Tag: conversation

Practice intentional discomfort

When you make yourself uncomfortable, you grow the most.

As a person.
As a professional.

When you make yourself uncomfortable, you learn the most.

About others.
About yourself.
About the world.

When you make yourself uncomfortable, you expand the most.

Because you meet new people.
Because you experience new things.

SO, THE BIG QUESTION IS: Are you practicing intentional discomfort every single day?

Me? I’m kind of a discomfort junkie.

See, I wear a nametag every day. Wherever I go.

(Been doing it non-stop for seven years now.)

And I’ve probably learned the most, grown the most and experienced the most simply by sticking myself out there.

Of course, you don’t need a nametag. Approachability comes in many forms.

So, if you’re a regular attendee to association meetings, networking events, company celebrations – even church or temple – here’s a list of eight ways to step out of your comfort zone:
1. Be someone’s first friend. If you notice a new member, congregant, student or employee, be the first to approach him. Satisfy his basic psychological need of acceptance by simply saying hello.

LET ME ASK YA THIS…
Do you remember your first friend?

2. Be a greeter. Even if you’re not on the welcome committee, first impressions team or hospitality squad, be a greeter anyway. And don’t just greet people within twenty feet of the door and within twenty minutes of the start of the meeting. REMEMBER: consistency is far better than rare moments of greatness. Everyone is a greeter.

LET ME ASK YA THIS…
When was the last time you were greeted by a non-greeter?
3. Third party intros. When you meet someone new, introduce them to someone else you know. Make sure to use a “Connector Line” to spark interest and keep the conversation alive: “Hey Mike, have you met Randy yet? He was just telling me about the Stones concert from this weekend!”

LET ME ASK YA THIS…
Are you including new people into your conversations?

4. Park in the back; sit in the front. Literally and metaphorically. Make small sacrifices so The New Guy, first timers and solo rollers so they can enter your meeting or organization with ease and comfort.

LET ME ASK YA THIS…
Are you willing to make yourself uncomfortable so a new person isn’t?
5. Embrace the outsiders. Keep your eyes open for people who aren’t being included. Watch for the individuals who seem lost, have wandering eyes, sit alone or “pretend” to be busy with something. You never know, they could be pretty cool! Take the first step to get to know them.

LET ME ASK YA THIS…
Do you remember when you were an outsider and someone embraced you?

6. Sit with the wrong company. Next time you attend a meeting or networking event, don’t sit with five people you know and work with every day. Find a table with a few open seats and a bunch of strangers … and have a seat! Avoid the temptation to stay within your group.

LET ME ASK YA THIS…
How can you expand your network by sitting with everyone you know?

7. Stay late. Next time your meeting, workday or event concludes, stick around. Look for new people. Ask them, “So, what’d you think of our little group?” “Did you have fun?” or “How was your first day?” Make yourself physically available (openness of personal space) and personally available (openness of mind and heart).

LET ME ASK YA THIS…
If you had lots of questions on your first day, wouldn’t YOU appreciate it if someone stayed late to answer them?

8. Extend the event. If there’s a particular person you connected with, offer to keep the event alive. Invite her to join the after-party, or make yourself available for a personal “debriefing.” NOTE: this isn’t something you should to do all the time. Respect yours and other people’s time. However, if it’s appropriate, setting aside a chunk of time to answer questions, offer insider information or address concerns will be HUGELY appreciated.

LET ME ASK YA THIS…
Don’t YOU like being invited to the afterparty?

NOTE: there IS a flip-side to all of these examples: be mindful of yours and other people’s boundaries. Nobody should fully give his entire self or time to every person he meets. Practice discretion, not snobbery. And remember, a “yes” to something or someone is always a “no” to another.

Still, stepping out of your comfort zone (cliche as it may sound) is a valuable activity.

And it’s not just “something you do.”

It’s a way of life.
It’s a way of business.
It’s a way of thinking.

Most importantly, it’s a way of learning.

Practice intentional discomfort today.

LET ME ASK YA THIS…
How did you step out of your comfort zone today?

LET ME SUGGEST THIS…
Share your best comfort zone learning experience here!

