Last blog - May 2013. Wow, what a long time in between meaningful correspondence! It's good to be back in the saddle.
Life is surely made up of surprises, and in the life of someone with a passion for speaking there is always, ALWAYS, new material. Take my life in between the last blog and this one, for example. When last I penned this blog I was fresh from an amazing trip to Rodney Bay, St. Lucia, separated from my second wife, working very long hours in an inside sales job, speaking infrequently at best, and my second book was just a few months old.
Today, I am preparing for a return trip to Rodney Bay, St. Lucia this coming May, am remarried, and loving life with the very special lady with whom I hope to spend the rest of my life! I am no longer with the company for which I worked the inside sales job, having only recently left to concentrate on writing and speaking (Hallelujah!). Prior to my resignation, I had become a trusted voice for the company and hardly went a week without being in front of an audience (need another Hallelujah! on that...) which broadened my audience as well as potential employers of my talent.
My second book, 'Be Known For Your D.E.E.D.S.', has been picked up by The Literary Club as the May Selection for their Atlanta Chapter, and I will be speaking at their National Conference in August! Feel free to sprinkle in the Hallelujahs as you read :) Yes, much has changed! Finally, I am still working through my first novel, Jonny Pleasant. 'Jonny' has been with me since 1992. He came to light as a short story 20+ years ago, and has been growing and developing since.
A lot happens in the in-between! It's like the heartfelt story we have heard about 'the dash'. Most often the dash is told during someone's memorial service. The dash on a grave marker separates the date of birth and the date of the person's death. As told, the dash is representative of the life lived by the deceased, and the relevance to the congregation is expressed as a challenge to make 'the dash' (life yet to be lived) count for something.
In between May of 2013 and today (April 2d, 2014), I have experienced the great highs of preaching in St. Lucia and getting married. I have also lived through the great lows of seemingly endless 80-hour work weeks and divorce. All around me have been friends, relatives, co-workers, acquaintances, and strangers living out their own in-between moments, and all of us are either in the saddle or looking forward to the day when we ride yet again!
Being in the saddle is that period of our lives when it all seems to have come together. That period may be brief, and it may endure for many years. All we can do is ride, make the best decisions we can given the information at the time, and hope to stay on the horse! If by some chance we find ourselves walking instead of riding, then let us not despair of the journey on foot. It is a different perspective to be sure, but one with lessons from which we can learn if we pay attention, and then mount up to ride again.
I leave you today with this blessing: "May your time in the saddle point to the sunset knowing your in-between was fruitful and the dash was better than you planned."
Fearlessly,
JD
Showing posts with label sales. Show all posts
Showing posts with label sales. Show all posts
Wednesday, April 2, 2014
Sunday, July 15, 2012
Arrive Early...Stay Late
Arrive early, stay late. Not just a recipe for getting the most out of a baseball game, this is the recipe for delivering a speaking homerun!
I learned the truth of this adage years ago when I was scheduled to roll out a new record retrieval process to my company's client, a national insurance company. As is my habit when unfamiliar with a company's location, I arrive in the area as much as an hour early if time permits. It is important to avoid unnecessary distractions prior to speaking, and feeling rushed is the easiest distraction to eliminate. On this particular day, I was about thirty minutes early to the assembly.
Arrive Early
As the Southeast Regional Sales Manager it was my job to be the face of the program, and to answer any questions the affected insurance company staff might have. The paralegals tasked with record retrieval in defense of personal injury claims were my audience that day, and about 50 were scheduled to be in attendance. By arriving early I was able to meet with the lady who organized the gathering. She provided invaluable insights as to the general mood in her office regarding the change in procedure her company was undertaking.
After chatting for about ten minutes, I was shown to the auditorium where I would speak. She briefed me on their sound system, gave me the mic to use, showed me how to use their overhead projector, and the entrance the paralegals would use. All that was left was to walk the room and get comfortable with the stage, which I did.
Five minutes prior to the start of the meeting paralegals began to trickle in. As they did, I was able to engage them individually, learn their names, and (this is important) not discuss the whole point of the meeting. Why not mention it? Well we were about to spend 45 minutes discussing the new procedures with a Q&A to follow. But I wanted the audience to view me as a person with whom they could relate; someone there to make their life easier rather than as a bureaucrat with an agenda.
