http://www.articlealley.com en-us editorial@articlealley.com On the surface, showcase marketing seems simple enough: create a free event with you as the star, book a room at a great conference venue, include a magnificent meal and fill the room with qualified prospects. Who wouldn’t want to attend? Unfortuna... http://www.articlealley.com/article_184005_15.html 05th July 2007 When it comes to personality profiling, the human development industry has countless tests and assessments from which to choose. These instruments may differ greatly on the surface - in the number and names of the archetypes each model advocates and the ... http://www.articlealley.com/article_175223_15.html 16th June 2007 As the BBVA Group Report we discussed in last week's article reveals, members of the human development profession have a lot of work to do to become masters of marketing their services. (Go to MasterStream.com/htmlemail/docs/Area12Report.pdf to a... http://www.articlealley.com/article_167387_15.html 31st May 2007 Method 1: Client base Saturation - When looking for new business, your current clients are always your BEST prospects! The focus of this approach is developing all client relationships to their maximum potential - helping them in every way possible and, ... http://www.articlealley.com/article_159724_15.html 15th May 2007 I remember a lunch I had with a colleague during my very first year in the industry. We were talking about my new life as an independent consultant, when he jokingly said, "All you need to be a consultant is a briefcase and a business card!”" How wrong... http://www.articlealley.com/article_148501_50.html 18th April 2007 It's often been said, "You can't be all things to all people." So I accept the fact that as a speaker, trainer, coach or consultant, you can't offer every service or topic that your clients may want or need. But you need to get as close as possible if y... http://www.articlealley.com/article_144343_15.html 04th April 2007 There's no doubt about it! When it comes to the world of speaking, training, coaching and consulting, it's a highly competitive buyer's market. Industry-wide, there are literally tens of thousands of professionals from which to choose! How competitive... http://www.articlealley.com/article_143552_15.html 02nd April 2007 Have you ever lost an opportunity because you weren't perceived to be as "qualified" as a competitor was? Did you ever hesitate to approach a prospect because you didn't think you were "ready" yet? Have you ever thought, "What makes ME think someone el... http://www.articlealley.com/article_141746_50.html 28th March 2007 You don't become exclusive until you exclude. There is nothing more exciting than being on the invitation list of an exclusive event. Now imagine your shattered expectations when you arrive in your formals only to find a hastily placed bowl of candy on ... http://www.articlealley.com/article_139884_64.html 27th March 2007 To make a REAL impression, give QUALIFIED visitors something that shows you understand their needs and want to give them something that will actually help them. A package of tissues imprinted with the name of an allergy medication is much more effective t... http://www.articlealley.com/article_138443_64.html 14th March 2007 Enter a drawing, play a game, sample something, check out an unusual object, meet a celebrity guest, talk to stunning spokes models, watch a magician - these and dozens of other ideas seem to be perfect bait for attracting people to your booth ... but the... http://www.articlealley.com/article_136055_64.html 08th March 2007 Let's check your progress. If you've read any of the articles in the "Secrets of Trade Show Selling" series, you know your purpose. You've secured a great location. You understand layout and lighting. Now the big question is, "What Would Martha Do?" ... http://www.articlealley.com/article_136035_64.html 08th March 2007 Generally, the ambient light available in a convention center is barely adequate for setting up, let alone creating any sense of style. Beyond the obvious advantage of allowing visitors to actually READ, proper lighting attracts visitors, directs their at... http://www.articlealley.com/article_135125_64.html 05th March 2007 Think of your booth as the cover of a popular magazine. A cover's job is to grab people's attention long enough for them to read the headline. The headline's job is get enough of a reaction from people that they are compelled to read the subheadings. Th... http://www.articlealley.com/article_132829_64.html 28th February 2007 Unless furniture is what you sell, it MUST be kept to an absolute minimum. You want as much open floor space as possible - and every piece of furniture robs your exhibit of valuable space for your visitors. Most booths come standard with a 6' or 8' ... http://www.articlealley.com/article_131672_64.html 22nd February 2007 When it comes to creating the ideal layout for your exhibit, keep two things in mind. First, you are trying to command the undivided attention of ALL visitors as they walk in front of your booth. Ideally, your goal is to make sure they can SEE you — b... http://www.articlealley.com/article_129301_64.html 15th February 2007 Think of your booth as a tiny piece of real estate. Your goal is to secure a location where both traffic and your customers' productive tension are optimized. You must be SEEN in order to capture the attention of your prospects. So let's get right dow... http://www.articlealley.com/article_128685_64.html 13th February 2007 Have you ever wondered why people exhibit at trade shows? Why they take the time? Why they spend the Money? And why most of them walk away with little or nothing to show for the effort? The First Secret of Trade Show Selling is "Exhibiting with a Purpose... http://www.articlealley.com/article_123090_64.html 24th January 2007 Are your sales representatives selling as much as you'd like? There are only two answers to that question —and BOTH can signal grave danger ahead. If you said "YES" – or if ANY of your sales management team members even THINK the answer is "YES" ... http://www.articlealley.com/article_116104_15.html 03rd January 2007 I'm sure most of you have been taught that a good way to secure an appointment with a prospect is to use an "Alternative Close" ... "Mr. Prospect, I have time in my schedule next Tuesday afternoon about 2PM or Thursday morning before 10AM. Which would... http://www.articlealley.com/article_111954_64.html 13th December 2006 One of the most powerful skills a speaking or training professional can develop is the ability to select and share stories that empower and motivate their audiences -- and our industry has a rich history, filled with countless stories that are as mean... http://www.articlealley.com/article_110448_50.html 06th December 2006 Did you know that the word "business" actually comes from the word "busy"? Business is something we do to keep ourselves BUSY -- to fill our days with something that pays our bills at the very least -- perhaps amuses us -- and ideally, give our lives ... http://www.articlealley.com/article_106965_15.html 18th November 2006 The differences between top sales professionals and the rest of the crowd isn't just about what they DO, it's about what they DON'T do as well! Over the course of more than 20 years developing the MasterStream Method, we've identified over two dozen tradi... http://www.articlealley.com/article_95269_64.html 18th October 2006