Stop Wasting Your Time at Networking Events! (Here’s Something that Actually Works)

By Jeff Beals

Most professionals know they must network in order to achieve long-term business success. I remember as far back as high school being told by my guidance counselor that I needed to “meet a lot of people and build a network.” That was great advice back then and even better advice today.

It’s critically important to participate in the public arena and interact with the people who could become your clients, provide you with valuable information or help you further your causes and beliefs.

Download your copy of the brand-new ebook, “Goal-Based Networking: Turning Your Socializing into Profitable Relationships!

While they understand the importance of networking, many professionals do a lousy job of it. It’s easy to show up at an event, grab a drink, eat some free hors d’oeuvres, say “hi” to a couple people, then go home and pat yourself on the back for being “involved outside the office.”

Unfortunately, that’s not networking. It’s merely socializing.

There’s nothing wrong with socializing. In fact, it’s generally a good thing, but it’s not efficient. In order to convert socializing into networking, you need to have a three-tiered goal planted in your mind before you even enter the venue where networking will take place.

I call it “goal-based networking,” and here’s how it works:

Goal #1

“I will get a direct opportunity”

This could be a new client, an invitation to join a prestigious organization, a job offer, a promise to donate money to your pet cause. While Goal #1 is ideal, it unfortunately doesn’t happen at most networking events.

Goal #2

“I will get a solid lead on a direct opportunity”

This is almost as good as the first goal, because it moves you closer to what you really want. Goal #2 should happen at the vast majority of networking events you attend. If it doesn’t, you’re not meeting enough people or not asking the right questions.

Goal #3

“I will meet new people and learn valuable information”

This is the bare-bones minimum goal that you should achieve at every single networking event you attend.

Make a commitment to network more and remember to think about these three goals before walking into your next networking event. Setting these goals consistently over a long period of time will maximize the return from your investments in networking. That means you increase your public profile, connect with the right people, find new business and become that person who always seems to know about business happenings long before your colleagues do.

Surprise ending: This article is actually Chapter Two of my brand-new ebook, “Goal-Based Networking: Turning Your Socializing into Profitable Relationships.”  The ebook is FREE, so download your copy now by clicking here:  https://jeffbeals.com/free-ebook2.php

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!

Goal-Based Networking: Turn Your Socializing into Profitable Relationships (New eBook Available)

By Jeff Beals

The American philosopher Henry David Thoreau once said, “I went to the woods, because I wanted to live deliberately. I wanted to love deep and suck out all the marrow of life.”

As professionals we need “to suck out the marrow” of our business lives. We must lead active, deliberate careers that are externally focused. That means you turn off the laptop, step out of your cubical and get involved outside the office.

As long as you don’t over-commit yourself – burning the candle at both ends, so to speak – being involved actually makes you better at your core work.

People who join professional associations, who get involved in their place of worship, or who engage in community service learn more and meet more prospective clients.

In any given office, there is at least one person who is active in the community or profession and seemingly knows everyone. It is no coincidence that such a person brings in a lot of business, finds great publicity opportunities for the organization and, in turn, earns job promotions.

Simply put, involvement leads to success. You must be out there seeing and being seen. You have to do it perpetually, so that your personal target audience knows about you and remembers you.

Use your time wisely. If you have family or other commitments in the evening, use your lunch hour for networking and personal branding activities. Ambitious professionals should not eat lunch by themselves more than once or twice a week; it’s simply too important of a networking opportunity to waste.

The fact is, in order to stand out, you need to be seemingly “everywhere.” As much as you may desire to go home and watch television after work, you need to spend a little more time working, showing up at events. While you don’t have to drink until your liver gives out, you do need to be a man or woman about town. Sometimes you have to stay out late at a cocktail party where important prospects have gathered. Sometimes you need to get up early and meet a member of your personal target audience for coffee before you both start work.

It’s not easy, and it comes with a price, but successful professionals are seemingly everywhere.

But being everywhere does not just mean showing up and socializing with people you already know. There’s a difference between socializing and networking, and this ebook is designed to explain that and show you how to turn your socializing into networking, which is far more valuable.

Just like anything else in life, you need to network deliberately with discipline and a defined purpose. If you do that, you will be much more effective.

Remember, if your commitment to networking is half-hearted, your results will be only half-baked!

