tag:blogger.com,1999:blog-37447793053381913242024-03-13T23:54:24.467-07:00Sales Is The New MarketingTrue stories of the genius of conversational marketingJohn Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.comBlogger38125tag:blogger.com,1999:blog-3744779305338191324.post-89701160647455360452016-08-14T11:11:00.000-07:002016-08-14T11:11:23.325-07:00Insight vs. Advice<a href="https://2.bp.blogspot.com/-dM0d9sR8u9A/V7C0EbtyoQI/AAAAAAAAH6A/qTvJ3m-QGegH7GD-7XPjXWxO-r6v9EjagCLcB/s1600/child-in-adult-shoes.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="277" src="https://2.bp.blogspot.com/-dM0d9sR8u9A/V7C0EbtyoQI/AAAAAAAAH6A/qTvJ3m-QGegH7GD-7XPjXWxO-r6v9EjagCLcB/s320/child-in-adult-shoes.jpg" width="320" /></a><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">While reading Neil Pasricha's new book <i>The Happiness Equation,</i> I was struck by his chapter regarding advice. His main assertion is "don't take advice." This seems like odd advice because it completely contradicts itself, but the more I thought about it, the more I seemed to agree with it.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">When people offer advice to you, whether solicited or not, they are sharing what they would do from their perspective. No matter how hard they try to imagine themselves in your shoes, they cannot fully understand your perspective. </span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">It certainly is important to seek the perspectives of others when you are making difficult decisions or have questions about how you should proceed, but you don't want to give away all of your control by taking someone else's advice. To do so robs you of your ability to think honestly from your own perspective. This can lead you to make decisions that are not authentic to your own personality.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><b>Rather than seek advice from others, you should seek to gain insight.</b> The experiences of others can provide valuable information that you can use to better understand a situation you are facing. This is what <i>insight</i> means: to gain a deeper understanding of someone or something. This is the ingredient that you need to make difficult decisions and navigate big challenges.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Instead of asking others "what do you think I should do?" you can ask them "have you ever faced a similar situation? What did you do?"</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">The benefit of asking people questions about what THEY did, felt, or thought is that you will hear authentic responses from their perspective. You then have the ability to compare their experiences to your situation from your own perspective. This is very important because the only person who truly understands your perspective is YOU. </span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Gaining insight from others allows you to take full control over your decisions and actions. When you take advice from others, you are giving away your control. </span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><br /></span></span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-50113577326338754792015-08-10T11:46:00.000-07:002016-08-14T11:47:54.900-07:00Beyond Expectations<div>
I haven't yet seen the new <i>Vacation</i> movie with Ed H<br />
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elms, but it is high on my list this summer. Whether the new movie is a hit or not, I don't think it could ever surpass the awesomeness of the original version with Chevy Chase. The story of Clark Griswold's ill-fated quest to take his family on the vacation of a lifetime is a classic. It is so funny because just about everyone can relate some family vacation from their lives to the plight of Clark W. Griswold. We all want our vacations to turn out perfectly, but they rarely ever do.</div>
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Travel really is one of the most emotional purchases that people ever make. Think about it. The expectations to create a perfect experience are so high. You are often travelling with friends or family, so there is added pressure to create a memorable experience for everyone. Travel requires you to spend two of your most precious commodities, money and vacation time. You really have to make your vacations count because they don't come around that often. You are emotionally invested in this purchase <i>before you even know where you are going!</i><br />
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Travel and tourism business aren't making it any easier on travelers either. Resorts, hotels, and travel agents create fabulous websites that portray the absolute best possible experience that anyone could ever have. The sun is shining. The sky is blue. There are no crowds, and everyone is smiling. Sure, these conditions do exist, from time-to-time, but we all know that plenty of "average" days (or worse) occur each month too. Marketing has set the expectation, and the customer has invested emotionally. This seems like a situation set up for disappointment.<br />
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It is not realistic to think that marketers will stop promoting the best image of their destinations. Knowing this, and knowing that many customers will experience less than perfect conditions mean that tourism businesses must put a great effort into creating experiences beyond expectations for their guests. This is different from <i>exceeding</i> expectations. After all, the marketing has already set the expectation of perfect conditions. You cannot exceed perfect. Not possible. But you can give the customer something unexpected; beyond expectations.<br />
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Tourism companies must make it their priority to build relationships with their customers and to connect with them emotionally. We know that travel is an emotional purchase, so let's provide the emotion. Let's treat our clients like friends and family, and give them a real reason to remember their visit. The human connections that people make during their travels have a profound effect on their level of enjoyment and satisfaction. One of the best ways to encourage customer loyalty is to genuinely welcome guests and make them part of your community. When a guest feels like they belong, they become invested in the community, and will want to visit again and again.<br />
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Travellers want to make emotional connections to the places they visit. It is our job to encourage that connection by welcoming, accepting, and including them in our communities.</div>
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John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-42809557324412041292015-01-18T06:48:00.002-08:002016-08-14T09:46:48.670-07:00How Do You Build Character?<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">"Intelligence plus character-that is the goal of true education." ― Martin Luther King Jr.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">During the two years I taught a course in Human Relations for students of Central Wyoming College it struck me that one of the biggest challenges that young people have is in building the proper character to become successful professionals, parents, and friends. Almost every student I encountered was committed to their academic success and acquiring knowledge that would help them succeed as a student and professional. However, many were surprised that the content of the course was so introspective, relating to how they behave.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Most people do not go through their daily lives thinking about what drives their behavior, or how they developed their character. But this is a useful habit to get into. Considering how your behavior shapes the way other people react to you unlocks many doors.</span></span><br />
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<li><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">How did you develop your character? </span></span></li>
<li><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Your work ethic? </span></span></li>
<li><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Your passion? </span></span></li>
<li><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Your commitments to others? </span></span></li>
<li><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Who and what influenced you? </span></span></li>
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">The first person that comes to my mind is my dad, and quickly I begin to remember others (teachers, friends, co-workers, role models), who have helped me develop into the person I am today.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Your character evolves everyday, and you can choose to improve or deteriorate the behaviors that help you relate to others. Remember those who have helped you build your character, and think of an additional role model that will help you become ever greater tomorrow.</span></span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-59694628440570156692015-01-18T06:34:00.002-08:002016-08-14T11:49:30.936-07:00It Is A Fine Line Indeed<span style="font-size: small;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><a href="http://4.bp.blogspot.com/-XpjY9vJscjo/VLvEU3dQwQI/AAAAAAAAGyc/FOtLtjDS5sk/s1600/sKstJzHLbTM.movieposter.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="320" src="https://4.bp.blogspot.com/-XpjY9vJscjo/VLvEU3dQwQI/AAAAAAAAGyc/FOtLtjDS5sk/s1600/sKstJzHLbTM.movieposter.jpg" width="222" /></a>"Nothing in the world is more dangerous than sincere ignorance and conscientious stupidity." ― Martin Luther King Jr.</span></span><br />
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<span style="font-size: small;"><span style="font-family: "arial" , "helvetica" , sans-serif;">I can't help but think of my favorite quote from <i>This Is Spinal Tap</i> when I read MLK Jr.'s words above.</span></span><br />
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<span style="font-size: xx-small;"><span style="font-family: "arial" , "helvetica" , sans-serif;"> <b>David St. Hubbins:</b> It's such a fine line between stupid, and uh...</span></span></span><br />
<span style="font-size: small;"><span style="font-family: "arial" , "helvetica" , sans-serif;"> <b> Nigel Tufnel:</b> Clever.</span></span><br />
<span style="font-size: small;"><span style="font-family: "arial" , "helvetica" , sans-serif;"> <b> David St. Hubbins</b>: Yeah, and clever.</span></span><br />
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<span style="font-size: small;"><span style="font-family: "arial" , "helvetica" , sans-serif;">I am pretty sure that Rob Reiner was not thinking of MLK, Jr. when he wrote this script, but you never know!</span></span><br />
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<span style="font-size: small;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span></span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-46757408686903435502015-01-18T06:25:00.000-08:002015-01-18T06:25:51.094-08:00Pick Up The Phone"People fail to get along because they fear each other; they fear each other because they don't know each other; they don't know each other because they have not communicated with each other."<br />
