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Nancy Juetten President, Main Street Media Savvy said “Taking your speaking school was among the best decisions I ever made to advance my business. I will be forever grateful and continue to sing the praises of your work to my extended community.”
I am flattered and always impressed with what Nancy is up to.
Kick Your Boring Bio to the Curb
By Eve Gumpel
Published October 03, 2010
Nancy Juetten is here to tell you that, as an entrepreneur, an attention-grabbing bio is your key to more clients and a better bottom line.
Juetten is the author of Bye-Bye Boring Bio: Attract Clients, Speaking Gigs and Media Interviews Now. The public relations consultant says she was compelled to write the book, now in its second edition, because of how frustrated she was with the information her clients were providing to her "with the idea that I could take that and make headlines with it."
"It's a very awkward thing to read what people say about themselves and be snoozing instead of standing at attention," says Juetten.
According to Juetten, social media have changed the way entrepreneurs need to market themselves. "People everywhere have ADD when it comes to landing somewhere and making a split-second judgment about whether they like what they find. Those people who lead with their degrees and certifications--those doors close for them as soon as they open."
Do people read bios? Juetten says they not only read them; they take action based on them. Her husband, Steve, a certified financial planner, is proof. "Three days a week," she says, "someone tells him, 'I landed on your website and I read your bio, and I knew you were the guy for me.'"
Steve Juetten's compelling bio soundbite: "Clients hire me for my head, trust me for my heart and value me most when I use both."
Juetten poses this question: "If you can get to 'yes' right away so you can start billing time sooner, how much better would your life be?
"People need to say who they are, why they're swell and the difference they make with a few well-chosen words, so when people land on their websites, their blogs, their social networks, they're compelled to say, 'I'm fascinated with that person and want to hear what they have to say next.'"
Juetten bases her clients' bios on what she calls four universal cornerstones. Those cornerstones are designed "to get to the magic of what's special about each person," she says.
Stunning results. What is it you deliver for your client that compels the client to want to open up her wallet and do business with you?"
Example: "Patrick Snow's self-published version of Creating Your Own Destiny has sold more than 150,000 copies and has been translated into numerous foreign languages."
Sassy soundbite. This gets to the essence of who you are, what you care about and what makes you likable.
Example: "Kiplinger's personal finance magazine reported: 'An investment in Patricia Fripp's speaking school is the sixth most powerful investment anyone can make in their professional career.'"
Says Juetten, "It's one thing for her to say she's a rock-star speaker, but it's so much more credible and compelling when a prestigious business periodical says that's what it thinks about her. I think she's very smart to put that in her bio because it helps people get to 'yes' faster."
Tips for Speakers
Juetten has special advice for speakers:
Lead with a compelling headline that lets the meeting planner know exactly what you talk about, why it matters and the key take-away your audience is going to hear. You don't have a prayer of inviting an engagement if you don't make that clear.
Prepare your speaker introduction in advance, and make that introduction so compelling that the audience jumps to their feet to applaud you before you speak your first word.
If you have a name that's hard to pronounce, provide a phonetic spelling. "If the emcee doesn't say your name correctly, you're going to trip before you start speaking," Juetten says. (Incidentally, "Juetten" rhymes with "button.")
If you don't have a plug from Kiplinger's magazine, get a testimonial from your best clients, Juetten suggests. One of her clients has described Juetten as "self-esteem in a can." Betsy Talbot, who has a blog called Married With Luggage, says: "She sprays it, and all the fabulous things about you that you had forgotten or did not think were important are in the air for everyone to see."
Example: Sara Harvey Yao has been described as a "leadership chiropractor" for executives. "That's a whole different way to say what she does and how she does it that isn't boring, boilerplate or bland on any score," Juetten says.
Succinct story that gets to the reason you're on this journey.
Example: For Matt Walters, who's spent 20 years in the hospitality industry, it started at age 7 when a broken-down tour bus stopped in front of his grandmother's house, and he invited the tourists in for some lemonade.
Social information. Something personal that makes people get to that like, trust and respect place fast.
Example: This is how Melody Benson Strick describes herself in 140 characters on Twitter: "CEO, fast-paced visionary leader, kick-butt biz mentor for entrepreneurs. New dog mommy trying to save her shoes. Craves Starbucks, exotic travel and spas."
She has 20,000 followers. And, says Juetten, "If she has 20,000 people following her, chances are a whole lot of them are doing business with her, and she's living the life uncommon."
