Masters Evening, Part II

The Masters of Sales book is a compendium of short articles written by those who have something to say about sales and selling. At our celebration last week, three of the authors presented to the audience.

Now, I've been to a few events where the keynote presenter bored the heck out of me or gave me so much fluff, that the minute I walked out, I didn't remember any of it.

In my opinion, these talks were different.

Each of us (yes, I am included in this) gave three stories about our sales career where the incident taught us a lesson, as we told stories about how we were shy, stupid or boring, I saw heads shaking in the audience. I think that because we were "real" we allowed the guests to be there with us. I had several people come up to me later to tell me that they couldn't believe how much we were describing something they had done in their sales career.

Linda Macedonio, Executive Director of BNI, Rhode Island, SE Massachusetts and Maine; Deanna Tucci Schmitt, Executive Director of BNI Western Pennsylvania and I had planned for several weeks via conference calls what we were going to say. We tried to come up with a central theme, but just couldn't seem to do that. Magically, it happened that evening as Linda first talked about being shy, then Deanna talked about a stupid move on her part and then I bragged about how boring I was when I made presentations to prospects. So there we had it on the fly, shy, stupid and boring.

We had fun and I think our audience did too.

What story would you like to tell an audience about your career?

Leadership Toledo, Part IV

Tuesday was another Leadership Toledo day. The second one this month and it was a special day.

For those of you not familiar with the LT program, we choose non-profit groups to assist with whatever needs they may have as part of our responsibilities this year.

This is how it works.

A request for submissions is sent out to the various non-profits in the area.

An LT volunteer committee winnowed the large number of entrants to ten finalists.

Tuesday, each group had twenty minutes to present to us to help us understand their needs and also to sell us on the idea of linking with them.

Only six would be chosen. Our LT group numbers 54 participants this year, so that means each project would have about 9 people working on it.

The way the groups were organized was interesting. At a verbal signal, all of us were instructed to gather around the sign on the wall that denoted our non-profit. We knew that if there were too many of us that we'd have round 2, round 3, etc. until the groups were evenly divided.

Two projects garnered most of the people. Those two projects had an emotional appeal and the plus the presenters had known how to use that emotion to their advantage.

Those groups that needed more bodies were given the opportunity to speak to the rest of the us to try to convince us to move their way.

The spokesperson (see picture at the right) for the small group that had chosen The Harvest Theater spoke more passionately about his choice than the "official" representative of the theater had. He said, "I will probably volunteer on my own for one or both of the projects where all of you are standing, but let me tell you why I volunteered for the Harvest Theater project. We all know about how young people are leaving Toledo because of lack of opportunities and culture. Those people are my age. I want to help this group become a stronger entity so they can add one more reason for my generation to stay here in Toledo. If you want to be part of that, come help me."

Two people immediately joined his group.

I was impressed. But I shouldn't have been, because we all know that emotion sells and then people justify their purchases logically.

I did not move, because in my heart I wanted to help Hannah's Socks, but I'll tell you about that another day.

Would you have moved to the Harvest Theater project because of the thoughtful plea?

Selling for Others

The other night at the Evening with Masters book event, we honored three local authors and asked each to bring their books to sell and autograph.

When I first asked my friend Karen Shulman, she deferred saying that book signings are not worth her time. She stated that she never has sold many books at such venues.

I convinced her that this event would be different.

(Man, was I scared that I was going to be wrong!)

Well, I wasn't.

Karen sold 30 of her books. The most she's ever sold at a one time event except for maybe the very first book signing when the book first came out.

What made this event different?

The difference was that Karen wasn't selling her own books. She was an honored guest. Instead I sold her books! Yep, that's right, I told those in the audience why they should buy her book; why it is a favorite of mine; and even who they should think of giving it to. (I gave one copy to my friend Lynda Goodremont to give her reason to laugh when she was at chemotherapy.) By the way, Karen's book is "I Never Meant to be Funny." You can order it directly at here. (Or you can buy a signed copy directly from Karen by sending an email to motherstories.com.)

We can all sell for each other much more easily, than we can for ourselves.

And that's why the whole world of referral-based marketing is so magical.

What have you helped to sell for someone else?

Hiding the Light Under the Bushel

This morning I had coffee with Cindy Morlock. She is a Realtor with Assist2Sell. She also is the president of the Silver Dollar BNI chapter, which is the chapter that I oversee as a director.