― Martin Luther King Jr.<br />
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How do we get to know each other. We talk to one another. Very good. Now let's take this one step <br />
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further. How do we talk with each other? Yes, we say stuff, but what else? Yeeeesssss, we listen to others. That is the key message here.<br />
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Before we can begin to communicate our own views, we need to begin understanding others. This is not some sort of chicken-before-the-egg riddle. We need to listen with our eyes, our ears, and our minds. There is a lot of listening we can do before we even have a conversation with someone. We can think about what we expect the perspective of others to be. We can empathize with that perspective, and then we can test our understanding by actually having a conversation.<br />
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Now that digital communication is so prevalent, it is harder and harder to have a real conversation with others. Actually, it is technically easier because we have more channels and greater access to other people, but our minds hijack us into believing the most convenient way to communicate is the most effective way to communicate. We know in our hearts that it is much more effective to have a conversation in person or over the phone than in email or social media, but we have a hard time getting ourselves to do it!<br />
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Take the time this week to commit yourself to getting to know someone important to you, your work, or your family. Go beyond a simple email greeting or Facebook message. Pick up the phone and start a conversation. Chances are you will learn something important that would have remained a mystery if you only communicated online.John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-63225424810366457512015-01-18T06:14:00.000-08:002015-01-18T06:15:06.180-08:00Challenging CommunicationThe ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy.<br />
― Martin Luther King Jr<br />
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This quote keeps me motivated to work everyday. Since 2010, I have committed my life to helping people communicate more effectively with others, mostly in a business context. Usually, the most difficult situations for people to communicate effectively are the times when they are stressed, challenged, or faced with perceptions of others that conflict with their own.<br />
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<li>Angry hotel guests screaming at front desk staff</li>
<li>Receiving negative feedback from your boss</li>
<li>Giving any kind of feedback to those you work with</li>
<li>Negotiating with co-workers who have different priorities</li>
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Martin Luther King, Jr. is an inspirational role model for even our everyday communication. When we face times of challenge and controversy, it is so easy to lash out in defense, or to turn our backs in denial. Silence and violence are not the only two reactions to challenge and controversy. The next time you FEEL your emotions become charged in a conversation, think of MLK Jr.'s words, and rise to the occasion. Find the higher road to opportunity and success. Chances are that what seem like opposing ideas actually have common purpose.</div>
John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-48137303260674275462014-07-16T21:17:00.000-07:002014-08-21T04:02:08.373-07:00Forgetting To Remember<a href="http://lh6.ggpht.com/-qHM8ZAl_Zfc/TtcNzdal6WI/AAAAAAAAAKQ/9FbLweSs0bk/s1600-h/howtoremembernames-1%25255B7%25255D.png"><img align="right" alt="howtoremembernames-1" border="0" src="http://lh6.ggpht.com/-dln8ZfKzy5o/TtcNz-GbetI/AAAAAAAAAKY/BM1HGDTrKS8/howtoremembernames-1_thumb%25255B3%25255D.png?imgmax=800" height="156" style="background-image: none; border-bottom: 0px; border-left: 0px; border-right: 0px; border-top: 0px; display: inline; float: right; padding-left: 0px; padding-right: 0px; padding-top: 0px;" title="howtoremembernames-1" width="227" /></a>Dale Carnegie wrote in his landmark self-improvement book, <em>How to Win Friends and Influence People, </em>that “a man’s name is to him the sweetest and most important sound in any language.” Most people would not argue this point, yet many people still have trouble remembering names.<br />
Despite being a salesperson for majority of my professional career, I have struggled with remembering names, Here is a short list of techniques that I have tried throughout my career:<br />
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<a name='more'></a><strong><span style="color: #38761d;">Repeating</span></strong> – Where you repeat the the name of the person shortly after hearing it. “Nice to meet you, Bob. Tell me, Bob, what is it you do for a living?” </blockquote>
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<strong><span style="color: #38761d;">Associating</span></strong> – One version of this is to picture the face of a famous person with the same first name. For example, I could picture Bob Marley when I hear Bob’s name. Another version is to use rhyming words to associate with a name. For example, if I meet someone named Denise, a rhyming word is <em>police,</em> so I may picture her in a police officer uniform.</blockquote>
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<strong><span style="color: #38761d;">Concentrating </span>–</strong> No real trick here. You just need to listen intently when someone tells you their name, and concentrate on remembering it. Like most things that sound very easy, it isn’t. It takes a lot of practice. </blockquote>
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<strong><span style="color: #38761d;">Committing-To-It</span></strong> - At a FranklinCovey seminar a few years ago, I was impressed by how well the instructor recalled every student’s name after hearing them only once. When asked how he remembered names so well, he said “I remember names because I want to.” Again, it sounds easy, but…..</blockquote>
While I have experienced some success with each of these techniques, I have never had complete success with any of them. The root of my problem is related to the Commit-To-It theory. I committed to remembering names ahead of time, but then I forget to do it when I am actually in the situation. I rarely remembered to remember a name until after the person had said it, and then it was too late! Uncomfortable situation, here we come!<br />
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I was just about ready to give up trying to remember names completely when I fell upon something that has truly helped me. I knew that a conscious decision to <em>not</em> try to remember names would result in many uncomfortable situations, so I decided to prepare for those uncomfortable situations in advance. Rather than focus on remembering names, I decided to focus on what to do after I had forgotten a name. The first step was getting comfortable with the apology.<br />
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<strong><span style="color: #38761d;">I'm sorry, I have forgotten your name</span> </strong>– That’s really all there is to it. At first I thought that people would be offended if I admitted forgetting their names, but once I started freely admitting it, I experienced that people appreciated the honesty. It had no adverse effect on the conversation or the relationship. Often times the other person was grateful for the candor, as they too had forgotten my name, and after I broke the ice, they were able to ask my name comfortably.</blockquote>
Of course, the apology really only works once. When you forget a name twice, you need to get a little creative.<br />
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<strong><span style="color: #38761d;">The Code Word</span></strong> – A co-worker of mine introduced me to this one. This technique requires a partner, usually a spouse or someone that is often with you at networking events. The idea is to pick a code word that you can weave into conversation to alert your partner that you have forgotten the name of someone you are talking to. If your partner remembers the person’s name, they can begin the next sentence with the person’s name. The key is to pick a code word that is unique enough that it is not part of everyday conversation, but common enough to be weaved into just about every conversation. I suggest food items, like “Brussels sprouts.” It is usually easy to turn a conversation to dining or food if you need to (e.g. “the last time we were in Denver we ate at a restaurant with the best Brussels sprouts.”). </blockquote>
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<strong><span style="color: #38761d;">The Introduction</span></strong> – This technique also involves another person, but no preparation is required. While speaking to someone who’s name you have forgotten, invite an acquaintance who’s name you remember to join the conversation. As they enter the conversation, ask the person who’s name you forget if they have met (friend’s name) before. The natural response is almost always for that person to introduce themselves, and BINGO you get their name.</blockquote>
The truly ironic thing about my decision to focus on how I handle situations in which I have forgotten a name, is that it has actually helped me remember more names. Anticipating the uncomfortable situation has been a great trigger to get me to concentrate on remembering the name in the first place. If you have tried all of the standard techniques to remember names to no avail, remember that sometimes you must forget before you can remember.John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-25569007752593603052014-06-11T09:23:00.000-07:002014-08-21T03:59:23.172-07:00Make Small Talk Less Painful<div class="separator" style="clear: both; text-align: center;">
<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;"><a href="http://1.bp.blogspot.com/-S2vrUJTN2Jg/USJizlPk0SI/AAAAAAAACSY/1SLla9EIG1g/s1600/boring.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://1.bp.blogspot.com/-S2vrUJTN2Jg/USJizlPk0SI/AAAAAAAACSY/1SLla9EIG1g/s200/boring.jpg" height="150" width="200" /></a></span></div>
<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">Many people dread small talk. You know, the cocktail party chatter, networking, and anytime you find yourself in a room full of strangers that you are expected to interact with socially. Ugh! If you are one of these people, here are a few easy tips on how to have more fun at your next networking event.</span><br />
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<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">Much has been written about how to become a better conversationalist, and usually the tips go like this:</span><br />
