Drew T jackson

Coaching, Speaking & Training

How to create a winning elevator pitch!

The key to growing your business is talking to people. You need to be out there, meeting people, and talking to your clients so you can understand their challenges so you can serve them better. To get started, you first need to come up with an elevator pitch. A lot of times, you’ll only have 20 to 30 seconds to get your pitch in, so it needs to be informative, impactful, and most importantly memorable. So I want to give you a road map to putting together your pitch.

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Here is an example of my elevator pitch:

“Hi, my name is Drew Jackson of Drew T Jackson Coaching, speaking, and training. I’m a small business coach with an emphasis on leadership development. If you partner with me, you’ll gain valuable insights on how to lead your organization. You’ll be held accountable for what you already know to do, and you’ll join a community of other small business owners that will encourage you along the way. You can contact me through Drewtjackson.com!”

It was between 20 and 30 seconds, and it answers the four questions that need to be answered when you’re giving an elevator pitch, who you are, what you do, how it will benefit them, and how to contact you. You’ll want to use this at networking events where time is limited, or when you just meet someone who asks you about you do, or in a literal elevator. You’ll also wanted to modify it slightly for each situation, but keep it somewhat the same and keep it simple. My mentor Paul Martin Lee says, if you confuse them, you lose them. So keep it clear, simple, concise and to the point. So as a coach that’s supposed to help add clarity to their business, it helps if I am clear about mine.

So be very clear about what you do. In my example, I say that I’m a leadership coach but what am I leaving out? I had to leave out that I do sales, communication, and relationship training. I cut off these details so that I could be succinct, and it’s the most unique, and valuable attribute that I have to offer. So when making your pitch, make sure to include what makes you special, and what makes you stand out from others that offer similar services.

In an elevator speech, there simply isn’t time to pitch everything I do, as much as I want to, because there is only have that small amount of time to make the impact that you need to intrigue them into contacting you for more information.

So let me give you four tips.

#1 Tell them who you are! Start with your name, and build from there. For me, I’m Drew Jackson, coaching, speaking and training, and I bring enthusiasm with that introduction. I bring that with my voice tone, energy level, and I feel that is what makes me unique. I am bringing an intensity and excitement that I feel brands me as a person, and a business, so you need to determine what brands you as a business.

#2 What is unique about you? What's your niche? Like they say, the riches are in the niches. Figured out what it is that you do that’s unique to you so you know where the value is.

For me its Leadership development, as I eat, sleep and breath it, and that’s what I bring to the marketplace.

#3 What do you offer? What can you deliver? IE: if you partner with me, you get X,Y. Z result For me it was, “you'll game fresh insights. You'll be held accountable.” What does being held accountable mean? It means that you’ll be held to doing things that you already know that you need to do, and you’ll join a community of other small businesses that are doing the same. With that community, it takes away some of the solitude that comes with being a small business owner. You’ll make new friends, new connections, and be able to network with the people that will help your business grow. That's what I offer. That's what I'm delivering. All in 20 seconds.

#4 How do they contact you? Be simple clear and direct, and have an easy email to remember. Mine is Drew@Drewtjackson.com. Simple, easy and intuitive. If you get into Facebook pages, Twitter, etc, it gets confusing and people tend to check out, so one avenue, that is clear and easy to remember.

So now you have the tools to make that 20 second pitch, and make sure to practice, practice, practice, because practice makes perfect. Especially on your way to the event, on your friends, your spouse, anyone that can give you feedback. If you mess up, that’s okay, just keep going.

If you need help reflecting, and finding your niche, who you are, and what your good at, download my reflection guide. The link is just below, and it’ll help you reflect over the last 12 months, and then put things into action for the next 12 months. As always you can reach me at Drew@Drewtjackson.com, I would love to help!

Going on a trip to a networking event

So you’re heading to your first networking event, and all the sudden it hits you! You don’t know what to do or expect, but don’t worry, we’ll guide you through it by coming to a networking event with me!

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I’m heading to the Benbrook Chamber of Commerce, and before I even leave I make sure of a few things…

  1. I’m groomed.  I’m shaved and trimmed, ladies, ensure your hair is in a professional style.

  2. I have fresh breath, and ensured I have gum with me for freshen up during the event.

  3. Fresh, and pressed clothes.  My jacket is fresh, and pants free of any pet hair or wrinkles.

  4. Chapstick.  I can’t stress this enough.  You don’t want to walk in with flaky, crusty lips.

  5. I added this one for women, make sure your make up is done in a natural way, that is professional and understated.  Glitter has no place here.

