Best Practices & Upcoming Webinars: Food Grade Lubrication, Sales

Join us next month (February) for these upcoming webinars:

Food Grade Lubricants
Date/Time: February 15, 2012, 12:00-1:30 p.m. CST
Presenter: Lawrence Ludwig, Schaeffer Manufacturing Company
Short Abstract: This webinar will discuss what constitutes a food grade lubricating oil, the type of equipment they are commonly used in, how to change over from a non-food grade to a food grade lubricant and some of the current issues and challenges that are being seen in food, beverage and packaging plants and operations. [Click here] to keep reading, get more information and to register.

Prospecting in the Digital Age: Using New Media to Generate More (and Better) Leads
Date/Time: February 22, 2012, 12:00-1:30 p.m. CST
Presenter: Jerry Kennedy, Inside Out Business Solutions
Short Abstract: Facebook. LinkedIn. Twitter. YouTube. You hear about them everyday, and businesses are jumping on the bandwagon at an ever-increasing pace. But is social media all it's cracked up to be? Can getting involved really help you generate more high-quality leads? The answer might surprise you. Even in industrial sales, social media platforms and online marketing can be game changers for your business. Self-confessed Facebook junkie Jerry Kennedy will discuss the ins and outs of creating and deploying a successful social media strategy to help you attract your ideal clients faster and more effectively. [Click here] for more information and to register.

Best Practices, Tips and Resources
Source: From January's webinar on Using NEADS Analysis to Get to "Yes" in Industrial Sales with Jerry Kennedy
Topic: How to get permission from a prospect
Tips:

• Website: If, as a distributor you don't have your own (rather, there is a parent company website), create one. People get information from doing a search on Google, so make sure you come up in a search for a given question. In order to do that, you have to have a great website with great content.


• Opt-In: Once they are on your website, give them a way to communicate with you - whether that's asking you a question, or opting in to your electronic or print newsletter. This gives you immediate permission for you to market to them.


• Get Creative: Find creative ways for them to engage with you. A great technique for this is a "lunch and learn." Advertise it, drop off flyers and let them know about it, and then host a lunch and learn and provide instruction on a topic relevant to them. Start thinking about and creating your own content. Go to the places where your prospects hang out and find a way to give a presentation to that group. They will then come to you giving you their business card, saying they want to learn more. That's how you get permission to market and sell to your best clients.

[Click here] to get more information and to purchase this recording

Source: From December's webinar on Grease and its Use in Food Processing with Wayne Mackwood
Topic: Approved H1 grease components
Resource: List of approved components

• Thickeners: Anhydrous Calcium, Aluminum Complex, Clay, Polyurea, Silica, PTFE, Calcium Oleate, Calcium Sulfonate Complex. Note: No lithium-based grease


• Oils: white oil, PAO, PAG, Dimethylpolysiloxane (silicone), Polybutenes, Alkylated Naphthalenes, Synthetic Esters, PFPE


• Additives: Antioxidants (BHT, PAN, Phosphite, Aminic), Polymers, EP/AW (Ca Carbonate, P, S, P/S Compounds), Corrosion Inhibitors, Petrolatum, Metal Deactivators, Antimicrobial Agents

[Click here] to get more information and to purchase this recording

January Webinars: VOCs from MWFs, Sales

As you start to plan out your holidays, keep upcoming education events in mind, whether it be for your own personal knowledge, for recertification (STLE's CLS, CMFS or OMA designations), or to help you with a specific issue you're facing right now at work, or will face when you get back from the holiday!

January marks the beginning of a new year and with it, we will feature 2 webinars per month, up from one per month this past year. The increased number will allow us to cover a larger number of topics throughout the year, including topics that impact you on a daily basis no matter what industry you're in. See below for the first two webinars taking place in January. If you'd like to see the entire year's schedule (still tentative), click here.

January 11, 2012: VOC Emissions from MWFs with Mike Morris & Uyen Uyen Vo, SCAQMD Short Abstract: The South Coast Air Quality Management District (AQMD) is the local air pollution regulatory agency serving the South Coast Air Basin (Basin) consisting of portions of Los Angeles, Riverside, Orange and San Bernardino counties in California. The air quality in the Basin has been designated as extreme non-attainment by the U.S. Environmental Protection Agency (EPA). For that reason, AQMD often finds itself at the forefront of the nation’s emission reduction efforts. As part of these efforts, AQMD has been investigating volatile organic compounds (VOC) emissions from metalworking fluids. One of the primary challenges has been to find a reliable test method to determine VOC content...click here to keep reading and to register.

Notice: In early 2012, AQMD and ILMA will sponsor a joint symposium on emerging low-VOC technologies, including water-dilutable, bio-based and paraffinic products, to further explore emission reduction opportunities.

January 18, 2012: Using NEADS Analysis to Get to "Yes" in Industrial Sales Short Abstract: We've all heard about the importance of identifying customers needs as a crucial part of the sales process. But how can you ask the right questions to uncover those needs? And what should you do with that information once you've acquired it? And, perhaps most important of all, how can knowing a customer's needs help you close more deals? These questions and more will be answered by the application of NEADS analysis to your sales process. NEADS analysis is a system of questions and methods that will help you guide prospects through the sales process and convert them into loyal clients. Click here to keep reading and to register.

Click here to view the flyer for both events, or click the event titles above to see the event listing and to register.

Registration Now Open for June's Webinar, Focused on Sales

Join STLE and Jerry Kennedy for June's webinar, which will focus on ways to streamline your sales process. Jerry writes the Selling Points column for TLT, which has featured a focus on this need to get to "no." You can view his latest contribution and get a preview of the webinar content by reading the article here. You can also see the event flyer for more information. See below for an overview of the event.

What: Getting to No - 5 Steps to Streamline Your Sales Process and Make Sales Faster and More Frequently

Who: Jerry L. Kennedy, Inside Out Business Solutions
When: Wednesday, June 22, 2011, 12:00-1:00 p.m. Central, with 30 minute extended Q&A from 1-1:30 p.m.
Where: STLE University, broadcast to your computer

Abstract: If the ultimate goal of every salesperson the world over is to get that coveted yes in the form of a signed deal, then why does Jerry Kennedy want you to learn how to get to no faster and more often? Because the faster you can get your prospects to tell you no, the sooner you can move on to working with prospects who can and will say yes! In this webinar, you'll learn how to:

• Remember that "no" really means "not now"...and what you can do about it


• Get more prospects to tell you "no"...and why that's a good thing


• State your intentions and get an honest answer from your prospects


• Ask better questions to make sure that your prospect should be buying what you're selling


• Know when to say "no" to your prospects...and why it's critical to do it


• Avoid getting sucked into the "maybe" game by your prospects
  

Today's world of information overload and rapid-fire decisions, knowing how to get to "no" faster and more often is one of the most important skills a sales professional can master.

Register today to learn this vital skill! The registration deadline is set for Monday, June 20, 2011. Please note that there is limited space available, so register soon to ensure your participation. If you register after the deadline, there may not be space available. While viewing the STLE Store listing, click "Add to Your Products" to purchase. Price: $39 for members; $59 for non-members. Course cost includes reading and/or reference materials, presentation slides, a recording of the event, the Q&A Session Summary, and access to the assessment, which allows you to earn Education Credits (ECs), which may be applied in the recertification process. For more information, please click here.

We hope to see you at the event. If you have any questions, please contact us at (847) 825-5536 or at klemar@stle.org.