Posts

286 | Using Speaking to Spread Your Message with Tamsen Webster

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Speaking is an unfair advantage. You are face-to-face with your audience. You have a chance to connect like no other form of marketing. When you are in the room with a great speaker, you feel it in your bones.  Tamsen Webster is our guest today. She is amazing at helping speakers find “the Red Thread.” If you don’t know what that is, you really must listen to this show.

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Target Audience: Tamsen runs a company called Strategic Speaking. She helps businesses and entrepreneurs find the “Red Thread” the through line of their products or service. In other words, she helps them to find their real value in their proposition.

Bringing Who We are to the Stage

We each have a unique way of how we make sense of the world. And we can all find that thing that really sets us each apart. It’s hard but it is always there, even though we are often blind to our own gifts.

The audience needs to feel *it* from you. The excitement your connection to your message and the passion you have for it. You have to believe what you say to your very core. Tamsen’s expert advice is to talk about the things you want to talk about and not about the things you think you “should” talk about.

So Many Bad Decisions Are Made in the Name of Should

We start out thinking, what should we talk about? This is a MEGA DON’T. Why? Because it automatically implies external judgement of your intent and motivation. Should is dangerous.

The only thing that you “should” Speak about is that one thing you cannot NOT speak about.

Trial & Error

Many beginner speakers don’t own what they speak about. They give external credit too often (obviously, always give credit where it is due).

However, you as a beginning speaker could integrate what you know and have the courage to say- this is how I SEE IT. You must be willing to do that if you want to be a Speaker.

Back Up Your Claims

Create a “Burden of Proof” around your ideas. That means: doing the work of finding all the research that supports your idea. Commission new research that backs up what you are trying to do. It must survive the “burden of proof.”

Narrowing Your Niche (there it is again!)

The narrower you focus the audience you are trying to reach and the message to them, the stronger and the more broadly it will travel. Focus on who you are really FOR and WHO the message is really for.

The clarity you get from that level of focus enables that message and the action you are looking for to cut through all the other crap that is out there.

Practical and Actionable

Find your Red Thread.com – here’s the worksheet to download.

Here’s Tamsen’s Question to answer before you fill out the worksheet: WHO are you for and WHO is this for?

Determine the way people you serve see the world. Fill out the blanks here:

I am for (category of people) who want X value Y but struggle with Z. What is the “thing” that they really struggle with? Hint: It could be a result of the first 2.

In this episode we’ll cover:

  • Bring who you authentically are to the STAGE
  • Why the word “SHOULD” is dangerous & lethal!
  • Why you’ve got to talk about what truly moves you to your core
  • Why narrowing your niche broadens your reach
  • Creating a burden of proof around your ideas

Resources:

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

235 | Significance with 48 in 48 – Jeff Hilimire and Adam Walker

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48in48.org Interview with Jeff Hilimire and Adam Walker

One year later, 48in48.org is pushing into new realms. They are doing another 48 websites for 48 nonprofits this year in Atlanta. And they are also doing another set of 48 websites for another 48 nonprofits in New York. This is a unique episode with so many guests. I interviewed different people involved to get their perspective of this movement. Also Adam Walker and Jeff Hilimire share with me the BIG vision for 48in48.org. I really think they are crazy rebels for putting it out there and I love them for it.

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Target Audience: 48 in 48 provides a volunteer opportunity to developers, designers, working in marketing and in IT build websites for nonprofit organizations. The aim is to complete 48 sites in 48 hours.  

The 48 in 48 Project is about SIGNIFICANCE

The founders, Jeff Hilimire and Adam Walker felt like they wanted to step up their commitment. They want to show that they are a great technology company while at the same time, give their employees an opportunity to do something they love doing. The purpose is to put their passion and skills behind something that is great for the community.

The project is focused on giving back to nonprofits. The people behind the nonprofits they select are the best at what they do. However, they may not have all the technical essentials in place (i.e- a great website).

Here are some perspectives from the Volunteers

Roshell (Volunteer):

“I saw something that was so incredibly exponential. Not often that you get to engage in a volunteer opportunity that so goes beyond it’s initial effort. Seeing the impact it had on the people giving their time and on the community- it was a no brainer that I’d come back again.”

“Nonprofits are dealing with multiple audiences- those they serve and the audiences they are trying to connect and gain support (monetary) from. It’s a challenge and the voice that speaks through the site needs to be different. There are multiple levels with how non profits must communicate with their audiences.”

