"Humility comes from understanding that the obstacles in front of you are not going to go away." --Sarah Ferguson

"What you can do is often simply a matter of what you will do." --Norton Juster, The Phantom Tollbooth, Random House

"What is the use of running when we are on the wrong road?" --Bavarian proverb

"Endurance pierces marble." --Moroccan proverb

"Failure seldom stops you; what stops you is the fear of failure."--Jack Lemmon (1925-2001),Actor

"Live with great expectations, and great things happen."--Art Fettig

"You have said it thousands of times I am sure: you will never know what you can do until you try. However the sad truth is, that most people never try anything until they know they can do it." --Bob Proctor, Author and Speaker

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TIP of the Month

Computer Freeze Ups

Sometimes Windows will get itself locked up and there is no choice but to cut the power to your computer and restart (you should wait at least 10 seconds before re-booting).

But before you do something so drastic, try pressing the Ctrl+Alt+Del buttons first.

If you use the Ctrl+Alt+Del key combination, you'll find that a box will appear that allows you to choose the offending program from a list and force it to shut down. In fact, it may even have the words "not responding" next to it on this list. Just click the "End Task" button to shut the individual program down. If you get another box a few seconds later asking you to wait or "End Task," choose to End task.

Finally, if you notice that your computer just freezes after awhile, especially if it takes about the same amount of time to freeze each time you use it, you may have a problem with overheating.

Make sure the computer has plenty of room to breathe - several inches all the way around is the minimum. If you're blocking vents, you're asking for trouble. If you do suspect overheating is a problem (and the machine has plenty of ventilation room), checking the CPU fan may be a good idea too.

Tip by Bob Osgoodby, publisher of Tip of the Day

Many exhibitors make a common mistake—they spend more time and effort on booth design and location than on pre- and post–show strategy. By following certain fundamentals before, during and after the show, exhibitors ensure their success—more qualified leads, higher sales, lower overall costs, and shorter selling cycles.

Fundamentals for Success:

Vision with achievable goals

An outstanding pre-show plan

Trained personnel

Enthusiasm during the show

Excellent show follow-up

Vision with achievable goals

A successful trade show event begins with a vision. Your vision needs to be endorsed by an executive sponsor—a high level executive who will actively support the teams charged with turning goals into operational realities before, during, and after the trade show. Whether you are the sponsor or need to select an executive in your organization to be the sponsor, crafting and communicating the vision is the first step toward successful implementation of your event.

Without a vision that everyone involved can internalize, the rest of the trade show activity is just an exercise in financial and resource consumption.

Goals can range from increasing sales leads to the number of post show articles written about your company. Establish objectives by asking these two questions:

Why are we exhibiting?

Who are the best people to participate?

Set guidelines for what the company expects to get out of the show and define your measurement criteria. It may not always be measurable in specific sales volume. Trade shows, unless the product has been pre-sold, are not the place companies with complex sales cycles go to find and close new business on the spot. Exceptions include many retail products and impulse products at consumer-oriented trade shows.

Qualify your objectives by answering the following:

Why is exhibiting important at this stage of the company’s development?

What do we expect to accomplish?

Branding?

New leads?

Affirming our size and presence in the industry?

Entertain clients?

Meet other exhibitors?

Press attention?

Other?

Is the time spent on the trade show—from planning to taking sales personnel out of the field—the best use of this time and resources? If not, what’s the option?

The goals established drive everything else. Setting them down on paper and integrating operations, marketing, and sales with the process improve the chances you’ll reach your target.

Prepare a vision statement as if it were a company mission. Then develop the trade show plan to fulfill that vision.

After defining your reasons for exhibiting, it’s easier to develop measurement criteria. Use that information to evaluate your success after the event. And remember, it may take months and months to really measure success.

An outstanding pre-show plan

Core to pre-show strategy is the plan for conditioning prospects to want more from your company, and to find it at the trade show. That can be done in a variety of ways including monthly e-newsletters, regularly scheduled webinars, your web site, and, with more generous budgets, direct mail and print advertising.

