One of my favorite things to do at fairs and stock shows is to visit the exhibitors.

It's been quite a while in the making but we're excited to bring an element of this nature to CattleGrower.com.

Through the new Exhibitor Section members of CattleGrower.com can now share their business information with over 25,000 monthly visitors to CattleGrower.com in what we believe to be one of the most capable business directory platforms for ranch related products/services on the market.

Different than most business directories your probably used to seeing, CattleGrower.com provides several functions for feedback and interactivity:

Ratings and Comments
Others can rate your business with an easy click on up to five stars as well as make comments about what they might like (or not) about your business.

Build a Fan Following
Others can show their support of your business by becoming a fan.

There are several other great features that make this directory an excellent place for your business to be - Direct links to your web site, global mapping, and more.

Connected to Your Main Profile Page
Many of us don't have private web sites. CattleGrower.com membership provides one for you in the form of your main profile page which links to all your postings... Classifieds, albums, videos, and even your business listing in the new Exhibitor section. Just click my picture or name on this page as an example.

What About the Cost?
There is no cost for a standard listing, which is just fine for most folks. If you'd like a featured listing which will show in the top slide bar it's just twenty bucks month to month with no contracts, etc..

We'll also be looking for exceptional business listings to feature for no cost determined by:

• Quality of posting (completeness of listing, logo, etc.)
  
• Number and quality of fans
  
• Overall activity of listing owner in the CattleGrower.com community

Posting Your Business is Quick and Easy

1. Log in to CattleGrower.com
2. Use the "My Apps" icon on the main menu bar and select "Exhibitors"
3. Post your listing (be sure to have a logo image handy)

As a final note, all business listings, even paid, are subject to approval by CattleGrower.com - Please make your postings as professional as possible and use professional logos when at all possible.

Certainly feel free to post any comments, questions, or suggestions for business categories below (Must be logged in to Comment).

Below is an article originally written by Mike Brooks, Mr. Inside Sales.

While not specific to the livestock industry it provides excellent insights on how to better discover your prospects needs and make more sales.
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If I gave you a pencil and asked you to sell it, how would you go about it?

This is one of the most basic of interview questions for sales reps, and the answer reveals so much about your previous training, your understanding of the sales process, and ultimately about what kind of sales rep you are.

So, what is the most effective way to sell a pencil?  Well, first let’s look at how most sales reps go about doing it.  When I’m interviewing sales reps I love using this technique.  After letting a rep tell me how good of a closer they are, I pull out a pencil, hand it to them, and tell them to sell it to me.  And off they go!

80% of sales reps start the same way – they start pitching.  “This pencil is brand new, never used.  It has grade “2” lead and a bright yellow color so it’s easy to find.  It comes with a built in eraser,” etc.

Some reps can (and do!) talk about it for 5 minutes or more before they ask a question or ask for an order.  As the sales rep rambles on, I begin to yawn, roll my eyes, etc.  Amazingly, this just makes them talk even more!  “What’s wrong with these people?” I think.

Now let’s look at how the top 20% go about selling a pencil.  As soon as I give a top rep the pencil, they pause, and then they begin asking me questions:

“So how often do you use a pencil?”

“How many do you go through in a month?”

“What other locations does your company use pencils at, and how often do they order them?”

“What quantity do you usually order them in?”

“Besides yourself, who’s involved in the buying decision?”

Quite a difference, huh?  I’ll tell you right now, I listen to hundreds of sales reps in a month and they can easily be separated into these two groups:  Those who pitch, pitch, pitch, and those who take the time to understand their prospect’s buying motives, and properly qualify to understand the entire selling process. 

Now let’s see which category you fit in.  When you speak with a prospect for the first time, how much of your script is focused on describing and pitching your product or service as opposed to questioning and uncovering buying motives?

If yours is like most scripts I review, then it’s filled with descriptions of what you do and how your product or service helps them.  Most scripts attack the prospect with a barrage of “value statements” that turn people off and make them want to get you off the phone as quickly as possible. 

Want a better way?  Then take a tip from some of the best “pencil sales reps” and change your script and opening to focus more on questioning - discovering whether you’re dealing with a qualified buyer, and what it might take to actually sell them.

Without knowing this, you’ll just end up with a lot of frustration and a lot of unsold pencils at the end of the month.

Perhaps the toughest situation for ranchers in decades is on the horizon.

Overall market conditions are deteriorating.... Livestock prices are dropping.... The value of the dollar is down.... The stock market is shaky.... The Government wants to meddle more in your business.... And several ranchers will be forced into foreclosure.

In an uncertain market, when your income stream may not be gushing as vigorously as usual, it makes a lot of sense to get busy plugging up the profit holes.

Certainly most might expect profit holes to be related to the actual expenses in your ranching operation (more output for less input). But what I'd like to focus on here are a few core opportunities you might not be realizing that may prevent you from succeeding in this tough market:

1. Not Looking for Business.
This is the biggest profit hole in our industry.

We’ve just ridden a long wave of truly amazing market conditions. Business was hot; everybody wanted to sell, or buy, or both, and everybody needed something. Many newer ranchers (3-7 years) never prospected and never learned how to market their services; they simply relied on the seemingly endless high tide of business coming their way. Even more seasoned ranchers were so busy they got out of the habit of marketing and didn't take time to learn the newer, easier and better ways.

Well, the tide has gone out, and who do you suppose is busy now? It’s those consistent prospectors—the ranchers that were going to shows and fairs, sending out mailers, keeping in touch with those they know, networking to create new sources of business, and keeping up with new technology. And as of lately, the numerous Ranchers who have found several new contacts, friends, and potential for future business through by joining CattleGrower.com

Plain and simple - If you want to do more business, you have to find it. It’s not too late to better position yourself for a weakening economy. But if you’re not marketing, you’re giving away your business, and your profit, to someone who is.
 
You must stay in front of prospects or they will not think of you.
Even when people are not buying or selling, you can still offer them a valuable commodity -  information. So get in touch with the people you want as your clients and work to meet new people. Don't be afraid to share your knowledge and experiences... This is your most valuable asset and the number one way to attract others to you.

2. Taking Too Long to Respond to a Changing Market.
The longer you stand there scratching your head and hoping that things will just go back to “normal,” the more time and money you’re losing. You can buy into the media doom and gloom or you can use your head and get back to work.

It's up to you - Retreat in panic, continue with the status quo and expect more of the same, or intelligently change.

CattleGrower.com Members - Certainly feel free to comment with any advice or strategies that have helped you
to succeed in this challenging market below (must be logged in).

Not a Member of CattleGrower.com? We'd love to have you! Simply use the "Sign Up" link to join us.