I was able to meet, greet, and discover personal information about five of the paralegals, and as an added bonus these five professionals sat with other of their colleagues. This gave me five 'friends' spread across the room. During my remarks I was able to personalize the new procedures by noting how they would help Bob or Nancy, for example, do their job. For a laugh I poked fun at the guy who graduated from a college known to be a rival of my own school. Because of the pre-meeting interaction the atmosphere was lighter and the new procedures were more readily embraced.
Stay Late
Having been in the audience of many Q&A sessions, I can tell you that all the Q's don't get A'd. Plan your allotted time for the speaking engagement so that you can hang around afterwards for at least ten minutes. It is not necessary to reserve twenty or thirty minutes. Being available for just ten minutes afterwards shows a commitment on your part to the people who are expected to implement the process, procedure, or program you have just introduced.
The good news keeps coming. If unable to give adequate attention to the remaining questions, you can schedule face-to-face follow up meetings with smaller groups on or offsite the company campus. If interest warrants you may also address the entire assembly again, further cementing your position as the subject matter expert and reliable partner in the new program.
Now think about 'Arrive Early, Stay Late' in terms of a paid speaking gig....
Bearing in mind the strategies above, by arriving early and staying late at a paid gig, you reinforce your fees, increase back-of-the-room sales, and solidify your relationship with the client. Word of mouth with Event Planners affiliated with the gig talk, and the talk will be about your willingness to go above and beyond for their clients. It will be noted that you are a true professional, and your business will increase accordingly. Arrive early, stay late. Be the professional other professionals can count on.
Fearlessly,
JD
I learned the truth of this adage years ago when I was scheduled to roll out a new record retrieval process to my company's client, a national insurance company. As is my habit when unfamiliar with a company's location, I arrive in the area as much as an hour early if time permits. It is important to avoid unnecessary distractions prior to speaking, and feeling rushed is the easiest distraction to eliminate. On this particular day, I was about thirty minutes early to the assembly.
Arrive Early
As the Southeast Regional Sales Manager it was my job to be the face of the program, and to answer any questions the affected insurance company staff might have. The paralegals tasked with record retrieval in defense of personal injury claims were my audience that day, and about 50 were scheduled to be in attendance. By arriving early I was able to meet with the lady who organized the gathering. She provided invaluable insights as to the general mood in her office regarding the change in procedure her company was undertaking.
After chatting for about ten minutes, I was shown to the auditorium where I would speak. She briefed me on their sound system, gave me the mic to use, showed me how to use their overhead projector, and the entrance the paralegals would use. All that was left was to walk the room and get comfortable with the stage, which I did.
Five minutes prior to the start of the meeting paralegals began to trickle in. As they did, I was able to engage them individually, learn their names, and (this is important) not discuss the whole point of the meeting. Why not mention it? Well we were about to spend 45 minutes discussing the new procedures with a Q&A to follow. But I wanted the audience to view me as a person with whom they could relate; someone there to make their life easier rather than as a bureaucrat with an agenda.
I was able to meet, greet, and discover personal information about five of the paralegals, and as an added bonus these five professionals sat with other of their colleagues. This gave me five 'friends' spread across the room. During my remarks I was able to personalize the new procedures by noting how they would help Bob or Nancy, for example, do their job. For a laugh I poked fun at the guy who graduated from a college known to be a rival of my own school. Because of the pre-meeting interaction the atmosphere was lighter and the new procedures were more readily embraced.
Stay Late
Having been in the audience of many Q&A sessions, I can tell you that all the Q's don't get A'd. Plan your allotted time for the speaking engagement so that you can hang around afterwards for at least ten minutes. It is not necessary to reserve twenty or thirty minutes. Being available for just ten minutes afterwards shows a commitment on your part to the people who are expected to implement the process, procedure, or program you have just introduced.
The good news keeps coming. If unable to give adequate attention to the remaining questions, you can schedule face-to-face follow up meetings with smaller groups on or offsite the company campus. If interest warrants you may also address the entire assembly again, further cementing your position as the subject matter expert and reliable partner in the new program.
Now think about 'Arrive Early, Stay Late' in terms of a paid speaking gig....
Bearing in mind the strategies above, by arriving early and staying late at a paid gig, you reinforce your fees, increase back-of-the-room sales, and solidify your relationship with the client. Word of mouth with Event Planners affiliated with the gig talk, and the talk will be about your willingness to go above and beyond for their clients. It will be noted that you are a true professional, and your business will increase accordingly. Arrive early, stay late. Be the professional other professionals can count on.
Fearlessly,
JD
Subscribe to:
Posts (Atom)