E-newsletters and webinars are extremely effective at placing your company in the right place at the right time. They’re typically more cost effective than print. Plus, both tools can be interactive, allowing your company to develop a dialog that predisposes prospects to want to learn more about doing business with your company.

Direct mail is effective if your company has in-house lists or the trade show’s registration list for RSVP booth meeting invitations and a related webinar series. Generally, print advertising is only good for the show if the company has a new product or an important announcement, but it doesn’t work to drive visitors to the show.

Trained personnel

Who should be on the exhibit floor? Let your star performers shine. In fact, make booth duty a privilege. Only the best are allowed to participate. If your goals are sales, make sure you have sales people on the floor. Then give them the leads they generate, or a cut of the deal when it closes.

If the event is a branding tour or product launch, key executives are requisite along with the PR specialists who can handle the press, field questions appropriately, and direct inquiries to the right people on the spot. This is no time to swipe a card and get back to them later!

When do you do training? Constantly and early is best. Pre-script your booth language, visitor qualification techniques, and problem handling. Start imbedding your scripting with teleconference calls that set the tone a few weeks out. Then ‘invite’ the booth staff to attend pre-event meetings at the show site. Bring in a professional from outside the company who has experience in booth strategy, lead qualification, motivation, and refreshing sales techniques.

The truth is that really good people will know that supporting the company by participating at the right events (right events being key) is the right thing to do. They’ll shine for you. And you need to make sure they’re treated well. Give them the impression you understand the importance of their role in the company.

Enthusiasm during the show

Paint happy faces on the booth personnel if you have to, but make sure they all appear to be enthusiastic about being there and meeting the attendees. Better yet, make sure they want to be there. Burned out booth personnel who would rather be someplace else just aren’t going to do the best job for the company—no matter how much you wish they would!

Linda’s Seven Rules for Great Booth Enthusiasm

Only the best sales reps are allowed to participate (and get the resulting payoff)

Differentiate your company, put suits on these people

Remove anything a sales person can sit on

Train, coach, train, motivate, train, respect

Job share booth duty

Give them something to shoot for—rewards, goals, recognition

Put some fun into the experience

If you have a heavy exhibit schedule, rotate personnel. And if you don’t have enough personnel, consider reducing your trade show participation. You might even find that by being more selective, you produce a better return on your investments.

Excellent show follow-up: Go after those leads now!

After 15 years of attending Comdex and, more recently, working for the company that produced the show, it was astounding for me to see how many companies simply left their leads on the floor—like garbage. Develop a serious, measurable follow-up campaign.

If you’ve developed a webinar and an e-news strategy, you’re already halfway there. These are superb tools that can sit at the heart of a post-event marketing campaign because they are measurable, impactful, and cost effective. They are also communications vehicles that are easy to align with your event messaging. For instance, your next e-newsletter can feature products unveiled at the tradeshow. The newsletter is also a perfect platform to take the prospects to the next stage of sales interaction. Invite readers (segmented by tradeshow attendees and newsletter only readers) to attend your webinar where they will have an opportunity to have in-depth discussions with product mangers or subject matter experts on any topic you deem important to move the sales cycle along.

Of course, live sales follow-up should happen immediately with ‘A’ leads. Don’t allow the CRM department to sequester leads while they analyze them. Get the leads to the sales producers and follow up—just do it.

Turn key strategies into fundamentals

Success during trade shows isn’t rocket science. It takes vision, planning, strategic integration, and follow through. If you can’t incorporate every suggestion in this article immediately, make it a goal to add one new tool each time you exhibit, or at a pace that allows the company to integrate it well.

Consider when to introduce follow-up tools into your marketing mix as well. Start with a webinar, then an e-newsletter for regular prospect contact. Once you’ve merged them into your marketing and sales model, you’ll wonder why you didn’t do it sooner.

As you add new tools, keep assessing the strategy. Drop those that don’t work and give new tools a chance to work.

It’s just an opinion but … your company’s success depends on many factors. Make sure the sales and marketing factors measure up to an outstanding standard before you enter the exhibit hall and that your ongoing strategy builds on each success. Enjoy the process!

