Page 26 - MTMP_Magazine

Seasoned Vendors Know How to Make the Most of MTMP
by Farron Cousins, The Ring of Fire Network
With each conference, Mass Torts Made Perfect continues to attract new legal service vendors to our exhibit hall. The number of vendors is growing as fast as the number of attendees, and there are always fresh, new companies to visit while strolling through the conference.
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As the number of new faces and booths increase, it can become more difficult to stand out in the crowd. But there are plenty of seasoned veterans, some who have been staples at the conference
for more than a decade, who have offered up their advice on how to keep things fresh, innovative, and attractive to conference attendees.
One of the greatest challenges for vendors is keeping their approach to the conference
as fresh as possible. For some companies who have made double-digit appearances, they know the value of keeping things interesting for their prospective clients.
Sailesh Peringatt, the President of Neural IT, says that his company’s approach is to continuously think outside the box and to develop plans that will delight potential clients. He adds that it always helps to have interesting giveaway items that clients can keep on their desk at the office. These giveaways serve as a constant reminder of the company since their name and logo
is prominently displayed on an item that the client might be looking at every day.
It’s about making
the connection, providing value
and letting the deal close at the right time.” – Paul Faust,
Vice President of Ring Boost
Greg Simon, the CEO of American Retrieval Company, says that he likes to keep his approach simple. Whether it is partnering with other vendors to attract more clients, or simply meeting as many people as possible, Simon believes that the key to success lies within the personal connections made at
the conference, and, of course, following up with these people once the conference has ended.
And that may be the key to success at the conference—the follow up. If vendors don’t stay fresh on an attorney’s mind, it is easy for them
to be forgotten until the next conference rolls around. When asked about the most effective way to close deals at the conference, here’s what some of the veterans had to say:
“If a prospective client is engaged and wants to act as soon as possible you need to take that
time right away to break out with that individual and put together
a solid execution plan to get it done as soon as you can. Developing that relationship is very important with solid communication and immediate email follow up for summary. It can be stressful
but well worth the time and effort.”—Matthew Mosvick, President & Owner, MCC Media.
“When I first started it was all about “closing” deals at the conference. Now it’s about making the connection, providing value and letting the deal close at the right time. Sometimes it is at the conference and other times its better to reconnect after to get things closed. The attorneys who are there have a lot of sessions to
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