Fripp THE Executive Speech Coach

Customer Service Secret

“If you roll out the red carpet for a billionaire, they won’t even notice it. If you roll out the red carpet for a millionaire, they expect it. If you roll out the red carpet for a thousandaire, they appreciate it. If you roll out the red carpet for a hundredaire, they tell everybody they know.” –Patricia Fripp

SpeakerFrippNews Want to Have More Clients? Earn the Right!

SpeakerFrippNews: September 30, 2009 Want to Have More Clients? Earn the Right! By Patricia Fripp, CSP, CPAE   David was a successful professional I interviewed at a financial planners' conference. He told me, "I used to be in another industry, then when I was thirty-three years old transitioned into financial planning by joining my father's small financial planning firm. He'd been in the business for years. However he was clear I had to go out and get my own clients."   David drew up a list of twenty movers-and-shakers in his community, twenty affluent people with large spheres of influence who were eagerly pursued by everyone in the investment community. David knew had less experience and credibility and that he hadn't yet "earned their business."   He called on each of these affluent leaders and said, "I am new to this business. I know you know about my father, but you don't know me. I am not trying to sell you. I know I haven't earned the right yet. However, could I please have a ten-minute interview? Would you, as a leader in the community, tell me what I should do to earn the right to do business with people just like you?"   What is the lesson? He made it safe. He told them up front that he wasn't going to try to sell them anything. He only wanted ten minutes.   Frankly, I think you have to be very lucky to get ten minutes of an important person's time. Yet David was so polite and presented it in such an appealing way that no one turned him down. And he kept his side of the bargain. After ten minutes, he left unless they invited him to stay longer.   At the end of his first year, three of these people actually gave him a small portion of their portfolio to manage to see how he would do. At the end of three years, seven out of the original twenty people had placed a portion of their investments under his management. He'd now earned the right.   I used to say that there are two kinds of people to market to: those who know and love us and those who never heard of us. You can advertise traditionally and on the Internet, network and join organizations, send out direct mail, and do a combination of activities to drive new business. Please don't think these methods substitute for keeping in touch with the people who now know you and love you. These are people who have inquired whom you've met at a meeting, who've done some business with you in the past. Keep in touch with these valuable resources!   When Homer Dunn was an up-and-coming salesperson at IBM, he told me there are actually three kinds of people that he calls on. "First, there are the people I've already made a sale to. I keep calling on these customers, making sure they are satisfied with the product and the service." That's maintaining a sale.   "Then there are the people I'm calling on, those that are in the sales cycle which can be a long-term process." (And, with really high-ticket items, this can be a really long-term process!)   "Finally, there are the people I want to do business with. I have not earned the right yet to do business with these people, and I am maintaining a relationship, letting them know of my progress and success. When I have finally earned the right to the sale - in their eyes - they are all mine!"   FRIPPERCISE   1. What are you doing this week to earn the right to people's business? Write it down. 2. What more could or should you do? Devise a strategy and timetable. 3. Who have you targeted in your community? Who else should you cultivate? Make a list.   FRIPPICISM   Tell me what you say you want. Show me one week of your life and I can predict if you will get it. Daily habits! How good are yours?     Patricia Fripp, CSP, CPAE Sales Presentation Trainer, Keynote Speaker, Executive Speech Coach   - Patricia coaches clients on the three essential aspects of presentation: simplifying organization, mastering content, and perfecting delivery. Learn More   - Hear Fripp! Upcoming events   - Follow Fripp on Twitter @PFripp   Click here for World Champions' Edge Coaching Community   Click here to check out Fripp's learning materials.   Kiplinger's Personal Finance "The sixth best investment in yourself is Patricia Fripp's speaking skills school."   Meetings and Conventions  magazine calls Patricia Fripp, "One of the 10 most electrifying speakers in North America."   Click here to read Fripp's blog, THE Executive Speech Coach. 527 Hugo Street, San Francisco, CA 94122 (800)634-3035, (415)753-6556, Fax (415)753-0914 PFripp@fripp.com, www.fripp.com

© 2009 Patricia Fripp. All rights reserved.

It is Not Your Clients' Job to Know How They Can Hire You Again

My best client is Dan Maddux, the Executive Director of the American Payroll Association.  He is a popular speaker himself on marketing and frequently invited to speak at the National Speakers Association.  He often tells keynote speakers, "It is your responsibility to let me know how I could hire you again. I don't read your mind, and I might not read your website once you've been booked." 

Taking Dan's advice, just in case you are searching high and low for some of the services I offer here is the latest update on Keynote Speeches on Presentation Skills.

