Magic in Manhattan

Posted on June 18, 2015 by MarleneMB

Buckets of rain kept pouring down as we drove through the streets of Manhattan. My nephew maneuvered in and around the traffic to get me to my book signing event at Sister’s Uptown Bookstore. He was determined to get me there on-time for my “Special Event” as he called it.

The torrential rain was just another obstacle I had to face on Tuesday. The day started with me arriving at the airport only to be told that my flight. This was cancelled due to some difficulties at the arriving airport. My heart almost stopped! I told the valet that there is no way I will miss getting to New York that day. I had my book signing after all. He instructed me to go to the main reservation desk.

Wheeling my bags frantically and praying unceasingly, I found one of the JetBlue personnel who directed me to the front of a line. She told me someone would be able to help me. When I approached the counter the young man said there is a seat available at the same time to JFK instead of Westchester, my original destination. I told him I would take it. A little over an hour later I was on my way to New York.

Knowing that I made it to NYC on-time gave me the strength I needed to be optimistic that folks will turn out for the book signing despite the rain. This faith proved to be true. When we walked into the store, I was greeted by one of my sorority sisters. She came all the way from Sheepshead Bay to support me. This was more than an hours ride on the train.

Not long after, others turned out for the event. My heart was filled with joy as my friends and family came out to support me. I saw folks I hadn’t seen in years, including my brother that lives in the United Kingdom. This will be one of my favorite moments in this journey called “Life!”

If you are faced with obstacles today, here is what I recommend:

Don’t give up.
Take a deep breath and believe that it will work out.
Have faith in yourself that you are strong enough to handle it.
Enlist the aid of others that will take some of the burden off you.
Push forward and see the magic unfold.

It was a thrill to be able to conduct one of my book signing in one of the few books stores left in Harlem. I am so grateful to the owner, Jenifar (I even like the way she spells her name), and her assistant in being such wonderful hosts. If you are in Harlem, check them out at 1942 Amsterdam Ave. They were a part of my Magic in Manhattan.

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Marlene M. Bryan is a Distinguished Toastmaster, DTM. She is a certified speaker and leader by Toastmasters International. She is currently the District 47 Public Relations Officer, and leader of the Public Relations Team. She provides her services to over 3800 members throughout the district. Marlene is the owner of Marlene M. Bryan, Corp and Small Biz Evolution, LLC. She is a speaker, an author, and a coach.

You Are Worth It!

Posted on May 11, 2015 by MarleneMB

“People are always asking me to help them, but I don’t know how much to charge.” Does this sound familiar?

You have the knowledge. You have the experience. Yet, when someone asks you to help them on a project or take them on as a client, you don’t know what to charge. You become frustrated and either don’t charge and you do the work for free. Or you don’t do it at all.

This seems to be a common occurrence for people who want to start their own business. At first, I encountered this issue when I started my speaking business. Then I went back to my experience as a product manager when I had to develop products. Here are some of the steps I took to set the product or service rates:

Benefit and Value: I had to think about the benefit to the client and whether are not they will see the value of the product. If the client cannot see how the item or service will benefit him or her, they will have a hard time understanding its value.
Cost: I had to determine the cost of providing the product. Think about the raw material, the manufacturing and shipping costs; if it’s a tangible product. Or if you are offering your service, assess the time it takes to offer that service. This includes the time for researching, writing, etc. Your time is valuable.
Competition: What are others charging for the same item or service in your marketplace. Keep in mind that the rate sometimes vary by region. You don’t want to be the most expensive in the area unless you can demonstrate that your product or service can command that rate. Yet don’t be the cheapest on the block. Your clients may not appreciate you; if you cheapen yourself. Your product or service becomes a commodity at that point. This lessens its value.
Return on Investment (ROI): When you present your product or service, you have to learn to show the client, his or her return on investing in it and in you. Show your clients the outcome of utilizing your product or service. Give them the before and after picture. This will help them in their purchasing decision. Make it a compelling one that leaves them without doubts that it’s best to sign up with you.
Value Your Knowledge: If you don’t value your knowledge how would you expect someone else to do so? Value what you know and keep building on what you know. By keeping up-to-date you increase your value.

Next time someone asks you to help out and they are willing to pay you, take the time to determine your worth. This person asked you, because they believe you have something that they need. Set the rate and value. Know that You are Worth It!

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Marlene M. Bryan is a Distinguished Toastmaster, DTM. She is a certified speaker and leader by Toastmasters International. She is currently the District 47 Public Relations Officer, and leader of the Public Relations Team. She provides her services to over 3800 members throughout the district. Marlene is the owner of Marlene M. Bryan, Corp and Small Biz Evolution, LLC. She is a speaker, an author, and a coach. Pick up the latest copy of her book:

Live a Diamond Life, A Life of Purpose: Diamond Cutters

3 Lessons I Learned About Leadership at the Toastmasters District 47 Conference

Posted on April 28, 2015 by MarleneMB

He stood up before a room filled with over 200 of his Toastmasters peers. With confidence in his voice, he made his pitch to us, the leaders within the District. Elvis shared why we should vote for him as the new Division F Director. He only had two minutes to convince us to trust him with this important position to oversee over 400 people in Division F.