Juetten advises entrepreneurs to start out by Googling their name and the name of their company. "See if the very first thing that comes back reveals you the way you want to be known. If you have a different kind of Google search returning back to you, that's either an 'aha' moment or a gut check."
Juetten did this herself in 2006. "I decided I didn't want to be standing behind the curtain as a publicist. I wanted to step in front of the curtain and be known as an expert." But when she Googled her name, "It said I ran 10-K races really slowly," she recalls ruefully.
She set out to change that. "For the past four years, I've been writing articles, I've been blogging, I've been doing videos, I've been doing interviews, I've been doing teleseminars, I've been creating products that are selling around the world. So if you Google my name today, the Google search returns exactly the reputation I was striving for.
"Now I have all kinds of opportunities coming my way and, more important, I'm helping other people realize the same opportunity for themselves."
That includes former 7-foot-2-inch basketball star James Donaldson, who's also an entrepreneur, motivational speaker and author of the book Standing Above the Crowd. Juetten helped him turn an unfocused, three-page manifesto into a one-page "wow" bio. "He called me about a week after we had done this and said, 'I got a five-figure speaking engagement because of the speaker sheet you created for me,'" Juetten says.
"The biggest mistake we make is forgetting to make who we are and what we do relevant to the people who have the decision-making authority to say, 'You're the one I want.'"
How did Juetten get so good at writing soundbites? It was a matter of survival, she says. "I grew up with a father in the entertainment industry. He had a very big ego. I had to fit my 'How was your day, dear?' into the commercial time between the programs he was watching on television."
As a result, Juetten also learned what it was like not to be heard, and she doesn't want that to happen to anyone else. "I want others to be heard, and to be a mirror that reflects back their brilliance," she says.
Soft Sell Marketing …Do NOT Miss This FREE Interview...
Is marketing challenging for you? If you are like most of most my friends and associates you: Want to make a difference…not just in your bank account Want to serve your clients while making a living. You want to do it without feeling as if you have “sold out” AND still make a good living from your expertise . . . BRAVO! Congratulations!
Pushy hard sell marketing makes it very difficult, if not impossible, for you to enjoy your success. That’s why it’s my pleasure to invite you to a FREE call this Wednesday September 29 at 5:30 pm PT/8:30 pm ET when I get the pleasure of interviewing the leading voices for Soft Sell, Heart-based, Integrity-grounded Marketing . . . My friends and colleagues Judith Sherven, PhD and Jim Sniechowski, PhD (BEST known as Judith & Jim). They’ll be sharing with you how they went from trying to copy the hard sell hype types, to creating what is now an International movement - with it’s own training conference “Bridging Heart and Marketing” - now in its third year.
This year I am speaking at “Bridging Heart and Marketing IV” which is coming up in October and it’s going to be Virtual - so I won’t even have to leave home! My session on Powerful Presentation Skills is on October 17 at 11am PST. However, first things first. Mark your calendar for Wednesday Sept 29th at 5:30 pm PST and join in by either going to the totally free webcast at:
http://attendthisevent.com/?eventID=15102264
Or calling in By Phone (with your regular long distance fees if they apply) Phone # to Dial: 702-824-9468 Use Conf ID: 122742# 122742# Backup #: (831) 227-2000 You don’t want to miss this interview – Selling As Spiritual Service You will meet Judith and Jim know more about Selling As Spiritual Service which promises to be uplifting and fast-forward your whole perspective about marketing and selling!
And that’s just a taste of what you can expect when you’re with us on Wednesday! That’s why I recommend Do NOT Miss This! Be sure to invite your friends — they deserve to understand the beauty and soul-grace of Soft Sell Marketing also! Just forward this message to them so they can get on the call.
Secret Weapon Bob Chesney of Chesney Communications has been working on amazing new video clips to promote some of my best selling Presentation Skills Training DVDs. Bob helped me create these as well. Bob has also helped me prepare new video clips for my virtual office. Stay tuned for more online training programs from Patricia Fripp.
How do you like this sample?
Two of my smartest friends and most successful authors and trainers are Don Hutson and George Lucas. There are plenty of great bonus items with the purchase of the book...however...the book alone will help you solve the biggest and most frequent challenges of your life, not only your business!
About the Negotiations
Ever have a feeling in the pit of your stomach before a negotiation because you don’t want to leave a pile of money on the table? You are likely suffering from Negotiaphobia, and we have the cure.
In today’s competitive market, EVERYBODY can profit from learning better negotiation skills.
The One Minute Negotiator teaches you to do just that – Simple Steps to Reach Better Agreements, by Don Hutson and George Lucas.
