July 2014 - Hula-Hooping, Wrigley Pool, Legos, and Sales!

Good Morning, Happy Thursday!

I'm heading back this year - LOLLAPALOOZA.  It's been eight years since I've pulled off the three day run, but I'm goin' for it.  Even with the clear foresight that my body will be veryangry with me come Monday, it's worth it.  We'll be celebrating with my niece who just graduated, turned 18, and is off to Berklee College of Music in the fall!  Very proud of her and that I made her all those, (ahem...) superb mix CD's growing up...  Which did include Avett Brothers, who will be there Sunday night. \m/ 

I am fortunate to be out every day with an eclectic group of people and businesses.  This monthly digest reflects the things I've discovered lately - new sales ideas, music, Chicagoland happenings, and other things that get me in the groove.

I hope you find value, interest, and a laugh, as well as a quick breather from the driving force of your busy life.  I always appreciate your recommendations, thoughts, and ideas  - as well as taking time out to enjoy it.

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Featured Client

Bricks4Kidz - this is the franchise I wish I had started - playing with LEGO bricks ALL DAY!  These programs can thrive in our school systems and allow kids to unplug and play like we used to".  You can contact Mike Hench in the Chicagoland area for after-school classes, summer camps, field trips, or birthday parties.  If anything, please share with your kids' schools for them to check out.  

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Sales Best Practices

I'll never forget my high school communications teacher counting my "Um's" when it was my turn at the podium.  TICK...TICK...TICK.  I'd hear her check them off with disdain.  The lesson worked and it's now my equivalent of 'Nails on a Chalkboard' when I hear it.  Whatever the filler word may be, they weaken everything we say.  Here is a (5 minute) read on identifying them & the cure.  

You just had a solid meeting with a potential client and now you need to keep the momentum going.  Time for your 2nd impression - the follow-up email.  Does yours look as good as they could?  Read these ideas to help earn another meeting and a third impression.  

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What I'm Up To

Sales Empowerment Group - my favorite part of working with a client is identifying and then implementing new sales strategies, getting them to that revenue goal (that they've always wanted to hit).  I become their accountability partner, creating healthy habits and new opportunities.

Precision Payroll just wrapped up their 30th anniversary and yes, still with the first employee and first client in tact.  Our latest business partner helps companies with Online Risk & Safety Trainings.   This is great stuff for construction and manufacturing clients, as well as insurance agents to help any client with loss exposure.    

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Random Joy

A few months back I wrote on the idea of being a Master at your Trade.  I love when I find people that have earned that distinction.  I've shown jugglers not too long ago, but now check out this hula-hooper going faster than I've ever seen (whichalso reminds me of one of my favorite movies, The Hudsucker Proxy - you know, for kids!)

Continuing with the theme of masters; their trade is "Fluid Dynamics".  And here, they teach us Scientific Tips for Peeing Like a Proper Gentleman.  Guys may not like all their main suggestion, but wives & mothers everywhere sure will.   

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Chicagoland

All this rain in Chicago has led to headaches for many, but some people make the best of it.  Like this (probably not sober) guy at Wrigley who went swimming in the bleachers - funny & classic.

Many are already mourning the loss of beloved Hot Doug's, who is closing up shop in October.  Especially those people who got free dogs for life by getting the logo tattoo.  Fear not Chicagoans.  Remember...you're in CHICAGO...  Here are 17 other quintessential meat establishments to get your fix.  

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Music 

Sean Rowe - this guy got popular touring and doing house shows.  Yes, private performances in living rooms, decks, and patios across the country.  Finding inspiration from Otis Retting, he sings with an impressive baritone - here is my favorite song,Madman.  

The Family Crest - the trend of anthemic folk music continues with this joyous band out of San Francisco.  They have seven core classically-trained members and a rotating cast of hundreds of musicians from across the country.  If you're brave, you can actually join their roster.  Powerful stuff - I have no complaints.  

