THE NIERENBERG GROUP
Tip of the Month

September 2009

 "Treat your customers right — and they may be yours for a lifetime. " 

 "Everybody can teach you something. I have learned silence from the talkative, toleration from the intolerant, and kindness from the unkind. " 

— Kahlil Gibran

Selling and Networking skills are truly ‘life skills’. What makes us better at these skills also makes us better in life. Here are a few thoughts to keep in mind as we gear up for the fourth quarter of the year—and certainly in light of these times.

• Treat your clients as friends you wish to keep — position them as true advocates and as you advise, educate and inform them, be with them in the good times and also otherwise.

• One size does not fit all — Every client large or small needs to be treated uniquely and according to their specifics. Also—‘acorns grow to trees’-one client may start small and grow beyond your expectations. The reverse can also happen.

• You are not a psychic — Never assume you can read the mind of your client. Make sure to be in touch regularly and see the challenges and opportunities through their eyes.

• Have patience — Always take the time to ask your client the consultative questions so that they will describe to you exactly their needs and how you can exceed their expectations.

• Remember the ‘ear’ in the word ‘hear’ — Your power lies in truly listening to your client which may open up other opportunities and synergies.

Also last weekend, as I listened to the eulogies of Senator Ted Kennedy, I was reminded of the power of being a great orator and how we can learn tips from everyone. Look at a few of these suggestions on making all of your presentations—both internal and external more powerful and persuasive.

1. The secret is in the preparation — the time you spend on your presentation before the actual event.As Muhammad Ali said about boxing, "The fight is won or lost far away from witnesses — behind the lines, in the gym, and out there on the road, long before I dance under those lights."

2. Tell them something they can use. What you say must be a benefit. Always prepare with the thought of ‘WIIFM’ – What’s In It For Me – ( Me is your listener :) )

3. Tell them something new. Always do your homework — know the audience.

4. Unify your presentation with a single, overarching theme. Ask yourself: "What is the overriding idea here? If I had to summarize my message in 12 words or less, what would it be?" Sometimes—less truly is more and we live in a world today-where getting to the point is key.

5. Follow the "Tell 'Em Three Times" Rule. At the beginning of your presentation, tell them what you're going to tell them . . . then tell it to them . . . and, finally, at the end of the presentation, tell them what you just told them. This is one of the oldest rules of speech and presentation success. It makes it easier for your listeners to follow the details and easier for you to stick to the point.

6. Let your passion appear. When you care about your message,you will be enthusiastic when talking about it. This can be your greatest asset and is true that ‘enthusiasm is contagious.’

7. Structure your presentation in "sound bites". According to research, the typical executive has an attention span of six minutes (and I think that is rather long). Keep your presentation moving, flowing and keep your audience engaged and involved.

8. Create "the perfect moment." One goal of your presentation should be to create what Spalding Gray called "the perfect moment." That's the moment in your presentation when your big idea is suddenly made to seem powerful, correct, and ‘the only way to go.’ One way to do this — after you've introduced your idea, shown how it works, and have provided data to support it — is to present it in the form of a metaphor.

9. Speak to each person- Look at one person in your audience when you start . Make eye contact. Smile. Try to get a reaction. Then move on to someone else. Build rapport with your audience one person at a time.

10. Know the first and last lines of your presentation cold, yet do not memorize anything else. You need a strong opening and a strong close. In between, speak from the heart and remember that people buy with both emotion and logic.

Remember to discover and use the wonderful tools that make us stay memorable and in front of our customers, clients, contacts and friends all the time.

My two favorites:

• www.appreciationpower.net   Combine high tech with high touch—anywhere you are in the world- you can send a note, card, gift and personalize it with a few clicks and it goes in the U.S. mail with a first class stamp--a true heartfelt card  is sent to their forgotten physical mailbox.  Take a look and send out a card to anyone you want on my gift account. I welcome you to do so.

• www.echapterone.com   is a leading Internet based digital bookstore that gives the gift of education With all of the business books published yearly as 'must reads', it makes sense to look for unbiased, professional educated assistance to decide which books to read. In 10 minutes, you can obtain the essence of the book-Marketed under the moniker, Executive Summaries for Leaders™ .  Executive Summaries are focused on global marketing; sales; finance; and organizational leadership, delivering actionable knowledge.  After reading an Executive Summary, you can talk knowledgably about a book, and then make an informed decision whether to buy the book, or save your precious time & money for the next important action item. There are some other great opportunities also with this tool. Call or email me to find out.  

With both of these terrific systems that I use and love—let me answer any questions, concerns
or thoughts you may have..

Have a wonderful month and keep sending me your 'thank you' stories for my new book and be sure to take our brief survey on the left hand column.

Experience is a hard teacher because she gives the test first, the lesson afterwards.

 All the best,

P.S. Visit our new and improved website www.nierenberggroup.com  

and our blog TheNierenBlog.com

"Showing Appreciation to Your Clients and Connections is Always In Style"
Click here to learn more: AppreciationPower.net