Gina (Volunteer):

“The project helps the community at large and builds closeness. This is a huge gift”

Tod (Volunteer):

Tod brought his son to the event because they share a love for technology. Tod says this project is unique because you get to see something that goes from nothing to completion so fast and you see the impact that the non profits walk away with. It is something they may have not been able to afford any other way.

 

Perspective from Adam Walker and Jeff Hilimire

The Creators Plan to Take it to the Next Level. They intend on testing places outside of Atlanta. This year, they stepped it up with more sponsors and volunteers. The event and logistics have taken a big step forward. The Core team has been nurtured so that the project can be taken to other cities.

48 in 48 is a representational symbol of using talents and skills to give back to the community. It is highly niched, involved and connected. The volunteers are doing it because they WANT to do it. That’s the major motivating factor driving this project forward.   

 

BIG VISION: What’s next

The Project Will be doing 48 of these across the globe in one weekend. Once this system is scaled and replicated, there is no limit to where the goodness can be shared. The locations and non profits that can be served will continue to grow. There will be more of good people pouring into other people who are also doing good!

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

234 | Making New Choices with Mike Pisciotta

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We all have times in our lives that force us to question the path we are on. We all have moments that make us choose a new direction. I have seen this for myself. And I have watched it in hundreds of others. This is about reinvention. Our guest today is Mike Pisciotta with Marketing Your Purpose. He shares his moment of reinvention that happened while in jail.

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Target Audience: Mike and his wife serve speakers, coaches and trainers or to those selling information on transformation. They are guided with funnel design, funnel optimization and Facebook ads (mainly).

 

Mike’s Story of Awakening

At age 18, Mike woke up in a jail cell with no recollection of how he got there. In that moment, it was like a brick wall hitting him. The first 18 years of his life were spent in a negative home environment surrounded by drugs. However, in that moment, something changed. Suddenly he experienced the realization of where he was and decided to make a choice to change.

He was sentenced to 10 years. And he decided to use every moment of his TEN YEARS (yes, ten years) to use the prison system to renew his perspective. He DECIDED to  immerse himself in spiritual and physical development. He spent time learning about business and studied the markets.

 

10 years of “freedom” were gone. But he was not going to give them 10 years of life. He knew in his core that it didn’t mean he had to give them his life. He decided he was going to live. This type of choice was not made by most of the guys around him. In contrast, they threw in the towel. But Mike was different. He still felt he had a chance and knew he could do something with his time.

The Power of Choice

No matter what life hands us, we always have a choice. We have a choice to move things forward and to change things. Your present state is not what defines you. This is about Owning your faults. It is about Owning the choices you’ve made and wherever that may have brought you now. This takes a Shifting of the responsibility from the external to the internal.

 

Getting Uncomfortable

When we find ourselves in a state of dissatisfaction, we can use it to put fuel in the fire for transformation. Change the cycle. But, people stay in a cycle because it’s comfortable. Expanding and growing yourself is a lot more uncomfortable. What choice will you make?

Mike admits that he knew this was not something he committed to just one day- but every day. Consistency and dedication are required. There are always challenges. That commitment to press forward allows for the building up of  a legacy.

Practical and Actionable:

OWN wherever you are in your business. Own that it is there and that you are there. Own the fact that it is the way it is because of the choices you have made or have not made. Then, make the CHOICE to change that and begin taking steps in a different direction. Use what you don’t like as an excuse to create transformation.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

233 | Be THE Choice, Not Just a Choice with Gene Hammett

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233-gene-hammett

 

In highly competitive markets, it is getting harder and harder to win the business. I specialize in helping companies grow by making them THE choice, not just a choice. This is about standing out and creating a company that does not have competition. This is a solo episode where I share key parts of my speech: Be THE Choice, Not Just A Choice. I give you 3 areas that allow you to win more business and work with more high-value clients. Don’t miss this one.

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Target Audience: Gene serves entrepreneurs who are (or want to be) Leaders. His clients are committed and are unafraid of doing the work to create a thriving business.

 

What does it take to be THE CHOICE?

There are lots of people and it’s safe to say- even too many people out there. Businesses look very much like each other in their variety of strategies. They blend together. However, you must KNOW that you actually ARE different. The problem is, many entrepreneurs out there do a poor job at standing out. This takes a great deal of building and deepening the relationships you have. How would standing out increase word of mouth and referrals?