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<li><span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">Smile</span></li>
<li><span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">Ask questions </span></li>
<li><span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">Be a good listener</span></li>
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<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">All of these instructions are valid, for sure, but there is a lot more to being a good conversationalist. For example, to become a good listener, the instruction is usually to be<i> genuinely interested</i> in what the other person is saying. But what if they are boring the pants off of you? What if they are talking about a subject that is so foreign to you (i.e. over your head) that you can't follow what they are saying? How can you possibly generate "genuine" interest in something you are so genuinely NOT interested in? Here are some ideas....</span><br />
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<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;"><b>Remember, They Are Here to Network</b></span><br />
<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">Though your conversational partner may not be acting like they want to talk to anyone other than you, they came to the event for the very same reason as you; to meet people. Be a good friend, and help them do it. When you find yourself drowning in a boring conversation, look for people walking by who might be more interesting to talk to, and invite them to join you. Don't think of this as dropping a boredom bomb on them. Simply invite them to join you, introduce them to your conversational partner, and give them a brief synopsis of the most interesting (i.e. least boring) parts of the conversation so far. Then ask them a question that is loosely related to the subject, and hope that they take it in a different direction. No need to make the earliest escape possible, as you don't want to appear rude. You end up looking great because you are the conduit connecting people to each other.</span><br />
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<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;"><b>Listen For Detour Opportunities</b></span><br />
<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">The advice to be a good listener is great, but you need to do more than just process the words that are coming out of the other person's mouth. Especially if the conversation is heading to Boresville, you need to be listening for something very specific; for an opening. You want to listen for little hooks in the conversation that you can grab onto and ask a question that will direct the conversation to a topic you find more interesting. For example, if your partner is blabbing on and on about a golf trip they took to Scottsdale, and you have no interest in golf, you could grab onto "Scottsdale" and ask them how far that is from the Grand Canyon. "Oh, you've never been there? It's one of the most beautiful places to see a sunset. What national parks have you been to?" Viola! The trick here is that you are not hijacking the conversation so that you can tell your own story. You are just redirecting your partner to speak on a topic more interesting to you. In the end, your conversational partner will only remember how easy it was to speak to you, not necessarily what you talked about. </span><br />
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<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;"><b>Escape With Grace</b></span><br />
<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">The classic phrase to escape a boring conversation is, "Excuse me, I need to get another drink/go to the bathroom/check my voicemail." And while these do often work, there is always the chance that the person follows you. To truly make a graceful exit, you need to be respectful of what your partner might want to achieve at this networking event. First of all, be polite. Thank them for the great conversation (even if it's a lie). Second, ask for their business card and tell them why you might give them a call in the future ("if I am headed to Scottsdale anytime soon, I am going to give you a ring."). Third, ask them if they are trying to meet anyone specific at the event. Tell them that if you bump into that person, <span style="font-size: small;">you</span> will try to introduce them. Lastly, wish them well ("enjoy the rest of the event"). Now head to the bar for a refill.</span><br />
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<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;"><b>Help Others Be Successful</b></span><br />
<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;">Overall, one of the best ways to be a good conversationalist is to make others feel comfortable. Most people find it difficult and nerve racking to make small talk. The more you can do to make them feel comfortable and help them make connections, the better you are going to look. At their core, all of the tips above focus on how you can help others be more successful at networking, not simply to escape from a boring conversation. By keeping your focus on how you can help others, people are going to remember you as one of the most interesting people that they meet at any event.</span>
<span style="font-family: "Trebuchet MS",sans-serif; font-size: small;"><br /></span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com2tag:blogger.com,1999:blog-3744779305338191324.post-27776389966703014222014-03-10T14:12:00.000-07:002014-03-14T14:12:26.810-07:00Funny Body Language AnalysisI had my Human Relations class laughing out load while watching this funny video about body language.<br />
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It is amazing to many how much information is communicated though body language during an ordinary conversation. The importance of your non-verbal communication is amplified in a public speaking setting. If you have never given much thought to what your body is saying while you speak, try this little experiment.<br />
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<li>Stand (don't sit) in front of your iPhone/Android set far enough away to view your whole body.</li>
<li>Video yourself talking about a controversial topic (e.g. your views on gay marriage) for 1 minute.</li>
<li>Share the video with someone else, but mute the volume.</li>
<li>Ask them what they think you were saying.</li>
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As long as they are not experts in lip reading, they are very likely to interpret your communication very differently than you do. The vast majority of the emotional content in your message is communicated though non-verbals like body language, posture, and vocal tone.</div>
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Improv Comedy Troupes, like The Laff Staff in Jackson Hole, WY, play a fun game during performances that emphasizes how much information is communicated non-verbally. The game is called Deaf Replay, and it involves three pairs of actors. The first pair is instructed to make up a scene based on a suggestion from the audience. The remaining two pairs are kept off stage with headphones blaring loud music so that they cannot hear the audio portion of the scene. The first group must then try to reenact the scene from the first pair of actors, using all of the same body movements, and trying their best to guess what the dialogue was between the first to actors. The third group, who were only allowed to watch the 2nd group of actors perform (again, no audio), try to reenact the scene from the 2nd pair. It never fails that the three scenes are COMPLETELY different, and hilarious.</div>
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If you have never scene improvisational theater performed, I highly recommend it, as it will help you understand some of the major fundamentals of communicating effectively in any situation.</div>
John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-76895473693731392352014-02-03T09:44:00.000-08:002014-08-21T04:03:42.955-07:00Everything Starts With A Conversation<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;">A job interview. A sales call. A business relationship. Even romance. The way we communicate with each other orally is one of the most overlooked skills by today's professionals. No matter how many new social networks are invented, the core concept of communicating face-to-face will always trump the influence of chatting online.</span></span><br />
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<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;">Thank you to my friend, Nick Staron at Jackson Hole Adventure Video<span style="font-size: small;">,</span> for helping me with this video commercial. True to my statement above, this video only scratches the surface of how Dialogue Business Strategy can help you and your co-workers communicate more effectively with your customers and each other.</span></span><br />
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<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;">Call me anytime to discuss how improving your communication skills will help improve your business. My cell number is 307-699-1159. I look forward to chatting with you.</span></span><br />
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<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;">Sincerely,</span></span><br />
<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;"><br /></span></span>
<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;">John Morgan</span></span><br />
<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;">Owner / President</span></span><br />
<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;">Dialogue Business Strategy, Inc.</span></span><br />
<span style="font-size: small;"><span style="font-family: "Trebuchet MS",sans-serif;">Jackson Hole, Wyoming, USA</span></span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-35584668276535732802014-01-20T10:14:00.000-08:002014-08-21T04:06:06.079-07:00The Winner Often Loses<div class="separator" style="clear: both; text-align: center;">
<a href="http://2.bp.blogspot.com/-hBnUTc-kfxU/UH2Vx6-tCcI/AAAAAAAAAPw/KKzumHcjmPY/s1600/winners-and-losers-in-medicare-drug-benefit.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://2.bp.blogspot.com/-hBnUTc-kfxU/UH2Vx6-tCcI/AAAAAAAAAPw/KKzumHcjmPY/s200/winners-and-losers-in-medicare-drug-benefit.jpg" height="200" width="168" /></a></div>
<span style="font-family: Trebuchet MS, sans-serif;">Have you ever met an aggressive sales person who pushes and pushes as hard as they can to make the sale, hopefully wearing down their customer enough that they finally give in? Chances are, your reaction to that sales person was not very favorable. Even if you did give in to that initial purchase, you probably never wanted to deal with that salesperson ever again. You stopped taking their calls. You blocked their email address. And you may even have told others to "watch out" for this salesperson in the future. In the end, the salesperson may have won a sale, but they lost your future business.