While I don't attend this chapter every week, I do go every five to six weeks.

This morning, just in passing, Cindy mentioned that she had been in the million dollar club for the last two years.

That's the first I've heard about it!

I asked Cindy if the members knew this piece of info. She smiled her very nice smile and said, "Ya' know, I was thinking that I'd put that into my introduction when I get the chance to do my next 10 minute presentation."

I said, "How about telling them this week? Put it into your sixty second commercial."

If she waits, she is handicapping her members from helping her. They don't have all the ammunition they need to help promote her.

The very same conversation took place with another person at lunch. She is a partner in a CPA firm, but she said that when she introduces herself to new contacts, she says, "I'm a CPA."

Our mothers have done way too good of a job of telling us not to brag.

When we have something to be proud of, it is time to shout from the housetop.

What piece of information have you been withholding from your friends?

The Ultimate Tribute

I have to tell ya'.

I have some pretty amazing people in my life.

This past Wednesday evening, there was an event in Toledo to celebrate the book, Masters of Sales, being published. I am a contributing author to that book. So the event could have been a boring book signing, but no, a committee of wonderful friends knew that I would like something bigger (and less focused on me) than that.

With that said, what you need to know is that Sandy Pirwitz, Sandy's Stuff for Women,

and her committee of Leasa Maxx, Maxx Grafx;
Linda Kuns, State Farm Insurance;
Merri Bame, Breaking Down Barriers;
Lisa Laskey, Image.com
Ellen Critchley, Critchley Creative and
Anita Dotson, Corporate Intelligence Consultants designed an evening to celebrate literacy.

Sandy and the team knew that I hold literacy very dearly in my heart and that I also collect children's books. (I also give only books to my grandchildren for all birthdays and holidays.)

So instead of the evening being barely palatable by the attendees, it was an evening where we were raising money for two libraries and also a center that has children's literacy programs. In addition, each attendee received not one, but two copies of the Masters book -- one to keep and one to give.

It all put some electricity into the air.

But let me tell you more about this event another day!

Just know that I think the team excelled in this project and as the numbers are being finalized, it looks like the charitable money goals are going to be realized.

It couldn't be a better tribute.

Thanks to all who made it happen.

Speakease

Yesterday, I gave a very short talk about the new book, Masters of Networking, to the lunch time Women's Entrepreneurial Network group. Because of the book just being published, I had been asked to give a five minute "business education" talk about it.

This book is chock full of short stories and articles by over eighty different authors.

The challenge was where to start and what could I say in five minutes that would even be memorable?

I choose to talk about just one story and I explained why the article had spoken to me.

After the event, as I was walking out, a person who had also been at the lunch complimented me on the talk wishing that she could be so relaxed in the way she presents.

I thought about it later.

All I did was share what was important to me at that moment. It was just like a conversation with one person. It was if that person had asked me, "What do you like about that book?"

For those who want to become better known by speaking before audiences, my recommendation (for all it's worth) is to ask yourself, "what would I say if I was just speaking to one of these people in the audience?"

What tricks do you have up your sleeve when you are thinking about perfecting your presentation?

I'm Comin' Clean, I Didn't RSVP

I just got a phone call.

But first let me take you back about nine months.

In January or February of this year, I was introduced to a woman by a friend in a networking group. To protect the innocent, all names will be fictitious. So, my friend, Joe, intro'd me to Sally.

Sally happens to be a successful purveyor of cosmetics for a direct sales company.

We chatted briefly at the meeting and she said that she'd like to meet with me. Sally did not have her calendar with her.

I called her several times to schedule that appointment and left voice mail messages but I never received a return call.

I stopped calling because I didn't want to stalk. I also kept my friend, Joe, in the loop and he just shook his head.

Okay, now fast forward. Last week I received an invitation in the mail to a party kicking off another type of a direct sales business. This is a new effort - by the husband of Sally. Now, I have never met Bob, the husband. I couldn't pick him out of a lineup. But I got an invitation.

Because I didn't know him, I just threw the invitation away.

That's what the phone call was that I just got. Bob was calling to see if I was coming to his event, and he also happened to mention on the call that he'd invited 100 people. (Didn't that make me feel special?) I gave him my regrets.

Now, I'm sorry, but I'm insulted.

His wife doesn't have the time of day for me, but she passes my contact information on.

Am I being super sensitive?