Being skilled negotiators, we’ll make you a deal you can’t refuse! Buy the book through this special offer and get $30 for every $1 you spend… a GREAT return on your investment!
Here’s what you’ll get:
* (52) VideoZine Tips: weekly 90-second video tips on how to be a better negotiator. (Value: $149)
* (4) Twenty Minute Teleseminars on negotiation strategies, tactics, and tips. (Value: $495)
You’ll get Total Value of $644 just for buying one book!
Order your copy at a special price now: http://tiny.cc/0bygd
Just forward a copy of your email receipt to [email protected] and we will enter you into the BONUS PACKAGE program immediately!
Thanks and congratulations on your decision to profit from better negotiations!
Watch Don Hutson & George Lucas’s short interview on CBS.
Go to The One Minute Negotiator site. I hope you will agree Patricia Fripp does not recommend books or offers unless they are worth your attention.
Don Huston is a Hall of Fame speaker and a member of Speakers Roundtable.
One of my new friends has a name I love because it tells you his expertise and you know immediately if you want a conversation with him about how he can help your business. What is his name? Mr. Inside Sales.
I am impressed with what he says and am inviting my friends, fans and readers to a free webinar on August 31.
Why not read some of his ideas and find out if you want to attend?
Overcoming Sales Objections
How to Overcome the "I Need to Think about it / Need to Wait until Next Week/Month / I'll Get Back to You " Objection by Mike Brooks
One of the oldest and most used smokescreens in the book is the, "I need to think about it" objection. So many sales reps struggle with this one because they think the prospect isn't saying no, and so they don't know how to respond to it.
Unfortunately, what many of you have found out is that your prospect actually is saying no - they're just saying it in a way that makes it difficult for you to handle it. Well that will end for you today. By using the scripts below, you'll see if your prospect really does need to think about it, or if he/she is blowing you off. Believe me you want to know now so you can save yourself weeks of chasing and begging a deal that will never close.
The following five scripts were taken from my Brand New Book of Phone Scripts and I encourage you to begin using them whenever you get this objection/put off.
How to overcome the "I need to think about it… "
Response #1: "_________, whenever I tell someone I need to think about it, I usually mean one of three things: 1 - I'm not going to be a deal for whatever reason and I just want to get them off the phone, 2 - I kind of like the idea but I'm going to have to find the money or talk to my partner, or something else is holding me back, and 3 - I really like the idea, and I just have to move something around before I say yes.
Be honest with me ________, which one of those things is it for you right now?"
Response #2: "__________, I may have given you too much information on the warranty (or pick another part of your product or service here), is that what you need to think about?" (Now use your mute button and let them tell you what they are going to really think about.)
Response #3: "You know _________, if this isn't for you, I'd rather have know right now - believe me, you won't hurt my feelings. Tell me, where are you leaning right now? (It is always better to get this objection out of them early.)
Response #4: "__________, let's face it - you've already been thinking about this for a long time. You know you have to make a change or nothing else will change with (your operating system, your results, etc.). Thinking about it more won't fix things for you - only making a decision will. You like this, and you've already told me it would work for you. So let's do this - go ahead and put me/this solution to work for you now and if you change your mind later you will still get the benefit that you've acknowledged you need. Here's what we need to do to get you started..."
Response #5: "__________, what I'm hearing from you is essentially a no - and that's alright. As a sales rep, I hear that all the time and it doesn't bother me. It just means I haven't yet explained the value proposition right. Tell me, what would it take to convince you that this would be a good idea to move forward with - and please be honest with me."
If you liked these scripts and techniques, then you'll love Mike's FREE
Webinar called, "How to Overcome the Price Objection." It's on Tuesday,
August 31st, at Noon Eastern. Spots are limited so Register Now.
"How to Overcome the Price Objection"
Hope to see you there! Patricia Fripp
About Mike Brooks
With over 20 years of inside sales closing experience, Mike has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices.
Author of the weekly Ezine, “Inside Sales Secrets of the Top 20%,” Mike's proven techniques, strategies and skills are used successfully by companies in industries such as securities sales, high-tech sales, pharmaceuticals, equipment leasing and other business to business applications.
Mike combines proven, current tactics and skills with personal experience to provide a motivational and practical presentation.
Visit Mike Brooks' website.
Some of Robert Fripp's fans think he and his sister AKA "Sister Fripp" are an odd couple until they hear us present together.