Keynote Speech on Presentation Skills

A keynote speech on presentation skills is perfect for your conference if your audience needs to learn the very latest public speaking techniques. If business presentations, sales presentations, corporate convention speeches, executive speeches, internal meetings and company briefing are of a high priority to you there is no better keynote speaker to hire than Patricia Fripp.

Most executives, managers, supervisors and sales professionals are required to make presentations and often are required to give a speech. Almost everyone at some level...even top executives...often have a fear public speaking. In an era of tough competition, presentations that persuade, educate, motivate, and help you sell better give you a competitive edge. When executives deliver powerful speeches their employees have more respect for them and confidence in the future.

Patricia Fripp's unique and riveting keynote speeches on Presentation Skills can have various titles. If you would prefer we can adapt a title that will fit your convention theme or corporate slogan.

• Presentation Skills Keynote Title Options
• How to Give a Speech
• Preparing and Presenting Powerful Presentations
• The Story Behind Awesome Stories
• How to Deliver Powerful, Polished and Persuasive Presentations
• How to Inspire and Excite Your Audience into Action
• Superstar Sales Presentations: The Inside Secrets

More Reasons for You to Consider a Keynote Speech on Presentation Skills

The higher up the corporate ladder an individual goes the more important good public speaking skills become.

When your associates are at a client meeting or networking event, the way they act, speak and behave adds to or diminishes both their personal and your corporate reputations.

In the competitive sales arena it probably takes your sales associates weeks or months to finally secure a meeting in front of a C level audience. Are you confident their presentation skills will not lose you the business you have already budgeted to win?

Add to Your Convention Success

To add to your convention success, why not engage Patricia Fripp to deliver a presentation skills keynote speech and then present one or more interactive breakout sessions? During the smaller presentation skills breakout sessions Patricia will be hands on and offer specific speaking suggestions to your attendees. They can benefit from Fripp's years of public speaking and speech coaching experience. Patricia will coach your audience on how to deliver engaging presentations that get results. Through Patricia Fripp's public speaking advice and training your attendees will increase their confidence and have a better sense of control in their careers and life.

This is What Patricia Fripp Guarantees for Every Keynote Speech on Presentation Skills

Patricia's keynote speech or seminar will be adapted for your audience. This is what Patricia Fripp will promise from every presentation or keynote speech on presentation skills and public speaking.

Your audience will learn how to:

• Create and deliver a presentation that is on-target
• Speak to be remembered...for all the right reasons
• Utilize the three critical aspects of every business presentation
• Solidify your thoughts into a fool-proof structure
• Recognize do's and don'ts that ensure a successful presentation
• Open with impact and close on a high point
• Connecting both emotionally and intellectually
• Speak as an authority
• Minimize your nervousness
• Improve listener buy-in for your point of view
• Present persuasively, clearly and concisely
• Adapt and be confident in every public speaking situation.

Patricia Fripp's experience and knowledge of public speaking is advanced. However, no matter what level of experience your audience level is...novice or advanced...they will walk away amazed and empowered.

If a keynote speech on presentation skills is what you have decided you can feel secure with your choice of hiring Patricia Fripp. Here are a few of her public speaking credentials:

• Patricia Fripp has been paid to speak for more than 25 years.
• She is a National Speakers Association Past President and an NSA Hall of Fame Speaker.
• Executives, business professionals and celebrity speakers hire her for personal speech coaching.
• Many corporate and association meeting planners consistently hire Fripp to coach their presenters in advance of their meetings and conventions.
• Kiplinger's Personal Finance says, "Patricia Fripp's speaking school is the sixth best way you can invest in yourself."

Business Marketing Tips for the Non-Stop Marketing

Business Marketing Tips for the Non-Stop Marketing

How you can attract, retain and extend your relationship with customers.
by Patricia Fripp, CSP, CPAE

Frippicisms on Sales and Marketing strategy

• It is not your client’s job to remember you, it is your obligation and responsibility to make sure they don't forget you.
• The real sale comes after the sale.
• Your best customer is the hottest prospect for your competitors.
• Your efforts have to be ongoing and consistent.

I'm always taken aback when someone asks me how much time I devote to marketing. Every single thing we do is marketing. Talking to strangers at seminars or group meetings or even in elevators or taxis is marketing. Customer service is part of marketing. I am an unabashed, relentless, promoter of my services and products. I get the drive from the love I have for my business.

Here are a few suggestions on how you can attract, retain and extend your relationship with customers.
 
