Fairs at Strathclyde University on March 3rd.

The events are popular with students and exhibitors alike as they provide an ideal opportunity for businesses to promote their support services for under graduates and post graduates on campus, giving exhibitors direct access to thousands of students.

Whether you are recruiting or promoting new products or services the fairs offer a fantastic opportunity to reach the next generation of professionals.

To book a stand or enquire about the many sponsorship opportunities available for the fairs, please contact our team on 01359 240 372 or e-mail enquiries@necses-events.co.uk

Every now and then we find an article that we think is worth sharing with visitors to our website. This is one such article.  Written by Maria Marsala on February 7, 2005 it is still a very relevant article in today’s business market, perhaps even more so.

Business Owners: 23 Things to Say When Someone Wants to “Pick Your Brain”
Many service business owners these days are “giving away” their business services – and then wonder why people aren’t hiring them in droves. In the name of “marketing,” business owners are providing way too much information for free. Some shifts in thinking are necessary if these business owners expect to be in business years from now. Even trained coaches, I believe, do too much pro-bono work. Why? They say that they need to practice, but the bottom line, IMO, is that they don’t value their gifts.

What can you say to people who 1) ask outright for free information, or 2) want to “pick your brain” or 3) just start talking to you about something, and you realize that they’re trying to “borrow” your valuable resources without becoming a client? Here are some ideas. Try them on to see which ones “fit” you best.

Things to say when someone asks you – a service business owner – for free information!

1. My charge for an initial consultation is “x.” If we turn out to be a good match, and you hire me, I’ll apply 1/2 of “x” towards your commitment.

2. I’m happy to give you 5 minutes or less of free time, however, most issues are more quickly & effectively resolved in an undisturbed session(s). May we schedule a meeting so I can give you my undivided attention?

3. If someone is very persistent, whip out a stopwatch & say “For £2 a minute I’d be happy to go into this now. May I start the clock & do you prefer to pay with cash or check?”

4. What I can do is refer you to a free resource on “_______.”

5. I do work with two pro-bono clients, who are in desperate need financially. I’ll take your card and add you to the waiting list.

6. Yes, I do work with clients on “name the issue.” Would you like to set up a consultation?

7. That will cost “x” per hour.

8. There’s a lot I can do for you that’s similar to the work I did for “xyz” client. Would you like to get together and build a marketing plan? (And then charge for those services.)

9. Well, I’d love to suggest something; however, my fees are “£xxx” per hour.

10. Are you looking to hire me?

11. Are you looking to hire _____? Well, I’d love to talk to you about that; my fees are “x” per hour.”

12. You may call me for a 15-minute talk, very focused, on that issue.

13. “Well, the answer to that question depends” and then spend a few minutes explaining some of the options and considerations. For example, I may explain that the best way to identify the “solution” is to work backward from the desired end result and process. That provides a natural lead-in to: “If I were to work with you on this project, here’s how we would do it…”

14. Sorry, I can’t answer that unless you pay my fee (or hire me).

15. A complete answer to your question is going to take more than 15 minutes over the phone. Would you like me to send you a proposal on this?

16. I have really enjoyed talking with you and would like to help more. May I send you one of my brochures and a rate card?

17. Do you have a time line and/or budget in mind for solving this problem?

18. Have you looked at cost estimates from others who would like to help you solve this problem or complete this project?

19. It’s not a good time for me to begin a session right this minute. Would you like to briefly discuss session times and fees?

20. Are you seeking generic free information on “the topic” or to work with a “your profession here” to address your specific situation? [If I have a free resource, I'll ask for their email address and send it to them.]

21. I provide a general 3-4 sentence overview of how I would address their concern with them. Then I say that I’ve found that the sorting of the information available and subsequent application of that information is so specific to each individual that I always recommend hiring a “your profession here” for getting that one project completed.

22. Well what I can offer you on that subject is an ebook (CD, audio, etc) called ________. I’ll email you the link.

23. Refer them to these “free” or “almost free” resources:

• The library has books/tapes/audios/CD/reference librarians.
• Find a professional who needs your services and see about some sort of in-kind exchange or barter. Again, this isn’t totally free, as you do need to report it on your taxes, but in most cases, there isn’t any money exchanged.
• Join lots of ezines by experts in the area you’re looking to learn about, but do it quickly while they are still free. And know that the ‘best of the best’ contain ads and affiliate programs, too.

Marcia Yudkin, Marketing Consultant, Speaker and Author says this in Marketing Minute: http://www.yudkin.com/marksynd.htm “You can head off a good portion of that from paying clients by setting down in writing what your fees cover and do not cover. While you don’t want to come off as some sort of dictator with a stringent rulebook, it helps to set forth guidelines for a productive relationship. For folks who are not yet clients, feel free to copy what I do. If I can answer a question in five minutes or less, I generally just go ahead and do so. If a question is more complicated than that, I reply, ‘I couldn’t do justice to your question without a consultation. My consulting rates are …’ Prevent hassles by making expectations explicit!”

Remember, as a service business owner, part of what you “offer” clients and what they value from you is your knowledge and expertise. It’s as much a part of your “services” as any tangible materials you produce. So make sure to treat it as such, and get compensated fairly! When you value your services, others will, too.

With special thanks to members of the CoachU Alumni Helping Alumni List http://www.coachu.com/, Digital Eve Seattle and Freelance Seattle, www.freelance-seattle.net discussion lists for sending me their questions and observations, which contributed greatly to this article.

© 2004 Maria Marsala, Business Builder and former Wall Street Trader. “Powering-UP service busine$$es and their owners”. Providing articles, tips, classes, and business resources in our ezine “SIMPLE Business Steps” Learn more at http://www.ElevatingYourBusiness.com

NECSES Events are pleased to announce the booking of one of our popular Professional Development Fairs at the University of Brighton on February 24th 2011

The events are popular with students and exhibitors alike as they provide an ideal opportunity for businesses to promote their support services for under graduates and post graduates on campus, giving exhibitors direct access to thousands of students. Whether you are recruiting or promoting new products or services the fairs offer a fantastic opportunity to reach the next generation of professionals.

To book a stand or enquire about the many sponsorship opportunities available for the fairs, please contact our team on 01359 240 372 or e-mail enquiries@necses-events.co.uk

NECSES Events is pleased to announce the launch of a new event aimed at promoting businesses within the Bury St Edmunds area. Taking place at the Corn Exchange on the 30th September 2010, the event will allow visitors to meet and network with businesses from around Bury St Edmunds.

It offers a fantastic opportunity for visitors to source suppliers from within the Bury St Edmunds area and also keep themselves updated on latest business legislation through our seminar programme.

Sponsorship opportunities are available please contact Jane on 01359 240 372 or e-mail jane.yeo@necses-events.co.uk