Another Odd Couple® is with Alan Weiss. We agree and disagree about what matters most to speakers and consultants in our marketing and strategy seminars. They are creatively called The Odd Couple®! Chad Barr who is Alan's website guru said, "I hate to point out you are getting less odd!!"
Perhaps that is because we take some of each other's advice! TOC seminars have been presented every year since 1996.
Here is one of Alan Weiss's answers to an attendee at The Odd Couple.
Q: How do I stand out in the crowd of other consultants and professional speakers?
Alan: “When I started my career, quality circles were very big. I wrote an article called ‘Why Quality Circles Make No Sense.’ Completely contrary. They published it in an instant.
You don’t want to be the 457th person talking about where leaders have high integrity and they’re ethical. You want to talk about the fact, for example, that right now you have two kinds of people in leadership. You have people who are in their 50s and 60s near the top of organizations, who didn’t grow up with diversity, who didn’t grow up with high-tech, who didn’t grow up with instantaneous communications and know nothing about it.
You have a second era of leadership--people in their 30s and 40s--who have never led in down times; they’ve only led in boom economies. Now, given that juxtaposition of these senior people who aren’t used to some conditions and the next level people, you have a leadership crisis.
So, I’ve created a whole new route here. I can do that all day long. I can get anyone interested in what I have to say about leadership; or you name a topic, I’ll make it up. That’s what you have to do.
So, if you want to enter a field, whether it’s team building, or leadership, or priority setting, diversity, whatever it is, come out with your own viewpoint. Read what people have said and then decide how you’ll be slightly different.”
Check out our new service The Odd Couple Community®
Terry Brock interviews Mingling Maven Susan RoAne
Technology expert Terry Brock leads the way. Here he is taking advantage of being with Susan RoAne when she was speaking in Orlando.
Have an Extra Edge at Networking Events -
Best Selling Author and THE Executive Speech Coach Shows You How to Network
by Patricia Fripp, CSP, CPAE
We all attend events promoted as the perfect format to make new contacts and develop potential business relationships. I never stop being amazed how many talented and well-educated people often do not know how to maximize these events.
Here are two easy ways you can make the most of networking events.
1. "TRAVEL WITH YOUR OWN PR AGENT" TECHNIQUE.
It's simple and cost free. Enlist a co-sales professional, friend, or fellow speaker to form a duo. My networking buddy in San Francisco is Susan RoAne, the best-selling author of How to Work A Room, Secrets of Savvy Networking, and What Do I Say Next? We attend many meetings together.
Here's what we do. When we arrive at an event, we alternately separate and come together. I'll walk up to Susan as she is talking to someone, and she'll say, "Larry, let me introduce you to Patricia Fripp. Patricia is truly one of the greatest speakers in the country." And, I will turn around and say, "Larry, I bet Susan is too modest to tell you she's the best-selling author of three books."
When you do this, just as RoAne and I do, you're saying great things about each other that you'd love your prospects to know, but modesty prevents you from telling them.
Suppose Natalie and Fred are secret partners. As Fred walks up, Natalie says to the person she's been talking to, "Jack, I'd like you to meet Fred. Fred has taught me nearly everything I know about sales and our product line. There has never been a sales contest in our company he hasn't won." Then, Fred can say, "Well, Natalie's being very generous. It's true; I've been with our company for sixteen years. But, Natalie's been here for only six months, and she's brought in more new business than any other person in the fifty-three year history of our firm, so she knows a couple of things too. I tell you, you couldn't do better than work with someone as enthusiastic as Natalie."
2. IF YOU ARE SHY VOLUNTEER YOURSELF A GREETER.
Much of the value of meetings can be lost if you are retiring or fundamentally shy. For many people, mingling with a room full of strangers can be an unpleasant or even scary experience. Seventy percent of the population rates themselves as at least "situationally shy," says Susan RoAne in her networking books.
I encourage you to focus on all those exciting new people and messages instead of the butterflies in your stomach offer to take a job that requires interacting with other attendees. For instance, when you wear a name tag with a ribbon that says "Greeter" you can issue name tags, sign up people for work shops, or just direct traffic: "How do you do? I'm Chris Carter. Nice to meet you. Name-tags are here. Food is there. How do you do? I'm Chris Carter. Nice to meet you." Soon you've met many new people and will get cheery nods of recognition throughout the event, making them more responsive and at ease.
A BONUS THOUGHT ABOUT CONNECTING
The key to connection is conversation. The secret of conversation is to ask questions. The quality of the information you receive depends on the quality of your questions. If you have a conversation it may lead to a relationship. A relationship could lead to new business. A business relationship when nurtured can and will lead to long term success.
