Latest headlines: Omar Prashad on why free isn’t the answer for your clients right now, Scott Tiner on the month of September and trade show
October 15, 2020 | Volume: 13 | Issue: 20
In our issue today we have a column from a new writer, Daniel Shatzkes (welcome, Daniel!), who writes about passion in AV. It’s pretty easy to find in the industry segment he originally came from — studio and live sound. People are always passionate about music. But what about some of the more mundane but still critical audiovisual technologies out there that keep the world up and running, particularly right now? Is someone out there passionate about a matrix switcher, or beam-forming microphone? Well, probably — but I’d venture to say that most of us are passionate about the systems, the problem solving, the feeling when something all comes together or the relief on the client’s face when she realizes something is finally going to be easier or work they way she needs it to. Check out Daniel’s article below to see what else he has to say about AV passion and how you can actually use it in your work life. Then leave a comment on social media or on our site letting us know what you’re most passionate about.
One interesting strategy I have heard espoused by more than one of the knowledgeable sales leadership voices was that sales teams should be using this time to focus on strengthening long-term relationships with customers. It seems like sound and logical advice that’s always applicable. My issue is many of these people were suggesting the pathway to achieving this was through doing things for free or at no margin. When we give something to a customer for free, we’re really doing two things: We’re helping another company at the expense of our company, and we’re hoping (consciously or subconsciously) that doing this will leverage the very powerful psychological principal of reciprocity. Here are three reasons that’s a bad idea.
In case you were not paying attention during the month of September, a few news stories broke regarding industry trade shows. This blog is my reaction to this information and my thoughts about what the next year will bring in terms of trade shows. Before I go any further, I want to be clear that I would love nothing more than to ship off to Orlando in June to attend InfoComm and see old friends. I would love nothing more than to see the live events industry come roaring back and give all our colleagues who have suffered so drastically during the past several months a chance to get back on their feet. Yet, I also believe that the responsible thing to do for us and our industry is to take a reasonable, logical approach to what is coming.
I’ve made an introspective observation that is a driving force in my business, and well worth sharing. Perhaps it can be eye-opening and reinvigorating for other integrators as well. And while this particular insight may sound cliche at first, I ask you to continue reading as you may draw unexpected conclusions or perspective from these thoughts. I am talking about passion — a significant undercurrent in both the AV and MI industries. And tapping into that passion in novel and informed ways can lead to growth and success.