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<span style="font-family: Trebuchet MS, sans-serif;">Most successful salespeople understand that sales is not a zero-sum game. Meaning it is not about closing the sale at all costs. A successful sales relationship is built on mutual respect, and the cornerstone of that respect is communication. Salespeople must listen to their customers and empathize with their needs.
The same is true in every type of conversation that we have with our customers. No matter what department: customer service, accounts receivable, human resources, etc. <b>The way we talk with others has a tremendous effect on the success of our business.</b></span><br />
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<span style="font-family: Trebuchet MS, sans-serif;">Unfortunately, people often revert to the old model of zero-sum in most of their day-to-day conversations. They have something to say to someone, and when they approach that person, the only thing on their mind is to say it.
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<span style="font-family: Trebuchet MS, sans-serif;">"You have to respond to these requests faster or my projects get backed up, and it's a waste of my time!"</span></blockquote>
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<span style="font-family: Trebuchet MS, sans-serif;">"Your idea won't work. We tried it before, and the transportation costs killed us. Let's move on." </span></blockquote>
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<span style="font-family: Trebuchet MS, sans-serif;">"The conference room is a mess. From now on, no one can eat their lunch in there."</span></blockquote>
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<span style="font-family: Trebuchet MS, sans-serif;">"Quit nickel and diming me on my expense reports. I know what is right and what is wrong, so just respect my work."</span></blockquote>
<span style="font-family: Trebuchet MS, sans-serif;">The truth is that most conversations should be approached as positive-sum games. In other words, we should be seeking mutual benefit for both parties in the conversation. This is the concept of sharing information and understanding the perspective of the other party. Listen to the other person, and let their perspective guide how you frame your message. </span><br />
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<span style="font-family: Trebuchet MS, sans-serif;">Just as in sales, it is you shouldn't to push your agenda too hard, because you risk tarnishing a relationship that you need to help you in the future. Enter every conversation with the goal of sharing information. Start with questions, and listen to the perspective of the other party. This will allow you to frame your message in a way that will be better understood by the other party, and it will build respect, which is the foundation for a strong relationship.</span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-88329408177271608702013-11-25T10:00:00.000-08:002013-11-25T10:00:00.605-08:00A Taste of My Own MedicineHave you ever watched a video of yourself giving a presentation? I suggest this to my public speaking students at Central Wyoming College. There is really no better way to evaluate and improve your public speaking than by being your own critic. This is advice that I have recently realized is easier said than done.<br />
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My talk from TEDxJacksonHole was recently posted online, and it has been somewhat unsettling to watch myself perform such a personal speech on the internet. It was actually easier for me to deliver the speech in front of a live audience of 500 people than it has been watching it online. Check it out for yourself, and let me know what you think. (Be kind)<br />
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John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com1tag:blogger.com,1999:blog-3744779305338191324.post-30492610958158973532013-11-19T20:24:00.000-08:002013-11-20T05:38:01.043-08:00Training That Sticks<div class="MsoNormal">
You know how important customer service is to your
business. When you see a customer leave
your business with a smile on their face, you know they are likely to do business
with you again. Moreover, there’s a good chance they will recommend you to their
friends and family.</div>
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Knowing this, you probably provide some customer service
training to your employees (If not, you really need to!). I challenge you to consider how much of your
training focuses on procedures (i.e. what to do) vs. behaviors (i.e. how to do
it). <br />
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<b style="text-decoration: underline;">What to do How
to do it</b><span style="text-decoration: underline;"> </span></div>
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Make customers feel welcomed Be genuinely interested in your customers</div>
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Exceed customer’s expectations Empathize with your customer's situation</div>
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Maintain a positive attitude Recognize and manage your emotions at work</div>
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<a href="http://2.bp.blogspot.com/-NUOWR8AaKCQ/Uow33xtqcdI/AAAAAAAADZ4/-U8fJuN2U2E/s1600/behavior+skills.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="http://2.bp.blogspot.com/-NUOWR8AaKCQ/Uow33xtqcdI/AAAAAAAADZ4/-U8fJuN2U2E/s200/behavior+skills.jpg" width="160" /></a>Chances are you have been focusing mostly on training procedures,
which is good. Unfortunately, “good” isn’t
what you are aiming for. Raising the level
of your customer service requires that you train the behavioral skills your
employees need to truly “wow” your customers.