SO, how do we raise ourselves ABOVE the crowd? How can people see your specialty and your ability to serve them in a specific area?

 

How do you explain WHAT it is that you DO?

Let’s talk about BRANDING!

Your brand is not what YOU say it is. It is what others say it is! It’s what people talk about when they talk about you. Those who have clear branding also have a clear story, price and promise.

WHO do you serve? & WHO is included in your Profitable Niche?

Your target market is who your services are ideally for. Your profitable niche are those who are ideal for you.

Do they see you as THE choice? If you are too broad in your messaging, they won’t see you as THE choice. If you represent yourself as having a deep understanding of their area, they can TRUST you. Stack your success in your portfolio of previous clients.

 

Do it BETTER

Rise above everyone else by knowing who you serve, what their pain is and offering them a unique solution. Keep getting better at what you do.

Marketing: the 3:7:3[0:30:30] RULE

In 2016, not all marketing is effective. When you are in a room 3% are actively seeking to buy what you offer. 7% are open to what you are offering. 30% are “not yet” and 30% are unconscious to what you offer. Another 30% are a “NEVER.”

Focus on the 67%. When those people are ready to buy you must position yourself in a way so they are NOT looking at anyone else to buy. The way to reach these people is not just creating info and communication- BUT CONNECTING with them. Position your marketing in a way that truly connects with them. Create a connection so powerful, that when they see your email in their inbox, they will open it because they feel connected.

This i’s about the story you craft around your business. You do this through education based marketing – marketing with a clear conscious- & not being pushy.

SPEAKING- the #1 way to get high value clients. You are going where they are and they, themselves are investing in themselves to acquire solutions. This is the most powerful form of marketing Gene has experienced himself!

WRITING for major platforms (like Huffington Post for example) and use different MEDIA to get noticed. Making yourself available for Media- such as podcasts, positions you to new audiences as an expert.

Social media- do you stand out in a way that connects you to your audience? Do you offer Ethical bribes to create continued communication? This is KEY!

Practical and Actionable:

Go to the The Trap of Success HERE. This video will show you how you can show up differently. All you need to do is decide. Also, check out the free video on how to become an AUTHORITY in your target market HERE. 

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

232 | Valuating Your Business with John Shumate

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Do you know the valuation of your company?  I think that if even if you were not planning to sell your company soon or even in the next decade that you should know the valuation. My main reason is that understanding what increases the value of the company you have now will make it more profitable now.  I interview John Shumate who specializes in valuations for technology and healthcare companies. He shares the essentials to valuations.  Check out this episode to understand how to put a value on your company.

 

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Target Audience: John serves a wide array of entrepreneurs but especially those within the technology and healthcare arenas

 

Understanding Your Valuation and Your Target

Think about all the different areas of Valuation within your business. What kind of value creation are you really building? Those thinking of selling their company, often times haven’t spent time thinking about what it is worth. Those who are really good at it determine this  BEFORE they even build the company.

 

Common points people don’t pay attention to..

One area is managing of working capital. Often times, business owners don’t manage inventory well. Capital is thus wasted.

Industry Performance: What do you look for?

This is what the industry trajectory is. It is reflected in overall multiples of the company. This is about looking at how the market is betting on the FUTURE of the company. Looking at those different metrics is helpful. It is estimating how long people think you will be around.

The exercise of developing a financial model depends on the company. Quantify the risks. Also approximate the capital that is coming in for the future. What John does is try to build out a detailed financial model. So much of the value is so much in the future. Bake in the perceived risks to determine the value today.

 

You certainly don’t want to be everything to everyone. Pick one area and do it WELL Then you can get into the other vertices. Contemplate one hill. Articulate your niche well. Should be as laser focused of a niche as possible and knock it out of the park!

Practical and Actionable:

Do the exercise. Do market research first and compare how other market companies like yours are doing. There are great free sources. For instance, google finance or yahoo finance to check it out as a start. Search by sector, industry and key word. Find out who the competitors are. Compare their margins to yours. Create the ratios. Determine the tax data. What is their typical day’s revenue?

 

If you’re an earlier stage company, check out Venture Deal ($20/month). http://www.venturedeal.com/ You can search by industry. They have it at a pretty niched level. These are quick ways on getting cheaper data. This is a great exercise to go through on a regular basis.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do.  I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business.  I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

202 | Standing Out as a Thought Leader with Dorie Clark


202smWhen you decide to step up and stand out in your marketplace, you typically are met with resistance. However, here is a simple breakdown of standing out with best-selling author, Dorie Clark. Dorie is a writer, speaker, consultant and professor for the Duke University Business School. We talk about top line strategies and dive deep into Twitter as a powerful platform to establish more credibility and authority in your market.

