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INSTITUTE
OF MANAGEMENT CONSULTANTS |
News and Views |
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eNewsletter for the New England Consulting Community October 2004  |
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In this issue: Member
Feature Article |
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This issue sponsored by
Deltek
Glenn
Levine, CLU, ChFC, CFP Formatting & layout services sponsored by
emerson
consulting ~~~~ |
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Looking For Articles The
Newsletter Committee is looking for articles. Please contact Mike
Kayat at
if you have an article you'd like to
submit. |
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It has been my pleasure serving as Editor for IMCNE's e-newsletter, NEWS & VIEWS. I thank all of you for your contributions. It has been fun sharing in your successes. It is time to turn this role over to Mike Kayat and this is to announce that this is my last issue as editor. My continued best wishes for your continued successes. Regards,
Ethel Cook |
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4th
Annual New England Consultants Conference An
Evening With Tom Kennedy Three
Steps to Power Language and Power Selling - |
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Member
Spotlights Bonni Carson DiMatteo, CMC (Atlantic Consultants) had her article, "Sharpen Your Influencing Skills and Inspire Results" in the July 2004 newsletter of WEST (Women Entrepreneurs in Science & Technology). Helen Osborne's (Health Literacy Consulting) third book, Health Literacy from A to Z: Practical Ways to Communicate Your Health Message was just published by Jones & Bartlett. Helen (founder) announces that October is the 5th anniversary of Health Literacy Month. Events are being sponsored internationally (U.S., Europe, Canada, Australia, and Africa) focusing on the importance of understandable health information. Marisa D'Vari (Deg.Com Communications) gave a talk on how consultants can establish themselves as experts of choice to the Society of Professional Consultants on July 6. Kevin Lister (Paradigm Strategies) has completed training to become an Authorized Associate for Intuit Master Builder, management software for the construction industry. Ken
Lizotte, CMC recently spoke on "becoming a thought leader"
to the Waterfield Business Group in Woburn. Isn't
it your turn to be in the spotlight? Send your name, your business
name and 1) recent awards/distinctions/professional certifications
you've received; 2) public speaking engagements; and 3) published
articles. (Be sure to include key facts, such as when, where and
for whom.) You must be an IMC member or affiliate to be featured.
Email them to Mike Kayat at
, Subject: IMCNE spotlight. |
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Have You Earned Your CMC Yet? Join the ranks of the true professional consultant by applying for (and attaining) the preeminent mark of excellence among management consulting professionals, the exclusive Certified Management Consultant (CMC) designation, available only through IMC. A CMC after your name signifies evidence of the highest standards of consulting and adherence to the ethical canons of the profession. Less than 1% of all consultants have achieved this level of performance. Learn more by clicking imcusa.org/cmc.acgi An
invitation to IMCNE CMC members — This section is dedicated
to you. If you have commentary you'd like to share, here is a forum
for you. Send your commentary to our Editor, Mike Kayat, for consideration.
Email Mike at
, Subject: CMC Commentary. |
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Barbara Alevras, Sage Consulting Services Glenn Bachman, CMC, The Business Renaissance Flip Brown, Business Culture Consultants Michael
Oleksak, Trek Consulting LLC |
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Overcoming
Anxiety about Selling and Business Development The other day I received a cold call from someone enthusiastically trying to place an executive assistant. Usually I hang up mid-sentence on telemarketers. However, there was something different in his tone, his passion. As we had just hired one ourselves, I imagined he had taken the lead from our ad. No, he said he was just making cold calls. To someone like me who would rather visit the dentist daily than make a cold call, I was intrigued. "How" I wanted to know, "do you sound so enthusiastic and confident with someone you never met?" That's simple," he replied, "I know I'm always going to find someone on the other end that I can help. That will be a great person to know. That would never happen if I didn't cold call." What he didn't say, but was equally true was that he will make a connection that will serve as a beacon every time I think of recruitment needs. Since that call not only have I referred two pieces of business to him, but he has referred a recruit to me for coaching. More than that, he debunked one of the great myths of selling - cold calls never work. This is a very convenient myth to have aboard if you have any anxiety about sales. There are several others that could effectively keep you from business development and sales. These myths are so powerful that people claim they are facts. We tell ourselves these myths to quiet the Sales Anxiety Monster or SAM. This usually works for a while until SAM appears. SAM tells us business is going to evaporate unless you get new business. What creates this anxiety? Anxiety is created by belief, perception or actual events that register as a sense of worthlessness or failure. It is more often the believed and perceived that function as fact in the mind. Here are the typical perceptions about sales that can create a failure cycle: SAM Myths
What can you do to overcome SAM? 1.
Write down your beliefs. 2.
Counter the beliefs with fact. 3.
Sharpen your value proposition. 4.
Transform your attitude from tentative to enthusiastic. 5.
Rekindle your success. 6.
Identify your most effective sales strategy and continue to use
it. 7.
Try one new business development lecture decrease. We master anxiety by identifying its sources, countering our beliefs, and trying out new behavior while expanding seasoned behavior that works. It is creating the positive attitudes working within that create successful business development. By imaging the greatest outcome from our efforts we approach sales with anticipation instead of dread. It is identifying your greatest success strategy and mobilizing it that expands great success. What can you do today to defeat SAM and transform anxiety into action? Bonni Carson DiMatteo, CMC, President of Atlantic Consultants in Wellesley, MA, is a certified management consultant and coach. She runs ongoing workshops in "How to Develop and Retain Clients and Customers". You could be sharing your wisdom and observations with your fellow IMCNE members. Submit your article of 250-300 words for consideration to News & Views Editor Mike Kayat at , Subject: IMCNE article. |
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Breakfast
Brainstorms Calendar Monday,
November 1, 2004 Monday,
November 8, 2004 Want to host a Breakfast Brainstorm in your area? Contact for details. Strategic Partner Events — Check out our Calendar of Strategic Partner and Other Events on our web site for more information on events of interest. Click www.imcne.org/spcalendar.html, then click on the appropriate link for detailed information that could save you money. November
30 - December 2 |
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Book Reviews Solicited Read any good books lately? Book reviews of up to 150 words are needed monthly. Business books and those you found helpful from other genres are of special interest. Email , Subject: IMCNE book review Our Advertising Rates Would you like to advertise an event, product or service in this e-letter? Request our advertising fee schedule by emailing IMCNE's administrator at or by calling 800-696-7399. About IMCNE Learn more about IMCNE's programs, membership details and services to New England consultants by clicking here or calling us at 800-696-7399. News and Views Editor Mike Kayat Metrisys, LLC - Sales, marketing & business development services for emerging technology companies Phone: 978-371-0823 Email: Mail: IMCNE "News & Views", P.O. Box 774, Westford, MA 01886 Copyright © 2004 IMC New England |