Before I go in, I check to make sure I have my business cards.  You gotta have those, because how else are all your new friends gonna connect with you later.

When I get to the event, I view it as meeting up with my friends.  That’s what you want right, to become friends with the people that can make your business better.  Go in with confidence. Confidence is key, and when you go in with an attitude that you have something happening in your world, that confidence will radiate from you, and attract people to you.

On my way in I meet a doctor that runs a free-standing ER, and I am impressed with the way he’s dressed.  He has a clean cut look, fresh hair cut, and is outgoing and friendly to me on the way in. This is an example that you want to emulate when you go to networking events.  He said hello as we walked in together and introduced himself to me, and had some small talk about what we did. Easy right?

Inside, I meet up with the head of the Chamber, and you can see her shout out on the video, but now we’re here at the event.  From here, I will mingle, makes some new friends, and hopefully some new business contacts. Enjoy the networking!


Do Your Activities Line Up With Your Vision

Today I want to discuss something that I have been pondering, and that’s vision. Where I'm going, What I'm doing, and am I'm accomplishing that. The question I pose to you is this, do your activities line up with your vision? This is a question of alignment; do your actions, involvement, and activity align with your overall goals.

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I was in my car earlier thinking about this subject and the image of movie characters fighting over the steering wheel, and one is yanking it right and the other left, and no one is gaining the advantage. The car just keeps going in no direction, and not towards where it needs to be. Sadly, this is what many of our lives look like, and its east to get off track with good intentions.

This tracks back to your activities and actions, and do they align with what your vision is. Let me give you an example, I have a vision for my life, and health, in that I will be active with my grandkids and great grand kids, all the way up to my 90’s. I can’t control how long I live but I can control how healthy I am right now.

I wanted to refocus, since I am not the leanest or most active guy and I didn’t want to waste my life dwelling on the extra pounds that may affect my joints or overall health going forward. I had the opportunity to contemplate this while visiting with some friends earlier this year, this also afforded me the opportunity to spend time with a good friend and reconnect. Many of my friends are all very active in weight lifting and I thought I would give it a try. Would weightlifting allow me to align my goals for my well-being and health?

So, I began the journey into weightlifting, and what I realized is that I found myself while doing so. I learned that I wanted to build muscle and fully immerse myself in what I was doing with lifting. Next thing I knew I had gained 25 pounds of muscle, but am not quite where I want to be. I had to recognize my accomplishments, but that I needed to refocus on my cardio and caloric intake which were missing in my alignment of my health goals.

I know that a good lifting session is fantastic, but I couldn’t lose my vision. My example is just a simple one to show that we can’t lose focus or allow things to affect our alignment to our vision. So, I encourage everyone to look at your overall vision. Figure out where you’re going next, what needs to be done to get there and do those things align with your ultimate vision. Don’t lose focus on the end goals.

Do Not Buy Another Digital Program Until You Listen to This Video

I wanted to drop in and give this public service announcement because I heard something the other day, and it just didn’t sit well with me.  I was talking with a master online marketer, and he said to me, you must be okay with the fact that 80% of the people that buy your program will not follow through and get the results they were hoping for.  They won’t put it into practice, and they won’t achieve what they set out to do with your program. I was like, what does this mean?! It means that we’re all buying this dream solution, that product that's supposed make miracles happen but in the end, it doesn’t work.

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    Then I looked at my Facebook stream, and I began to see it.  In my timeline in my sponsored, cookie tracking ads things like “definitive guide to working less, and making more.”, "Learn how to grow your business using proven systems to create videos that sell”, basically programs targeted to people like me, high paying clients, to pay for their program.

 

    Look at the key words there? Definitive money sales, high paying clients grow, proven, basically buzz words to get you to buy. They are designed to get your attention. They’re sexy, and shiny. They want to make you jump in with both feet, but this quote is what makes me pause.  John Maxwell says that "if you’re not at the table you’re on the menu."