NOTE: This article is actually the first chapter of my brand-new ebook, “Goal-Based Networking: Turning Your Socializing into Profitable Relationships.”  It’s free, so download your copy now by clicking here:  https://jeffbeals.com/free-ebook2.php

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!

Get off the Feast or Famine Sales Rollercoaster for Good!

fanatical prospecting by Jeb Blount

By Jeff Beals

These days so many salespeople struggle to keep the pipeline full of qualified prospects. There is simply no getting around the brutal fact that the #1 reason for failure in sales is prospecting.

That’s why I highly recommend that you get a copy of my friend Jeb Blount’s new book, Fanatical Prospecting. It’s the most comprehensive book ever written about sales prospecting. It is a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.

Step by step, Jeb Blount outlines his innovative, balanced approach to prospecting that works for real people, in the real world, with real prospects. You’ll learn the secrets and techniques that top earners leverage to keep their pipeline and bank account full including:

  • Why the 30-Day Rule is critical for avoiding debilitating sales slumps
  • How to leverage the Law of Familiarity to reduce prospecting friction
  • The 5 C’s of Social Selling and how to use them to get prospects to start calling you
  • How to use the simple 5 Step Telephone Framework to get more appointments with less rejection
  • How to double call backs with a powerful voice mail technique
  • The real secret to skipping past gatekeepers
  • How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond
  • How to get prospects engaged fasted with the 7 Step Text Message Prospecting Framework
  • And there is so much more!

Break free from the fear and frustration that’s holding you back. With Fanatical Prospecting you’ll gain the power to blow through resistance and objections to book more appointments, start more sales conversations, and close more deals.

Get your copy now! Jeb has two valuable bonuses for you when you order:

  1. Professional-Level Membership access to online training and prospecting resources at FanaticalProspecting.com, a free $599 value (details inside the book)
  2. Instant access to the Fanatical Prospecting Bonus Pack (worth over $1,000) filled with downloadable business tools from leading experts like me.

Get off the Feast or Famine Rollercoaster for good. Get your copy of Fanatical Prospecting now!

One last thing, make sure to read “Chapter 20: “Text Messaging” at least twice – it will change what you think of this controversial, yet highly effective, personal technique that gets results fast!

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!

Learn How Personal Branding Can Improve Your Sales & Marketing Abilities!Download this Complimentary eBook Today: “Self Marketing Power 101″ >>

 

It Pays to Think Like a Marketer When Promoting Your Personal Brand

By Jeff Beals

Because you are a business unto yourself with your own brand to promote, it is only logical that you should think like a marketer.

Personal brands are symbolic embodiments of an individual professional that publicly distinguish that person from all other competitors. A brand is a trademark, a distinctive name, and a combination of images that creates associations and expectations in the minds of audience members.

Marketers of products and services are obsessed with branding. Companies hire talented marketers to craft strategic plans for each of their brands and then carry out the communications tactics that are part of the plans.

Likewise, you need a plan for your own personal brand. Fortunately, your strategic self marketing plan can be much simpler than a typical corporate marketing plan. The purpose of a self marketing plan is to build name recognition and positive opinions about your personal brand so that members of your personal target audience think of you when they have some personal or business opportunity that you would like.

As an individual professional trying to make a difference in the world, you should be obsessed with your personal brand.

BASIC MARKETING PRINCIPLES

Some principles of marketing are worth considering. Among these are frequency, repetition, reach and prioritization.

Frequency and repetition matter a great deal. In order for the typical person to remember your name, he or she needs to hear it over and over again. What’s more, exposure to your name and reputation needs to occur consistently on a perpetual basis.  Furthermore, your message needs to reach the right people.

As consumers of information, we need to hear the same thing many times and in many instances in order for it to become fully rooted in our brains. That’s why you hear company names repeated so many times in commercials and why the same commercials are played over and over. It’s why successful companies continue to advertise even after they’ve been around for years and have established large customer bases.

Professionals who have a self marketing plan never let down. They keep showing up at events and scheduling meetings with people. They keep getting publicity and engaging in high-profile activities. If you fall out of the self marketing spotlight for just a short time, your star fades rapidly.

Prioritization means that you spend the majority of your self marketing time focusing on that part of your personal target audience that has the highest likelihood of benefiting you. Opportunity sometimes comes from the least likely sources, but you should spend more resources on the people who can help you most.

