Making Yourself Available

gemsmom

gemsmom

SGF, Supreme Grumble Framer
Joined
Oct 10, 2000
Posts
3,576
We always seem to be discussing price, how to make the customer aware of what we do, how it's done, etc. We say we educate the consumer, but my guess is the only ones we educate are the ones who walk in our door.

I think in order to educate more people in the why's and wherefores of what we do, we have to make ourselves available to groups of people-clubs, chambers, whatever-and offer to speak on the subject so near and dear to most of us.

I had the president of a local club approach me about speaking to her group. Now, I'm not crazy about getting up in front of a bunch of strangers and speaking, but I agreed to do it. I am hoping I make some sense out of the pricing issue for them, show some examples, and maybe get a customer or two out of it. I may consider offering my services to other groups if I find the experience not too bad. I am finding the best way to get new people in my door is to get ME "out there", not just promote my shop. I think people like to be able to put a face with a business.

Has anyone done this (public speaking), and how did it go?
 
Originally posted by Pamela DeSimone, CPF:

Has anyone done this (public speaking), and how did it go?
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I applaud you Pamela. I wish I could bring myself to do what you are going to do.

The truth is, I am LESS afraid of dying, than I am of public speaking.

I truly admire people who can bring themselves to do this.


-Mike.
 
Our "community exposure" (no dirty jokes, please)has been in only 2 forums to date.

We are involved in our local Art League and donate some time and money each year. One of the artists exhibiting in our gallery will be doing talks and leading discussions there this spring. We're also in the process of arranging a donation of gallery display rods for a remodeled Art League Gallery space.

The other thing we do that is begining to pay off is our involvement in a local business referral group. So far we've found new/better insurance, a possible new phone service provider and a number of good leads for our business. Each week we use about 5 minutes to talk, and once a quarter we get 20 minutes to speak in-depth about our business.

We've made a New Year's resolution to be more involved this year. We're seeing the payoff from these groups, so we'll be doing more this year. Besides. it's a LOT cheaper than yet another mailing (4 a year + show announcements is alot!)

Tony
 
Pam,

Public speaking isn't so bad. You'll get used to it. The first time can be a little nerve wracking, but they probably won't have anything to throw, so it won't hurt.

Make sure you know what you want to tell them. Nothing worse than rambling.

Bring props.

Then, (this will sound silly, but it's important) Tell 'em what your going to tell 'em, Tell 'em, then Tell 'em what you told them. (This is a proven presentation technique.)

Don't read from slides. If you use slides at all use them to remind you what to say only.

Try to have a conversation with a couple of people in the room, it makes everyone feel more comfortable.

Good Luck, Cliff
 
Last year I was asked to speak before the local chapter of the American Needlepoint Guild. Several of my customers are members, so I knew I would have a few friends in the audience. That took some of the pressure off. It actually turned out to be a fun and very worthwhile experience.
In order to put together a slide show, I called a number of customers for whom I knew I had done great looking needlepoint projects, and asked if I might come by and photograph their / my work in its home environment. They were flattered and very accommodating. I took close-ups showing the framing, plus overall shots showing how needlework could be used as an element of home decorating.
I also made a couple of open-sided mockups showing the layers of elements within a framed job, including such elements as barrier tape and spacers. This gave them a "secret peek behind the scenes" of a framing project, and allowed me to emphasize the reasons why custom framing is the way to go for something you care about.
The audience enjoyed the slides and the presentation, and I took a few questions.
When I got back to the shop I sent thank-you notes to each person who allowed me to come and photograph in their home, as well as to the president of the Guild chapter.
So this invitation to speak turned out to be an opportunity to reconnect and personalize relationships with existing customers, and to introduce myself to some potential new ones.

Don't be shy. Have fun with it and so will your audience.

:cool: Rick

P.S.: Don't forget to bring a nicely-printed signup sheet for people to get on your mailing list. Send a note to new sign-ups thanking them for their interest and inviting them to stop in soon.

[ 01-16-2004, 05:17 PM: Message edited by: Rick Granick ]
 
I was invited to join the local speaker's bureau at my old location a few years ago and, since I had already given a few talks to the Rotary, BPW, the local historical society, and the local geneological society, I accepted without hesitation. I continued to give evening talks to groups when invited and gave about 11 talks in one year. I was never asked to give a single talk through the speaker's bureau!

Don't count out any group of people who have a common interest that could be served with your knowledge and background. I talked to a group of young photographers from the local club and I had 3 of them become good customers of mine. Needlepoint clubs, quilter's clubs, Photo groups, community and senior college groups all are interested in hearing how to do framing correctly and there are a small number of those groups that will come in later to have something framed. Speak to 10 groups and have an average of 2 to 3 people come in as a result of that talk and you have over 20 new customers.