If you want to improve your marketing efforts, you need to attend seminars, read books and articles on marketing. Talk to colleagues (a professional friend with whom you share target markets but don't sell the same product or service) about how they attract and retain their customers. It's important to accept that many of the tips and techniques may not be appropriate for you. However, if you open your mind, you'll come up with aversion of the idea that may be perfect for you and your business.

Don't overlook the effectiveness of the "schmooze factor." That's just talking and having fun with customers. I experienced a good example of the schmooze factor with a Super Shuttle driver recently. I won't drive in silence in elevators or taxis (unless I'm getting unusual vibes from passengers) so I always ask them if they're going or coming from somewhere fun. Well, the driver jumped into the conversation and kept it lively and wonderfully entertaining for the entire 40 minutes to the airport. We all tipped her at least double what we would have because she made it so much fun. Be sure that when you schmooze you keep the talk casual and fun without getting the least bit inappropriate or disrespectful.

Don't let your customers forget you-keep in touch with them consistently. One or two months after a sale write your customers a note and ask them how they are enjoying their purchase. Call or write again on the anniversary of their purchase. If you see something in a periodical that you think your customers would be interested in send them a copy of it along with a note. Write a regular newsletter. Be sure to include information that will be of value to them as well as news about you and your latest products/services and charges. If you've not gone hi-tech, immediate create (or have someone do it for you) a website on the Internet. You'll reach people you might not have expected. This is a great equalizer in business, you can be perceived as a lot larger company than you are. It also works as a sales and marketing person 24 hours a day and never asks for overtime!

Give your customers something valuable they'll keep. I'm talking about those little specialty-advertising items on which you have your name printed. I have a little laminated wallet-sized-card listing 15% and 20% tips. It's a wonderfully handy little item to carry in your wallet and - it has my address, phone number, and Website information on it. Meet with an advertising specialty firm to see what items such as this will be helpful to your customers. What items would be valuable to them that they would keep on their desks, wallets, kitchens, etc.? They'll see your name often and when they want to reach you, they can simply take your number off that refrigerator magnet or highlighter market you gave them.

When I owned my hairstyling salon, I trained my stylists to ask their customers if they wanted to set their next haircut appointment. I explained that it's part of our service to keep their hair looking its best. What can you do to remind your customers when it's time to consider your service/product again?

Have you ever given a stack of your business cards to friends or customers for them to distribute? How often do you think the cards actually get distributed? I don't leave anything to chance. When I was in the hairstyling business, with each haircut, I always gave my clients three of my business cards. "One for you, two for the next two people who tell you how good you look." Two cards are easier, and more likely to be hand out than a handful. And you're asking them to give your card only to those who ask about his/her haircut. Even if you don't have a hairstyling business, how can you make this technique work for you?

Remember life is a series of sales situations. No matter how successful your business is, don't stop marketing. You have to keep convincing your customers that with you they will get the best and memorable service.

The Trusted Advisor Helps us Build Trusted Client Partnerships

“Great relationships start with great conversations, not one person showing the other how smart he or she is.”

I have fond memories of being locked in my executive speech coach studio with a brilliant gentleman helping her turn his good presentation into a business developing masterpiece. He is Andrew Sobel author of "Clients for Life" and "Making Rain". His new book is called "All for One: 10 Strategies for Building Trusted Client Partnerships"

Whenever I hear Andrew has written a new book I recommend it...even before I read it. That is how confident I am in his research an ability to connect with his readers.

"All for One" is based on five years of research, including a study of 50 major, flagship client relationships built by a variety of leading services firms. Think of it as moving from trusted advisor to trusted partner.

You can check it out on his website at http://www.andrewsobel.com/contents/view/13

For a short time he is also offering to anyone who buys a copy of "All for One" the choice of three free, seriously valuable gifts, including a brand new copy of one of his previous books.

“Great relationships start with great conversations, not one person showing the other how smart he or she is.”

An Effective Sales Presentation Technique from Fripp & Alan Weiss

As a past president of the National Speakers Association, keynote speaker, executive speech coach and sales presentation skills trainer who sells myself on a regular basis I am often asked "how does a consultant get the prospect to say "yes" rather than "No"? .

The secret of getting a "yes" for consulting is to ask questions of the prospective client. The consultant's goal is to get the prospective client to clearly articulate
what is the cost of NOT hiring you. Also, try and compare the investment of hiring YOU next to something else the prospect company is already spending money on.

For example I was talking to one company about coaching their executives for a large client conference. In advance of the meeting I had admired the plants in the visitors center
and discovered they spent $20,000 a year having them maintained. I mentioned "We should keep that amount in mind when we discuss how much it is worth
to have all your executives on track, on message, dynamic and persuasive in front of your 600 important clients."

