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Mice Net : December 2009
6 mice.net EDITORIAL ADVISORY BOARD Gary Bender World Conference & Incentive Management • Ian Walsh G1 Productions • Linda Gaunt MEA • Rosemarie Sama Reed Travel Exhibitions • Annabel Davis Sydney Convention & Exhibition Centre • Lynn Fairbrass Northern Territory Convention Bureau • Sharon Goldie MLC David Grant DGSE • Bryan Holliday ICMS Australasia Pty Ltd • Ruth Lilian • Ros McLeod Tour Hosts • Valerie Percival IBM Australia Limited • Elizabeth Rich Agenda Pty Ltd • Jeremy Garling Great Southern E-vents Editor's letter NATIONAL ADVISORY BOARD Russell Bennett Staging Connections • Elizabeth Bindon-Bonney BT Create • Katie Clarke Congress West • Anna Guillan Voyages Hotels and Resorts • Suzanne Hart SHE • Peter Kinnane Off-Site Connections Event Management • David Hall David Hall & Associates • Sarah Markey-Hamm ICMS • Sarah Seddon Atlantic Group (V) • Anna Stewart Queensland Conventions & Incentives MANAGING EDITOR email@example.com It's just not cricket Recently my son was invited to try out for a representative cricket team which unfortunately he didn't get into. Of course in a father's eye I thought he probably should have, especially since in his club game the day prior to the second trial match he scored 85 runs (incidentally beating my highest score of 81... and he's only 12!). But from what I've learnt since, it really doesn't come down 100 per cent to how well you play the game, but rather who you know and what political motivations are behind the selections... whether you're friends with the coach's son perhaps; whether you play left handed or right handed; whether you're a big hitter; even whether you play in the right club. Now don't get me wrong, I really don't mind that he didn't make it, and in truth, if he was scoring 100 runs a game then he would've got in or I really would be jumping up and down. What I objected to was that the selectors (coach, manager, etc), said they would phone or send an email to tell him how he went. Unfortunately, none came, and instead they posted the team on a website. How gutless! Remember that we're not talking about telling an adult that they didn't get a job or a promotion here. We're telling young pre- pubescent boys who are still finding their way in the world that they didn't make a team. We should be telling them bad luck, you didn't get there, but we hope you try again next year. So of course my wife and I had to do that. So what's my point? Like cricket trials or any form of representative sport I imagine, winning conferences, incentives, events, is probably rarely down to experience and quality alone. It's about relationships, knowing what you've got and what your clients want, understanding their motivations, getting in early and continuing to knock on the door when things don't go your way. There was a speaker at a conference I attended in New Zealand recently, Murray Thom of Thom Music, who gave some great statistics on selling: • A sale made after one phone call – two per cent • A sale made after two phone calls – three per cent • A sale made after three phone calls - four per cent • A sale made after the fourth call – 10 per cent • The fifth call – 81 per cent He also cited figures on the number of sales people who give up after each phone call: • After one phone call - 48 per cent give up • After two - 25 per cent give up • After three - 12 per cent give up • After four - 10 per cent give up What are your secrets to success? How do you cope with knockbacks and win? When you get no feedback do you just cop it on the chin and move on? Got any stories about your own children's sporting exploits? I welcome your feedback!