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Learning behavior skills works best when the training is
customized to individual strengths and personalities. Don't assume that a group training session is going to do the trick. Follow it up with individual meetings to find out what part of the training your employees felt was most valuable. Ask thoughtful questions about how they will apply what they learned. Providing individual
attention improves employee engagement, retention, and skill development. This is especially true with younger employees who are used to more individualized attention from parents and teachers. Give it a try. It'll be the most valuable time you spend improving performance all year, and might even improve your relationships with your employees.</div>
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John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-41388561391379994532013-10-18T07:30:00.000-07:002013-11-06T20:44:59.933-08:00What Is "Internal Marketing?"<div class="separator" style="clear: both; text-align: center;">
<a href="http://3.bp.blogspot.com/-VJ9WkDOWlcM/TWUnkVm63sI/AAAAAAAAADg/CxezW_x6nW4/s1600/I+love+my+job.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="160" src="http://3.bp.blogspot.com/-VJ9WkDOWlcM/TWUnkVm63sI/AAAAAAAAADg/CxezW_x6nW4/s200/I+love+my+job.jpg" width="200" /></a></div>
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<span style="font-family: Verdana, sans-serif; font-size: small;">After a recent seminar that I presented, I passed my business cards around to the audience and asked if anyone had questions. I was surprised when one of the first questions was not about the presentation, but about my card.</span></div>
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<span style="font-family: Verdana, sans-serif; font-size: small;">"Your cards lists, 'Sales Consulting, Customer Retention, and Employee Engagement" the gentleman asked. "How does employee engagement fit in with all the sales & marketing stuff?"</span></div>
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<span style="font-family: Verdana, sans-serif; font-size: small;">"Great question," I responded. I then challenged the audience to consider the "Identify Your Target Customer?" exercise we had worked on earlier in the presentation, and to substitute the word "customer" with the word "employee." In many instances, employees <i>are your core customers!</i> </span><br />
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<span class="Apple-style-span" style="font-family: Verdana, sans-serif; font-size: small;"><span style="font-family: "Verdana", "sans-serif";">A great example of this is illustrated in the book "Let My People Go Surfing," written by Yvon Chouinard, founder and owner of Patagonia, Inc. Yvon & the early employees of Patagonia swore to only make products that they would themselves use. This mandate became a philosophy that shaped every facet of the business. Patagonia's first principle of mail order is that "selling ourselves and our philosophy is equality important to selling product." This commitment to authenticity greatly strengthens the Patagonia brand.</span></span></div>
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<span style="font-family: "Verdana", "sans-serif"; font-size: small;">Earlier in the presentation, I made the point that <i>branding</i> is more about the public's perception of your company than the message your marketing department wants them to perceive. A HUGE influencer on how the public perceives your company is what your employees are saying about working there. Your employees are having hundreds, thousands, <i>millions</i> of conversations every day that affect the image of your company in the community, the industry, and online via social media. Most importantly, the experience your customers have with your clients is a <i>direct result</i> of the conversations that they have with your employees. Let that sink in.</span></div>
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<span style="font-size: small;"><b><span style="font-family: "Verdana", "sans-serif";">What your employees say, and how they say it,</span></b></span></div>
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<span style="font-size: small;"><b><span style="font-family: "Verdana", "sans-serif";">has a significant influence on your business!</span></b></span></div>
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<span style="font-family: "Verdana", "sans-serif"; font-size: small;">If your company is not already addressing the concept of "internal marketing" you need to begin right away. The process is quite simple, but it takes effort and commitment. It begins with thinking about your employee much the same way you do about your customer. Engage them to discover their needs. Consider both the issues they have as a customer (i.e. their need/desire for your product or service), and as a <i>representative of your customer</i>. This second part is critical. Every person in your company, from accounting to janitorial staff, is there to fulfill some need of your customer, right? Listen to your staff as you would listen to your customer. Their insight on how best to fulfill your clients needs is invaluable. </span></div>
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<span style="font-family: "Verdana", "sans-serif";"><span style="font-size: small;">Once you have won the support of your employees, communicating your brand message to the general public becomes exponentially easier.</span><span style="font-size: small;"> Your brand message gains authenticity and <i>velocity.</i></span><span style="font-size: small;"> Of course, you can think of it from the other hand as well.</span><span style="font-size: small;"> If you haven't been able to win the support of your employees (i.e. your most loyal customers), how do you expect to satisfy new clients?</span><span style="font-size: small;"> Begin your "internal marketing" campaign TODAY!</span></span></div>
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John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-60699925386662927012013-10-09T08:39:00.001-07:002013-10-09T08:39:27.139-07:00Mega Disruption!A few months ago I promised on this blog that I would be posting all about all of the great speakers that I coached for TEDxJacksonHole in February. Boy did I fail at that. Sorry. I've been busy. Seriously.<br />
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We just concluded TEDxJacksonHole DISRUPT on October 5, 2013, and it was AWESOME! If you were not lucky enough to be in the audience, don't fret, videos of all the speeches will be posted online within the next couple of weeks. <br />
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As the Speaker Coach for TEDxJacksonHole I have spent hundreds of hours over the past 3 months working with each of the wonderful speakers for the event. What a great event! Thank you to every performer:<br />
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<li>April Alliston</li>
<li>Ed Belbruno</li>
<li>Alexa Clay*</li>
<li>Sandy Hessler</li>
<li>Brolin Mewejje</li>
<li>Kristen Moeller</li>
<li>Marena Salerno Collins</li>
<li>Steve Trilling</li>
<li>Ava Ulmer</li>
<li>Nate Ver Burg</li>
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What is that "*" next to Alexa Clay's name, you ask? Well, Alexa had to cancel at the last second because of illness, and a replacement speaker had to fill in. Who? You ask again. Well, that would be me. Yup, I got the opportunity to give my first TED talk this past Saturday, and I had only 10 hours to prepare it! And in that time, I also needed to assist the other speakers with the dress rehearsal. Talk about a major DISRUPTION! It was a crazy and intense next 12 hours that are still all a blur for me. While I feel as though I delivered a powerful and emotional speech, I am a bit afraid to see the video once it is edited. All and all, I am proud of what I accomplished and revealed to the audience.</div>
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I also feel for Alexa, as she spent hours and hours preparing her speech, flying here from the east coast to present, and then falling ill and being unable to perform. You all should at the very least visit <a href="http://misfiteconomy.com/">http://misfiteconomy.com/</a> to see what we missed.</div>
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Thanks to everyone who helped make TEDxJacksonHole DISRUPT a huge success. Special thanks to Steve Jansen and the rest of the TEDxJacksonHole committee. Another one in the books!</div>
John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-12474341351329015042013-09-04T09:43:00.000-07:002013-11-06T20:45:54.260-08:00The Reward of Awards<a href="http://lh3.ggpht.com/-syV18NedQtk/T2izmpf8l9I/AAAAAAAAALg/npm0O-soEKA/s1600-h/award%25255B8%25255D.jpg"><img align="right" alt="award" border="0" height="197" src="http://lh4.ggpht.com/--d8_NHvDq-k/T2iznEgPuaI/AAAAAAAAALo/G5Yj37yVu6I/award_thumb%25255B4%25255D.jpg?imgmax=800" style="background-image: none; border-bottom: 0px; border-left: 0px; border-right: 0px; border-top: 0px; display: inline; float: right; padding-left: 0px; padding-right: 0px; padding-top: 0px;" title="award" width="197" /></a>How does you business recognize individual employees? Like many businesses, you may have an internal award program that recognizes employees for excellent customer service, environmental stewardship, safety, etc. Far too few businesses recognize the opportunities to nominate their employees for external awards in similar categories. This is a tremendous opportunity lost because individual awards are usually far more engaging and relevant to your customers. Personal success stories are a wonderful way to communicate your company values in a way that relates well to your customers. <br />
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<a name='more'></a>As a member of the membership committee for our local chamber of commerce, I enjoy the opportunity to help determine the recipient of our Western Hospitality Award each quarter. This award is given to the individual or business that exceeds the expectations of their customers and exemplifies true genuine hospitality. What troubles me though is how few nominations we actually receive. With 20,000 people in our county, and well over 1,000,000 tourists visiting Jackson Hole each year, we usually receive only a half dozen nominations for the Western Hospitality Award each quarter. I know that there are more than six instances of true genuine hospitality every season, and I don't understand why companies aren’t more proactive about nominating their employees for this award. <br />
