Friday, November 17, 2006
Adapt or Die! with Christopher Richards
This conversation with Christopher Richards on change will stimulate your thinking about the way you market your business.
Never before has change in business been so rapid. According to Inc. magazine, 2000 executives were replaced in September, and 222 of those were CEO’s.
So what happens when your clients leave? What happens when your current service is no longer in demand? How do you react to the new? Are you caught frozen like a deer in the headlights, or can you see new opportunities?
We’ll discuss:
- Value of slowing down in a fast-paced environment
- A marketing message isn’t something you deliver
- Influence: understanding your client’s worldview
- Creativity in business: fact or fiction?
Business predominantly relies on left-brain thinking. But please bring the right half of your brain to this event. You’ll need it.
Video from this session:
 Change and Creativity in Business
About the presenter
Christopher Richards is a writer and marketing consultant. He’s no stranger to adaptation, with a background in sales, sales training, design, management, and technology.
Christopher also writes for his popular humorous website www.SlowDownNow.org, voted site-of-the-day for 15 days this year by the Sunday Times of London. You can learn more about Christopher Richards Marketing at www.christopherrichards.com .
Christopher is from England, but that hasn’t held him back.
Fortune Cookie Exercise
As part of his presentation, Christopher asked participants to write down their business advice for consultants as if it were going inside a fortune cookie. Each table then selected the best out of the group, resulting in the following pithy business advice:
- Do not assume that what is obvious to you is obvious to your client.
- Put it in writing.
- You hav more career possibilities than you realize.
- Practice, practice, practice. Then have a backup plan.
- Management does not have all the answers. Reach out to employees.
- There's a world of things we're doing nothing about.
- As a manager, be aware of how intimidating you can be just because of your position.
- Next month everyone you're working with will be re-organized.
- If you hear someone say __________, have them call me.
October 27, 2006
GET CLIENTS NOW!TM with C. J. Hayden
What powerful action steps could you take today to get more clients? In this fast-paced, focused presentation, you'll find out how to create an endless stream of clients by doing a few simple things each day.
Here's what you'll learn:
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What really works to market your professional services... and what doesn't
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How to diagnose your marketing ailments with the Universal Marketing Cycle
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Discover the missing ingredients that have prevented your marketing from being successful
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Break out of "analysis paralysis" and make the right choices about spending time & money on marketing
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Set yourself up for success with an instant marketing action plan
About the speaker
C.J. Hayden is the author of Get Clients Now! and Get Hired Now! Since 1992, she has helped thousands of consultants and self-employed professionals to make a better living doing what they love. C.J. has taught marketing for John F. Kennedy University, Mills College, Institute of Management Consultants, SCORE, and the U.S. Small Business Administration. C.J. is a Master Certified Coach and contributes regularly to Home Business, RainToday, and About.com. For more about C.J., visit www.getclientsnow.com.
September 22, 2006
Teacher or Preacher?
Dave Bollwinkel, COACH On and Off the Court
As a consultant have you ever sensed a lack of trust on the part of the client or his/her team? Do you ever feel that they are looking at you out of the corner of their eye with a less than receptive attitude? Have you ever consulted with a company where the employees were leery about your presence?
Today's program will provide participants with suggestions on how to break down these barriers to be more readily accepted. Additionally, now that you have been recognized and respected as part of the team we will work on how to make it a championship team.
Learning Objectives
- Gaining acceptance into the team with which you have been invited to work.
- Becoming more than just the expert.
- Tools for building collaborative championship teams.
About the Speaker
When it comes to building better teams Dave Bollwinkel did more than just study teamwork: he lived it. With over twenty-five years of basketball coaching experience, ranging from high school, through major college, and into the N.B.A. he knows teams. Dave is a scout for the Chicago Bulls, and was formerly the head basketball coach at Saint Mary's College. Having been an educator and coach throughout his professional career he now combines these skills in his business, COACH On and Off the Court as he facilitates seminars and delivers keynotes across the country that result in more effective teamwork.
Dave Bollwinkel - COACH On and Off the Court - Crockett, CA
Phone 925-708-1259 fax 510-787-2067 \n
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July 28, 2006
The Virtual Marketing Magnets Workshop
Create 24/7 Marketing with New Media
Ezines and Autoresponders - Keeping in touch with clients automatically
Ted Prodromou
We learned to use New Media and the Internet to create virtual marketing magnets with E-zines, Podcasting, and Webinars. You can keep marketing even while you’re working. Not only that, these tools give you a wider reach and increase your “Google juice,” moving you higher in search engine rankings. Whether you are a computer novice or expert, you can use technology to make it easier for prospective clients to find you and decide to work with you.
