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Order “Rent it Up!” hereJuly 3rd, 2010When acting as a keynote speaker at self storage meetings I like to give some good tips for renting up all the empty space self storage owners have available. I put all these tips into “Rent it Up!”, my book on self storage sales and marketing. You can order “Rent it Up!” by following this link. You can also see some reviews of “Rent it Up!” on Amazon. Please let me know how you like it. Your Sales Culture could be a lot betterMay 15th, 2010A business speaker needs to write books to get the information that people could use out to people. I am working on a new title about sales culture. I could have picked many titles for this book. I could have chosen a challenging title like: “So you think your company’s sales culture is good?” I could have picked a brusque attention getter like “Hey, your company’s sales culture sucks!” I could have picked something a little more academic sounding such as “Stimulating a 2 percent improvement in bottom line corporate profits through the institution of sales culture enhancements”. I could have picked a title that boasted: “I quintupled the revenue of my company by creating a sales culture…and so could you!” Any one of these might express my feelings about the value of a good sales culture and about my opinion of most companies’ current sales and customer service practice. But why did I choose the title I did? business speaker book availableApril 17th, 2010You may or may not be interested in self storage. But I took a lot of the sales know-how I have been assembling and put it into a book for self storage operators to use as a guide. All businesses need to sell better. You can order “Rent it up!” from Wheatmark publishing or from MiniCo Publishing. Even if you don’t work in self storage, you might find a useful perspective or two. becoming a verbApril 13th, 2010A business speaker is generally a noun or a pronoun. You get some information from the speaker or you have an enjoyable time listening to the speaker. But when someone becomes a verb, you have impact. As an example, I had the honor of training sales people to go door to door placing free trails for bottled water coolers and bottled water service. I did not invent the methods I found most effective. I did work hard to perfect the talk, the actions and the responses. The routine developed a name. It was called “Troning”. I didn’t name it, but I ran with it. Becoming a verb helps people understand and internalize what you are trying to teach them and help them mimic and repeat your successes. So how can you become a verb? so we have a health care billMarch 23rd, 2010As a business speaker, I am always amused and sometimes appalled at hearing legislators, board members and committee members speak their minds. Clearly the nation’s health care system needed big changes. Did we get the changes we needed? Do we even know what we needed? Will the issues of quality of care and preventative activities get the prominence they deserve? If you listen to what the people say who did not support this bill, we have just thrown our nation and our collective futures to the dogs. That seems a little over-reactive to me. My impression is that the party out of power tends to spend more time posturing than anything else. It reminds me of playing street hockey back in Brooklyn when I was a kid. There was this one guy from a few blocks over who liked to play hockey against my block. He was always starting fights and being a sore loser. One time he skated hard at me to try and check me against a parked car. You see the cars parked in the street served as our “boards”. He missed me because I moved out of his way. He slammed into the car and crashed all over himself, falling to the street. He jumped up and started yelling about how he hit me hard and I went down and I was a sore loser. I had to laugh out loud. But after a few minutes of his speech, a few kids thought he had actually checked me to the street, even though they saw what happened. Politics, like street hockey, has some odd moments. The cab driver’s kidsMarch 6th, 2010The cab driver’s kids. As a business speaker, I love to talk to people about their businesses. After the end of the Inside Self Storage World Expo, I jumped into a cab to take me to McCarran airport and home. I had been gone from home for what seemed like a very long time. The cab driver was playing a CD of music that sounded East African and had a nice beat and an endearing melody. So I struck up a conversation. I said, “I am enjoying this song. What language are they singing in?” “Ethiopian”, he said proudly. So we chatted about music and we chatted about how busy Las Vegas seemed this week. He asked me if I had ever been to Africa or to Ethiopia. I said I had not, but that I had heard that Ethiopia was a beautiful land. The cab driver’s kids live in Ethiopia in a small town outside of Addis Ababa. He hasn’t been home to see them in a year. When he can go, it takes him 19 hours to fly from Las Vegas to Washington-Dulles, where he has a four hour layover before flying to Rome to connect to the flight to Ethiopia. Last year he was home to see his kids twice. One time a few years ago, he flew through Frankfurt on Lufthansa and saved two hours of layover time. The can driver sends his wife $300.00 a month. That is enough to support the cab driver’s wife, the cab driver’s two kids and his brother’s family. They don’t live in style, but they manage to get by. There is little work in Ethiopia and even less cash. So a few American Dollars become significant. The cab driver used to live in California, but the cost of living was too high. In California he had to drive a cab 16 hours a day, six days a week in order to be able to send home $300.00 a month. In Las Vegas, he can make more money, spend less money and save a little money driving 12 hours a day, six days a week. He lives in a cheap apartment he shares with three other cab drivers who