Linda Kazares is publisher, editor and consultant for ConnectedIn Media. She has hosted and produced hundreds of sales and marketing conferences, seminars, and roundtables on topics ranging from home automation to reseller and retail channel development. She currently publishes a number of B2B and B2C newsletters including Face-to-Face Connect, which helps hospitality, event and trade show management professionals. Linda can be reached at 415.309.6536 or lkazares@f2fconnect.com. Subscribe to her e-newsletters at www.f2fconnect.com.

Vinyl Banners Don't Get No Respect By Rick Hendershot, Trade Show Tips

In the hierarchy of advertising and promotional media, the lowly Vinyl Banner has to be one of the most under-rated of them all. Often viewed as a temporary substitute for a real sign, or a cheap backdrop when you couldn't afford something better, in the not-so-distant past vinyl banners rarely got their due.

The "digital revolution" has changed all that. Printing machines are now available that can print directly on both indoor and outdoor grade vinyl in stunningly beautiful full color. That means a graphic designer can take the same files she uses for her client's magazine ad or company brochure, blow them up, and print them directly on a very durable piece of vinyl.

As a result, the catalog of available vinyl materials has exploded in the last three or four years, and the printing process has been perfected to the point where you can now print a beautiful full color image on a piece of virtually un-tearable vinyl with durable inks that will not weather or fade for many years.

This opens up many possibilities for marketers, designers, trade show exhibitors, retailers, special speakers, and event planners. Vinyl banners have several distinct advantages over almost any other advertising medium.

First, they are FLEXIBLE, and very durable. That means you can carry your backdrop to an open house, trade show, or outdoor event. Just hang it over a table, or from readily available hanging hardware. Or if it is an outdoor event like a golf or slo-pitch tournament, attach it to the side of a building or an outfield fence. When the event is over, just take it down, roll it up, and you're ready for the next event.

Second, they are CHEAP. If you find the right supplier, www.lowestpricebanners.com, for instance, you can produce a banner for much less than any other suitable alternative.

Third, they are BIG. An image can be stretched across several segments, and these can be stitched together. A banner does not have to be long and skinny. It can just as easily be big and square. There is virtually no limit to the size you can produce a vinyl banner.

Finally, they are EASY. Anybody with a little bit of graphic design experience can design a banner. And even if you have no experience, the best online sources of vinyl banners - such as www.tradeshow-display-experts.com -- provide you with instructions and design templates to make the process extremely simple.

The next time you want to make a big, bold statement for very little money, consider doing it with a vinyl banner.

Rick Hendershot is based in Conestogo, Ontario, Canada, and publishes a trade show industry newsletter called "Trade Show Tips", the official newsletter of www.tradeshow-display-experts.com. This is a Canadian company with offices in Waterloo and Mississauga, Ontario. They sell portable trade show displays such as PopUps and EasyRoll retractable displays, as well as digitally printed Vinyl Banners. Products are sold across North America, primarily through internet sales. Rick Hendershot spent many years as an independent advertising consultant, and currently publishes several websites and newsletters focusing on small business. He can be reached at Email him.

Handouts that Stick Around After the Show By Rick Hendershot, Trade Show Tips (www.trade-show-tips.com)

You've spent the bucks on staff training, awesome graphics, and a killer display. The traffic is pouring through your booth. But will they still remember you tomorrow?

Let's face it. You only have two chances to make your message stick after the show is over: your follow-up strategy, and your handouts. Will your handouts make it past the waste basket? Are they an integral part of your follow-up strategy? Gimmicks or Product literature?

Whether you're planning to hand out sexy things like cds, yoyos, ball caps, t-shirts, or beer mugs, you're still going to need product literature. Gimmicks have their place, but only after you get the message into your prospect's hands. Your first job is to get them a piece of product literature, and hope it doesn't get chucked into the garbage can just outside the exhibition hall.

Product literature is almost always the "go to" handout because printed pieces of paper or card stock are CHEAP. And done right they can be more effective, have more staying power, and certainly communicate more about your actual product than things like hats or pens.

