Anne Miller | December 2009

Saturday, December 19, 2009

The Ones Who Care

A recent seminar participant said that he loved his job so much, he hadn’t had dinner with his kids in the last fifteen years. As I thought about that afterwards, it seemed appropriate to send along this mid-holiday email that a friend sent to me.

The following is the philosophy of Charles Schulz, the creator of the 'Peanuts' comic strip.
You don't have to actually answer the questions.
Just read the e-mail straight through, and you'll get the point..

1. Name the five wealthiest people in the world.
2. Name the last five World Cup trophy winners.
3. Name the last five winners of Miss World .
4. Name ten people who have won the Nobel or Pulitzer Prize..
5. Name the last half dozen Academy Award winners for best actor and actress.
6. Name the last decade's worth of FA Cup winners.

How did you do?
The point is, none of us remember the headliners of yesterday.
These are no second-rate achievers.
They are the best in their fields.
But the applause dies..
Awards tarnish.
Achievements are forgotten.
Accolades and certificates are buried with their owners.

2. Here's another quiz. See how you do on this one:
1. List a few teachers who aided your journey through school.
2. Name three friends who have helped you through a difficult time.
3. Name five people who have taught you something worthwhile.
4. Think of a few people who have made you feel appreciated and special!!
5. Think of five people you enjoy spending time with.

Easier?
The lesson:
The people who make a difference in your life are not the ones with the most credentials..
the most money...or the most awards.

They simply are the ones who care the most.

Enjoy the rest of the holiday with the friends and family you care about and who care about you. See you in the New Year!

Remember: People have limited time & attention. Make What You Say - Pay

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Thursday, December 10, 2009

Double Duty Holiday Greeting Ideas

'Tis the season. No doubt holiday greeting cards are beginning to trickle into your office and will likely become a flood in the next week or so. The last two weeks of December are an ideal excuse to again connect with past clients and also to get on the radar screen of prospects as you genuinely wish them and their families a lovely holiday season.

That’s the good news. The bad news is, EVERYONE is doing the same thing, so, how will you stand out?

Simple: send a card that is unique to your business or is otherwise remarkable.

Marjorie Dorfman sends one of the best cards I’ve ever seen. Marjorie is a leading instructor in New York City of the Alexander Technique, a century old method of changing patterns of habitual misuse of different parts of our bodies which causes many painful conditions. (Think lower back pain, bad posture, etc.)

Her 5x7 white card, trimmed in red, headlines “Start the year off upright!’ with the subtext, “Improve your posture – Reduce Muscular stress and tension.” Underneath is a row of colorful cartoons: a stooped over woman carrying am orange (Hanukah) dreidle; a sway backed, overweight man with a red Santa Claus hat; a ballerina on tip toe balancing a blue and yellow menorah; a young teen with terrible posture lugging a huge red and white striped candy cane; and a poor fellow struggling under the weight of a green Christmas Tree. The card is eye-catching, fun, appropriate to the holiday spirit, as well as being a gentle reminder of the benefits of working with Marjorie.

No time to do a hard copy card? Send an online card from www.jacquielawson.com Hers are the most creative and beautiful online animated cards I've seen. You can personalize them and they even have accompanying music. Unlike cards that are quickly read and tossed, a JL card unfolds and holds the recipient's attention to the end, making it quite a unique experience. (I have no connection to the site.)

Enjoy the weekend and remember...

People have limited attention spans – Make What You Say, Pay!

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Friday, December 04, 2009

White Elephants in the Room

For or against the troop build-up, there was an important sales lesson to be learned from President Obamas’ speech at West Point Tuesday evening. Anticipate and address head on every objection or concern in your listener’s mind. The anticipated objections were many: why the delay in ti decision? Why should we focus on Afghanistan when our economy is a mess? Is this commitment worth it? Is there no end to the money we are spending there? Isn’t this just like Vietnam? Why can’t we keep the status quo? Etc. As with any sale, the concerns netted out to Why? Why now? How much? Is it worth it? Are there other better options? What’s involved? What will be our return on the investment?

You can’t wish away people’s objections, doubts, and concerns. They are the white elephants in the room that must be acknowledged. Your job is to turn those elephants into into mice that scamper away and shape the way your listeners think about those obstacles. To get acceptance for your ideas and recommendations, deal with them directly , which will pave the way for acceptance of your ideas and recommendations.

On a holiday note, if you are thinking of the perfect gift tech gift for someone, the NY Times had lots of wonderful suggestions in its Personal Tech section. My favorite: the new ebook readers. The most surprising: gifts for crafters.

Always remember: Your time with people is limited: Make What You Say, Pay!

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Tuesday, December 01, 2009

The Obama-Palin Lesson for Presenters

The Obama-Palin Lesson for Presenters

President Obama probably thought there was nothing to learn from Sarah Palin, but his latest poll ratings, below 50%, and her current celebrity appeal should make him reconsider. Maureen Dowd nailed it in a recent New York Times column when she characterized Palin’s appeal as her “visceral power.” It’s an internal aliveness and energy and concern for people that connects with them in much the same way Presidents Reagan and Clinton did. President Obama had that electricity as well during the campaign, but seems to have lost it.

No presenter – whether pitching to a client or selling a troop build-up to the free world – can hope to sway an audience without a healthy balance between substance and connectivity with their audience. Connectivity without substance merely entertains. Substance without connectivity alienates. Tonight, in his televised Afghanistan speech, Obama needs to remember that connectivity, as well as substance, matters.

You have limited time with people - Make What You Say, Pay! Anne Miller

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