July Update

Good morning, happy Monday! 

Hello again to my friends, colleagues, clients, and business partners.  I am very fortunate to be out every day networking with an eclectic group of people.  I’m always interested to hear about what others are reading about, listening to, watching, or just flat-out DOING. 

With that in mind, this monthly digest (and TWITTER account) shares the latest Chicagoland findings, music I’ve enjoyed, new ideas I’ve been exposed to, the latest in the world of Precision Payroll & Sales Empowerment Group, as well as other things that may be of interest to you or someone you know.  Thank you for your recommendations and thoughts, as well as taking time out to enjoy it.

My theme the last 30 days – CHANGE!  Some might say that’s the only thing that’s constant in anyone’s life.  But for me, some SIGNIFICANT ones lately…

1. I moved – from the lovely west side of Lincoln Square to its east side.  I still get to ride the brown line downtown, but now I have beautiful Winnemac Park close by and an extremely family-friendly block. Speaking of…
2. I’m nesting – the baby is not here yet, but holy cow are we preparing.  I had no idea kids require so many accessories! 
3. I’m growing – in my career.  As you may have noticed by the email change, I am shifting my focus from payroll to sales.  While I will continue my working relationship with Precision, Sales Empowerment Group is where my passion lies.  So excited to be part of this great team!  My new information (vcard) is attached.

Featured Charity

SPECIAL OLYMPICS ILLINOIS – For the second year, a team at Precision is participating in the Ducky Derby on August 8^th, where last year they dumped 44,000 rubber duckys in the Chicago River and raised over $300K for the Special Olympics Illinois.  Our Team Captain Wes Green is heading up the fundraising effort and you can CLICK HERE to adopt a duck and support the great cause – thanks!

Sales & Business

• In conjunction with my move to SEG, I’ve started a new blog, Sales Drummer – Creating Rhythm in an Off-beat World.  If you enjoy this newsletter, you’ll enjoy these posts related to the world of sales & music.  Here is my first – Whoa, Whoa Buddy…You’re in the Wrong Place.  This is a true story about my first day on the job as a professional salesman.  And the lesson(s) I never forgot. 

Sales Empowerment Group & Precision Payroll

• Sales Empowerment Group – I am on the lookout for polished sales professionals.  Whether they have one year or 20 years of experience, I like meeting salespeople that enjoy the trade and may be looking for new opportunities down the road.  I appreciate any connections!

• Precision Payroll – though my energy shifts to SEG, I cannot say enough about the wonderful team at this company.  They prove again and again every day why clients stay for years.  I will continue to be a resource for businesses Payroll/Human Capital Management needs, while directing my time/energy to key industry partnerships.   

Web

• Ever wonder how a used glass bottle becomes a new one?  Here are some animated gif’s that show the process – cool stuff!  (Interesting too, the company said it could use 3x the amount of recycled bottles to meet demand)

• One of the most effective marketing tools can be a well thought-out product demonstration.  This demo shows a new product coming to the market - I’m sold!  

Chicagoland 

• Summer weekends always seem to fill up quick with everything life throws at us.  However, if you’re still looking for some ideas on how to round out your summer, here are some fun suggestions for close-by weekend get-aways. 

Music

• Neko Case – a one-time Chicago native and employee at The Hideout, this woman has an amazing voice.  She has multiple albums under her belt and new one coming out.  Here is the first single, “Man”.  Enjoy!

 

Quotes

The most important thing in communication is to hear what isn't being said. – Peter Drucker (1909 - 2005)

Discovery consists of seeing what everybody has seen and thinking what nobody has thought. – Albert Szent-Gyorgyi (1893 - 1986)

Beware of no man more than yourself; we carry our worst enemies within us. – G. K. Chesterton (1874 - 1936)

Only the mediocre are always at their best. – Jean Giraudoux (1882 - 1944)

Only fools are positive. – Moe Howard (1897 - 1975) and MY MOM!

 

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.   Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.     

 

Whoa, Whoa Buddy…You’re in the Wrong Place.

I had just gotten back from two weeks of corporate training and I was pumped up.  I had booked eight prospect appointments for that 1^st week in the turf and was ready to take all of them through the six steps of the sale.

Monday afternoon, looking polished in my new suit & tie, I had my first prospect call – Jerry’s Diner.  It was just after the lunch rush and I slid into the faded green booth across from the owner.  I gave him my card, and attempted to ‘build rapport’ (step 1), making polite chit-chat about how long they had been in business.  I then set an agenda (step 2), and off I went into my memorized company overview (step 3) – excitedly telling him how we’re the largest, oldest, most well-respected company in the industry, 600,000 clients can’t be wrong, etc, etc…

Before I could begin he ended it by raising his hand toward me and saying, “Whoa, whoa buddy... you’re in the wrong place.  Thanks for stopping by.”  Without a handshake or second thought he was back in the kitchen and I was alone in the booth.

I got two big lessons my first day out…

Understand your audience – meeting with the owner or office manager?  Top 50 law firm or Jerry’s Diner?  Before you step into their door you better know how to be dressed and the questions you’d like to ask.  Seek understanding on their:

·         Website – is it crisp & new, or was it built in 1996?  Shows you their image and positioning in the marketplace, if they value technology, and their history.

·         LinkedIn – what associations are they active in?  Hobbies?  Where did they go to college?  Find a common thread and think about what motivates them.  Conversely, maybe they don’t share much on LinkedIn or any social media platform – chances are they’re going to hold things a bit closer to the chest.

·         Obvious Clues – type of industry, their job title, how you got in (referral or call call?), “About Us” section of website.

Adapt your style & rhythm.  Every conversation has a pulse to it; a cadence.  Your job is to create flow, which helps display competence and builds a foundation of trust.  Matching your prospects energy & intensity level is a good start.  If you can tell they’re more reserved, don’t be pushy.  Energetic & Fun?  Show them your biggest smile.  Do they expand on questions & ideas, or do they seem like they need to be somewhere else in 5 minutes?  With your questions in hand, prioritize and don’t interrogate.  Use phrases like Really?, Tell me more…, No kidding?, How do you mean? to encourage people to share.    

Don’t be afraid if the topics & questions wander a little – as they say, you never know where the conversation may go (hopefully toward a 2^nd meeting).  Understanding your audience & adapting your rhythm will develop your sense of empathy and help you better connect with people during those first crucial steps of the business cycle.  In the end, seek first to understand, then to be understood.      

 

Perhaps in another post I’ll get to those last three steps.  Until then, happy selling!