033: Vanessa Van Edwards on How to Captivate People

Vanessa Van Edwards Vanessa Van Edwards is lead investigator at the Science of People—a human behavior research lab. She is the national bestselling author of Captivate: The Science of Succeeding With People, which was chosen as one of Apple’s Most Anticipated Books of the year. Her work has been featured on CNN, NPR and Fast Company. She has written columns on the science of success for Entrepreneur Magazine and the Huffington Post. Vanessa started her study of people as a shy teenager, trying to figure out how people interacted. This turned into a lifelong pursuit. When I read her book, I wanted her to come on the show. Vanessa was kind enough to take time away from her 10 week old daughter to share her story and wisdom. There’s a lot of great stuff in here, including

  • When to practice your new tactics (and when not to).
  • One of the few things Reuben did right in college, and how you can apply this technique right now to help you.
  • Why we subconsciously use defensive body language in work settings, and what we can do about it (another great VVE technique).
  • Starting a conversation vs “sparking” a conversation.
  • Why everyone should do 6 months in sales of some kind.
  • Vanessa’s sales tip– don’t focus on sales, focus on stories.
  • Don’t hand out your props at the beginning of the meeting.
  • How to let other people impress you, instead of trying to impress them.
  • What to say, where to stand, and what to do at networking events.
  • How to share stories effectively, and how to know if your stories are too long.
  • How to ask for advice
  • Bonus: A tip that Vanessa has never mentioned before when people ask if you know someone…

Books Captivate: The Science of Succeeding with People Captivate The science of succeeding with people               Other books mentioned:

  • Howard’s End, by E.M. Forster. One of the great works of English literature (so I’m told) with a great motif: “Only connect!”

Other Tools & Resources:

  • Check out Vanessa’s site Science of People for all kind of goodies on improving your social interactions.

The wine

As mentioned, Vanessa had to take a rain check on the wine because she has a newborn that she’s feeding, but in her honor, I got to enjoy something from one of her favorite Oregon wineries, Argyle (it’s the 2013 Reserve Pinot Noir). It’s got a bit of fruit and bit of earth, but not whelming, and it’s got more body than a lot of Willamette pinots. Argyle Pinot Noir 2013    bottle_0002_oban-14yo

Where to find Vanessa:

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com (the easy CRM for people who are awesome at serving clients but would love some help getting more). listen-on-apple-podcasts-sales-for-nerds You can also  listen on Overcast, or Subscribe on AndroidPlayer.fm.


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030 David A. Fields on Building an Irresistible Consulting Business

DavidAFields

David A. Fields shares his journey from a teenager trying to save up money to buy a computer, to becoming a consultant, to helping other consultants with the business of consulting. He recently wrote one of the most useful books on consulting I’ve read, The Irresistible Consultant’s Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom. (Seriously, read this book, it’s not the typical 20 pages of content and 200 pages of filler.)

In this interview, David shares his story, and advice from his book, including:

  • The critical lesson he learned selling shoes: it’s not about the shoes, it’s about the feet. (This sound really simple, but it’s not easy to pull off in practice, even for some of the 8-figure firms David helps.)
  • How he “fell into” consulting, then got worried because his partner had to quit 4 weeks later, and how “on a lark” he started working with other consultants.
  • Why he loves consulting.
  • Why you don’t have to be super smart, innovative, or even better than the competition. (And why attempts at differentiation probably lose more business than anything else.)
  • You have to show the client that they can trust you to solve the problem without hurting them. (And what you have to do with your approach to build trust.)
  • Why consulting is bought, not sold.
  • How to perform “The Turn” from marketing and relationships (social norms) to an actual sales opportunity (market norms) with 7 simple words: “are you open to a separate conversation?”
  • How to structure and set fees, including using the “heart attack question” to bound the budget discussion.
  • Some encouragement on building a consulting practice: “This isn’t a business about doing things perfectly, it’s about doing the right things.”
  • Plus, David and Reuben get into details on structuring proposals.

A quick recap of the 6 Steps from David’s book:

  1. Think “right side up” (client first)
  2. Maximize impact with the prospects you have (the right people, the right problem, the right solution, at the right time, with the right fishing line) As consultants, “we don’t hunt, we fish”.
  3. Build visibility, with 2 of the 5 channels (speaking, writing, networking, trade associations, digital presence). However, 1 of the channels must be networking.
  4. Connect, connect, connect
  5. Become the obvious choice (“Discovery” is the key here, and will be the title of one of David’s upcoming books)
  6. Propose, negotiate, and close (including how to offer different options and how to handle price objections).

Books

Irrestible Consultants Guide to Winning Clients

The Irresistible Consultant’s Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom

The wine

Reuben had some Marquis de Calon (Bordeaux, Saint Estephe 2010)  53% Cabernet sauvignon, 38% Merlot, 7% Cabernet Franc, 2% Petit Verdot. Plum, red current, coffee, earth. Yum.

David does not drink alcohol (despite trips to Bordeaux and Italy), but here’s his recipe for irresistible iced chocolate:

1 tbs cacao powder*
1 tbs carob powder*
1 handful unsalted cashews*
1 frozen, ripe banana for sweetener
20 oz water

Blend all ingredients in a high-power blender (Vitamix or Blendtec) for 50 seconds on high. Pour over glass of ice cubes.

*David uses raw, organic ingredients, but it’s not required.

bottle_0002_oban-14yo

Where to find David:

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

listen-on-apple-podcasts-sales-for-nerds

You can also  listen on Overcast, or Subscribe on AndroidPlayer.fm.


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Episode 4: Joe Williamson

joe-williamsonGuest: Joe Williamson, Partner at Alloy Partners, talks about:

  • how to price new products (brilliant stuff), including how pricing too low makes your prospects look bad
  • having an internal locus of control vs an external locus of control
  • what he learned from teaching at The Princeton Review
  • why he wouldn’t turn to sales books for sales advice (and the surprising persona of the best sales person)

Here’s the link to Episode 4 with Joe Williamson.


The wine: Joe doesn’t drink, but he helps me run an experiment on aerating the wine. Listen to get the results. (Hint, you may want to pick up one of the items in the show notes.)

Chateau Recougne 2012 Bordeaux. Pretty rich, definitely benefits from aeration, then mellows out nicely. Yum.

Chateau Recougne 2012


Venturi Essential Wine Aerator

How to Talk to Practically Anybody about Practically Anything, by Barbara Walters


Where you can find Joe: Alloy Partners, LinkedIn.

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

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