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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Approachable Service: The Touchpoint Trinity

Your first impression is only 1/3 of the battle.

WHICH MEANS: simply greeting customers at the front door is NOT enough.

For that reason, always remember THE TOUCHPOINT TRINITY:

FIRST impressions. These lay a foundation for the service process. These frame the entire customer experience. They take between five and ten seconds, but last nearly forever.

ONGOING impressions. These either reinforce or diminish customers’ initial judgments. Throughout the entire service process, they cause customers to either (keep) checking you on, or check you off.

LASTING impressions. These create farewell feelings that stay with customers until their next visit. They cause them to: 1) tell nobody, 2) tell a few people, or 3) tell EVERYBODY … about their service experience (good OR bad.)

So, how do you achieve success all throughout the Touchpoint Trinity?

ONE WORD OF ADVICE: consistency.

“Consistency is far better than rare moments of greatness,” as my company motto states.

THAT is the key to Approachable Service. And it’s the result of focusing your efforts on all three components of The Touchpoint Trinity.

Therefore:

If you want to create FANS, (not just customers)…

Whose experiences are UNFORGETTABLE, (not just memorable)…

So they become INSISTENT, (not just satisfied or loyal)…

Sit down with your team and conduct the following exercise:

1. Organize. Divide a sheet of blank paper into three columns. From left to right, title them “First, “Ongoing” and “Last.”

2. Brainstorm. List all the possible Daily Touchpoints within each category. Examples might include “greeting,” “order taking,” “handling complaints,” “checking out,” “paying the bill,” and “final words as customers exit.” (You’ll probably have around 10-20 touchpoints in all.)

3. Imagine. Now, multiply the total number of Daily Touchpoints by your total number of employees. Then multiply that number by 250. The final result is your Annual Touchpoint Total. (This will help you understand the volume of your accumulated actions!)

4. Accentuate. For each of the components in your Touchpoint Trinity, think of two new ways to make the mundane memorable. Brainstorm techniques, Phrases That Payses, ideas, procedures and fun ways to approach your customers in every possible situation. Remember to keep your approaches positive, friendly, fun, unexpected, and most importantly, unique.

5. Brand. The last step is to formally brand your service. For example, take Disney, Ritz Carlton and FedEx. Each of these companies’ unique approach to service is SO good that other companies steal it!

Who’s stealing YOUR service philosophy?

If the answer is “Nobody … yet,” then this is your chance!

Create Service Philosophy Cards explaining your unique approach to all areas of your Touchpoint Trinity. Print 500 of them for every employee! Staple one to every receipt! Scatter them about your office, hotel or property. Over time, your philosophy will spread.

And with these exercises, you will be able to maintain consistency in your first, ongoing AND lasting impressions.

AND REMEMBER: if you can understand, improve and consistently brand your company’s Touch Point Trinity…

Customers won’t (just) be satisfied.

Customers won’t (just) be loyal.

They’ll be insistent.

LET ME ASK YA THIS…
Who is stealing YOUR service philosophy?

LET ME SUGGEST THIS…
In addition to satisfaction and loyalty, remember to focus on insistence.

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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Grill yourself

What enables someone to be relaxed on an interview?

Here’s the way I see it:

Approachability comes from relaxation.
Relaxation comes from comfort.
Comfort comes from confidence.
Confidence comes from knowledge.
Knowledge comes from preparation.

IN SHORT: relaxation come from preparation.

So, what the best way to prepare for an interview?

By asking yourself questions.

Like, hard questions.

Questions like:

1. What are three reasons ANYBODY would want to go to my website?
2. What am I doing to earn my customers’ loyalty?
3. What did I JUST learn from this experience?
4. What do I know now that I didn’t know 12 months ago?
5. What ONE thing do I do great?
6. Who can hurt me the most?
7. Why are customers picking me?
8. Why is my business succeeding?

That’s called grilling yourself.

It challenges your thinking.
It clarifies your beliefs and values.
It prepares you to answer questions (for real) at the drop of a hat.

And if you want to ACE your next interview – for a job OR with the media – consider these three Self-Grilling Techniques:

1. THINK. Because thoughts become things. Period.

HERE’S THE WHY: your thoughts are your most valuable possessions. And when you take the time to grill yourself, your thinking clarifies. Then, those positive thoughts eventually materialize as they align with your actions.