I start them out young. I had 2 groups of dayschoolers visit my shop twice a year and I alwakys had them sit on the gallery floor while I told stories about a couple of the prints. They enjoyed the stories but, more importantly, the visits planted the seed of curiousity in their little heads and stirred an interest for a few of them that lasted well into their middle school years. One visit had a surprise that everyone loved, I had a trainer of big cats bring around a baby lioness and all of us got to play with that big kitty!! (Robbie was the only one who had a bad experience but that is another story!)

Those kids will never forget that visit to the art gallery when the lion stopped in to play with them.

Framerguy
 
You are speaking to the public every time you are selling or designing a frame just have lots of examples and show and tell. I have done this to many groups and have never had to even go into the price issue. I tell the group Im expensive but I'm worth it. It normaly brings a laugh but I still seem to bring in new customers every time I give a talk or lecture
 
i am digging framerguy, he seems to have fun with the speaking part. just think of it as one customer that you are speaking to. everyone tells that new customer about frames, glass, mats, fillets and all the other goodies. this is the same thing, try to make folks ask questions so you are not lecturing and it can be a bit more informal.

remember those pieces you have deseigned so well on the walls, well they want to go on a roadtrip. take them out and explain why and what you did. have fun they want to listen and learn.
d
 
Pamela,

A few additional thoughts:

1. You say that you feel uncomfortable speaking to a group, yet you feel totally at ease competing on a National level with your skills and you have come out on top on more than one ocassion! I think that the uneasiness you feel with speaking to a group is simply a mental block that you can easily overcome. When I first started teaching, I had no plans to do that at all. I was approached to develop an entire Vocational curriculum because of my background, experience, and reputation. It was a relatively easy task to compile the information that I thought should go into an entry level training exercise. Organizing it into a cohesive plan of advancement from ground zero to the level of an employable graduate took much longer. But educating the general public in the basics of why we do what we do is much the same in my mind. Price is not an object of debate in this issue, as Casseta mentioned. And, if that subject IS broached, it simply opens up an entire new area where you can expound on the differences in materials, procedures, and design of the custom framing business vs. the DIY'ers and other forms of "framing" that are floating around out there to take those peoples' money.

2. When you first introduce yourself to a group of people who have invited you to speak about your specialty, who is automatically assumed to be the expert in that group? You need to condition your mind to totally believe in yourself as the one and only expert in custom matting and framing in that room! Because you probably are in every lecture. Granted, many groups simply like diversity in their outside presentations, but there has to be an interest in what you have to say or they would have invited an autobody repairman to speak to them instead. ;)

2. dns brought up a valid point about involving the group in the lecture. I have never given a talk to any group where they all sat there and not a single hand went up during the lecture. In fact, you have to take control of the direction of the discussion many times or you will be sucked into rationalizing somebody's individual situation that they encountered in a frame shop visit. But that group as a group will become involved in your lecture if you choose to let them and you will find that much of the information that you prepared to present will fall by the wayside in lieu of the focused area of expertise of the group.

For example, local historians have different concerns that a group of business people. Crafters want the nuts and bolts of their specific area of interest when it comes to framing their articles. You have to be fast on your mental feet to recognize these differences and focus on the concerns of the group but think about all the workshops that you have attended at the frame shows. They tend to take a certain track after the preliminaries are covered and there may develop a focus for that group that you can follow and help them to understand better that area of which they have the greatest interest.

3. You will sweat bullets the first couple of times you are in front of a group but that apprehension will pass as you become more comfortable with being the focus of attention by the groups that invite you. They don't want to tear your techniques apart or critique you as a professional. Usually they simply want to understand what it is you do and how it applies to their interests.

How did you feel the first time you climbed into the saddle on a horse? Pretty frightening for many, I can assure you. I raised quarter horses and Apps for 15 years but I wasn't endowed with an automatic ability to handle horses or ride with some very good riders at first. And you weren't an instant expert when you started into framing. (Well, you weren't, ................. were you??)

I think that public speaking is just like anything that we attempt to do. You would not be condidering this area if it didn't hold some mistique or interest for you. So take the plunge and give it a try. You may find that you really really enjoy the challenge of new questions and new groups with diverse interests. And it becomes an exercise of testing the lecturer's ability to field questions, to pass on to a group of individuals enough knowledge that they can leave that room knowing that they have learned something new and YOU can end that lecture knowing that you have helped someone.

You can ask Jim Miller, Vivian Kistler, or any of the framing educators and I am sure that they will endorse what I tell you. It is very exciting and very challenging to approach a group without any profiles or background of their knowledge levels or skills and walk away with that feeling of accomplishment.

