A Note from Your President
Happy November NSA North Texas. As we approach the holiday season what I’d like to do for each of our newsletters moving forward is give you some insight I’ve learned and published over the past few years as it relates to our speaking business and selling our services to our clients. This month is about value.
When positioning value, put yourself in your customer’s shoes and ask “So what?” and “Do they care?” Honestly answering these questions can help you discover the value perspective of the customer and who in the customer’s organization will most benefit from the service you deliver.
“If you cannot price your value, all you can price is your cost”. If you do not correctly set your value in the customer’s terms, the customer will stay focused on costs over benefits. The customer will either not buy or negotiate for a lower cost. A simple formula for value is Customer Value=Benefit/Cost. The only value the customer acknowledges is that which meets their needs. The more benefits the customer can see, the more value they receive which minimizes their focus on cost.
So the questions we need to ask the customer is; “What issues are you trying to solve and what are the results you’re looking for after your conference?” Once we understand this, we can position and articulate our value that truly meets their needs.
Best wishes for a wonderful Thanksgiving!
NSA North Texas (@NSANorthTexas)
November 2016 Program – Cindy and Shep Hyken, CSP, CPAE – “How to Get More Business”
A dynamic and inspiring keynote speaker, Todd combines coaching with humor to instill a sales culture mindset within your company that achieves results.Shep and Cindy Hyken will unlock the secrets of how they have used social media and content marketing to explode their business. We will learn which tools to use, what to tweet, why you should tweet, what you should post on Facebook and Pinterest and why. They will share the schedule they use and why its important. This is must have information as we expand the way we use social media and content marketing in our own businesses
For more information check out hyken.com.
Come see Todd on October 8th!
you, the speaker: Author! Author!
by Dave Lieber, CSP
Dallas Morning News columnist
One new advantage of your association with NSA/North Texas is our new chapter bookstore.
Thanks to Kevin G. Green Sr. for doing the heavy lifting to set up speaker.org/bookstore/.
Seventeen books by our members are listed as of this writing. It’s an impressive library. Each book comes with an “Order This Book” link set up by Kevin, too.
As the author of six books (only one per author is allowed on the bookstore) I do know the importance of publicity for authors like us.
So in that vein, I’m going to list each book below. Nothing like a little more publicity for our star authors.
- More Great Days: Inspiration and Ideas to Energize and Enrich Your Life by Julie Alexander
- The 10 Dos and Don’ts for Business Leadership: Lessons to Lead Effectively by Dr. Courtney Baker
- What More Can I Say? Why Communication Fails and What to Do About It by Dianna Booher
- Invade the Man Cave: Sports Secrets Guys Don’t Share by Kate Delaney
- I Did Not Plan That! Make Life Work When Plans Don’t by Ron Hoesterey
- It’s Never Too Late to Live Up To Your Potential by Willie Johnson
- The Dog of My Nightmares: Stories by Texas Columnist Dave Lieber by me
- Business Blunders! 10 Dangerous Business Mistakes and How to Protect Your Business So It Can Thrive! by R. Shawn McBride
- 10 Seconds Daily: Revolutionize Your Reality in 10 Seconds a Day, Pay It Forward by Tim Marvel
- It’s 6 A.M. & I’m Already Behind! 30 Strategies to Get Caught Up in a Crazy-Busy World! by Lauren Midgley
- Inspire, Today’s Journey: A Life-Affirming Message for Each Day of Your Journey by Douglas N. Petersen
- The Naked Truth About Giving Great Speeches: 22 Ways to Reveal Your Presentation Skills by Karen Cortell Reisman
- Four People You Should Know: How to Connect for Exceptional Sales, Customer Service and Unified Teams by Stu Schlackman
- Style Essentials: Build Your Ultimate Wardrobe by Bobbi Schwartz
- Un-Kill Creativity: How Corporate America Can Out-Innovate Startups by Yoram Solomon
- Stop Complainers and Energy Drainers: How to Positively Negotiate Work Drama to Get More Done by Linda Swindling
- Faith on Fire by Sherrie C. Wilson
If you have a book you’d like to add and you’re associated with our chapter, go to speaker.org/bookstore/ and find “Add your book.”
If you don’t yet have a book, well, get going. There’s a place for you here.
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Mastermind Groups Are Coming to NSA-NT!
by Sandi Leyva
The Board is working hard on developing Mastermind groups for NSA-NT members. We’re a strong chapter and Masterminds will help our chapter become even stronger. Masterminds are a huge initiative for our president Stu Schlackman this year, and we expect them to start forming in the first half of 2017.