After Elvis’ well outlined speech, he sat down to listen to his opponent do the same. Once they were both done, the District Governor gave the go ahead for the leaders to cast their ballots. The ballot count took about 20 minutes to complete. During this time, the candidates sat nervously awaiting their fate. The election official came in and handed the results to the District Governor.

The winner was announced. Elvis had successful won over the confidence of his peers to entrust the role of Division F Director. A loud cheer went out across the audience. The emotion on his face said it all. This victory was a sweet one for him.

This was not Elvis’ first attempt in his pursuit for the Division leadership role. It was his third! His first attempt was a bruiser. He lost handily to his opponent. In my observation, Elvis was a young leader in his Toastmasters career. The group of leaders felt he had more to learn. Normally, a lot of folks would walk away dejected by this defeat.

Not Elvis, he came back the second year. Again he was defeated. I believe this time his speech was not a winning one. Elvis did not logically state his case: what did he learn in the previous year as a leader, or how he intend to help his Division grow. His opponent did and she won.

Instead of going to the corner and licking his wounds, Elvis did something that make leaders great. He went back to the drawing board. Here are some of the things that I learned from observing Elvis:

Reflect: Elvis took time to reflect on what went wrong. He reflected on what actions he needed to take to demonstrate his commitment to the organization and to improve his leadership skills.
Refresh: Elvis refreshed his attitude and volunteered to be one of the District’s Club Coaches. He went around the division assisting clubs that were struggling in membership growth or needed guidance in conducting successful meetings for their members.
Resilience: Elvis did not give up. He knew he had it in him to be a leader over his Division. He did not quit when he experienced two losses. Instead he committed himself to prove to the District Leaders that he was deserving of their trust.

Some of the greatest leaders known have faced defeat in one form or another. Yet they did not give up. They reflected, refreshed and were resilient. Elvis’ journey to the Division F Director position reminded me of these three points. This was one of the most memorable leadership moment for me that I had to share it with you all.

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Marlene M. Bryan is a Distinguished Toastmaster, DTM. She is a certified speaker and leader by Toastmasters International. She is currently the District 47 Public Relations Officer, and leader of the Public Relations Team. She provides her services to over 3800 members throughout the district. Marlene is the owner of Marlene M. Bryan, Corp and Small Biz Evolution, LLC. She is a speaker, an author, and a coach. Pick up the latest copy of her book:

Live a Diamond Life, A Life of Purpose: Diamond Cutters

Press Forward. Press Harder. Press Smarter.

Posted on April 6, 2015 by MarleneMB

“Failures, repeated failures, are finger posts on the road to achievement. One fails forward toward success.” ~ C. S. Lewis

Tempted to give up? Don’t. Think of all those that have failed or have fallen, but they kept pressing forward to reach their goals. The numbers are too many to count. Just take a look for yourself across the global and throughout history.

Know that you are not the only one that may be struggling to achieve building your dream business. Instead of quitting, focus on what to do next. Focus on the steps that will get you there. Then take the time to celebrate each achievement to keep your spirit up.

Entrepreneurship is not for the faint of hearts. It is for those that dare to dream; those that live each day pressing forward, harder and smarter to achieve success.

I’m continuing my quest to press forward, harder and smarter. The reward I get each day that confirms that I’m on the right path far outshines the desire to give up!

Don’t quit now. Press Forward. Press Harder. Press Smarter.

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Marlene M. Bryan is a Distinguished Toastmaster, DTM. She is a certified speaker and leader by Toastmasters International. She is currently the District 47 Public Relations Officer, and leader of the Public Relations Team. She provides her services to over 3800 members throughout the district. Marlene is the owner of Marlene M. Bryan, Corp and Small Biz Evolution, LLC. She is a speaker, an author, and a coach. Pick up the latest copy of her book:

Live a Diamond Life, A Life of Purpose: Diamond Cutters

5 Tips for Falling In Love With Sales

Posted on March 30, 2015 by MarleneMB

No business can survive without sales. If revenue is not coming in, your company will be out of business. Small business owners are more vulnerable to closing up shop due to lack of sales.

Of course, there are myriad of reasons why a business fails, but lack of sales is one of the more prevalent ones. The underling reason maybe bad marketing, wrong product, or poor customer service. Yet, when I meet with some of my clients that want to start their own business, fear of sales or lack of sales experience pop up often.