send money home to their families every month in Ethiopia, Somalia and Iraq. He is saving money to bring his family over to the U.S. He just finished getting his US citizenship. It took him three years and about $2,000 to make it happen. There are no opportunities for his children in Ethiopia. His oldest child is a ten year old boy. At 14, the army will come and take him away. He doesn’t have a lot of time to get his children out. He hopes his kids will get a good education in the US. He hopes they will not fall in with a bad crowd of kids when they get here. He hopes the corruption and inconsistencies in the Ethiopian system won’t prevent him from getting his family here before his boy is conscripted. In the US he can have some hopes for the future. As we pulled up to the curb at the American Airlines door, I told him I would complain less about being gone from my kids when I travel for work. I wished him luck. And I wished his kids luck, too. Las Vegas Conference starts soonFebruary 28th, 2010So I am back at my home away from home. I think I must have been at Las Vegas Trade Shows 25 times in the last 10 years. Las Vegas is busy this weekend, or at least the Paris Hotel and Bally’s are. If people are not spending money, they must be some other people. It was a good weekend for those who live off of the tourists and gamers on The Strip. There was also a NASCAR race in Las Vegas this weekend that pulled a lot of people. Still people left time for the Olympics. I heard lots of screams and groans when the US tied Canada in hockey. I was having a snack in one of the restaurants, but could hear everyone clearly from the sportsbar. I sure heard the noise when The US beat Canada in overtime. I am here to promote the PhoneSmart business, act as a business speaker for a round table session and a presentation to regional managers on sales training initiatives. I hope to spend some time with current clients and some future clients. It all kicks off early Monday. sometimes a business speaker uses only a few wordsFebruary 20th, 2010Today I was teaching and doing face to face marketing at the Kansas City home show. We had a lot of people pass our booth. We had a simple sales goal: get a post card with a “special offer” in the hands of everyone who passed by. So as a business speaker, I needed to develop a great script to use. At home shows, you hear the cooking demo people and the tool demo people doing their pitches. Some of their pitches are long and involved. I realize their goal was different then ours. They are trying to make sales and collect revenue at the show. But our script was simple: “here you are”, “Here is something you can probably use”, “Did you get one yet?” were our phrases. Then we had to perfect the physical business. We learned to extend the arm all the way to the person passing by. We learned to leave our hand with the card out in front of the person until the card was accepted. You can’t get much simpler than that. We also handed out about 1,500 offers. We had a good day. Compressed air carsJanuary 28th, 2010As a business speaker, I am always looking for great businesses to speak about. I saw a great program on Modern Marvels about cars that are powered by compressed air. Rather than using the internal combustion to move the pistons in the engine, a blast of compressed air does the job. It is incredible. MDI is the name of the company and they have cars on the road now and available. Their business model includes building boutique factories close to the markets they plan to sell in to keep costs down and keep community involvement high. Great concepts. Take an Hawaiian approachJanuary 15th, 2010
Take a Hawaiian approach.
I returned several months ago from the PhoneSmart Hawaiian un-conference, which was an excellent event. We got wonderful feedback from the attendees and sponsors. I had a chance to act as a business speaker and MC the event. People thought the format and the discussions were very valuable. The location was awesome and soul-feeding. And we had a chance to learn just a little bit about Hawaiian culture. Some people tease me and call me “Mr. History”, because I love learning about the origins and the development of places and people. I won’t bore you with all the fascinating things I learned about the first Hawaii settlers, but I will share a few things that should help you in your business and in your life.
Beauty is not an option. Everywhere you turn in Hawaii there are beautiful flowers and beautiful landscapes and beautiful views. This affects every aspect of daily life. Keep this in mind for your business. Redecorate your office. Plant more flowers in front of your store. Wear colorful shirts. Take time to watch the sunset. If you follow this piece of advice, your customers will want to do business with you, because they appreciate a nod to beauty as well, even if they don’t know they do. You’ll also like coming to work better than you used to …and that will show, too.
Courage comes standard. The first settlers in Hawaii traveled 1,700 miles across the ocean in big double-hulled canoes. Then they settled on an island that was mostly lava rock. Do you have that kind of courage? I am not sure you need that much, but you do need a certain amount of courage to face today’s business environment without doing something short-sighted or stupid. You need courage to ask every one of your prospects to do business with you. And you need courage to continue to do your periodic price increases.
Adapt while remaining true to yourself. The pace and intensity of change that occurred in the Hawaiian islands since the first European ship anchored off the Kona coast during the time of the American Revolution has been relentless. Yet the Hawaiian people have adapted very well, while maintaining many of the core values that make them Hawaiian. How are you and your business adapting to the changing world around you? Are you remaining true to yourself? |
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