HERE’S THE WAY: try grilling yourself while exercising. High levels of endorphins will pump dopamine to help expand your creativity. You’ll be amazed at the ideas that come about. (Just be sure not to run into somebody else on the track!)

2. WRITE. Because writing is the basis of all wealth. Period.

HERE’S THE WHY: you don’t know it until you write it. So, by regularly writing out your answers to various questions, you not only clarify your thoughts – you learn the material. Cold. And when you know the material, it flows out of your mouth smoothly, authentically and effectively.

HERE’S THE WAY: every morning before work, spend 15 minutes grilling yourself. Pick three interview questions a day. Write your answers in the form of bullet point lists. Then on Friday, re-read everything. Odds are, you’ll go back and say, “Wow, that was actually pretty good!”

3. SPEAK. Because practice doesn’t make perfect, practice makes permanent. Period.

HERE’S THE WHY: speaking is an extension of writing and writing is an extension of thinking. So, by working up to speaking (the most difficult form of grilling yourself), you bring together all three elements.

HERE’S THE WAY: put 20 interview questions on 20 note cards. Everyday after lunch, pick a new one out of a hat. Read it to yourself. Then spend the next three minutes answering it aloud. Be sure to use specific examples that support your arguments. Do it every day until you’re out of questions. Then write 20 more.

Ultimately, grilling yourself is about preparation.

In your mind.
On your paper.
Out your mouth.

SO REMEMBER:

Approachability comes from relaxation.
Relaxation comes from comfort.
Comfort comes from confidence.
Confidence comes from knowledge.
Knowledge comes from preparation.

Grill yourself today.

LET ME ASK YA THIS…
When was the last time you grilled yourself?

LET ME SUGGEST THIS…
Regularly practice these three techniques. Consider partnering up with a “grilling buddy” to keep each other accountable. In time you won’t just conduct interviews; you’ll control interviews.

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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When should you raise your fee?

A few years ago I was hanging out at an art gallery in Portland.

I asked the owner, “How do you know how much to charge for your paintings?”

Without a blink she smiled, “Depends on my rent!”

Wow. I don’t think she was kidding!

Still, whether you’re an artist, writer, entrepreneur or consultant, this is a tricky topic: When should you raise your fee?

Lots of potential answers…

You raise your fee when you raise your value.
You raise your fee when you do something HUGE.
You raise your fee when you increase your costs.
You raise your fee when you write your first book.
You raise your fee when you reduce your client base.
You raise your fee when you want to earn more money.
You raise your fee when you write a bestselling book.
You raise your fee when you want to grow your business.
You raise your fee when you think you deserve more money.
You raise your fee when you are quoted as an expert in the media.
You raise your fee when you have been featured in a major media outlet.
You raise your fee when you’re associated with the best, i.e., opening for U2.
You raise your fee when you want to cut out the bottom 15% of your client base.
You raise your fee when you want to work with fewer clients, fewer days of the year, but for the same or more total income.
You raise your fee when you’ve been getting paid your fee consistently with little or no resistance.
You raise your fee when it’s been at the same level for a long time and you think, “Well, it’s just time!”

It’s different for everyone.

In Alan Weiss’s Million-Dollar Consulting, he states, “The #1 cause of entrepreneurial failure is not undercapitalization or major competition, but lack of self-esteem.”

So maybe that’s our biggest challenge: figuring out what we’re worth.

A few years ago I raised my fee. I was so scared that I actually spent a five minutes every morning staring into the mirror, stating my fee confidently to myself.

I felt like such a putz.

However, later that day when I’d get on the phone and a prospective client asked what my fee was, I would have no problem sharing it.

Confidently, too.

AND THAT’S THE KEY: state your fee confidently and SHUT UP.

Don’t justify it.
Don’t validate it.
Don’t weaken it by saying, “Yeah, but, um, you know, I can always make it cheaper if your budget doesn’t…”

No.

He who talks next, loses.

State your fee confidently and SHUT UP.