Ted Prodromou, owner of Valiss Internet Solutions, is a small business coach who provides personalized website design and development.
Download the How to Attract Clients While You Sleep handout.
Getting Started with Podcast Marketing
Sallie Goetsch
Podcasting is hot. Oxford named “podcast” the word of the year in 2005, and now everyone from corporations to politicians is jumping on the bandwagon. We found out why podcasting is such a good marketing tool for consultants and how you can use it for your business.
- Podcasting Basics
- Marketing Techniques for Listeners
- Planning Your Podcast
- How to Get Started Podcasting
Low Cost Webinars, Videos and Online Demos - Multiply Your Presence a Thousand Fold
Ron Person
Wouldn’t it be great if you could make multiple sales calls at the same time—and got the chance to do it over until you got your presentation right? Too many clients? Clone yourself and deliver online seminars (webinars) 24/7 in multiple locations. You can do all that at very low cost and using very low technical skills via either your website or email. At this session Ron showed us:
- How to use PowerPoint to create webinars
- How to create autodemos that demonstrate software or methods you use
- How to create Picture-in-Picture videos so your video and voice appear with your presentation on your website
- Where to find inexpensive, high-quality providers of the services you’ll need
- Live video demonstration with volunteers the audience
NEGOTIATING WHEN RELATIONSHIPS MATTER
(or - How to Survive and Keep Your Skin in the Consulting Jungle)
Bob Gibson
Consultants live in a world of non-stop negotiating. Negotiation determines whether you get the work, how much you get paid for the work, and the quality of the relationship. If done correctly, negotiation determines not only the above, but is the primary tool to determine a) whether a project spins out of control, and b) if you keep your sanity. This session will be helpful to consultants who are:
• Negotiating in existing on-going relationships
• Negotiating when the gap between parties is great and there
seems little hope
• Negotiating in highly sensitive situations
After this session you’ll have a better understanding of:
Positioning -- How to position for maximum results. Positioning is a professional way to avoid conflict and stress over items like money, scope creep, and changing deadlines that occur during the course of a project.
Most importantly, positioning is the key to negotiating effectively while maintaining relationships and integrity in the process.
Power -- Where it comes from. How to get more of it. How to not be abused by other’s power.
Planning – You’ll leave with a negotiation planner that will guide you through the minefield of negotiation. If you become a good planner, you’ll reach a point where you’ll never be ambushed again.
The main tactics used on consultants, and how to respond to them. If you’re unaware of the games they’re playing, it’s going to lose you sleep, and it’s going to cost you money.
About the Speaker
Bob Gibson -- President and Negotiation Strategist
Bob Gibson is a Negotiation Strategist. He is masterful at teaching businesspeople how to make deals work, while maintaining profitability and integrity in the process.
Bob has assured the business success of his clients since founding Negotiation Resources in 1987. In addition to negotiating for clients in the corporate arena, Bob advises and coaches middle to senior level executives and has trained tens of thousand of business people. His “STREET-SMART® NEGOTIATION SERIES” has proven an effective vehicle to convey his decades of real-world experience to business people in America, Europe, Canada, Mexico, Asia and the Middle East.
Recognized by the media for his expertise, Bob has written articles and been featured in such publications as Selling Power, Sales and Marketing Management and Your Company, and been featured nationally on CNBC television.
His clients range from the financial community to manufacturing, from high-tech to bio tech. They appreciate the clear perspective, the insight and business acumen Bob brings to both forging business agreements and his teaching. These abilities have made him an invaluable resource to corporations in the U.S. and around the world.
Showcase:
Michael North
May 26, 2006
Jeff Rubin: The Write Stuff – How to Write to Sell
Writing to sell doesn’t require an advanced degree. It does require using language that sells BENEFITS, not SERVICES. To succeed as a consultant, you must be able to sell; too often we sell ourselves and our services, rather than the one thing the customer cares about — What’s In It For Me?
Writing to sell also requires a rudimentary knowledge of the English language — that means grammar, punctuation, spelling, sentence syntax, proper word usage and the avoidance of clichés. You don’t need to have an MBA from Stanford; you do need to appear as if you could pass the California High School Exit Examination.
At our May 26 meeting, Jeff Rubin, The Newsletter Guy, talked about writing techniques you can use to punch up your newsletters, brochures, web sites and business correspondence. Be prepared to write a compelling paragraph that highlights the benefits of doing business with you and share it with your peers.