What Is a Mastermind?
A mastermind group is a group of speakers who want to get together to share business ideas, build relationships, and increase accountability. A typical mastermind group consists of four to eight members who meet once a month in person and follow a set of rules and an agenda where each member has a chance to share and/or ask questions of the other members. What happens in masterminds stays in masterminds; confidentiality is essential. In some cases, there is a facilitator/champion and in others, the facilitator role rotates among members.
Benefits to Masterminds
- Accountability: Check in to report your status, celebrate your achievements, and ask questions on a monthly basis. Ask others to hold you accountable for your monthly goals.
- Collaboration: Meet other motivated speakers who are experiencing the same rewards, excitement, busyness, and challenges as you are.
- New Ideas: Listen in a confidential setting to others’ successes, plans, and concerns to gain inspiration and new ideas.
- Relationships: Get to know fellow members in a much deeper setting than any other event we host.
- Perspective: A good diverse mastermind will provide multiple points of view, allowing you to see new angles and fresh viewpoints.
- Motivation: Get energized by others in the group.
Getting Started with Masterminds
Soon, the Board will be sending a survey to find out whether you are in a mastermind already, and whether you want to find a mastermind to join. While there will be no fee for this, we will be requiring a signed document of commitment for those who want to participate.
Your First Step
If you think you might want to join a mastermind with other speakers in NSA-NT, please attend the November 9, 2016 lab where from 8:00 PM to 9:30 PM. Lauren Midgley will share her expertise on masterminds and lead a discussion about the benefits.
Register here to attend the lab: https://nsant.wildapricot.org/event-2342282
October Meeting Recap
by Bill Lynch
Todd Cohen Presentation at NSA North Texas October 2016
Todd described his topic as “Building a Sales Culture.” He expanded that to be motivating and inspiring everyone in your organization to become a part of your selling effort. Getting more business is about everyone’s attitude about the interactions with have with others.
Everything you do is a selling moment. Sales is not a separate activity. To sell more, engage more and constantly be asking, “What can I do for you?” We don’t have to do anything different, we just need to think differently about the things we do. Selling must be the common thread of everything we do. Every conversation is a selling moment.
Some sales killers: I’m just the _____________. (receptionist, driver, book keeper). Sales is not my job. Asking feels icky. I don’t want to upset any body by trying to “sell” them. I don’t want to impose. If sales is trying to help people get what they want, none of these apply.
Comfort kills sales. We achieve, we self congratulate, we enjoy the moment, we become comfortable and performance declines.
Being present to the other person is the number one selling tool. Selling is teaching, persuading, asking, coaching, differentiation, conversing. Selling is the transfer of emotions. Be proactive realizing that every conversation counts.
Develop a virtual sales team. Create a group of people who feel strongly about your value and will promote and recommend you to others. Get clarity on your value proposition.
Work at having relationship portability. If you changed industries tomorrow, would you maintain relationships with the people in your database? Have relationships, not just sales contacts.
Elevator pitches are dead. No one will listen to your 30-second “pitch”. Ask your customer “What do you think I do for you?” What you hear will be your real value proposition.
Focus on your customer and finding out what he needs and how you can give it to him. Don’t worry too much about your competition.
Joy Macci’s new book The Ageless Boomer is due for release after the election. She is speaking at the Kellogg Leadership Symposium in January.
Linda Thomas is celebrating one year of Truth & Daring Open Mic Story telling.
Susan Gunn has a new book Matters of the Heart: A Journey in Caring for Aging Loved Ones available on Amazon.
Karen Cortell Reisman has been named Vice Chair of the Cavett Academy and will be Chair next year.
Gene Mosley spoke at the Fred Florence Leadership Academy.
Sherrie Wilson wrote her second book: Leadership Soundbites.
Julie Alexander, Ann Ranson and Nikki Nanos got quotes published in the 2017 Women’s Business Advantage desktop calendar.
Shawn McBride will be presenting at Ted X in Topeka Women on October 27th.
Coach Rick Kolster spoke to the Greater Las Vegas Commercial Real Estate Alliance
Sandra Lewis presented at the State Fair Celebrity Chef Kitchen.
Lauren Midgley’s new book was number one on Amazon on September 9th.
Bill Wallace’s Success North Dallas is 28 years old!
Congratulations to our members on their good news!
Chapter Meeting Location
For the 2016-17 meeting schedule, we’ll again be meeting a the Hilton Garden Inn located at:
1001 W President George Bush Hwy.
Richardson, TX 75080
Phone: (972) 792-9393.
Click here for a map to our meeting location.