And ultimately, there’s probably no one reason to raise your fee.

What’s most important is that when you DO raise (and eventually state) your fee, do so with confidence. And if the prospect has a problem with it, maybe she’s not the right customer in the first place.

LET ME ASK YA THIS…
How much is one hour of your time worth?

LET ME SUGGEST THIS…
Make a list called “Top Three Reasons to Raise Your Fee.” Post it here!

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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Immediate Personal Discounting

The first words out of your mouth MUST project confidence.

That way, you build the right frame for your argument.

In a speech.
In a classroom.
In an audience.
In a boardroom.
In an interview.

When I was a marketing student at Miami University, my professor, Dr. David Rosenthal, stressed the importance building the right frame.

“Avoid Immediate Personal Discounting,” he stressed.

IPD, as we learned, was a dangerous way of opening an argument, question or comment.

For example:

o “I’m not sure if this is right, but…”
o “I could be wrong, but…”
o “This might be a stupid question, but…”
o “I could be way off, but…”
o “I probably shouldn’t ask this, but…”
o “You might think this is dumb, but…”
o “This is going to sound really (x), but…”

No. No, no, no! Immediate Personal Discounting is detrimental to the effectiveness of your argument for a several reasons:

It shows lack of confidence.
It sets the wrong expectation.
It nullifies anything you say next.
It preps people to satisfy your self-fulfilling prophecy.
It usually ends with the word “but,” which deletes everything you just said.

REMEMBER: just because YOU think your comment isn’t correct, appropriate, or brilliant, doesn’t mean other people will agree with you!

So, when communicating your ideas, remember these two keys:

1. Watch your butts. But is a dangerous word. It nullifies anything you say before it and limits positive/creative thinking. Check out this list of 20 alternatives for the word “but.”

2. Sell yourself first. No matter what you’re selling, you need to first sell YOURSELF. On yourself AND on your ideas. Otherwise nobody is going to listen to, agree with, or buy from you.

A powerful, yet practical technique to accomplish these three ideas is to use affirmations.

(I know. They’re totally cheesy. But that doesn’t mean they don’t work!)

CONSIDER THIS: prior to your next meeting, interview or appointment, affirm the following phrase over and over: “I always communicate persuasively, effectively and confidently … I always communicate persuasively, effectively and confidently … I always communicate persuasively, effectively and confidently …”

Then, let people decide for themselves. Trust your gut and trust your words. Articulate your thought, idea or question in a confident, approachable manner.

Ultimately, if you can avoid Immediate Personal Discounting, and you will get them to come to you.

LET ME ASK YA THIS…
Are you shooting yourself in the foot before your opening sentence is complete?

LET ME SUGGEST THIS…
Keep track of any time you hear someone use an IPD, for one week. When your list is done, go back and think about the Phrases That Payses someone could have use instead.

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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How pluggable are you?

I plugged your blog.
I plugged your book.
I plugged your show.
I plugged your website.
I plugged your product.
I plugged your company.
I plugged your new movie.
I plugged your new album.

Don’t you love it when someone says that to you?

It means you’re pluggable.

According to the Online Etymology Dictionary, the word plug didn’t take on its “promotional” meaning until 1902.

Today it’s defined as “the informal, favorable and public mention of something.”

Interestingly, the word plug also comes from a verb meaning “to work energetically at.”

HERE’S THE BIG QUESTION: are people working energetically to favorably and publicly mention YOU?

Publicly, meaning online.
Publicly, meaning in person.
Publicly, meaning on the phone.
Publicly, meaning on the airwaves.

If your answer is “not enough,” here’s a list of seven ways to become (more) pluggable:

PLUG PRINCIPLE 1: Start early.
Build remarkability into your products and services before they’re even released. When you create a baseline of coolness, plugging will come naturally.

PLUG PRINCIPLE 2: Make it easy.
Do you have a “Send this site to a friend!” box on your homepage? Are you using Digg, del.i.cious and other tagging software to enable people to plug you? I hope so, because people need shortcuts. And part of being pluggable is making it SUPER easy for people to tell their friends about you.