Attendees were provided with:
• A list of power words that turn on readers
• A list of words you should avoid because they turn off readers.
• The basics of design and layout — just in case you are producing your own marketing materials.
This program was a great follow-up to Jeffrey Fox (dollarizing) and Cox Ferrall (elevator speeches).
Download Jeff's slides. About the SpeakerJeff Rubin is The Newsletter Guy, owner of the newsletter writing and design firm of the same name since 1981. He's written and designed more than 1,600 company newsletters. Jeff’s freelance articles have appeared in Runner’s World, The Runner, Basketball Weekly, Family Weekly, Consulting Today and Professional Speaker magazines.
Jeff is also the founder of National Punctuation Day (September 24), a holiday recognized by Chase’s Calendar of Events. He is a member of the National Speakers Association and speaks frequently about writing, marketing and business integrity.
Contact Information
Jeff Rubin (510) 724-9507
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, e-mail www.thenewsletterguy.com, web
April 28, 2006
Mobile Connectivity & Productivity Outside the Office With Ed Correia, CEO of Sagacent Technologies, Inc
Productivity can sometimes be the difference between success and failure -- particularly in consulting. Since a consultant's life often means long hours outside the office and away from your main computer, e-mail, the Internet and reference data, how do you stay connected? And with only 24 hours in a day and you already working overtime, how are you going to grow your business if you can't access important data or follow-up in real-time?
At our April 28th event, Ed Correia of Sagacent Technologies explained that it is not merely more hours you need, but greater productivity with the ones you have. Discover how experts maintain access to all their data no matter where they work -- often using tools that you have already, like the PDA, SmartPhone and remote access to your office computer.
Attendees discovered the three ways to be much more productive and efficient when outside the office:
• Passively with PDAs & SmartPhones
• Interactively when connected to the Internet with Remote Access
• Interactively anywhere with cellular Wireless Connections
Live demonstrations, depending connections available and/or wireless signal strength, included:
• Walk though of new Windows-base Treo 700w - including Pocket Word, Excel & Power Point
• Remote connection to a PC in San Jose and download of 'critical' file
• Cellular wireless access of the Internet, etc.
March 24, 2006
Talking Your Walk with Cox Ferrall, CMC
Part 3: Your Value Proposition: Get it right.
Today, more than ever, buyers demand value for their money. Yet sellers still struggle to identify and communicate their value concretely in sales messages.
Management consultants - who sell intangible services - seem to have the greatest difficulty of all.
Our speaker this month is our long time friend and colleague, Cox Ferrall, CMC, returning for the third in his popular series on prospecting and selling secrets. Cox will show you how to:
■ Quantify your offerings—even when they’re hard to “dollarize.”
■ Create a clear, vivid word picture of the tangible benefits you offer.
■ Deliver your personal value proposition with integrity.
Cox is a sales-effectiveness coach. He works with company owners who must personally deliver more revenues to their organizations. A top-rated presenter in numerous local and national venues, he is one of the West’s most admired public speakers. Reviewers and clients rave about his practical, hands-on approach to selling. Cox presents proven sales tools designed to make a measurable difference in your sales effectiveness – now.
Previously, Cox has spoken to BACN on “Elevator Speeches” and “Telling Your Story”. Learn more about him and his services by visiting his new website, http://www.saleswisdomnow.com/.
February 23, 2006 SPECIAL EVENT
Jeffrey J. Fox, best selling author
How to Become a Rainmaker - The Rules for Getting and Keeping Customers and Clients
Mr. Fox challenged the way you think and act when you are dealing with your clients and closing hot prospects. This special event was peppered with contrarian insights. It was both engaging and practical. Jeffrey J. Fox was available for Q&A and signing his latest book following his talk.
Jeffrey's new book tops a list of required reading for the entrepreneur, consulatant and small business owner. His insights and clarity have created a string books that have changed how his clients and readers do their business.
“Most speakers and authors I’ve seen offer either useless entertainment or clever theories with no application. Fox is real. His books are readable and his ideas are workable. What a refreshing change!”– National Sales Manager, Major Retirement Services Company
The Wall Street Journal and Business Week best seller is the Fox handbook on making more sales. Filled with pointed tips on sales efficiency, effectiveness, and style, Rainmaker is the most readable book on selling on the market today.