 

    It boils down to this.  If you’re not selling, you’re the one getting sold, right? Now I love creating content, and I have friends that also creating content.  Content works, and my life has been changed by amazing content I have put into practice.

 

    There it is. Did you see it? The key word? Practice.  The purpose is to engage you, and to have you put into practice what you have already watched, purchased, and learned, because 80% of you won’t. You have binders, and attended seminars, you have outlines, and books to give you strategies and steps on how to increase sales, and your leadership abilities, but there's one key thing you're missing. You’re not putting in the work. You're not doing what you’ve learned and applying that to your business. I can prove it.

 

    The struggle is real, it’s not something I fabricated for the sake of a blog post, and I wanted to share this example with you. So the business owner that I talked to today said something that stood out.  He said, “I’ve got so much to do, I know what I need to do, I just don’t do it” As a coach, I can’t just let that go, so I asked him, why don’t you do the things you know you should do in your business? He said a few things that didn’t answer my question, and then changed the subject.  He is not the first person this week to say this to me. A small business owner living their dream, a couple of months, years, decades in saying, I am just trying to find the motivation to do this. Why? Because he bought into a program that was this dream solution that if you started a business, and was his own boss that everything would change, and suddenly everything would be different and better.  Another system said that if he bought the program, you would be able to do Facebook ads that would multiply your business. Six, seven figures, if you just do this program. Do this email generator or that one, you’ll get more leads. I mean it all sounds great, right?

 

     A lot of these programs work, and work well, but here’s what makes them fail.  You don’t put in the work. Just like anything, losing weight, saving money, raising a child, you gotta put in the work.  Or you have a mindset that is stopping you and keeping you from getting past those barriers that would allow you to get the full benefit of that program.

 

   Listen, I love you, and I’m your friend and I genuinely care about your success as a small business owner.  I want to help you have programs that can help you, but it's not going to if you don’t put in the work. I want to support you in that if you invest thousands of dollars into a program, and you’re not getting the results that you hoped for, you can look back to see what work, what accountability you took in that process.  So I am offering this program that has no content, simply results. Pure accountability.

 

       So if you want the results that all these programs offer that you and you’re tired of buying them, I want to help you go to the next level in your thinking.  I to hold you accountable to the things that you already know you’re supposed to be doing, so you can get the results that you desire. So, if you’re ready to change, and ready to change your mindset.  If you want results, let me know. Just email me and put in the subject line, “Ready to change”, and I’ll get back to you.

What are you not doing that you know you should be doing?

What’s on thing you should be doing that you’re not doing? It’s a simple question right? What should you be doing that you’re not? It’s a personal growth question, and it’s a question that every small business owner should be asking themselves. I encourage you to find out.

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I thought hard about the answer to the question for myself, and I realized that the answer was so simple, I felt a little silly for not thinking about it before. I realized it was about my marketing strategy, and how I market my brand. I use my speaking as a lead generator, where I go to a business and I speak for free about the benefits of leadership training, but I don’t market the fact that I have over 300 hours of stage speaking time. I’m not using the skill that I spent 13 years to develop and work on to show how my speaking can benefit the company, not just what I am speaking about. Anyone can speak about leadership and self-growth, but how they speak about it is the difference, and I should be emphasizing that with my potential clients.

So ask yourself the question. What is the one thing that, you know, you should be doing that you are not doing? Then go do it.

Tips on How to be Memorable When Business Networking

Today is networking day, and we’re gonna talk about being MEMORABLE. That’s right, when you go to an event, you want to be the one that everyone remembers, hopefully in a positive way. How many events have you gone to and handed out hundreds of cards, and no one has ever gotten back to you? Its because it’s the same thing that everyone does… blah blah, my name is bill, blah I do this that and the other thing, hand a card over, and walk away. Who remembers that?

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So be memorable. It can be a funny joke, a rhyme, a catchy tag line, or even a little song! Yes, I said song, let the talent show my friend.  What I mean by that, is what do you bring to the table, that can help make you standout and be memorable at a networking event. A few examples are of a lady that was in her 50’s that taught self-defense, and in five inch heels could put her foot above her head.  That is something you can’t easily forget. Another one was a match maker, and her tag line was, “We make love every day”. You aren’t going to forget that easily, so be as memorable as possible using your own unique talent.