So what makes a memorable piece of product literature - one that a prospective customer will keep? Here are a few suggestions. First, graphic design matters. Don't just give away a cheap one color flier. And don't give every prospect an expensive multi-page brochure either. The first one is "underkill", and the second is "overkill". Do an attractive, simple advertising piece that has catchy graphics and a clear statement of your "pitch".

Use full color. Use a striking photograph. Create a striking headline. In other words, approach your handouts as if they were magazine ads. Don't just create a boring description of your product. Create a "benefit-rich" statement that focuses on some significant customer-oriented reason-to-buy.

For example, you can create a headline that says "Introducing The Crunch-Easy 2 ton Can Crusher" or you can say, "Crush Tons of Cans in Record Time for Half the Price" Which one would you look at?

Second, make a strong, clear "pitch". Create an offer they cannot refuse. Give something substantial away if they fill in an inquiry form. Or tie your offer in with your website. Create a valuable special offer they can only access online. Put it in the form of a "valuable coupon", something like this: "Get $40 off your next purchase when your register online." This encourages your prospect to keep the handout, and also encourages them to respond by going to your website and having another close look at your special offer. This gives you an automatic follow up strategy. What could be better than that? Give them something they will keep. Often a business card is the best. Everybody keeps business cards. Often we keep them long after the person has left the company or the company has ceased to exist. Most of us have a little (or big) pile of business cards. Some of us have a drawer full of them. A few of us even have them carefully sorted in a Rolodex. And five or six super organized people use one of those business card scanners. Everybody keeps business cards.

Make your business card stand out from the crowd. Spend a little extra money and do it in full color. Put a photo of your product on it, or use a striking photo of something related to your product. This says "credibility" - "this company is for real".

In other words, business cards - especially full color cards - are good. You might even consider a "double whammy" - a full color post card with a perforated business card on the bottom. The postcard contains a coupon type of offer, and the attached (perforated) business card can be easily (and neatly) torn off and kept in your pile, drawer, or Rolodex.

Remember, make your printed handouts memorable, creative, and substantial and enough people will keep them to pay you back many times over for the bit of extra time it takes.

Rick Hendershot is based in Conestogo, Ontario, Canada. He spent many years as an advertising consultant, and small business owner, and currently handles the marketing and online promotion for TradeShow-Display-Experts.com, a supplier of popup displays, rollup displays, trade show handouts, and other innovative trade show marketing products. Rick also publishes two regular ezines called Trade Show Tips, and Small Biz Tips. You can find examples of some of the handout ideas mentioned in this article here. Rick can be reached at Email Rick.

Websites and Trade Show Exhibits By Rick Hendershot, Trade Show Tips (www.trade-show-tips.com)

Rick Hendershot is based in Conestogo, Ontario, Canada. He spent many years as an advertising consultant, and small business owner, and currently handles the marketing and online promotion for TradeShow-Display-Experts.com, a supplier of popup displays, rollup displays, trade show graphics, and other innovative trade show marketing products. Rick also publishes two regular ezines called Trade Show Tips, and Small Biz Tips. Rick can be reached at rh@small-business-online.com. To see examples of some of the techniques mentioned in this article, go to Click Here Now

Developing a Lead Management System
by Keith Reznick, President of Creative Training Solutions

Lead management requires careful planning and execution prior to, at, and after a meeting, convention or show. Lead management cannot work unless your company's marketing and sales departments work synergistically to:

Define the criteria for a "qualified" lead;
Collect leads at the show;
Follow-up after the show or event;
and Track results.

If the sales organization does not commit, prior to a show, to take action on the leads after the show, both in terms of follow-up and tracking, don't bother attending. Successful lead management occurs only when sales and marketing departments work closely together prior to, at and after a show to create and implement a strategy and plan that generates mutually beneficial results. Lead management is a nine-step process:

Step 1: Quantify Your Goal

To quantify your goal, calculate how many hours each person staffing your booth will work and multiply this number by the number of leads each will probably generate. (A generic rule of thumb suggests that each person will generate two or three qualified leads each hour.) If you have worked the meeting or show before, check your previous results, compare them with the number you just calculated, and adjust accordingly.