<strong><span style="color: #6aa84f;"><br /><span style="font-size: large;">Engaging Marketing Opportunity</span></span></strong><br />
Nominating your employees for individual awards in your community, state, and industry are wonderful ways to receive great press for your company. More often than not, the positive press is generated by someone other than your PR department as the awarding organizations are communicating directly with newspapers, radio, and TV stations. Awards and nominations are also EXCELLENT content for your blog/website, Facebook, Twitter, and every other social network your company uses. <br />
<strong><span style="color: #6aa84f;"><br /><span style="font-size: large;">Employee Engagement Opportunity</span></span></strong><br />
Don't underestimate how motivating it is for your employees to be recognized in public for their good service. Promoting your award winners on your social media networks provides your employees an opportunity to spread the information easily to their friends and family without it seeming too self promoting. Other employees become inspired by the work that their peers have done, which can be far more motivating than awards and accolades the organization receives as a whole. <br />
<br />
I guarantee that your community has a variety of awards that are presented to individuals and businesses every year. Check with your chamber of commerce, civic organizations like Rotary and Lions Club, and within your industry. Make an effort to nominate at least one employee for each award. Often times the nominees receive significant publicity as well, so just getting your "hat in the ring" provides some great benefits. This is one of the cheapest, easiest, and most "feel good" ways to promote your business.John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-48935733592849518512013-06-19T14:44:00.002-07:002013-06-19T14:44:42.703-07:00She Should Have Gone To ToastmastersHave you ever been put on the spot and been asked a question that you weren't anticipating in front of an audience you were trying to impress? Maybe it was during a staff meeting when your boss singled you out to report on a project. Or perhaps it happened to you during a job interview. Whatever your worst impromptu speaking blunder was, it probably wasn't as bad as Miss Utah from this past weekend's Miss USA pageant. <br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<iframe allowfullscreen='allowfullscreen' webkitallowfullscreen='webkitallowfullscreen' mozallowfullscreen='mozallowfullscreen' width='320' height='266' src='https://www.youtube.com/embed/jHEFIhdkgFA?feature=player_embedded' frameborder='0'></iframe></div>
<br />
<br />
These moments happen to everyone, though hopefully for most of us, not in front of a national audience. There are only two ways for you to minimize the chances of bungling an impromptu speech and sounding like an idiot.<br />
<br />
<ol>
<li>Learn everything about EVERYTHING so that you can always sound intelligent, not matter what topic you are asked to speak on.</li>
<li>Practice impromptu speaking so that you learn the structure of a short speeches, and develop improvisation skills.</li>
</ol>
The first, I can't help you with. Unless you are Jeopardy wiz kid, Ken Jennings, you aren't likely to develop an encyclopedic memory while also juggling your day job, family, and all the other stuff that constitute <i>"living."</i> <br />
<br />
The second way is easy. Visit your local Toastmasters club. For decades, Toastmasters International has been helping people develop the very skill of delivering impromptu speeches. In Toastmasters lingo they are referred to as Table Topics, and all over the world, just about every Toastmasters meeting participants are challenged to give 1-2 minute speeches on subjects they know nothing about. More accurately, they don't know what the topic will be until they are already standing at the lectern in front of the audience.<br />
<br />
Table Topics often seem intimidating to the uninitiated, but Toastmasters quickly learn that they are one of the best tools to practice your speaking skills. They are fun and often funny too, for both the speaker and the audience.<br />
<br />
The absolute best way to improve your confidence and competence in public speaking is to <i>practice </i>in front of a <i>live audience. </i>Toastmasters gives you this opportunity in a supportive atmosphere with no risk of looking like an idiot. Visit your local Toastmasters club to learn more. To find your local club, visit www.toastmasters.org. John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-75849110256753114462013-05-21T10:50:00.000-07:002013-11-06T20:49:01.745-08:00Is Your Brand Out-of-Control?<div class="separator" style="clear: both; text-align: center;">
<a href="http://3.bp.blogspot.com/-LItcOPz-qv0/Th8rigdXtuI/AAAAAAAAAGk/iwK1yeWrbCE/s1600/brand+cow.bmp" imageanchor="1" style="clear: right; cssfloat: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" m="" src="http://3.bp.blogspot.com/-LItcOPz-qv0/Th8rigdXtuI/AAAAAAAAAGk/iwK1yeWrbCE/s1600/brand+cow.bmp" true="" /></a></div>
<span style="font-family: "Trebuchet MS", sans-serif;">If you've answered "Yes," you are probably better off than you think. For years, companies have talked about "branding" as if it was something tangible that they could control. </span><br />
<blockquote>
<div style="text-align: center;">
<em><span style="color: #274e13; font-family: "Trebuchet MS", sans-serif;"><strong>Design a logo, write a tag line, test it with some focus groups, and viola! You have a brand.</strong></span></em></div>
</blockquote>
<span style="font-family: "Trebuchet MS", sans-serif;">No, actually, you have a logo, which is, at best, an image that people associate with your brand. A brand is best defined as: the customer's perception of your company. It's not what you tell your customers about your company, it's what they tell you.</span><br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;"><strong><span style="color: #274e13;">You don't own your brand. Your customer owns your brand.</span></strong> </span><br />
<span style="font-family: "Trebuchet MS", sans-serif;">This is what makes the concept of "branding" so powerful. When your business strategy matches exactly the actual experiences of your customers, you have created an unstoppable marketing force.</span><br />
<a name='more'></a><br />
<br />
<span style="color: #274e13; font-family: "Trebuchet MS", sans-serif;"><strong>So What Are Your Customers Saying?</strong></span><br />
<span style="font-family: "Trebuchet MS", sans-serif;">Present day consumer research is certainly a useful tool for marketers, but reading survey results only provides you with half of the information that you need to make effective business decisions. A far better source for learning about customer expectations and experiences is the customers themselves. You must engage your customers. </span><br />
<br />
<span style="color: #274e13; font-family: "Trebuchet MS", sans-serif;"><strong>Engage them in what? Engage them in conversations!</strong></span><br />
<span style="font-family: "Trebuchet MS", sans-serif;">Every day, you and your customers have hundreds and thousands of conversations. Each of these events is the perfect opportunity to evaluate your product, service, and strategy, but too few of us pay attention to these conversations on a daily basis.</span><br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;">The perfect example of this is the front line sales interaction, be it in reservations, front desk, food & beverage, or any other opportunity to interact with your customer. The vast majority of these conversations are happening by the people in your organization who have the least training, and the least opportunity to take full advantage of this interaction.</span><br />
<br />
<span style="font-family: "Trebuchet MS", sans-serif;">To truly build a strong brand, you need to have your entire company working effectively to bring your business strategy in line with the customer’s actual experiences. Traditional marketing may get people to your website, store, or dialing your toll free number, but it is what happens from there that is the true crux of Marketing. It begins and ends with the conversation. The effective dialogue that you and your employees cultivate with your clients is the conduit to increase business and maximize profit. The conversation is the relationship, and it is all about Sales. Sales is the New Marketing.</span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-27165948248753411672013-04-18T10:32:00.000-07:002013-11-06T20:51:05.624-08:00The Most Inspiring Marketing Medium<blockquote class="tr_bq">
<i>"A speech is a solemn responsibility. The man who makes a bad thirty-minute speech to two hundred people wastes only a half-hour of his own time. But he wastes one hundred hours of the audience's time - more than four days - which should be a hanging offense."</i></blockquote>
<blockquote class="tr_bq">
<i> - Jenkin Lloyd Jones</i></blockquote>
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="http://2.bp.blogspot.com/-9YxhZ8LMrek/T4xVNrgEzYI/AAAAAAAAAL4/2yE6YuZBL0o/s1600/steve+jobs+image.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="http://2.bp.blogspot.com/-9YxhZ8LMrek/T4xVNrgEzYI/AAAAAAAAAL4/2yE6YuZBL0o/s1600/steve+jobs+image.jpg" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Steve Jobs - A man who understood the power of<br />
public speaking for business better than most.</td></tr>
</tbody></table>
We all have to speak in public at sometime in our lives. Most of us have to do it almost every day in the form of sales calls, staff meetings, and presentations. As someone who has studied and taught public speaking for many years, I cringe whenever I listen to a speaker who has not prepared for and practiced the skill of public speaking before they stand in front of an audience. Not only does it show a lack of respect for the audience, it exhibits a complete loss of opportunity.<br />
<br />