HOW MUCH EXAGGERATION IS OKAY?

While deceptive self marketing is bad, it is generally okay to use a little bit of puffery and some euphemisms in your communications. Puffery is a slight exaggeration of fact done in such a way that nobody considers it lying. For example, you might call yourself, “the friendliest insurance agent in the state.” Well, no matter how nice you are, that’s probably not true. Anyone who thinks about it can figure out that it’s just puffery. Calling yourself a “guru” could be an acceptable euphemism assuming you are an expert in your field.

IN CONCLUSION

Self marketing must be a perpetual activity, and you can never let down your intensity. Even when everything in your career and personal life is going great, you need to market yourself in order to be in position for future opportunities.

Responsible people save money to prepare for an unforeseen financial crisis or to be able to invest in a business opportunity that may come their way. Similarly, savvy professionals market themselves to prepare for a rainy day or to take full advantage of a perfect day.

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!

Learn How Personal Branding Can Improve Your Sales & Marketing Abilities!Download this Complimentary eBook Today: “Self Marketing Power 101″ >>

What’s the Most Important Thing a Sales Leader Does?

By Jeff Beals

Sales leaders have so many responsibilities – recruiting reps, training them, keeping them motivated, forecasting/budgeting, working closely with marketing and so many others.

But there is one area of a sales leader’s job that is crucially important but often underrated: resource acquisition.

The most effective sales leaders do what it takes to make sure their sales teams have the tools and budget they need to close deals.

Attracting new clients is so important that every organization should devote considerable resources. That said, not all do. Leaders of various organizational departments in a company jockey and position for resources. Some are better at it than others. If the sales leader isn’t good at playing corporate politics, the sales staff might be at a resource disadvantage against the competition.

If you’re a sales leader, do not let this happen. One of your single most important duties is to provide your sales team with everything it needs to succeed. You don’t ever want to give your salespersons an excuse for not performing. Lack of resources is a convenient excuse for a sales person but should never be an excuse for a sales leader.

One of the best ways to ensure abundant sales resources is to establish your personal clout inside your organization. This is accomplished by doing good work and practicing good internal politics.

Clout is affected by timing. Make a pitch for greater sales resources right after you score a high-profile victory. Make the pitch when the higher-ups most value you and believe they could least afford to lose you.

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!

Learn How Personal Branding Can Improve Your Sales & Marketing Abilities!Download this Complimentary eBook Today: “Self Marketing Power 101″ >>

Business Lessons from Brazil

OLYMPUS DIGITAL CAMERA

By Jeff Beals

It’s a land of contrasts.

That’s what I was told about Brazil before embarking on a business trip last week where I spoke to three audiences over a two-day period.  My client was Sao Paulo-based Febracorp University, which was conducting a conference for sales leaders from major corporations. Febracorp is an amazing company – visionary, high-energy and full of dedicated professionals.

I landed in Sao Paulo Thursday morning and then started a two-hour drive across the city to the hotel. Like all mega cities, Sao Paulo is home to the best of the best and the worst of the worst. As we passed through various neighborhoods, I noticed a city full of frenetic commercial activity interspersed with poverty.  On one side of the street, I would see the offices of a multi-national corporation; on the other side, ramshackle residential units.

I couldn’t help but notice how residents of Sao Paulo embraced technology. Everyone appeared to be maximizing the capabilities of personal electronics. In fact, Sao Paulistanos seemed to be more engaged with their personal communication technologies than their counterparts in major U.S. cities.

Indeed Brazil is a land of contrasts.

A few years ago, Brazil was riding high as economic growth reached 7.5 percent in 2010. But following that big economic boom, Brazil now finds itself in its worst recession in three decades.  Inflation is nearly 10 percent. Unemployment has been on the rise.

Many of the sales leaders who attended my programs last week talked to me about the impact the recession was having on their businesses.  It is a front-of-mind, deep concern for business leaders as consumers are not buying and businesses are not investing like they once did.  As you might expect, the recession is having a direct and tangible impact on the way companies do business.

During my conversations with several sales execs during breaks and at the end of my presentations, I got the sense that most companies are coping with the economic conditions as best they can.  People are working harder. (I noticed professionals in Sao Paulo work long hours), and companies are clamping down on spending.

