Give People Credit

When somebody shares a good idea with you, share it with your team. Giving them credit really builds everyone’s morale!

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Old Architecture

Hello,
I am in Philly at the ACCE annual conference. We are looking to grab some share of the chamber market. My biggest observation is that Philly has some old architecture and many Chamber prospects are tired of settling for a competitor’s old architecture. If we can work out profitable pricing, we can be a major player in this space.
The most impressive piece of architecture in Philly is their City Hall. Simply amazing! Still the largest municipal building in the country.
Finally, my wife Teri is with me on this trip to help learn more about the chamber market and bring in more business. She wanted me to share this quote from Ben Franklin who moved to Philly when he was 17. “Tell me and I forget. Teach me and I remember. Involve me and I learn.”
Thanks,
RJ
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Leverage Out of Office Contacts

Just a reminder today to leverage contacts in auto reply messages. My favorite auto replies are those communicating out of office or on vacation. Most leave a contact person and I call them right away. For example, Hey, I received your name from Pete’s auto reply and I am calling to see if you can share information on ABC’s AMS plans. If I get a voice mail, I send an email and the subject line reads Received Your Name from Pete.
As the saying goes, Don’t be afraid to go out on a limb- that’s where the fruit is.
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People Buy from People they Like

Good afternoon,
Start thinking about all the major things you have bought over the years. For me it is a house, car, financial advice, A/C systems, roofing etc. I can still picture the person who sold me these items. Why? Because I liked them! We connected emotionally and then I used some of my rational brain. Many experts say the rational brain is only responsible for 5% to 10% of our decision making. People Buy from People they Like.
10 Things People Learn Too Late- Warren Buffet
Everything is temporary.
Family matters more than friends.
Others treat you the way you treat yourself.
Beneath anger there’s always fear.
Happiness is a choice and requires hard work.
The biggest risk is not taking any risk.
You played it too safe.
Life isn’t fair.
A lifetime isn’t as long as you think.
Things don’t matter so much.
RJ’s Add to Warren Buffet list
In God I trust and I follow up with everyone else.
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Happy 4th!

On this July 4th, I will leave you with a quote from Harry Truman. It gets me going as a citizen and salesperson. “America was not built on fear, American was built on courage, on imagination and an unbeatable determination to do the job at hand.”  We live in the greatest country in the world. May God continue to Bless America!
Happy 4th!
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AI versus Authentic Human Connection

Good afternoon,

Today, I just want to encourage everyone to be their genuine self. Your authenticity will earn you and the business more money. Oscar Wilde said, “Be yourself; Everyone else is already taken.” The pressure to be somebody else is much more prevalent today with the emergence of AI. Use AI as a tool not your voice.

Here are some points from Jeb Stuart’s Podcast called, Can AI Really Replace Salespeople?

The One Thing AI Can Never Do:

This is where the magic happens, and it’s where your competitive edge lies.

AI can write emails. It can analyze data. It can even fake phone calls (poorly). But it cannot engage in real-time, empathetic, synchronous conversation with another human being.

It can’t read micro-expressions during a video call. It can’t pick up on the subtle hesitation in someone’s voice that signals an unspoken objection. It can’t pivot in real-time when the conversation takes an unexpected turn.

Most importantly, it can’t build the kind of authentic human connection that makes people want to buy from you instead of your competitor.

If you’re a salesperson:

  • Learn to use AI as your research assistant and writing coach, not your replacement.
  • Never let AI write emails or make calls on your behalf. People will know, and they’ll hate it.
  • Double down on developing your conversation skills, empathy, and relationship-building abilities.
  • Remember the Golden Rule: Never trust, always verify. AI will lie to you, so double check everything.
“The authentic self is the soul made visible.” Sarah Ban Breathnach.
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Secret Recipe

We just completed our AMS Fest Chicago event and shared with prospects and partners our recipe for membership success. It was arguably the most people we have ever had attend our sessions at AMS Fest.

A recipe is a story that ends with a good meal or our case successful membership management. Most of the prospects left our presentation hungry to explore more menu items with their associations. Our chefs look forward to sharing more of our secret ingredients to help our clients and prospects grow and serve their members.

The follow up on this event will be easy. Everyone will remember the chef’s outfits. Isn’t that what we all are working toward? Making are interactions with customers and prospects memorable!

Bon Appetite,

RJ

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Kindness

We are all busy trying to keep customers and bring in new ones. As part of our daily practice, we should strive to reach out with at least one act of kindness. Today, I sent a coffee card to a prospect having a call with Mark tomorrow- see the following email.

Moving forward, consider demonstrating some kindness to a prospect regarding the following:
Receiving an RFP.
After Sending an RFP response- For example, here’s a coffee to help you get through the legal stuff.
Prior to an Introduction Call.
After an Introduction Call.
Discovery Demo.
Prior to an annual event.
Major event- Birthday, Promotion, Anniversary, Having a baby etc.

Here’s a couple quotes that have made it too my desk over the past month:

“Cheerfulness is contagious, and crabbiness is even more contagious.” Monitor your appearance & attitude on the phone, email and on any virtual call.

“Kindness is the ability and desire to have a positive impact on others.” RAKTIVIST- Random Acts of Kindness Activist.

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Confidential

Nothing attracts people’s interests like the attempt to keep something hidden. Everyone wants to open the box labeled “Confidential.”
My latest brainstorm, is to lead with the Subject Line: Confidential. The message could read- It has been hard to keep this new package confidential and here’s what it looks like inside. Then go into the details.
I will quote from the book Secrets of Adulthood- “Pouring out ideas is better for the imagination than dolling them out by teaspoon.”
Happy June!
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Auditions

As a Business Development consultant, we are always working to keep our subject matter experts on the stage and out of the auditions. With that said, I auditioned for many speaking roles in High School theater. However, I was only given the parts of inanimate objects- Rocks, Trees etc. From this experience, I found it a lot more fulfilling to get other people on the stage.

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