We [...]]]> It certainly has been a journey to this point. With six posts leading up to this point I would hope that you have heard enough to be interested.
By now our 30 seconds are probably about up and there too, I would hope that our audience has heard enough to be interested.

We have gathered our audience’s attention.
We told a story and allowed the audience to participate with us.
Our tie-in brought our opening remarks to our value which we have clearly stated in a way that separates us from our competition.
It is time now, to clearly, and with all the passion that represents our effort, sweat and tears over the years introduce ourselves and our business.

When speaking, last words linger. Speak them loud and clear and proudly.

My name is Dave Bartos
My Company is The Vista Group
Find out how we can help grow your sales.

We all have friends, relatives, and business acquaintances that we enjoy speaking with. A lazy Sunday afternoon with idle chit chat on the front porch or a pleasant cocktail party where we connect to friends are often [...]]]> Often when I am sitting with new clients I hear about the excellent conversations they’ve had with prospects.

We all have friends, relatives, and business acquaintances that we enjoy speaking with. A lazy Sunday afternoon with idle chit chat on the front porch or a pleasant cocktail party where we connect to friends are often fond memories.

Warm inviting sales calls are also a great time to meet and get to know those we do business with. That’s the point really though, isn’t it? Doing business? Right after I hear about the excellent conversation I often ask; “So, what did you accomplish?”’ “Where are you in the process?”, “What are the next steps?”.

Up until now in our thirty seconds, we’ve captured our audience’s attention, told a story, and we’ve made sure that our listeners have been participating along with us.

So by now you and our audience are both asking the same question. “What’s the point?” It’s about time for us to answer that question. This is where we bring in the artistry of the presentation and tie together all of the elements we’ve used so far into our Value Proposition.

This one line is extremely important and differentiates a well thought out presentation from a quickly cobbled together introduction. At this point we use our story to help those listening better understand the value of our business and relate our value to others as a referral.

If you are interested in learning more about how this tie-in works, please send an email to me: david@vistagroupltd.com

Make it a great week.
Dave

There are the usual standards and we all would sing along (good thing it was loud since I can hardly [...]]]> As young adults, we used to frequent the piano tavern, “Howl at the Moon Saloon”. Imagine dueling piano players trying to outdo each other with whatever songs the audience happens to dream up.

There are the usual standards and we all would sing along (good thing it was loud since I can hardly carry water let alone a tune). There was dancing and laughter and just a general carrying on. We often left the tavern with smiles on our faces and feelings of exuberance and good cheer.

I think the reason we enjoyed ourselves so much was because we were a large part of the show. The audience always participated and frequently was on stage as well. I think that holds true for most entertainment venues. Sporting events, the races, comedy clubs, all allow us to participate actively. We’ve been called the 12th man, the House of Noise, the home court advantage. Even at the movies crowds leaving a comedy are far more raucous than those leaving a drama or a tear jerker.

When we are presenting our 30 seconds, do we allow our audience to participate along with us? Do we use the “Home Field Advantage”? Are we sure that our audience is even paying attention?

If you are interested in knowing how to allow your audience to participate with you, without playing the game 20 Questions;
please give me a call.

Dave Bartos
The Vista Group Ltd.
(919) 609-5537

Somehow the dry facts and figures of the physics chapter seemed [...]]]> I remember my days as a student in college. Sometimes these days seem eerily like those. As I sat in the sun drenched courtyard munching on a chilidog from the nearby street vendor, I remember thinking, “I really should be studying.”

Somehow the dry facts and figures of the physics chapter seemed far less alluring than the novel I had tucked away in my backpack. As I often sat in that courtyard between physics and calculus, I often had to choose between the textbooks and the novel. I was not a very good student and I’m sorry to report the novel won the hour more often than the texts.

Now in my business, no matter what else I’m doing, I should be marketing; on the phone, face to face, in networking groups, and online. That pervasive feeling of obligation is still there.