In the car on the way over, or even before you leave practice. Practice, practice, practice because you want to go in prepared.  If you don’t prepare, you prepare to fail, so invest your time in making sure you are confident in what you are doing to be memorable. Don’t do it on the spot, as it never turns out well, and then you become memorable for all the wrong reasons.

Once you have captured that person’s attention, get their information, and follow up with them that day.  Email them, call them, and ensure they remember your name, so that way the next time they need a service you provide, you’re the first name that pop’s their head


The 3 Beliefs Of A Successful Salesperson

I want to talk to you about sales, and the vital importance it has on every business large and small. I was interviewing a business owner, a highly successful one, and he said something to me earlier before the interview that stuck with me. He said what most small business owners neglect most in their business is the sales area. This struck me, because without sales, there is no business. You have to have revenue to have a business, and revenue comes from sales. Let me repeat that again, you do not have a business if you don’t have sales.

Sales are vital to a business, so let me give you the three core beliefs of a successful sales person.

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#1. You must have a belief in yourself. This is the confidence that comes from within. People feel comfortable around confident people, and that is because the confidence can rub off on the other person. The same goes for awkwardness. Have you ever been in a conversation with someone that wasn’t comfortable in their own skin, and that in turn made you uncomfortable? No one wants to be around them, so the first belief is to believe in yourself. Gain that confidence by believing in yourself and your business.

#2. Believe in your product. Believe, and be sure your product can deliver what you’re promising. I personally believe in leadership training, and I believe in coaching and accountability. I know in my own business that if I can get time with you, coach you, and work with you, you’ll have a break through. That is how confident I am in my service. You’re already in expert in your field, so show case it, and be confident in that knowledge. It goes right back to number 1, see what I did there? Do you have that confidence? This is a matter of integrity, because if you are not confident in your product then why should your customer be.

#3 Believe in your client's. You should believe in them and they may even need to borrow your belief in them for a little while. I see this is coaching from time to time, and they need my belief in them to grow as business owners until they have their breakthrough. So today, I want you to borrow some of my belief. If you’re a small business owner, I believe in you. I believe that you can do great things. I believe that your business can have success, and that you can break through that wall that’s right in front of you. You’ve gotta keep going, stay disciplined, and stay in the game. Stay consistent with your effort, work with your personal growth plan, and know that if you work to succeed, you will succeed.

Be honest with the people around you, if you can’t meet a client’s needs, let them know. With me and coaching, there are some people I cannot help. I can’t help resolve issues from the past, that is more of a therapist or counselor, but if you want to move forward, and achieve those dreams we talk about, I am here for you, and I believe in you. However, if I cannot help you, I will in good faith let you know.

So the three beliefs you need to have are belief in yourself, belief in your product, and belief in your client. There are three questions that every single potential client is asking themselves in regards to you. #1 Do they care? They're asking, does this person really care about me? #2 Can they help? Can this person help me? #3 Can I trust them? If you can answer those three questions in the affirmative, then you just made yourself another sale.

I walked into the women's restroom

Ever do something silly, that you just think to yourself, how in the world did I just do that? Well it happened to me today. I went to a training, with a new group, in a venue that I had never been to before, and as I was setting up, I heard nature’s call.

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So I walked down stairs, and almost as if I was on autopilot, I went to the bathroom door to the right. I walked in and immediately knew something was off. There were no men’s urinals. I searched the whole room for these mythical urinals, but they were nowhere to be found, so I decided to use one of the stalls. As I locked the stall, it hit me… I was in the women’s room!!!!

I ran out as fast as I could thankful that no one had come in while I was in there, and that no one had seen me come out. It was definitely a “whew!” moment of personal embarrassment.

Now I bet you’re wondering why I am sharing my story of personal shame (not really, it was an accident, but bear with me). It’s about you connecting with me, and relating with my mistake, because we’ve all done something like that before. You connected with it because it was self deprecating and I was able to laugh at myself. I could have gotten upset with myself and said that was so stupid, why did you do that? However, I put my ego aside, and I laughed at myself.

So this is my point, connect with the people around you, and laugh at yourself, and you will elevate your leadership potential, and your relationship with others

How to be a Mentee

I am gonna talk to you today about mentorship!  There are two sides of mentorship, the mentor and the mentee, and I want to talk to you about being a good mentee, and how you can communicate better with your mentor to get the most out of your relationship.

