T. Falcon Napier

Successful Showcase Marketing: Selling Your Services by Giving Them Away

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? Unfortunate... Read >

So What's Next? The Secret to Assessments

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 ... Read >

Strategies for Tackling the Task of Marketing your Business

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... Read >

Nine Ways to Build Your Business Without Making Cold Calls

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, ... Read >

Am I Equipped to Succeed?

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 h... Read >

How Speakers, Trainers, Coaches and Consultants Lose Money

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... Read >

The Power of Competitive Differentiation

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... Read >

Do You Lack Professional Credentials?

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... Read >

10 Secrets of Trade Show Selling: #10!

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 ... Read >

10 Secrets Of Trade Show Selling: #9

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... Read >

10 Secrets of Trade Show Selling: #8

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... Read >

Secrets of Trade Show Selling: #7

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?" ... Read >

10 Secrets to Trade Show Selling: #6

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... Read >

10 Secrets of Trade Show Selling: #5

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... Read >

Secrets of Trade Show Selling: #4

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' ... Read >