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Target Audience: Dorie writes business books, her latest one being Stand Out . She also teaches, speaks, and consults. Her work is focused on helping talented professionals figure out how to get their best ideas heard and their true talents recognized whether inside the company or in their field.

How do we make a podcast stand out??

In a world saturated with podcasts, Youtube videos and Social Media, how does one stand out?

  • Choose your Niche Strategy:
  • Hone in an area and go deep. An example would be “how to put on webinars.” Own whatever it is you niche on and max out on it.
  • Conduct original research:
  • Choose your curation of guests very wisely. If you uncover smart data with the guests you bring on, your audience will identify you as an expert.

How do you use social media to become the thought leader in your space?

“Acting as if…”
Utilize Social Media to talk about something that can be perceived as proof to people that you are an expert. Blogging for instance gives people a window into who you are all about depending upon the quality of your ideas. It makes people think they know you.

What about the sheer overwhelm over Social Media?

Choose one. This will be dependent on your business. If visualsa re important in your business, then use instagram. In any case, it is far better to go where the people are. There is no need to chase the next new thing! Where are your ideal clients?

In general, if you’re looking to reach a mass audience, use Facebook or Instagram. Each platform has it’s advantages so choose wisely. All platforms can be used in a way to create warm leads or keep a relationship alive after you’ve met them in person and keep the conversation going.

202smIn this episode we’ll cover:

  • How to stand out in your field
  • How to choose the right platform for you
  • Keeping relationships alive through Social Media
  • Why you DON’T need to chase the next new platform
  • Identifying where your ideal clients are.

Practical and Actionable:

  • What would be the first thing someone would do using social media?
  • Hone in on what you want to be known for
    Set up your list of people. You want to follow and monitor those regularly so part of what you broadcast is curated with your comments or input. What you provide determines your presence.

Recommended by Dorie!

Meet Edgar- Evergreen content that has staying power and it functions as a VAULT. If you have a backlog, this gives you a library- so old posts get attention too. This is a great way to recycle content especially if it’s good and relevant.

 

Resources and Links

 

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

170 | How to be the Extreme Expert in Your Niche with Chala Dincoy

170-Chala-Dincoy-featured

Are you familiar with what it means to be the “Extreme Expert?” Today’s episode is about niching down your business so that you get to serve exactly who you are meant to serve. This is what works. This is what will determine sustainable success for you, your clients and your bank account. Lean into this episode for some new insights around letting go of the fear of niching. Chala Dincoy reminds us that each of us possess our own special form of strength and magic.

 

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160 | The Power of Niching Your Business with Tim Grahl – Part 2

160-Tim-Grahl-featuredHave you thought about writing a book to position you in the marketplace? Would you trust a book marketer that doesn’t have a book? Yeah, me neither. But today’s guest is Tim Grahl, an expert in author and book marketing. He is also the author of “Your First 1000 copies”. Listen to Tim in part 2 of our interview where he explains about how he used his book to propel his business forward. Don’t forget the overall picture of this interview which is about niching.

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Target Audience: Tim helps authors build their platform, connect with readers and sell more books.

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159 | The Power of Niching Your Business with Tim Grahl – Part 1

159-Tim-Grahl-featuredHave you thought about writing a book to position you in the marketplace? Would you trust a book marketer that doesn’t have a book? Yeah, me neither. But today’s guest is Tim Grahl, an expert in author and book marketing. He is also the author of “Your First 1000 copies”. Listen to Tim in part 2 of our interview where he explains about he used his book to propel his business forward. Don’t forget the overall picture of this interview which is about niching.

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Target Audience: Tim helps authors build their platform, connect with fans and sell more books.

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139 | Get the Gig – Speaker Series 2 of 3 with Chris Brogan

139-Chris-Brogan-FeaturedTaking the stage is a great way to promote your business and claim your authority. You can do it at local events or your next step might be national events or perhaps you are ready to get paid. Discover the insider secrets with today’s guest, Chris Brogan. Chris is a powerful and entertaining speaker. He shares what he has learned in his many years of getting paid well for speaking to corporations and even a 6th grade class too.

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Target Audience: Chris is the CEO of Owner Media Group people that helps entrepreneurs who be more human at a distance.

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