SO WHAT ARE YOU WAITING FOR????
Put on your 'Sunday best' and go meet some new people!!!
Bob Bly is one of country's best copywriters. This is from his newsletter.
Gene Schwartz was one of the greatest advertising writers who
ever lived.
Yet he eschewed the so-called creativity of Madison Avenue, and
many of his ads were written using formulas.
Here are 10 of his favorite ad writing formulas:
1-Numbered lists.
Example: "The Seven Deadliest Crimes Against Yourself."
2-How-to headlines.
Example: "How to Make Anybody Like You!"
3-Secrets.
Example: "Secrets of Eastern Super-Men Revealed at Last!"
4-Question headlines.
Example: "Why Haven't TV Owners Been Told These Facts?"
5-Reason-why headlines.
Example: "Why Models Stay Young Till Sixty!"
6-Make a big promise.
Example: "I'll Make You a Mental Wizard as Easily as This!"
7-Reference to a foreign or exotic location.
Example: "Doctors in Sweden Say There is a Cure for Arthritis."
8-Put a time reference in the headline.
Example: "One Day with This Man Could Make You Rich!"
9-Use the word "now" in the headline.
Example: "Now-Run Your Car Without Spark Plugs!"
10-"Don't pay one penny."
Example: "Don't Pay One Penny Till This Course Turns You Into a
Human Computer!"
Note: once Schwartz found a formula that worked, he would adapt
it to many other ads for many different products.
Sincerely,
Bob Bly
P.S. You'll find more about Gene Schwartz and his great ads here:
www.100moneyblueprints.com
Bob Bly
Copywriter / Consultant
More on copywriting from David Garfinkel.
http://fripp.com/articleoncopywriting.html
Consulting Tips from the Million Dollar Consultant:
Forty Methods to Increase and/or Protect Fees
By Alan Weiss PhD and partner with Patricia Fripp in The Odd Couple Marketing Seminar.
Sign up by April 30 and save.
Fees remain a topic of unending interest according to my mail, so here is a compilation of tips and ideas. Any two or three that you can use will probably increase your profits immediately.
1.Establish value collaboratively with the client.
2.Base fees on value, not on task.
3.Never use time as the basis of your value.
4.Don't stop with what the client wants. Find out what the client needs.
5.Think of the fourth sale first. Fees are cumulative, not situational.
6.Engage the client in the diagnosis. Don't be prescriptive.
7.Never voluntarily offer options to reduce fees.
8.Add a premium if you personally "do it all."
9.If you're forced to consider fee reduction, reduce value first.
10.Provide options every time: the choice of "yeses."
11.Always provide an option that is comprehensive and over-budget.
12.As early as possible, ask the key scope question: "What are your objectives?"
13.Broaden objectives as appropriate to increase value.
14.Ensure that the client is aware of the full range of your services.
15.If something is not on your playing field, subcontract.
16.Always ask yourself, "Why me, why now, why in this manner?"
17.Determine how many options the buyer perceives other than you.
18.Use proposals as confirmations, not explorations.
19.When asked prematurely about fees, reply, "I don't know."
20.If you must lower fees, seek a quid pro quo from the buyer.
21.Do not accept troublesome, unpleasant, or suspicious business.
22.When collaborating or subcontracting, use objective apportionment.
23.Any highly-paid employee must bring in new business, not merely deliver.
24.Seek out new economic buyers laterally during your projects.
25.It is better to do something pro bono than to do it for a low fee.
26.Fees have nothing to do with supply and demand, only with value.
27.If you are unaware of current market fee ranges, you're undercharging.
28.Psychologically, higher fees create higher value in the buyer's mind.
29.Value can include subjective as well as objective measures.
30.Introduce new value to existing clients to raise fees in these accounts.
31.Do not accept referral business on the same basis (e.g., hourly) as the source.
32.When forced into phases, offer partial rebates to guarantee future business.
33.At least every two years, consider jettisoning the bottom 15% of business.
34.Start with payment terms maximally beneficial to you every time.
35.Offer incentives for one-time, full payments.
36.Never accept payment subject to conditions to be met upon completion.
37.Focus on improvement, not problem solving.
38.Provide proactive ideas, bench marking, best practices from experience.
39.Practice stating and explaining your fees.
40.Always be prepared to walk away from business.
The Odd Couple always receives rave reviews.
Keynote speaker, presentation skills, executive speech coach, compelling sales presentation trainer.
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