That's my Dad throwing me up in the air. I still remember the elation and that feeling of pure TRUST, that he would catch me every time.

My Dad is turning 84 this year.  He has worked in his family’s stone business since he was 15. He is dyslexic and was made to feel stupid in school, so he left early.  As he says himself – “I found my way in life once I got working with my hands”.  

He worked each day with his Dad, and his 2 uncles learning his craft as a Stone Mason.  From time to time travelling stone masons would work with them for a few months, they would help to carve Celtic Crosses and then move on to the next stone masons’ yard.

He discovered he was best at sales – loving the opportunity to hit the road and call to people’s houses, businesses, and the churches in his area.

Along with his brother Pat, he built the business from a business of 5 people to 120 people at its height.

I asked Dad recently if he...

My hairdresser (Elle) served a glass of whiskey on New Years Eve.  What a surprise that was at 11am!!  

I just love surprises in customer service.  I am a new customer of Elle's.  

As I usually share everyday experiences and link it to lessons in sales... this is my take on my move to a new hairdressers last year. 

I had to change hairdressers in July because Martina (my previous hairdresser) had to give up her craft after 25 years.  Her back just couldn't take it anymore.  

I was devastated (and shed a tear when she told me). Not only did she know how to do my thick and curly hair, I also had such a laugh going there. It was the real social hub of the village, and you could end up having a conversation on any topic and I met such diverse people when there, which I loved. 

The experience made me think about the complexities of changing suppliers – and the work salespeople need to do to “persuade” a buyer to...

Tip #1 to Make your Investment in Trade Shows Pay Off Quicker

Once you've confirmed an appointment, connect with them before the Show

Don't wait until the show to make a connection. Get them excited to show up to your appointment.  Here are a few ideas on how to do that.

> Send them a personalized video. LinkedIn is great for that.

> Send them photographs that may be of interest, something different.

> Send them something fun, something relevant to start the trust-building earlier on.  This may have nothing to do with business.  Thread carefully - you will need to research their social media channels to know what is of interest to them. 

The result is that, when they sit down to meet you, they'll at least feel that they know you and some of that chit chat will be over with and they'll feel that connection so it'll make your in-person meeting more productive.

When I worked with Karin to help her make a significant investment in a trade show pay off, she...

Creating a Client Connection this Holiday Season

So you know me, I'm all about relationships. This is part of my strategy this year to really create that connection, which I think is so, so important right now.

I've written 92 cards, and I've written a three-page update on the year. Just telling people all about the experience we've had in building our new house and moving in and business-wise, what's going on -- what was difficult about this year and what was really fabulous about this year.

So my point is, how are you really creating that connection?

The new year Christmas is a wonderful opportunity to do that and the more personalized that you can make it, that really helps people to get to know you a little bit more, the more powerful it will be.

Thank you for being in my community this year.  I aim to bring you even more value next year!  Starting with a workshop on January 18th on 3 Strategies to Grow Revenue through Building Strong Client...

The topic for today's conversation is all about conversations and the power of leading a really great client conversation and why that is important.

I had originally intended to just jump straight into how to lead a very important and high converting client conversation. Just speaking with a client this morning, made me realize 2 things:

A. I need to talk about why it's so important to get that conversation piece right.

B. Why it is a key metric to have for yourself and for your sales team to create more quality client conversations.

1. So the first big reason is if you're not creating quality client conversations, conversations where you're able to lead the client as opposed to being led by the client, -  you are being seen as a commodity.  It is transactional selling, and that opportunity of really creating a connection and finding out the why behind the sale is lost.

2. The second big reason is a lot of people are selling via email. And there is a missed...