More than every other form of marketing or sales, the opportunity to prepare and deliver a speech for a specific audience gives you the chance to share your idea and your perspective in a way that is specifically tailored for the people receiving it (e.g. customers, potential donors, board of directors, etc.). It is not just a captive audience, it is an engaged audience that is in the room specifically to hear what you have to say. Magazines, newspapers, radio, internet, and social media all rely on chance that a viewer is interested in your message at the exact time that they see or hear it. Public speaking audiences typically know the topic of a presentation and have committed to listening prior to hearing even the first word. Furthermore, with traditional marketing your audience must become immediately engaged with your message, or they will turn the page, change the station, or click another link. Nearly 100% of a public speaking audience stays listening attentively to the speaker for the entire speech.<br />
<a name='more'></a><br />
<br />
The most important thing that differentiates the effectiveness of public speaking over traditional marketing is the ability to INSPIRE your audience. It is not enough to think of your marketing efforts as an attempt to inform your customers and raise awareness for your message. You must inspire your audience to take action! Take action by applying your message directly to their life or business. When you share your message in public, with your own voice, you are able to use emotion and passion to inspire people to take your message and make it their own. No one in recent memory has done this more effectively than Steve Jobs. I can't even think of another CEO that I remember speaking in public about the launch of a new product or service, but the world sat at attention every time Steve Jobs stood on stage. He didn't just tell us about Apple products, he made them relevant to our lives.<br />
<br />
On the flip side, a poor speech has the tendency to sap inspiration right out of your message. If you typically approach your speaking engagements (e.g. presentations, sales calls, staff meetings, etc.) with little preparation, believing that you can deliver your message "off-the-cuff," you are leaving way too much up to chance. You only get ONE CHANCE to deliver your message in a speaking format. Make the most of it. Prepare, practice, and perform!John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-60067933694869630802013-03-25T14:27:00.000-07:002013-03-25T14:27:00.733-07:00Its too good of a quote not to forward along....<blockquote>
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="http://2.bp.blogspot.com/-oK9SVD4sDgk/UUzMsNDu72I/AAAAAAAACUQ/m4sjpLYCsGA/s1600/Jane+Goodall.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="http://2.bp.blogspot.com/-oK9SVD4sDgk/UUzMsNDu72I/AAAAAAAACUQ/m4sjpLYCsGA/s1600/Jane+Goodall.jpg" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-size: xx-small;">Photo from TED.com Speaker Profile</span></td></tr>
</tbody></table>
<span style="font-size: large;"><i>"Change happens by listening and then starting a dialogue with the people who are doing something you don't believe is right.</i><i>"
</i></span></blockquote>
<br />
<blockquote>
<b>-Jane Goodall</b>, quoted in NationalGeographic.com</blockquote>
John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-22155617889163075272013-03-22T11:56:00.002-07:002013-03-22T12:03:30.502-07:00TEDxJacksonHole - Speech Making in the EXTREME<div class="separator" style="clear: both; text-align: center;">
<a href="http://4.bp.blogspot.com/-2_xWLmHHV5s/UUypPQrqwmI/AAAAAAAACT4/BsjHSPG0JYQ/s1600/Christie+TEDxJH.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="250" src="http://4.bp.blogspot.com/-2_xWLmHHV5s/UUypPQrqwmI/AAAAAAAACT4/BsjHSPG0JYQ/s320/Christie+TEDxJH.jpg" width="320" /></a></div>
<p>
One of the most rewarding projects I have been involved with over the past year has been <b>TEDxJacksonHole.</b> The success of each sold-out event has been gratifying, thought the most rewarding aspect of my participation in TEDxJacksonHole has definitely been in working with and coaching each of the speakers. <br />
<p>
<br />
In my role as Speaker Coordinator, I witnessed the development of each TEDx talk from the first nomination, though speech writing, rehearsal, and finally the live performance. Coaching each speaker though the process has been both challenging and enlightening for me. For many speakers, it is an emotional roller coaster that dips from moments of tearful frustration to the height of jubilation when they nail the speech in front of the sold out audience. Each of the speakers brought 100% of their commitment, passion, and enthusiasm to the event, and for that, I thank them.<br />
<br />
Over the next few weeks, I am going to showcase some of the great speeches from TEDxJacksonHole on <a href="http://salesisthenewmarketing.com/">SalesIsTheNewMarketing.com</a>. Visit frequently, and mark you calendars for the weekend of <b>October 5th</b> for our next TEDxJacksonHole event at the Center for the Arts.<br />
<br />
***<br />
<br />
<b>Kevin "KAL" Kallaugher</b> was a complete joy to work with for TEDxJacksonHole EXTREME. He brought a level of professionalism with him that has been unmatched by any other speaker at either event. Both funny and inspirational, Kevin made an immediate connection with the audience as he shared a subject and perspective that many people rarely consider.<br />
<br />
<iframe frameborder="0" height="331" scrolling="no" src="http://tedxtalks.ted.com/video/Daggers-Drawn-Kevin-Kallaugher/player?layout=&read_more=1" width="420"></iframe><br />
<br />John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-72055538110043528162013-01-15T10:01:00.000-08:002013-02-18T10:03:07.795-08:00How You Talk Is How You Should Market Your Business<span style="font-size: small;"><span style="font-family: "Trebuchet MS", sans-serif;">How we talk <span style="font-size: small;">is th<span style="font-size: small;">e core to how we communicate. How <span style="font-size: small;">we communi<span style="font-size: small;">cate is core to how we connect with customers.</span></span> <span style="font-size: small;">Too many <span style="font-size: small;">businesses <span style="font-size: small;">create a marketing strategy <span style="font-size: small;">based on <span style="font-size: small;">what they <i>think</i> they <span style="font-size: small;">their cu<span style="font-size: small;">stomers w<span style="font-size: small;">ant to hear, rather than tru<span style="font-size: small;">sting their own voice to communicate why they serve their customers in the first place.</span></span></span></span></span></span></span></span></span></span></span></span></span><br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<iframe allowfullscreen='allowfullscreen' webkitallowfullscreen='webkitallowfullscreen' mozallowfullscreen='mozallowfullscreen' width='320' height='266' src='https://www.youtube.com/embed/Im8o4rMwtJU?feature=player_embedded' frameborder='0'></iframe></div>
<br />
<br />
<span style="font-size: small;"><span style="font-family: "Trebuchet MS", sans-serif;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">My approach <span style="font-size: small;">to <span style="font-size: small;">marketing for T<span style="font-size: small;">eton Healing Arts has been to encourage every<span style="font-size: small;"> practitioner to speak in their own voice. To communicate from their own heart. <span style="font-size: small;">Once<span style="font-size: small;"> everyone became comfortable <span style="font-size: small;">speaking cand<span style="font-size: small;">idly about why their work is important to the heal<span style="font-size: small;">th of their <span style="font-size: small;">patients, it <span style="font-size: small;">became simple <span style="font-size: small;">t<span style="font-size: small;">o make those messages engaging <span style="font-size: small;">from a marketing <span style="font-size: small;">perspective.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><br />
<br />
<span style="font-size: small;"><span style="font-family: "Trebuchet MS", sans-serif;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">Th<span style="font-size: small;">an<span style="font-size: small;">ks again to my friend<span style="font-size: small;"> Nick Staron<span style="font-size: small;"> from Jackson H<span style="font-size: small;">ole Adventure Video, for helping me create this video testimonial. </span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span> <br />
<br />
<span style="font-size: small;"><span style="font-family: "Trebuchet MS", sans-serif;">-John</span></span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-73990909901316194892012-11-26T14:08:00.000-08:002013-02-18T14:10:43.673-08:00<div class="separator" style="clear: both; text-align: center;">
<a href="http://4.bp.blogspot.com/-btNy-x1ZWvg/USKmNxl1gaI/AAAAAAAACSo/eHQIGareMKU/s1600/Lao+Tzu.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="200" src="http://4.bp.blogspot.com/-btNy-x1ZWvg/USKmNxl1gaI/AAAAAAAACSo/eHQIGareMKU/s200/Lao+Tzu.jpg" width="112" /></a></div>
<span style="font-size: large;"><span style="font-family: "Trebuchet MS",sans-serif;"><span class="normalSpan"><span class="normalSpan"><i><span style="color: black;">"Watch
your thoughts for they become words. Choose your words for they become
actions. Understand your actions for they become habits. Study your
habits for they will become your <span style="font-size: large;">c</span>haracter. Develop your character for
it becomes your destiny."</span></i></span></span></span></span><br />
<span style="font-size: large;"><span style="font-family: "Trebuchet MS",sans-serif;"><span class="normalSpan"><span class="normalSpan"><i><span style="color: black;"> - Lao Tzu </span></i></span></span></span></span>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-61881399104524685882012-08-24T12:12:00.001-07:002012-08-24T12:25:01.733-07:00Staying Ahead of the Curve<a href="http://lh3.ggpht.com/-SHn_BmIF7Pg/UDfSGkxx5eI/AAAAAAAAAPI/T_dtgFrzY6U/s1600-h/Ahead%252520of%252520Curve%25255B5%25255D.jpg"><img align="right" alt="Ahead of Curve" border="0" height="164" src="http://lh5.ggpht.com/-mI8gK64VQAE/UDfSIP5p34I/AAAAAAAAAPQ/Qsd0AUxhsO4/Ahead%252520of%252520Curve_thumb%25255B1%25255D.jpg?imgmax=800" style="background-image: none; border-bottom-width: 0px; border-left-width: 0px; border-right-width: 0px; border-top-width: 0px; display: inline; float: right; padding-left: 0px; padding-right: 0px; padding-top: 0px;" title="Ahead of Curve" width="244" /></a>
<p>
Woah, it’s been quite a while since my last blog entry! Thankfully, my absence is the result of being extremely busy this summer. Aside from the obvious benefit of being busy ($$$), working with new clients and new projects has been a great learning opportunity! I am convinced, there is no better way to keep ahead of the curve, keep energized, and pursue innovation than to be proactive about working with new projects.