PLUG PRINCIPLE 3: Keep a record.
Every time someone plugs you, write it down in your Plug Log. Whether it’s a Google Alert, email, article, blog post or casual conversation, write-it-down. Keep track of your progress. Soon, you’ll hit a critical mass. And THAT’S when you’ll notice a direct relationship between plugging and profits.

PLUG PRINCIPLE 4: Don’t ask.
Have you ever seen a businessperson’s email signature that read, “Please refer me to your friends and family!”?

If so, did you ever refer that person?

Probably not!

See, people aren’t going to plug you if you ASK them to plug you. Word of mouth is casual, unsolicited and authentic. The minute you try to force it, you lose it.

PLUG PRINCIPLE 5: Free is key.
Bestselling author Greg Godek once gave 200+ copies of his book 1001 Ways to be Romantic to every person waiting in line at the Tonight Show with Jay Leno. Later that night, Jay made a comment on air to millions of viewers! That’s one hell of a plug! What are you giving away for free? And are you giving it away to the right people?

PLUG PRINCIPLE 6: Be gracious.
Any time someone mentions you on her blog, writes about you in her column or holds up your book to a viewing audience of several million, thank her. Even if it’s as simple blog comment, instant message or email saying, “Thanks for the link love.” This gratitude makes you more receptive to attracting future blessings.

PLUG PRINCIPLE 7: Reciprocate.
He who plugs first GETS plugged back.

Who have you plugged this week?

REMEMBER: word of mouth is a beautiful thing. It’s the most effective, most honest, most inexpensive and most sincere form of marketing in the world.

And it’s a function of your ability to be pluggable.

LET ME ASK YA THIS…
Are people working energetically to favorably and publicly mention YOU?

LET ME SUGGEST THIS…
Make a list of the last five things, people or companies you plugged. What characteristics did they all have in common?

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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21 alternatives for the word “but”

“But” is a very dangerous word.

It puts people on the defensive.
It makes them think there’s a catch.
It negates everything you said before.
It reduces the positivity of your argument.

Now, in most articles addressing this topic, experts will suggest:

“Don’t say Yes, BUT; say Yes, AND.”

That’s a good idea.

THE CHALLENGE IS: sometimes saying “Yes, AND” isn’t enough.

Here’s a list of 21 Phrases that Payses to be used in place of the word “but.”

Whether you’re dealing with customers, employees, friends or family members, these alternatives statements will boost your approachability as soon as you open your mouth.

(NOTE: in each of these examples, you will be choosing an alternative for the response, “That’s a good idea. But…”)

1. “That’s a good idea. Now, that’s likely to cause (x), so what do you think we should do about…”

2. “That’s a good idea. And that’s probably going to result in (x), so what’s the best way to handle…”

3. “That’s a good idea. I think the biggest challenge is going to be…”

4. “That’s a good idea. Do you really think it will work?”

5. “That’s a good idea. Do you think anything negative could result?”

6. “That’s a good idea. Have you ever thought about…?”

7. “That’s a good idea. Here’s what you need to be careful of:”

8. “That’s a good idea. However…”

9. “That’s a good idea. I wonder if it will get done on time…”

10. “That’s a good idea. Just be sure to remember that…”

11. “That’s a good idea. My concern is that…”

12. “That’s a good idea. The challenge is figure out whether or not it’s feasible.”

13. “That’s a good idea. So, if you did that, what will you do about…?”

14. “That’s a good idea. So, what’s it going to take to avoid…?”

15. “That’s a good idea. The challenge is: how can we make it work?” (Did you notice I used this example earlier in the post?”)

16. “That’s a good idea. The big question is: is it in our budget?”

17. “That’s a good idea. The reason I’m hesitant to move forward is because…”

18. “That’s a good idea. The reason I’m unable to help is because…”

19. “That’s a good idea. Unfortunately…”

20. “That’s a good idea. What I wonder about is…”

21. “That’s a good idea. So, let’s say we did that. Do you think there’s anything we need to be concerned about?”

Ultimately, phrases like these WIN because:

They focus on solutions.
They maintain positivity.
They ASK instead of TELL.
They foster creative thinking.
They encourage open dialogue.

So, study them today. Refer to them periodically. And use them forever!