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I recently had a meeting with my mentor at the Colonial Country Club, and I am telling you, I want to be this guy when I grow up. He’s raised millions in capital for a new television channel, he has started multiple businesses, lobbied and testified before Congress to influence regulation to benefit his company, just an all-around rock star. To top it off, he’s a coach, trainer, and master consultant.

So when I go to meet him, I make sure that I am armed with a few things that I will be outlining here, so you can get the same benefit when you speak with your mentor.

Make sure you have plenty of questions and you're prepared to answer any questions they might have. They are going to want to get a background on you and where you're coming from. When they begin to begin or when your mentor begins to give you some feedback, make sure that you affirm and you say, yes, OK? Absolutely. Let me write that down. Don’t act like a know it all, as that defeats the purpose of the meeting! If you know something already, just affirm the statement, so as to not disrupt the flow of the conversation. Be receptive to what they have to say.

Take notes, whether it's on your cell phone or digitally or on a notepad. Make sure when you pull out your notepad or your phone, you clearly state, “hey, I'm going to pull this out. I'm going to take some notes while you're talking” This is so you're not giving the impression that your texting and not giving them the priority. It’s a matter of respect, as it makes the person feel as if you have other things you would rather be doing. Also, please do not look at your phone over and over again while you're meeting with a mentor as they are giving you their time. Focus on them, and that text message, email, or phone call can wait for an hour.

If possible, buy the meal. This is a gesture of respect, and a thank you for the person giving you their time. If you can’t pay, then make sure the next time you meet, you’re in a position to pay.

Update them on subsequent meetings on your progress. For example, if they give you tips on how to speak a certain way, or gave you strategies that paid off, let them know, so they can not only celebrate your success, but see that you were worthy of the investment of their time. Remember that they are doing this for free, and that they could be making money working with other people, so show them you’re worth the investment.

Always come with good questions For example, you could ask, “So what are you learning right now?”, “What questions am I not asking?”, “ What blind spots do I have?”, “ What would you do if you were in my situation?” You want to ask questions that provoke a good response from your mentor.

When I leave my meeting with my mentor, I feel encouraged and filled with great information, wisdom, insight and encouragement. I feel validated when I go in and tell him all the wonderful things I am doing with his guidance and insight. I felt validated by his confirmation of what I knew to be true. That high-level thinkers are making that investment of their time, energy, and experience in people that will be a return on their investment.

The final question my mentor asked me was, "How can I help you?". While he is a great business man, he isn’t the best with the social media, such as Youtube, which is what I am trying to build. While he has great content through other mediums, online isn’t his strong suit. So I responded with, “let me think about that”, which created an excuse for another meeting. So always be creating opportunities for more meetings, and more ways to show them that you are worth their time and energy. That’s how to be a great mentee.

Networking to Build a Team, What’s That?

My mentor once said to me, if you want to succeed in networking you should get out of the house.  You must share your elevator pitch, you must talk to people, and you must think of the people you meet as a team.  Which leads me to what I want to talk about. 

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 Small business owners a lot of times don’t think of themselves in terms of team or building a team.  They may have come from companies where they were on, or led a team, but in a solo business it's not the same dynamic because either they are solo, or they have employees, but don’t think in a team mentality. So when you’re networking, you want to be in that team mindset of who you can add to your team, not as an employee but as a potential partner, resource or collaborator. Its looking for that Win/Win collaboration that could benefit both you and your new network contact. 

    So let’s look an example where the business owner is a car washer owner. He meets people at a networking event, he meets another business owner who has high end oil change business who’s wanting to add an extra perk for his customers to get the expensive oil change.  The car wash owner can offer a car wash at cost of $20 when the normal selling fee is $40.  So buy offering the car washes at cost to the oil change owners, he has the potential to get regular customers at $40 every week.  It’s all about the contacts being made, and recruiting new customers at a lower cost than traditional marketing. So it’s a win/win for each person, because the oil change customers get a perk, and the car wash has the potential to gain new frequent customers. 

    I want you to be thinking about what's a win-win proposition, who is someone in this room that I could connect with and I could put together a win-win proposition, collaborate on something we could both gain more business, exposure to potential clients and take advantage of building a team in our business.