October Update

Good Morning, Happy Friday!

It's nice to welcome the FALL, right?!  Crockpots, hoodies, changing leaves, and fantasy football - all balanced with extra doses of Vitamin C to ward off the cold temps & office bugs.  I threw in a new experience too (besides that whole "dad" thing) - the picture here captures it.  More on that in the Chicagoland section below.

I am extremely fortunate to be out every day with an eclectic group of people and business cultures.  I’m always interested to hear about what others are reading about, listening to, experiencing, and just flat-out DOING.  And personally I’m always up for a good tangent if it piques my curiosity (nice way of saying I have ADD!). 

With that in mind, this monthly digest reflects my latest findings – new music obsessions, interesting ideas I've been exposed to, helpful sales tips, Chicagoland musings, and a brief update about the work I've been up to.  Hopefully these snippets are of interest to you or someone you know, and perhaps offer some across-the-board perspective.  I appreciate your recommendations, thoughts, and replies - as well as taking time out to enjoy it.

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Featured Charity

Chicago 826 - this non-profit writing & tutoring center is located in Wicker Park.  It has different iterations across the U.S. taking on varying, fun themes - a Pirate Supply store, a Super Hero Supply Store, and in Chicago - a Spy Supply Store.  Curious?  Take 4 minutes and listen to the founder, author Dave Eggers, discuss his vision.      

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Sales Ideas & Practices

Remember Ned Ryerson from the movie Groundhogs Day?  BING!  I've seen too many salespeople overstep the line into that annoying zone -read some ideas on how not to do that.

Calling back a prospect to keep the process moving along is tricky business.  When I reach back out, I always try to add value - be it a relevant article or a potential lead or networking contact.  Here is an article chock-full of excellent ideas for when a prospect disappears into the black hole...

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What I'm Working On...

Sales Empowerment Group – our interim VP of Sales program can be a great fit for an owner attempting to manage/coach/lead a growing sales team.  We help them with the people, process, & tools needed to take things to the next level.  *Best fits are B2B companies >$5M in revenue*

Precision Payroll – the fourth quarter is classically the time when companies evaluate payroll services for the following year.  I'm happy to help with any questions, quotes, suggestions, or referrals (rewarded with a personalized mix CD)! 

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Random Joy

In which month do you think the most birthdays occur?  This cool infograph shows the answer in black & white (and every shade of gray in-between).

15 Surreal Landscapes made from Food.  Couldn't have said it better myself - this "artwork" is equally fascinating & funny.    

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Chicagoland

The picture above is of the Windy City Jammers - banjo pickin' for the last 40 YEARS!  They play every Monday night (I was told 50 nights a year, skipping Memorial & Labor Day) at Lincoln Restaurant - something to add to your Chicago bucket list!  They're not the best live act I've seen, but easily the most heart-warming.  

Next month is Movember - the worlds largest fundraiser for Mens Cancer Awareness.  Here is the local Facebook page to find ways to participate, besides the obvious of growing a stache (here is inspiration)!  

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Music

Leagues - this Nashville-based band bounces with jangly guitars and rollicking drums; they just played a sold-out Chicago show last week.  If you clicked on "happy Friday" up top you already heard them.  If you haven't, get on it & enjoy some background tunes while you finish reading!

One of my favorite drummers is Glenn Kotche from the (local) band Wilco.  This rhythmic commercial caught my eye & ear the other day while I was watching football - he's crazy talented!   

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Quotes

The hardest thing to learn in life is which bridge to cross and which to burn. - David Russell 

The town where I grew up has a zip code of E-I-E-I-O. - Martin Mull

It is the mark of an educated mind to be able to entertain a thought without accepting it. - Aristotle 

It is far more impressive when others discover your good qualities without your help. - Judith Martin (Miss Manners)

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.  Have a relaxing weekend! 

Ned Ryerson? BING! Don't Be That Guy...

I absolutely love the movie Groundhogs Day, for numerous reasons.  This scene with Ned Ryerson especially... it's what we all want to do when we encounter an annoying, in-your-face salesman.  This old stereotype of the glad-handing, always be closing, aggressive salesperson is slowly going away.  The modern day sales person has to be socially aware and have a high level of emotional intelligence (if that phrase is unfamiliar read this).  With that said, many sales people still come across as too eager & pushy, treating their prospective client like a piece of meat they're about to grill.  I wanted share a few simple ideas on how to temper your eagerness -don't be that guy (or gal).    

 "Life is pain - anyone who says differently is selling you something."

- Westley from The Princess Bride

Here are some things to remember when in front of a potential customer: 

1. Immediately be aware of Body Language (arms crossed or leaning in?) and the eyes (furrowed brow or wide-eyed).  You'll be able to tell if this person views you as a friend or foe.  Be sure you're respecting their personal space and don't be a close-talker.    
2. Practice Empathy. Where has this person just been?  What's on their plate?  What job duties do they grind out day in & day out?  Understanding their perspective will help guide your meeting in purposeful manner.
3. Know when to build Professional or Personal Rapport - this was one of the hardest lessons I learned early in my career.  You're in an office not a bar.  Sure, you can reference the picture on the wall or the family photo on the desk.  But be ready to discuss trends affecting their industry and pertinent info based on their job title, age, and industry. 
4. Selling is Not Telling!  Selling is ASKING QUESTIONS.  Know the questions you'd like to ask before you go into the meeting.  The last thing people want is to be TOLD why they should buy from you.
5. Don't Subject People to Selling off Brochures - learn instead how to share a powerful story about the work you've done for another client or trends you see in the industry.  If people want brochures they'll ask for them. 

Got more helpful ideas or been in some situations that have made you cringe?  Please share in the comments.  Don't be a Ned Ryerson - go forth, be aware, and Happy Selling!