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Quotes

Tact is the knack of making a point without making an enemy. - Isaac Newton (1642-1727)

Being a woman is a terribly difficult task since it consists principally in dealing with men.  - Joseph Conrad (1857 - 1924)  

The petty economies of the rich are just as amazing as the silly extravagances of the poor. - William Feather (1908 - 1976)

Laws are like sausages.  It's better not to see them being made. - Otto von Bismarck (1815 - 1898)

Part of being sane, is being a little bit crazy. - Janet Long

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.  Again, I appreciate your recommendations, thoughts, and introductions that so many of you have shared with me.  Let me know if you're off to Lolla as well - we can meet up in the shade or right in front of a sound board; that's the best spot!     

Tony Lenhart | tony@salesempowermentgroup.com | 773.991.4236

The Swedish Voodoo Funk of GOAT

When I read the back story on this band and heard their single, Boy You Better Run to Your Mama Now, I was hooked.
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GOAT hail from Korpilombolo, Norrbotten County, Sweden.  They put on a killer show I will not soon forget at the beautifully renovated Thalia Hall in Pilsen.  As good of musicians as they are showmen, they delivered a powerful show of driving drums, fuzzed out guitar, high-ranging vocals, and a night of controlled chaos.

At its core is their pulsating rhythm section, a tribal metronome pounding out intricate, poly-rhythmic grooves.  

The two female lead vocalists out front had all sorts of tambourines, sleigh bells, and shakers to provide a chimey air over the dark driving tom-toms.  The two did not sing in harmonies, but in unison, further supported the tribal feel of chanting, calls, and hollers (in Swenglish?).  

It's the only show I've been to where the band didn't speak a word to the audience and there was 100% engagement.  Not sure if they were trying to add to the mystique, but perhaps they just didn't speak much English.  I'm sold.  

Your 2nd Impression - the Follow-up Email. Don't Blow It.

You just had a solid meeting with a potential client and now you need to keep the momentum going.  Your next step will almost always include some sort of follow-up email within 48 hours - what does yours look like?

Email overload is all the rage right now.  Evidently we all are all getting buried in piles and piles of it.  Those new little indicators constantly making our phone or laptop ping or buzz with a shiny new present.  Your email needs to stand up and out among the onslaught.  So, lets pick a few things top to bottom to make sure that happens

    

First things first, your subject line.  Don't just say "Follow-up" or 'Thanks'.  Give them a teaser of exactly what's in it.  It may look something like this: 

***Kelly/Tony Follow-up - Proposal, Lawyer introduction, and that Band you mentioned!***

Now you have their attention by giving them a snapshot executive summary, it piques their curiosity, and includes something personal.  That last point is huge.  I always try to include something non-work related that was discussed - a book, a band, kids, hobbies, whatever.  I find that people (generally) welcome the happy distraction and it shows them you care. Period.  Also, I actually like using the  *** asterisk marks as it helps the subject line further stand out among all the others demanding their attention.  

Next, don't bombard your contact with numerous, sizable attachments.  I get super annoyed when my inbox gets clogged up and slowed down.  Avoid (if possible) ever sending anything larger than 1MB.  I hope that you asked good enough questions during your meeting to send them very targeted info.  If they need more they'll ask for it.  Plus, there are great tools out there now like PointDrive and Yesware - look into them.    

Use hyperlinks as well.  People love to click on those underlined blue words.  Highlight the word you want hyperlinked and hit 'Control+K' to insert the link (this works in Outlook and Gmail).  I'm always sending articles and youtube links for people to share, enjoy, and learn.                                                                                                                                                                 
Lastly, ask them a question that will trigger them to hit reply.  Don't say, "Follow-up at your convenience."  Here are a few that work for me...

• Next Friday morning is open.  Does that work for you? 
• What makes sense as the next step? 
• What are your initial thoughts? 
• I'll call you next Thursday to discuss.  Are you planning to be in that morning? 

I'll actually end the email with something along those lines.  No fluff, no closing salutation.  Ending with a question is a natural way to have a conversation and that's what you want.  

Hope those ideas help!  Please share more ideas in the comments; thanks and happy selling!