BRX Pro Tips

BRX Pro Tip: How We Demonstrate Our Expertise

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BRX Pro Tip: How We Demonstrate Our Expertise 

Stone Payton: [00:00:01] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, how would you frame up our approach, our strategy, this thing of ours in terms of how we demonstrate expertise out there in the marketplace?

Lee Kantor: [00:00:17] I think it’s important for all of us in our local market to position ourselves as a place where the business stories get told, and that we should be a trusted resource for the business community. We prove our expertise and this elevated position in the community’s minds by the company we keep. So, that’s by our guests, that’s by our clients, that’s by our power partners, that’s by the events we cover. All of that demonstrates through action who we are and what we do.

Lee Kantor: [00:00:51] And it’s important to get some testimonials and some case studies from all of those constituents that say how awesome we are. That is a lot more meaningful for a prospective client or somebody in the community than us tooting our own horn, saying how great we are. I would much rather have someone say that I’m great than tell someone I’m great. So, the more that we can get our constituents to say how much they like us and how much they value us, the more successful we’re gonna be, and we’re not going to have to sell anymore. Now, we’re going to just be choosing who we want to work with.

Lee Kantor: [00:01:27] So, I think it’s important to hang out with the right people, to get the right guests on the show, to get the right clients, to get results, and to serve power partners that are—that people in the community respect, and then show up at events that the community respects, and then get those people that we’re working with to say something nice or to write something nice to say how awesome we are.

Stone Payton: [00:01:53] Lee, That was great. And so are you.

BRX Pro Tips

BRX Pro Tip: One Big Thing

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BRX Pro Tip: One Big Thing

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, you’re so good about sort of getting me refocused on the one big thing. But talk a little bit about how you apply this one big thing set of disciplines to just the day-to-day work of running a business.

Lee Kantor: [00:00:22] Yeah. If you can kind of boil down the big movers in your life, whether it’s your business life, whether it’s your personal life, and just focus on getting that one big thing right each day, then just kind of leverage that one big thing. So, choose the right thing and then, you know, kind of relentlessly execute on that one big thing every day. So, you get the compounding effect. And that’s where choosing the right thing is important. Doing it every day is important. Because you need the compounding effect.

Lee Kantor: [00:00:53] If you do that right, you can have kind of dramatic change in your life. You can have dramatic change in your business. And it’s something that doesn’t require a lot, a lot of work. It takes a lot of work to choose the right thing. And it takes a lot of self-discipline to do the right thing every day. But once you do that, it probably only takes 30 minutes a day if you’re kind of relentless about this.

Lee Kantor: [00:01:16] For example, in our business, if you spend 30 minutes a day inviting the right people on your show or if you show your clients how they can spend 30 minutes a day inviting the right people on their show every single day, then you and they will grow their network. And when they grow their network, they’re going to grow their business. And then, their show will always have the right people on it. Their show will deliver the results you promised. They’re going to be happy. You’re going to be happy.

Lee Kantor: [00:01:48] If you take this to your personal life and you say, “You know what? In 30 days I’m going to do some sort of physical activity. It’s some physical activity I enjoy, not something I don’t enjoy. It’s not going to be a chore. It’s something I get to do, not something I have to do.” You find whatever that is. It could be walking. It could be dancing. It could be running. It could be jogging and listening to music or a podcast. Whatever it is, 30 minutes doing some activity you enjoy. And you do that every day, you’re going to start seeing health changes, and you’re going to feel better, and have more energy, and lots of the benefits of this kind of physical change will occur.

Lee Kantor: [00:02:27] So, find the one thing. Do it relentlessly 30 minutes a day. And then, you’ll be amazed at the results you’re going to get.

BRX Pro Tips

BRX Pro Tip: Power of Story

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BRX Pro Tip: Power of Story

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, let’s chat a little bit about the power of story.

Lee Kantor: [00:00:09] Yeah. I think a lot of people in sales, they don’t really lean on the power of story enough. I think a lot of them rely on statistics, and numbers, and graphs, and charts when they should be talking more about specific anecdotes about the why and the how that you’ve helped someone successfully use your product or service.

Lee Kantor: [00:00:31] That, to me, is way more powerful. It’s way more persuasive. And it really makes your product or service come alive in the eyes of the prospect. And it allows them an easy way to visualize themselves successfully using what you sell. So, even if the industry is different, the challenge might be the same no matter what your solution was. So, you got to look for ways to weave success stories into the conversation with prospective clients.

Lee Kantor: [00:01:04] And one of the benefits we have of being part of the Business RadioX network is that, we talk to people and businesses all the time in a variety of businesses. So, it’s easy to kind of grab someone’s story and kind of weave it into your story, and to show them ways that people like them or in similar parallel industries have benefited from the work that you’ve done.

Lee Kantor: [00:01:32] So, if you can capture those stories and really articulate them in a manner that resonates with other people, you’re going to be a lot better served than handing someone a white paper filled with numbers. I think that stories are critical and that’s why we’re always trying to get our folks to capture testimonials. Because the more testimonials you have, the more social proof you have that your thing works, and it’s reliable and it’s predictable and it’s effective. So, if you do that, you’re going to sell more stuff. You’re going to then get more testimonials and sell more stuff.

Stone Payton: [00:02:16] Well, I’ll tell you what I have come to really appreciate about stories is the shareability factor. I find myself conducting quite a few pre-interview conversations. As many of you listeners know, that’s one of the major relationship building opportunities in the Business RadioX methodology is, if you have this pre-interview conversation, it’s a marvelous opportunity to build relationships. In doing so, I often share a few tips and I reinforce for them the power of story. Not only is it incredibly effective in the moment – any good speaker, author, facilitator knows this, that stories are very powerful in the moment – but it’s the shareability.

Stone Payton: [00:02:58] People are much quicker in our experience over the last 15 years to turn around and relate at least the high points of the story. Even if they get a little bit wrong, they’re more willing to tell their spouse, their coworker, a colleague, maybe even another trusted market partner. So, another tremendous characteristic of story is the shareability.