Step 2: Define a Qualified Lead and Create a Lead Form

Marketing and sales often have different definitions of a qualified lead. Marketing generally describes a lead as qualified of it fits a demographic profile, whether there is a current sales opportunity or not. Salespeople often define a qualified lead as one that fits a demographic profile and where there is (or will shortly be) a viable sales opportunity. The following are among the questions that salespeople usually ask to qualify the opportunity and determine if there is a viable sales opportunity:

" What are the goals, problems and needs associated with the opportunity?
" What is the size of the opportunity?
" Is there a budget for the project and if so how much?
" What is the timing of the opportunity?
" With whom are we competing?
" What is this person's role (decision maker or decision influencer)?

These types of qualifying questions, in combination with other questions that might be appropriate, should be part of your lead form. A suggestion is to meet with and discuss the form with the salespeople who will get the leads after the event. Ask them which of the questions meets their definition of a qualified lead and which are the most important qualifying questions to ask? What would they like to know about new prospects? Most importantly, what would motivate them to follow up? Their input before the show will help you get their support after the show.

Step 3: Pre-Show Promotion

Use pre-show promotions to attract pre-qualified (those that fit your demographic profile) prospects and existing customers to your booth. Ask your salespeople to provide you with a list of existing customers, prospects with whom they are in dialogue and targeted prospects. If they give you the names and these customers and prospects attend the meeting or show, there are two benefits. First, it will create sales opportunities and second, it will improve the attitudes of your booth staffers who personally derive greater value from the time they have invested in the booth.

Step 4: Train Your Booth Staff

Prior to the show, teach your booth staff how to use the lead form. Make sure they know how to ask the qualifying questions, record the required information, and process the lead form after it's been completed. Role-play to ensure that your staff is comfortable with the process. Also, make sure they know what your plan is for post-show follow up so that they can set the appropriate expectations for how your company will follow up after the event is over.

Step 5: Measure and Motivate

Reward the people who are putting the most energy and effort into the show. A complementary letter to the staffer's manager or a small financial reward can be very motivational. Create a contest (incentive) that everyone can win by reaching graduated productivity levels. Competition for a single prize, such as one awarded to the person with the most leads, can create friction in the booth and detract from the team spirit.

Step 6: Collect All Leads

Collect all the leads as they are generated. If people keep some leads and turn in others, you won't be able to follow up consistently, nor calculate the true return on your investment. (A contest (incentive), as was mentioned in Step 5, insures that most, if not all leads will be turned in.) Put into place a methodology that allows people to follow up directly if they choose to do so, as long as you can track what occurs after the show (a duplicate lead form, one for you and one for the salesperson will facilitate this). Also, explain to your staff how the leads will be processed, what each prospect can expect after the meeting, and how and when you will distribute the leads after the event's completion.

Step 7: Follow-Up

Distribute the leads immediately after the show. The faster you distribute the leads, the more motivated your staff will be to follow-up. The follow-up activity should be consistent with your prospects' expectations. If you promised to send literature, send it. If you promised to call for an appointment, call. You will leave a lasting (negative) impression if you do not meet (or exceed) your prospects' expectations.

Step 8: Track Results

Track the results of your follow-up efforts in specific time increments (e.g., one month, three months, six months, one year), keeping in mind the length of your selling cycle for your products, services or solutions. Tracking the results will enable you to determine what worked (and why), what didn't work (and why), and ultimately calculate the return on your investment.

Step 9: Calculate Return

Calculating the return actually begins with goal setting. At appropriate time intervals, compare your results with your goals. Keep what worked and change what didn't. At predetermined intervals, track which leads turned into customers and the amount of business generated. Project total business from these accounts and others that will close or order within a certain period of time (one-year minimum). Compare these revenues with your costs to calculate your return on investment.

Lead management doesn't have to be a challenge. To implement this system will take time - build from show to show. The best way to get started is to work with your sales department. Their input and support prior to the show, and involvement at and after the show, ensures the success of your lead management system.