The allure of a good story also still wins the hour over dry facts and figures. In fact, I believe that I am not very different than most of us in that regard. A story is a treat. I remember sitting in bed with Mom next to me, all warm under the blankets with a “Little Golden Book” in her hands. Later, as reading opened up that gateway to imagination, a good book was never very far away.

We all enjoy being transported out of our mundane lives if even for a second to stretch the imagination away from the dry facts and figures that seem to rule our world.

Following these thoughts, are you getting your audience’s attention in your thirty seconds only to lose it, as you passionately extol the benefits of your business in facts and figures? Telling a story that paints the picture of success using your product will create a stronger impression than listing a stream of benefits hoping that one will strike a cord with your listener.

Another way to spin a story is to create a metaphor. Show by story the true value proposition of your business. This is a tall order in the 15 seconds set aside for the task. There are techniques to learn and master in using your time wisely and spinning a tale that will captivate your listener.

Dave
David@VistaGroupLtd.com
www.vistagroupltd.com

Posted via email from David Bartos’ Post

Hmm, let’s see. That’s about 5 seconds, 6 if it’s afternoon. If your goal is to get a referral or a new customer from your introduction, how well have you started?

Let’s do the math, shall we? A new client or partner [...]]]> Good Morning: My name is……. And my company is…….

Hmm, let’s see. That’s about 5 seconds, 6 if it’s afternoon. If your goal is to get a referral or a new customer from your introduction, how well have you started?

Let’s do the math, shall we? A new client or partner to us is worth what; $1,000?, $5,000?, $20,000?, in revenue over the life of the relationship? Let’s pick a low number and say that a new customer is worth five thousand dollars. Ok, so these 30 seconds are worth $5000, that’s $1000 for every six seconds.

Looking back at how I was going to introduce myself; I was spending $1000 in time and will have given my audience nothing of value. Actually, I will have said nothing very much different from anybody else in the room. As a matter of fact, if I look around the room I notice that I don’t really have everybody’s attention in the first place.

My friends, if you are going to stand in front of a room. I suggest you get your audience’s attention right away. In a leads group, your audience will sit through 15-30 minutes of introductions. Most of the introductions will sound the same. Most will start as I have started this post.

This week, when you stand in front of your next group, start your presentation with something that will get attention.

If you would like to know more about how to do this, feel free to call me.
Dave

He’s 5 years old.

He went house to house, doorstep to doorstep. Rang the bell and in a brave voice, held up his little pumpkin bucket and said….Yep, you guessed it….Trick-or-Treat.

It must have been [...]]]> I love October,In October even my youngest child joins me in my profession. This year he made nearly 100 cold calls.

He’s 5 years old.

He went house to house, doorstep to doorstep. Rang the bell and in a brave voice, held up his little pumpkin bucket and said….Yep, you guessed it….Trick-or-Treat.

It must have been the astronaut costume…or maybe the twinkle in his blue eyes….but he was 100% effective that day.

With our training and your desire, you, or someone you know, will have sales come into their business like candy into a child’s Halloween bucket.

My name is Dave Bartos, and I’m with The Vista Group.

Today I have just one question…How many of you would remember that 30 second commercial if you heard it?

Dave.

For me, success is a few comments after the meeting about my commercial, and failure….well, that is hearing the “So, [...]]]> When it comes time to stand up in front of a leads group and introduce your company, does your 30 second commercial leave your audience wanting more and writing your name down on a napkin?

For me, success is a few comments after the meeting about my commercial, and failure….well, that is hearing the “So, what do you do?” question less than 20 minutes later.Do you cringe when it’s your turn to get up to speak? Is your audience looking around or even talking to each other while you introduce yourself? Do you feel that you have so much to talk about that there is no way 30 seconds will do? Do you get uncomfortable when you hear the age old question…”So, what do you do?”

If you’ve answered no to these last questions then I look forward hearing you speak at our next gathering.

For everyone else, over the course of the next few weeks I will outline 6 key elements of effective thirty second commercials.

David J. Bartos, Jr.
The Vista Group Ltd.
(919) 609-5537