Framerguy

Edit:

Consider this, every time Jim stand before a group at a Decor workshop, he is in a group of professional FRAMERS!! He isn't lecturing to a group of people who know very little about the subject matter he is about to cover. And the couple of lectures that I have attended of his and Vivian's, and Brian's have led to me being a better framer for the experience. And that is what really counts in the end. You will find that you will be asking more and more questions here on the Grumble than you may have asked in the past just to hone your presentation skills for the next lecture you have to give. You are fortunate to have such a resource to fall back on.

[ 01-16-2004, 10:45 PM: Message edited by: Framerguy ]
 
Pam when you asked "
Has anyone done this (public speaking), and how did it go? "
that all depends on when and to whom. If these twio criterias don't matter the answer is a definet YES>
As i have told ya'll many times we do a combined Framing and etail needleart siupplies(Mostly counted thread stuff) to that end Marie used to go to the local grammer schools and teach the kids cross-stitch as an art form. we felt it generated future stitchers and kept the craft alive, We also gave a lecture to a local EGA branch of a smocking guild on the proper methods of frameing needle art especially smocking.this did wonders for geenrateing contiue customers once they saw how good we could mke their Needleart look other than just popping it in to some nice LJ fram.We also were able to convienc some of them that proper glazing techniques would preserv their art noy harm it.
But some time back we did a spot on a local information cable channel show ,on which we explained what we did that made us special and that we we were genuine Parish retailers and tht it wasn't necessary to travel to find knowledgeble framers even in little St. Bernard.
we always welcome the opproyunity to demonstrate what we know and why we are different then a lot of other local framers.
we are offenten told by clients that we can and do often go on at lenght about what woulfd make there work look even better. Infact some clients find it necessary to shut us up once we getstated talkig shop.LOL Just let us know if you have anyone who needs a guest framing speaker,we'll be glad to strutt our stuff.
BUDDY an Marie Drago
 
Pam when you asked "
Has anyone done this (public speaking), and how did it go? "
that all depends on when and to whom. If these twio criterias don't matter the answer is a definet YES>
As i have told ya'll many times we do a combined Framing and etail needleart siupplies(Mostly counted thread stuff) to that end Marie used to go to the local grammer schools and teach the kids cross-stitch as an art form. we felt it generated future stitchers and kept the craft alive, We also gave a lecture to a local EGA branch of a smocking guild on the proper methods of frameing needle art especially smocking.this did wonders for geenrateing contiue customers once they saw how good we could mke their Needleart look other than just popping it in to some nice LJ fram.We also were able to convienc some of them that proper glazing techniques would preserv their art noy harm it.
But some time back we did a spot on a local information cable channel show ,on which we explained what we did that made us special and that we we were genuine Parish retailers and tht it wasn't necessary to travel to find knowledgeble framers even in little St. Bernard.
we always welcome the opproyunity to demonstrate what we know and why we are different then a lot of other local framers.
we are offenten told by clients that we can and do often go on at lenght about what woulfd make there work look even better. Infact some clients find it necessary to shut us up once we getstated talkig shop.LOL Just let us know if you have anyone who needs a guest framing speaker,we'll be glad to strutt our stuff.
BUDDY an Marie Drago
 
Pam,
I have done a course in business presentation which I have found invaluable. Write down EVERYTHING you think you would like to say, preferably on the computer, move it around, until you are happy. Read it, over and over agin, then do your presentation ib front of a mirror. Then make a points list, just to remind you of the next point. Practice from this, again in front of the mirror. Don't be scared. You may be surprised at how well your audience accepts you, and then you presentation.

I was once asked to give a presentation to a View Club meeting. Older critical women type group. The presentation was supposed to be for ten minuted but ended up being one and a half hours because they were all so very keen to ask more questions.

Good Luck
Cathy
 
Now wait a minute Pamela, (let me play devil's avocate here) you're saying in another thread that you are burned out, and that you want to sell your shop, and that you might even want to be a freelancer. And yet, you're asking here how to overcome your fears of speaking inorder to promote your business (and your self) to create more business. :confused:

Hmmmm, sumpin ain't right here!

(Of course, I hope you know that I'm just "poking" at you. I have the upmost respect for you!)

I think I can see what's going on. You love this business, you can't "not" do it. You are thinking "promotion" all the time, and yet you hate the "business" end of it. (I'm just the opposite, I love the business/marketing end of it, I just don't want to do the work! ;) )

What you need to do is hire an experienced business manager. They don't have to know anything about framing because "business is business." What they need to know is how to run a business.

I have a friend that owns a multi-million dollar carpet and floorcovering business. His business manager has been with him almost from the beginning (25 years+/-). Probably by now she knows a little about carpet, but in the beginning she didn't. She did, however, know business.