This article was written by Keith Reznick (keith@creativetraining.com), President of Creative Training Solutions . His company delivers training programs for exhibit workers as well as a curriculum of workshops for professional salespeople. Creative Training Solutions recently introduced an online version of The Trade Show Advantage® as a compliment to the live version of the workshop, one of the most well attended (over 30,000 people have participated) and successful courses in the world for teaching event workers how to interact with prospects and customers more effectively on the show floor.

LEADERSHIP LESSONS FROM RONALD REAGAN

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A personal message from the publisher...

How I became a proud, single, work at home grandma.

My name is Francine York, publisher of Modern Opportunity Web site and newsletter. I welcome you to what is fast becoming the quintessential business opportunity web site. Not only will you find a wide variety of interesting and profitable opportunities; but you will find services and products as well. Feel free to browse the site and read the many informative articles and columns geared to assisting you in becoming a successful entrepreneur. My email "door" is always open to you; so email me anytime and you will receive a personal reply from me.

And now, about my background and how I came to publish this site and newsletter... Due to budget tightening, my job at a not-for-profit agency was cut back to part time. Because I needed more of an income, I set out looking for a new position. At about the same time, my daughter and son-in-law gave me the wonderful news that they were expecting their first child and my first grandchild! My joy was boundless until the reality of economics deflated my euphoria. My daughter would have to go back to work three months after the baby was born. I started envisioning he/she being cared for by strangers in a day care setting. Fortunately, when I had my three children, I was able to stay at home until the youngest was in full day nursery school; but she could not financially do the same.
EUREKA! It suddenly became crystal clear...I would stay home and care for my grandchild.

First I headed for my financial advisor to review my finances and see if I could do this. He politely and firmly said, "Get a job, send your grandchild to day care like so many others do; sell your house; giveaway your three dogs; and rent a small apartment, then maybe you can afford to stay home." Needless to say, I was horrified and angry. You see, I had recently separated from my husband of many years and could no longer rely on him to help with the income.
The more people told me what a crazy idea this was, the more I was determined to do it! I began looking in the classifieds for home based business opportunities. Most listings were for opportunities for which you needed a great deal of money; and that I would not be able to run from my home. That was not going to do. Unfortunately, at the time, I was not knowledgeable about the myriad business opportunities available which can be operated from the home. Finally, I saw an ad for newspaper for sale. The same week my grandson, Ethan Jacob, was born (May 11, 2002), I became the new owner of a business opportunity newspaper. Since I knew the impact the Internet has on today's existence, I immediately started designing a web site. Today, after a year of changes, improvements, redesign and hard work, the site has grown to over sixty pages with more on the way.

I am a proud, single, work at home grandma now; and loving every minute of it!...and guess what?
On March 18, 2004, I became a grandma for the second time...Ryan Caleb!

To give readers, some info about my educational background...I graduated from Brooklyn College, Brooklyn, NY with Bachelor and Masters of Science degrees in the field of education. I spent the next four years teaching in a N.Y.C. public junior high school. Coming next was a move to the "burbs" in 1973 followed by the birth of my third child. When he turned four, I returned to teaching in a Brooklyn High School. The commute, the conditions and having a mother who was quite ill caused me to rethink the teaching profession. I decided that I needed a change, a challenge and to be closer to home. My next venture was opening a retail business...a Hallmark card and gift store on Long Island. Fifteen successful years later, that was sold. Not at all ready to sit idly by and watch the world pass me, I sought a new focus. I found a job working for a small marketing company. Since writing was always my hobby-I have been published several times-I was able to write copy, marketing plans, radio commercials and the like. It was during that time, after many years of marriage, that my husband and I decided to separate. The week after my daughter was married, 8/13/00, I lost my job. Luckily, I was hired to do public relations, write press releases, oversee the computer program, assist with development, etc. for the not-for-profit agency at which I had been volunteering as a crisis counselor since 1995.

My story comes full circle...I am here, it's 2003 and I am a very happy stay at home, single grandma whose mission is to offer money-making opportunities, services, products and essential information so others who desire, or need to, will be empowered and able to stay at home; and they will be able to find all the resources necessary to do just that right here...so, WELCOME and much success in your endeavors!

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