They will tell me: “I don’t like selling.” “I don’t have sales experience.” “I never sold anything before.” Jokingly, I would tell them: “Yes. You have sold before. From the time you were born, you were selling your mom and dad that you are so cute that they have to feed, bathe and clothe you.”

My view on sales is “sales is about forming relationships.” I also have to believe that through my products or services I can serve others. If a business owner does not believe that his or her products and services are not valuable or does not benefit his/her clients; then, they should close up shop right away. Why delay the inevitable.

There is no magical potion to sales. Sales is a game of numbers. The more qualified prospects you put in your sales funnel, the more likelihood you will close deals. But learning how to form relationships with your clients, delivering solutions to solve their problems and being present can result in magical moments in your sales results.

Here are some approaches I used when selling solutions to my clients:

1) Start with the Low Hanging Fruit: There are days when I don’t feel up to making the calls or going out prospecting for new clients. To get myself mentality prepared , I think of folks that are in my inner circle that could use my products and services. I focus on the ones that are pleasant to speak with, or it’s fun to be in their presence.

I don’t go with a hidden agenda. When I contact them, I ask how things are going and inquire if there is anything they are struggling with that I may be of assistance to them. If there is, they let me know. Then I offer to meet with them to see where there is a fit.

By starting with the folks that I have a great relationship builds my confidence to call on the ones that are newer to me. It makes me not fear getting a “no.” By the way, getting “no” isn’t such a bad thing. It gets you closer to a “yes.”

Having a hard time starting your sales day? Start with your low hanging fruit. Reach out to people that you know, people that you have sold to in the past, people that like and trust you.

2) Sell Only What You Believe In: When I worked in the corporate world, I had to believe in the products the companies were offering in order for me to go out and represent them. Being connected in that way made me passionate about selling those products or services.

The result of this passion was that I had more sales. There were times when a client wasn’t sure about the product, but due to my knowledge of the product and the passion I had about it, they bought from me. This is the same now that I am a business owner.

If you don’t believe in what you are selling, you will not come across as being authentic to your prospects. If you don’t believe it, why should they.

3) Sell Only What Your Clients Need: The consulting process I utilize, helps me to learn what issues my clients are experiencing in their businesses. By asking key questions, they open up to me; allowing me to learn where my products and services may be solve their business needs.

There are times when my products and service aren’t a good match for what problems they are facing. At this point of the consulting process, I let them know that it’s not a fit. I would rather lose the sale than deliver something I know will not work for them.

If you are out selling to your clients, don’t sell them an orange when they need an apple. It will make you feel better. Your honesty will pay off in the long run. Walk away from the sale. Before you do, ask them for a referral. Those that appreciate your honesty will be more than willing to open their list of contacts to you.

4) Be Present: As I mentioned previously, sales is a numbers game. If you are not on the phone making calls, networking through social media, attending networking events or visiting existing clients; you are missing out on opportunities to sell.

When I was writing my book, it took me out of the loop for a while. It was amazing how low my opportunity funnel declined. Once I kicked myself in the butt and pushed myself to Be Present online through my blogs; go to events and making the phone calls; my funnel increased, tremendously.

“I’ve found that luck is quite predictable. If you want more luck, take more chances, be more active, show up more often.” ~ Brian Tracy

If you are struggling with connecting with others due to an out-of-balance schedule, doing something small can still keep your sales funnel healthy. Make two are three calls a day to existing clients or new prospects may be all you need. Going to one event every other week might also prove to be of value.

5) Make It Fun: Life is too short to work from a place of fear, boredom, or misery. When I feel a spell of doubt about selling, I implement a reward system. I set a goal for how many calls I would make for the day. Or I may set a goal of how many qualified contacts I will make at an event. Then I would reward myself with something. It maybe as simple as treating myself to an ice cream cone or watching a playful movie.

Selling to me, is the “wine and dine” period in the sales cycle. If I’m wooing a client, I have to present the best me. This means I have to walk into any meeting on get on a call with a positive, upbeat attitude. This attitude is often infectious to the client, also.

No one wants to work with a dud. Find a way to make selling fun. Take the fear out of it. As a business owner, you have got to love selling or else find someone who does. If you don’t, your business will not be around for long.

Whether you follow these tips or not, remember that no business that rely on revenue can exist without sales. Find a way to fall in love with the sales process and take your business to newer heights.

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Marlene M. Bryan is a Distinguished Toastmaster, DTM. She is a certified speaker and leader by Toastmasters International. She is currently the District 47 Public Relations Officer, and leader of the Public Relations Team. Sheprovides her services to over 3800 members throughout the district. Marlene is the owner of Marlene M. Bryan, Corp. She is a speaker, an author, and a coach. Pick up the latest copy of her book Live a Diamond Life, A Life of Purpose: Diamond Cutters at mbryan@marlenembryan.comandsmallbizevolution.com.