He once told me, "hire people to do what you can't or don't want to do. YOU do what YOU do best and you'll be successful."

Now, all you have to do is decide what you want to do. (yeah, like that's the easy part! :rolleyes: ) Good luck.

Betty
 
Thanks for the kind words, Framerguy.

IMHO, for what it's worth: First, prepare your presentation for your intended audience. Nobody can do a good public speaking job unprepared -- it always shows. Second, involve your audience as much as possible. A speaker who isn't connected to his/her audience is usually disappointing. Third, give them more than they came for.

We all have our own fears about public speaking. Personally, I think the nature of the audience doesn't affect the fear factor. You're either comfortable relating to a group, or you're not. A big audience might seem intimidating to some, but offers a kind of anonymity to others. It's all in how we perceive situations - and we can change our perceptions with training & experience.

We bring our life experiences to public speaking, which might help or hinder us, depending on that history. For example, I was a rock-n-roll singer for 7 years during high school & college. I've dodged beer bottles; been boo'd off the stage; fallen off the stage; performed when dead-tired, injured, hungry, overheated, frozen, soaked with rain; been approached by babes, threatened by drunks & jealous boyfriends. After those experiences, there's not much a bunch of framers (or other assorted adults) in a comfy meeting room could do to shake me.

If you're interested in public speaking, but lack the confidence to take the plunge, join "Toastmasters". That's a membership group of people who help one another cultivate public speaking abilities. My sister speaks very highly (and eloquently) of them.
 
There is a very high end ladies club up the hill from my store. The members run from elderly matrons to twenty somethings. The one thing they all have in common is financial Independence.

I stopped by there one morning on my way to work. That particular morning was their weekly morning meeting. I was standing out front discussing with several of their members about my coming up and giving a talk. I was chafing at the bit, this was a golden opportunity for me.

Now the problem, while I was outside talking to these ladies, my eyes swelled up, my nose started running uncontrolably.... it was the perfume, it came wafting out of that building like eye stinging smog in Los Angeles. I knew right then, the talk was never going to happen.

John
 
John,

I had a similar experience when I was invited to give a talk on framing to a rather secret society of ladies in our town but it had nothing to do with perfume.

I got to the home of the host that evening and was cordially invited to go out to the garage and wait with her husband until I was called in to give my talk!! I went into the garage and this poor guy had a small room set up with a TV, a small fridge, and a couple of beat up recliners. He told me that no men were allowed to sit in on any portion of the ladies meeting except that time slot when they would give their talk. HE wasn't even allowed in the house during a meeting!!

It was probably the most tense time I spent in a lecture about framing! I expected to walk into this group of purple lame' hooded women dressed in long robes and burning effigy candles! I have no clue to this day what this group was all about. I dated one of the ladies and SHE wouldn't even talk about their activities.

Men, be on the lookout for wives who sneak out in the evening to attend a "ladies only meeting"!! I swear they are a rebellious bunch sometimes. :eek:

Framerguy
 
Thank you for all these helpful hints. They are so needed.

Framerguy, Competing on a national level doesn't bother me because I am confident in my work. I am not so confident speaking to a roomful of people. I used to be very shy, and had very little confidence in myself (really!). Working for years in retail helped me overcome this to a point, where I am comfortable talking to people one-on-one, or to people with whom I share a common interest. I am hard to shut up in those cases ( as some of you might alreadt know).

Your point is well taken though. Do it once, and it becomes easier.

Betty, You are right, I do love the framing industry. It would be hard to leave it for good. I want to work, but I don't want/need to work five or six days a week year 'round. I am most tired of the employee hassle. Interviewing, hiring, training, has worn thin.

I still intend to run my business like I always have. It may not sell for awhile, or at all. I intend to work, promote it, and keep it up as if I were going to remain in business forever.
 
Jim Miller quote
For example, I was a rock-n-roll singer for 7 years during high school & college...
Click to expand...
Jim, what was the name of your band? "Captain Melinex and the Encapsulators"?
If you ever decide to resume your performing career in today's music scene, you could beome a rapper and call yourself Mylar-D.

Rick
 
Originally posted by Rick Granick:
...If you ever decide to resume your performing career in today's music scene, you could beome a rapper and call yourself Mylar-D.
Rick
Click to expand...
That's not a bad idea, Rick. The work's easier and the money's better.

But on second thought, I'm no longer quick enough to dodge the beer bottles, or exciting enough entice the babes. I think I'd just be stuck with the drunks. :rolleyes:
 
Originally posted by Pamela DeSimone, CPF:
...I am confident in my work. I am not so confident speaking to a roomful of people...
Click to expand...
Pamela, you should contact ToastMasters or a similar group in your area -- there probably is at least one. They can help you build the confidence you need to do a great job as a speaker.
 
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