Don't worry about money - solving problems is priceless. Recently I read a book called The Subtle Art Of Not Giving A F*ck - by Mark Manson.  While the title certainly is controversial, it does provide some great insight into how to truly get happy about your life. Happiness comes for many people by solving problems.   This absolutely relates to our industry.  What makes you happy? Many business owners (present company included) think “Gosh...if only I had maybe a little more money, all my business problems would be solved, and I’d be happy.”  Yeah...sometimes money can be a quick fix, but money may truly just be a ... [read more]

This week we continue with “What’s Your IQ?, Part 2”.  For example: We offer our clients planning meetings. OK that’s great.  What’s the intriguing question here? If you’re a single op and you meet with your couples in advance or are a multi talent company that meets with their couples your intriguing question could be this.  Wouldn’t you like to know whom you are handing a live microphone to in front of all of your friends and family? That question will have the person stop and think about that. It positions them there at their event…imagining someone on the microphone and now they will also think back to events... [read more]

Last week we talked about Setting The Stage and unveiled one way to do that before your sales meeting.  Here are more ways you can set the stage. 2.   Set The Stage Visually.  Before your clients arrive, sit where they sit.  See what they see. Is there something in their line of view that might be unappealing to them.  Maybe you have an exit sign right above your head if they are facing you, sending your client subliminal messages to leave.  Maybe there’s a gross piece of food on the floor in the corner at the Starbucks. Maybe it’s a trash can overflowing in your office.  Whatever it is, eliminate distractions, both audible ... [read more]

We finish up our 3 part series with the last 2 words broken down in the phrase How Can I Help You? HELP Help!  I need somebody....Help!  Not just anybody....Help! The Beatles said it best!  Helping is what sales is ALL about. Your potential client has a problem.  They need whatever it is that you offer. They feel YOU might be the best fit for that problem (otherwise WHY would they have contacted you???)  Hey...AT LEAST they gave you a call or an email, right?! Approach them from the mindset of HELPING them with whatever their problem is. The "asking of the price" is more often than not a smokescreen because they don't... [read more]

We continue this week from last week's article with the next two words broken down in the phrase "How can I help you?" CAN?   Can by definition means "be able to or be permitted to".  I think back to the book "The Little Engine That Could" "I think I can...I think I can...I think I can"  Do you have that can-do attitude? CAN gets to the heart of your attitude and if you are in the right frame of mind at present to take care of that client.  Now answer the questiondo you WANT to? Just because you CAN doesn't mean you WANT. Is this a client that you WANT to work with? I Boy has Mr. Jeffrey Gitomer schooled me on t... [read more]

When dealing with last minute changes, the best thing you can do is to handle as much of the discussion surrounding who is the ultimate decision maker in advance if at all possible.  Most conflicts on event day are completely preventable if you are prepared ahead of time and have prepared your client’s mindset ahead of time. Let’s look at a couple of other scenarios where you may have last minute changes and how to handle them.   What do you do if the Event Planner changes things on you last minute?  First off, do they have approval from your mutual client? This again speaks to a previous conversation you... [read more]

How can I help you? It's a throwaway phrase in our society BUT if said with purpose, meaning and sincerity…it can put you on the path to the sale. I posted this in our online FB group Sales For Event Pros and as expected it fostered some discussion.  What I really believe is that this phrase (and frankly almost every step of the sales process) needs a dissection to truly understand the meaning.  This is a time for self-inflection...NOT a time to think "Oh well I do that..." Let's examine the full question and breakdown each word so we have a better understanding of how we can use this effectively in the future...and N... [read more]

Last week we discussed emotions running high and the psychology and preparation that goes into handling last minute changes.  This week we’ll expand on the topic at hand a bit more, and discuss WHAT you need to do. Knowing that you’ve done your preparation and understand the psychology of the event and how it impacts your clients lives, up next is managing expectations.  You of course want to expect that they will have a great event. The key is to under promise and over deliver in your client’s eyes. Don’t promise them the sun, moon and stars and only deliver the basics.  As Ray Davies of the Kink... [read more]

What's Your Legacy?  We continue where we left off last week.  I share this with you to hopefully inspire you.  To realize that your next event is NOT just another gig.  It’s NOT playing just another song. Your job is NOT just about playing music and making announcements.  It’s about impacting people’s memories. Moving people emotionally. Changing lives for the better. Giving a Grandfather a moment; to share with his granddaughter and flash that knowing smile of his life’s work left behind.  Creating a memory for a Mother who is in the middle of her life’s work. She can see from both sides of the hourglass i... [read more]

“My heart is filled with sorrow today but also great love and gratitude. We lost my dad Sunday evening. It was very unexpected, quick and a great shock to all of us! Kleo was an amazing man, filled with faith, integrity and a smile for everyone he met! If he met you once he remembered you forever and knew your story & probably your whole family's story. My mother was the love of his life and even after 57 years of marriage never let a day go by without a wake-up & good night kiss and an "I love you"! 
His children meant everything to him and he made great sacrifices throughout his life to make sure all five if us... [read more]