The most interesting adaptation, however, is that sales and marketing professionals are looking for creative ideas that attract business without requiring major investment. Guerrilla marketing and grass-roots sales activities appear to be as popular as ever in Brazil at least according to the people I met.

I find that fascinating, because I have always thought companies and organizations get the biggest bang for their buck when they promote themselves creatively, actively and zealously at the grass-roots level.

Some countries are currently experiencing recession. Other countries are currently in an expansion mode. But one thing is for sure: economic conditions change. Up-cycles become down-cycles and vice versa.  Whether or not you are working in expansionary conditions, it probably makes sense to keep much of your promotional efforts at the grass-roots level.

Regardless of external marketing conditions, it makes sense to go back to the basics when marketing, promoting or developing business.  The same thing applies to individual professionals too.  We all need to constantly promote ourselves personally at the grassroots level.

Frankly, we should all work like it’s a recession even when times are good.  That’s easier said than done but is in our best interests. After all, just like Brazil, the whole world is a land of contrasts.

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!

Learn How Personal Branding Can Improve Your Sales & Marketing Abilities!Download this Complimentary eBook Today: “Self Marketing Power 101″ >>

Persuasive Communication: Big Power in a Little Word

you

By Jeff Beals

Your English teacher isn’t going to like this.

Don’t get me wrong; the grammar and composition you learned in high school English class are critically important, but those rules don’t necessarily apply all the time.

Allow me to explain.

Your old English teacher would have preferred you write, “By carefully employing certain words, a professional gains a powerful advantage when selling his or her products or when trying to persuade others to accept his or her ideas.”

Here’s a slightly different version: “By carefully employing certain words, you gain a powerful advantage when selling your products or when trying to persuade others to accept your ideas.”

What’s the difference?

These two statements essentially say the same thing, but the first one is written in “third person,” while the second one is written in “second person.”  English teachers would prefer the first statement.  In formal writing, it is generally frowned upon to use the words, “I” or “you.”  Scholarly journals, text books and respected periodicals are normally written in third person.

Proper English is a beautiful thing, but when it comes to succeeding in today’s loud and crowded marketplace, you benefit by catching people’s attention.  You are more likely to accomplish your goals if you relate to people.  Using the word “you” (and “your”) helps you do that.

No matter what your profession, there are times when your success depends on your ability to sell, pitch, market, convince, persuade, trade, suggest, coach, counsel, explain, and/or motivate another person. That all becomes easier if you address your reader or listener directly in the second person.

So, if you’re explaining something in an email, try to use the word “you.”  If you’re giving a speech to prospective clients, paint a picture with “you.”  If you want to empower and motivate your colleagues, use “you” to make your message resonate with them.

The word, “you” personalizes a conversation.  It brings down barriers and erodes the formalities that may exist between you and the other person.

“You” can help prospective clients picture themselves using your products and services. For instance, if you are selling a time-share condo overlooking the ocean, your would-be buyer might be receptive to this marketing message:

“Picture yourself spending two weeks here every year. You can sleep in each morning in this king-sized bed, windows open with the sea breeze gently waking you up before you head over to your ultra-modern kitchen for your morning coffee.  You step out onto your deck overlooking the massive resort pool. Your only problem here in paradise will be deciding what to do.  Will you relax by the pool or will you take one of the hundreds of day adventures waiting for you in the surrounding area?”

Where do I sign up?

When I’m writing books or delivering speeches, I try to put “you” into the text even if the story I’m telling is about somebody else. When I use a highly successful person’s life or accomplishments to illustrate a point, I occasionally like to slip in “you” and “your” when I’m really talking about “him/his” or “her/hers.”  Audience members are more likely to remember the point, if they feel like they are part of the story.

YOU will be a much more effective seller, marketer and persuader if YOU simply remember to transpose YOUR audience into YOUR stories.

One last thing – I have one important disclaimer for you.

There is a particular use of the word “you” that may backfire on you.  Careful communicators avoid saying, “you must,” “you should,” “you better” or “you have to.”  That’s bossy.  It turns people off.  Such language reminds you of when you were in trouble as a kid, like when your mother demanded:

“You have to clean your room!”

“You better finish your homework before you go outside!”

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!

Learn How Personal Branding Can Improve Your Sales & Marketing Abilities!Download this Complimentary eBook Today: “Self Marketing Power 101″ >>