And your words will become instantly approachable.

Because sometimes “Yes, AND” isn’t enough.

LET ME ASK YA THIS…
What do you say instead of “but”?

LET ME SUGGEST THIS…
Share your best Phrases that Payses here!

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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What’s your Noticeable Number?

I’ve been wearing a nametag 24-7 for the past 2,444 days.

That’s my Noticeable Number.

It’s noticeable in a conversation.
It’s noticeable in an interview.
It’s noticeable during a speech.
It’s noticeable in a book.
It’s noticeable in an article.
It’s noticeable in a blog post.
It’s noticeable on a website.
It’s noticeable in marketing materials.

First, let’s talk about the WHY.

In my experience, I’ve found seven benefits of having a Noticeable Number:

1. Remarkability. People tell their friends about it. Because it’s cool. Because it’s intriguing. Because it’s easy. And because it’s worth making a remark about.

2. Memorability. It stands out. During a conversation, for example, a Noticeable Number tends to be the most memorable item.

3. Credibility. Which comes from specificity. For example, which sounds more convincing: “I’ve read a whole lot of books on stress management,” or “I’ve read over 1800 books on stress management”?

4. Commitment. Your Noticeable Number is an observable way to reinforce your dedication. And in a business culture where trust and integrity are at an all-time low, actions that validate your commitment are priceless.

5. Differentiation. It distinguishes you in an otherwise crowded marketplace.

6. Expertise. It’s the answer to the question, “So, what makes YOU the expert?” This is especially valuable when working with (and attracting) the media.

7. Revisitability. Noticeable Numbers make customers want to check in with you (or your website) every once in a while (or, hopefully every day!) just to see where your number is at now. REMEMBER: websites are like newspapers – customers don’t want to read it if it’s two years old. How often is YOUR website updated?

OK! Now, let’s talk about the WHAT.

This is a list of several Noticeable Number examples (some are real, some I just made up):

o Dave has 4,000 hours of practice!
o Aqua Fin is being used in 137 countries!
o Lambert’s Café has thrown over 13,457,991 rolls!
o Over 3,000,000 copies in print!
o Reprinted in 17 languages!
o McDonald’s has sold over 205 billion hamburgers!
o Dr. Jameson has spoken to over 300,000 students!
o Dane Cook has 1,982,811 MySpace friends!

Wow! Pretty noticeable, huh?

OK. Lastly, let’s talk about the HOW.

The last step is to get the maximum mileage out of your Noticeable Number.

Remember these four keys:

1. ASK yourself two questions: “What’s the most remarkable/unique thing about my business?” and then, “How could I quantify that in an easily updatable way?

2. RECORD your number in a journal or online counter. Be meticulous. After all, if you don’t write it down, it never happened!

3. PUBLISH your number on your websites, blogs, marketing materials and the like. Be sure to update it regularly. This makes the media happy.

4. LEVERAGE your number by peppering it into conversations, interviews, blog posts, articles, or any other form of communication. NOTE: no need to make a big deal about it. You don’t want to come off as conceited, but rather, convinced.

THE BEST PART: once you discover and leverage your Noticeable Number, you WILL get them to come to you.

“Them” meaning old customers.
“Them” meaning new customers.
“Them” meaning the media.

AND DON’T FORGET: people who get noticed get remembered; and people who get remembered get business.

LET ME ASK YA THIS…
What’s your Noticeable Number?

LET ME SUGGEST THIS…
Share it with us!

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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Be somebody’s first friend

On May 7th, 2003, I received an email that changed my life.

“Scotty, I love the nametag idea! I actually wear a nametag all the time too – it’s part of my sales training outfit. Anyway, I hear you want to become a speaker. Give me a call. I think I can help. Sincerely, Jeffrey Gitomer.”

Of course, I had no idea who Jeffrey Gitomer was.

So I checked out his website.

At which point I learned he was a:

1. Bestselling author.
2. World-renowned speaker.
3. Super successful sales trainer.

And two words ran through my mind:

#1: Wow!

#2: Why?

Here was this big shot author/speaker. Why would he be emailing ME?

AND, why would he be offering to help?

So I called his cell phone.