</p><br />
<blockquote>
<div align="left">
<em>“To stay ahead, you must have your next idea waiting in the wings”</em> -Rosabeth Moss Kanter</div>
</blockquote>
<a name='more'></a>
<p>
For example, earlier this summer, I was approached by a local client to help with a conference that she was hosting for the Wyoming Land Title Association. “Can you present a seminar on Business Ethics for our annual meeting,” she asked. Before my brain could completely process the question, my lips were replying “Yes!” My instinct was that effective communication is a core component of ethical behavior, and as a communication expert, I could share a new perspective on the subject of ethics. While most ethics classes focus on “what is ethical” I would help the members of WLTA learn “how to behave" ethically. <br />
</p>
<p>
The top three objectives of my seminar were to help businesses: <br />
1. Establish their own code of ethics<br />
2. Create an ethical culture in the workplace<br />
3. Deal with situations when others put your ethical standards at risk <br />
</p>
<p>
The success of this approach was awesome! Many of the audience members told me after the event that this THE BEST seminar on ethics that they have ever experienced. This meant a lot coming from people who are required to attend at least 2 hours of continuing education on ethics each year! When I asked what made my presentation better than others, one person said that the communication perspective was far more relevant to their daily business than simply a seminar on what is right and what is wrong. Another participant was ecstatic to have learned tools and skills to prevent others from pressuring her to “bend the rules.” The comment I heard most was how my positive attitude made a usually dull and even negative subject come to life. This is a perfect example of how THE WAY in which we communicate has as much influence on people as the content we communicate. <br />
</p>
<p>
Teaching a seminar on Business Ethics definitely was outside of my normal comfort zone, and because of that, it taught me even more about how important communication is in the workplace. What we say, and HOW WE SAY IT has a tremendous effect on our relationships with customers, co-workers, suppliers, competitors, employees, volunteers, board members, and even our friends and families. If it you have become frustrated recently with any relationship that you have, take a moment to think about HOW you are communicating, and what effect that approach has on how well other's understand what you are saying. <br /></p>
<br />
John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com0tag:blogger.com,1999:blog-3744779305338191324.post-21235396310366476252011-12-20T06:11:00.001-08:002012-03-20T09:48:08.692-07:00Last Minute Stocking Stuffer - FROM SPACE!<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="http://1.bp.blogspot.com/-T4SpXR-qkqU/TvIerqlpukI/AAAAAAAAAKw/Wu1GSN71W4U/s1600/fisher-space-pen-action.jpg" imageanchor="1" style="clear: right; cssfloat: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="224" oda="true" src="http://1.bp.blogspot.com/-T4SpXR-qkqU/TvIerqlpukI/AAAAAAAAAKw/Wu1GSN71W4U/s320/fisher-space-pen-action.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Fisher Space Pen <em>- IN ACTION!</em></td></tr>
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Anyone who has been to one of my networking seminars or workshops has heard my rule: <strong>“Always have a pen with you.”</strong> This is important so that you can write down useful notes from each conversation that you have. It is hard enough to remember names and faces when you meet a variety of people at one event. To remember the topics of conversation that you discussed, the hobbies and interests of your new acquaintances, you’ve got to take notes. I like to write them on the business cards I receive from people I meet. This way when I am transferring the contact info into my computer later on, I also have notes from our conversation handy. Always having a pen with you is a habit that you need to create for yourself.<br />
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The key is to have the pen ON YOU, not just in a briefcase that gets left in your car at events, or even in your coat that gets left on a rack or the back of a chair. It may seem relatively easy to find a pen (i.e. ask for one) at a networking event, but chances are this added step will prevent you from actually recording any conversational information in writing. You have to have the pen IN YOUR POCKET. <br />
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<tr><td style="text-align: center;"><a href="http://1.bp.blogspot.com/-cU6IMi3rdM4/TvIexhDBoiI/AAAAAAAAALA/TulH61eRzJk/s1600/space+pen+blue.jpg" imageanchor="1" style="clear: right; cssfloat: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="200" oda="true" src="http://1.bp.blogspot.com/-cU6IMi3rdM4/TvIexhDBoiI/AAAAAAAAALA/TulH61eRzJk/s200/space+pen+blue.jpg" width="179" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Small for pocket - Big for hand</td></tr>
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<em>Does the idea of keeping a pen in your pocket make you uncomfortable?</em> What if it leaks or explodes? Will it be uncomfortable to have a big pointy stick in my pocket? Rest assured, I have the perfect suggestion for you. It is a pen that I learned about through my friend John Urdi a few years ago. It is the Fisher Space Pen. Yup, Space Pen. As in, what the astronauts use. The Fisher Space Pen is small enough to fit in your pocket comfortably, and large enough when you turn the cap around to fit in your hand nicely for writing. The cap fits securely with a rubber O-ring as well. The ink cartridge is designed to write in zero gravity, which means its also great if you need to write with the pen upside down (like when you place a business card against a vertical surface to write a note). The Fisher Space Pen also writes well in the cold, rain, and snow! It costs only about $20 from <a href="http://www.amazon.com/Fisher-Space-Pen-Bullet-400/dp/B000095K9D">Amazon.com</a> or your local office supply store, and the ink cartridges are replaceable. In short, it is the perfect pen for anyone who has ever asked you to borrow a pen! I never leave home without mine.<br />
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<tr><td style="text-align: center;"><a href="http://2.bp.blogspot.com/-gbwHuVL7AbU/TvIeulsXQsI/AAAAAAAAAK4/S3qUtDtJKI8/s1600/fisher-space-pen-alien-2.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="484" oda="true" src="http://2.bp.blogspot.com/-gbwHuVL7AbU/TvIeulsXQsI/AAAAAAAAAK4/S3qUtDtJKI8/s640/fisher-space-pen-alien-2.jpg" width="640" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Old Advertisement for Fisher Space Pen</td></tr>
</tbody></table>John Morganhttp://www.blogger.com/profile/09081262687010690987noreply@blogger.com2