January 27, 2006
Virtual Marketing Magnets –Marketing Your Services While You Sleep
Ezines, Autoresponders, Webinars, Podcasts, Blogs and More
How do you break the cycle that plagues consultants? You know the cycle. First you have so much work you can’t market, then you have no work because you didn’t market. There is a way to break out! Create virtual marketing magnets that market for you while you work, sleep or escape.
In this presentation four consultants will show you how they use “virtual marketing magnets” to put marketing on a 365 X 24 autopilot. Whether you are a computer novice or expert, whether you have a website or just email, you will want to learn which virtual marketing magnet works best for your consulting.
Ezines and Autoresponders - Keeping in touch with clients automatically
Ted Prodromou
Do you need to stay in touch with your clients every month to remind them of how valuable you are? Are you hoping that 'someday' people will magically discover your website and you'll finally have the steady stream of clients that you've always wanted? Is your lack of internet technology know-how holding you back from reaching more people? You will learn how to use ezines, email and newsletters to attract clients and stay at the top of their mind. Learn how to increase your website traffic by attracting highly-targeted clients for free by automating your website. Ted will show you the way that’s best for your situation whether you want to use:
- your PC
- your website’s host
- a third-party service
- an ezine distributor
- automatic reply with an AutoResponder
Download the "How to Attract Clients While You Sleep" handout.
Podcasting - Because Markets Really Are Conversations
Sallie Goetsch
Why is “podcast” the Oxford American Dictionary’s Word of the Year for 2005? Podcasts are MP3 audio files your clients can subscribe to. They automatically download to your clients and make a great new tool for businesses large and small. Showcase your expertise, build your brand, and let prospects get to know you before they ever meet you. Reach targeted audiences in your niche and attract pre-qualified prospects. Finally, Here is a way to get your clients to listen to what you tell them! Sallie will help you:
- know who’s podcasting (broadcasting their audio files)
- why podcasting works
- how to build your brand and attract clients
- how to make it pay for itself
- how it can replace briefings and trainings
- how to use it to engage and educate employees
Blogs - Blogging for Business.
Christopher Richards
You've heard, at least something, about weblogs (blogs). From the inane to the inspirational, it seems everybody is writing about everything. Even BusinessWeek devoted a front page to Blogging in business. Blogging is an ideal low-cost marketing tool for the consultant. It is personal and effective. Blogging is an ideal marketing tool for the consultant. You’ll hear Christopher explain:
- how one businessperson is getting exposure that would cost a fortune
- what you need to start your own blog
- how to create a hybrid website that includes static pages and a blog
Low Cost Webinars, Videos and Online Demos - Multiply Your Presence a Thousand Fold, Go Forth and Market!
Ron Person
Wouldn’t it be great if you could make multiple sales calls at the same time? And you got the chance for “do-overs” until you got your presentation right. Or imagine potential clients watching snippets from the best of your trainings or presentations. And once you had too many clients you could clone yourself and deliver online seminars (webinars) 7X24 in multiple locations. All of that is possible at very low cost and using very low technical skills using either your website or email. At this session Ron will show you:
- how to use PowerPoint to create webinars
- how to create autodemos that demonstrate software or methods you use
- how to create Picture-in-Picture videos so your video and voice appear with your presentation on your website
- where to go for low cost telephone bridges that connect multiple callers
Bios
Ted Prodromou
Using his 20 years of experience in business and technology Ted teaches consultants and small business owners how to automatically acquire more client leads using their website and convert those website visitors into paying clients. Ted also designs and develops websites, helps increase your website traffic, gets your website listed high in the search engines and helps you with your pay-per-click campaigns. Valiss Internet Solutions(415) 785-1796
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http://www.valiss.com/
Sallie GoetschAuthor-izer Sallie Goetsch started “smoking the podcast dope” in May of 2005, and by September, after contracting a bad case of earbud isolationism, had co-founded the world’s first Podcast Asylum. Sallie has turned this new medium into a way to make connections and attract prospects from around the world. The Author-izer(510) 526-7244
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http://www.author-izer.com/
Christopher RichardsChristopher Richards is a writer, webmaster, and video producer. He brings an eclectic background in marketing, sales consulting, technology, training, and management to promoting his clients’ businesses. Christopher Richards MarketingMarketing Your Business (510) 444-0704
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http://www.christopherrichards.com/
Ron PersonRon Person is the founder of Tor Consulting, Inc. He helps mid-size organizations translate their strategy into action through 3rd Generation Balanced Scorecards and Performance Management. Tor Consulting, Inc. Strategic Performance (707) 568-6976
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http://www.torconsulting.com/
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