“Hey Jeffrey! This is Scott Ginsberg, The Nametag Guy.”

And the next five words out of his mouth were:

“WAY TO FREAKING GO KID!”

(Actually, those weren’t his exact words, but if you’ve ever read his books before, you can imagine what they were…)

Anyway, Gitomer started telling me all about National Speakers Association.

“You’ve gotta join! You’ll fit right in! In fact, I’ll introduce you to some of my friends, get you hooked up and hang with you at the upcoming conference.”

And that’s exactly what he did. Everything he said he would.

Of course, that was only the beginning. Over the years he would come to become a great friend, colleague, even one of my mentors! (Ahem, see the pic above where I’m BEATING him in Pacman. Thank you very much.)

Not to mention I would become highly involved in National Speakers Association as a board member myself.

All because Jeffrey decided to stick himself out there.

One simple act of approachability that changed a prospective member’s life:

Be somebody’s first friend.

As a member of any association, this is your duty. You owe it to yourself, to the organization and to the prospective members to be somebody’s first friend.

For three reasons:

1. Comfort. New members don’t know anybody. They’re pensive and curious. You need to observe and act upon that in order to lay a foundation of comfort. This frames the guest’s experience as welcoming and approachable. And people never forget that.

2. The Halo Effect. Once someone sees that YOU are friendly and welcoming, they’ll associate that same attribute to the association as a whole. You don’t need to be a leader to be a leader.

3. Reciprocation. Think back to the last time someone was your first friend. How did it make you feel? Do you still keep in touch with that person? If so, great! If not, this is your chance! Take an active role. Being someone’s first friend is the perfect way to pay it forward.

Ultimately, this act of approachability is about first impressions. That of you AND your association.

And you don’t have to extend this invitation to every prospective member that walks in the door; nor should you feel obligated to mentor anybody either.

It could be as simple as saying hello or buying someone coffee. Hopefully, though, it will always be about developing a lifelong relationships with new colleagues.

Either way, you’ve got to stick yourself out there.

As Mother Theresa once said, “People won’t remember what you did, they won’t remember what you said, but they’ll never forget the way you made them feel.”

Go be somebody’s first friend.

LET ME ASK YA THIS…
In your professional association, who was your first friend?

LET ME SUGGEST THIS…
Share your story here!

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

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Let’s (not) get right down to business

Why do people always insist on “getting right down to business?”

What’s the hurry?

You got somewhere else to be?

HERE’S AN IDEA: try connecting first!

See, sometimes if you get right down to business, you run the risk of:

1. Making someone feel uncomfortable
2. Creating an unnecessary sense of urgency
3. NOT establishing trust

Think of it this way…

You’re on a first date.
You sit down to the table.
You start munching on some bread.

When the drinks arrive, you say, “Alright, here’s the deal, Sandy. We’ve been going out for about 15 minutes, right? Well, whaddaya say you and me get hitched?”

“Wait! Where are you going my love? We haven’t even talked about our kids’ names yet! Look! I brought a list with me. What do you think of ‘Dakota’?”

AND … game over.

LESSON LEARNED: don’t get right down to business.

Instead, get right up to connecting.

Here are three tips to keep in mind:

1. Lead with your person; follow with your profession. Individuality before industry. Personality before position. Values before vocation. Find a way to open your conversation NOT about the weather, NOT about traffic, NOT about work; but rather, about each other.

2. Practice the five-minute rule. The moment you enter someone’s office, shake hands or sit down, start your mental clock. Make it your goal NOT to talk about anything business related for the first five minutes.

3. Establish the CPI. This stands for the “Common Point of Interest.” And it’s absolutely essential in the first few minutes of every conversation. See, people like you when they find out how much they ARE like you. And conversation is about common ground.

So, next time you sit down with a hot prospect, remember:

Friendly leads to familiar.
Familiar leads to comfortable.
Comfortable leads to trust.

And TRUST is foundation of all business.

So, get friendly FIRST.

Then (and only then) should you get right down to business.

LET ME ASK YA THIS…
What’s your policy for “connecting first”

LET ME SUGGEST THIS…
Share it here!

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

add to del.icio.us * digg it! * email this post

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