My associate Alan Weiss when hearing "We do not have the budget to training" always asks, "How many copier machines do you have in this building? What is the cost of the maintenance contracts?
Are your copiers more valuable to you than your employees?"
Alan is my parnter in The Odd Couple marketing and strategy seminar for speakers, coaches, and consultants. I have never seen anyone as good as Alan at directing the conversation into his favor. One of the popular parts of The Odd Couple is the role plays.
Our next event in Vegas is June 27-28, 2009.

Sales Presentation Guru Meets with Internet Marketing Speaker Heather Lutze

Wow! What a great trip to Denver. 300 Competitive Edge members came to my effective sales presentation seminar “12 Mistakes Sales Professionals Make” and now I am working with Heather Lutze, author of The Findability Formula. She is the countries expert on Search Engine Marketing. Tune in again to hear the Fripp results! 

Ford Saeks Rocked NSANC! Social Media Marketing to Grow Your Business

This was written by my Fripp Associate Ian Griffin who is President of the National Speakers Association of Northern California. Can you believe I founded NSANC in 1980? Have I really been a professional keynote speaker for that long? Yes! I have.

Ian is a speech writer for corporate executives and a valuable part of the Silicon Valley speaking world. This is what he wrote about Ford Saeks session. For many years I have been a fan of Ford and I was still blown away at the practical advice. More important I was inspired to do something with the information.

Thanks for letting me reprint this Ian! http://www.frippassociates.com/iangriffin.html.

Using Social Media Marketing to Grow Your Business
NSA/NC Meeting Report: Saturday February 28, 2009

Marketing expert and larger-than-life character Ford Saeks flew in from Wichita, Kansas to share his ideas on how to use Social Media to make money.

Ford is best known for positioning people and their products and services for profit through proven marketing and innovative publicity campaigns. The sold-out crowd at the National Speakers Association Northern California Chapter meeting were treated to four hours of Ford’s high-intensity ideas on how to start making money on the internet and leverage Social Media Marketing to build influence, reputation and brand within communities of potential customers. Some core principles:

“What problem do I solve that people will pay to make go away?”

“The purpose of business is to generate a customer. The purpose of a customer is to generate a profit.”

‘Nuff said. Here’s some of what Ford shared.

Creating an online cash machine

Speaking and training + Digital and physical products + consulting and coaching = a fully-rounded revenue model. Web 2.0 places a dialog with customers and prospects at the center of business today. Sharing opinions, comments, and other content in the form of audio podcasts, video, links, bookmarks, articles and slides makes a site successful.

Research the top keywords for your niche and use them relentlessly to help the search engines find your site when a customer is looking for your solution to the pain they are feeling. Learn the all-important modifiers that people use to focus search results

Know the answers to three core questions about your business:

• Why should someone pay attention to you - what is your message?
• Who are you trying to market to?
• How are you getting the word out - what is the method?

It’s a FEATURE if it’s about you, your products or services or your company. Ask “Which means…” and you get the BENEFIT that describes an emotional or intangible result the customer gets.

Social Media Marketing

• Helps you expand your internet footprint
• Makes it easier for prospects to find you
• Improves your search engine ranking
• Establishes you as an expert
• Improves communications and feedback
• Builds relationships and networks
• Drives a steady stream of prospects to your online business

There’s a gazillion (or so) Social Media sites listed at go2web20.net. Ford recommends you start by:

• Building a blog with Wordpress.org - hosted on your own website to optimize SEO
• Establishing your Channel on YouTube - peppered with relevant keywords
• Building a profile on Facebook and LinkedIn - with posts from your blog and YouTube videos
• Experiment with Twitter. Start by reading Randy Gage’s recent assessment of the uses of abuses of Twitter.

If you’d like to see the slides he used, Ford has kindly made them available. What you won’t get from the slides, or this report, is any of his incredible energy and specific insight into the ways these tools can work for you today to make money on the Internet.

For that, you had to have been there.

Marketing Options on a Budget

Marketing Options on a Budget

Now Is The Time To Promote Your Business For Increased Sales!

Patricia Fripp’s secret weapon for printing is TU-VETS. Perhaps they can help you… My Dad always trained me to do business with people in our community, especially with family business people.

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Business Cards – 4 color both
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Bookmarks - 4 color both sides - 250 @ $80.00 / 1000 @ $130.00
Fliers - 4 color 2 sides - 250 @ $193.00 / 1000 @ $274.00

Why not mention you are a Friend of Fripp?
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Henry Ayala Tu-Vets Corporation   

Since 1948 www.tu-vets.com henry@tu-vets.com 800-894-8977