No Biz Without The Show Blog

Can there be too much ShowBiz?

noreply@blogger.com (Tom Becka) — Tue, 07 Jul 2009 17:55:00 +0000

I guess it would be unfair to compare all of the hoopla surrounding Michael Jackson to anything that relates to the real world. After all the death of the King of Pop is a once in a lifetime event.

Let's be honest, they could have had a quiet family service at the cemetery and left it at that. But that wouldn't have created as much of a buzz and media coverage. And buzz and media coverage sells CD's and DVD's. The buzz and media coverage will generate millions of dollars for the estate for years to come.

Now I don't want to get into pro's and con's of MJ's life. Or for that matter talk about whether the ceremony is in good taste or not.

But from a pure business sense the extravagant funeral is a great idea. The funeral plays to his core base of followers and gives them what they want right now. They want Michael Jackson memories. It will also help rejuvenate the careers of Jermaine and some of the lesser Jackson stars.

This event, no matter what you think of Michael Jackson does help to illustrate that increased sales do come from show business techniques. And you never know where those sales opportunities will pop up.

Creating a Niche

noreply@blogger.com (Tom Becka) — Mon, 08 Jun 2009 03:20:00 +0000

The Tony awards were on tonight.

Now I'll admit that I only watched about 10 minutes of the show. I like going to plays but a big awards program for shows I haven't seen is not really my cup of tea. In fact I wonder how many people really get excited about the Tony Awards.

Compared to the Oscars, the Grammy's, or the People's Choice I'm guessing not many.

Then why would CBS carry the show if it has limited interest outside of New York City?

Because it is a big enough niche to generate revenue for the network. The show may not be big enough to run during sweeps. But it is big enough to turn a nice profit.

How does this relate to you?

You don't always have to have the biggest numbers to make a nice profit. Create a niche for yourself. Know your audience and super serve them. Become an expert on your product or service and how it relates to your customers. Offer them something they can't get anywhere else. Just like they can't find the entertainment the Tony's provide anywhere else.

That niche will help you stand out and be special. Look inside yourself and find that special "spark" that only you can provide.

Develop your niche and develop more sales.

Selfgrowth.com

noreply@blogger.com (Tom Becka) — Sat, 06 Jun 2009 12:15:00 +0000

Periodically I will link to some web sites that I think will be advantageous to you. WWW.Selfgrowth.com is an interesting site that can give you ideas to help with both your personal and professional life.

Selfgrowth.com is well worth your time for some new ideas and new motivation to be the success you strive to be.

Reinventing yourself

noreply@blogger.com (Tom Becka) — Mon, 18 May 2009 13:18:00 +0000

No doubt about it. Times are changing. And the last presidential election not withstanding, people are resistant to change.

But for many people today they have no choice but to change. The media is changing. The economy is changing. People's lifestyles are changing.

How do we change as well?

I thought about this this weekend with the release of the new Ron Howard film " Angels and Demons."

This intense drama stars Tom Hanks and was produced and directed by Ron Howard. It was the number one box office attraction this weekend.

Tom Hanks who started his career dressing up as a woman in "Bosom Buddies" and Ron Howard known as "Opie" and "Richie Cunningham." Neither of these debuts would lead anyone to believe the great things that lied ahead for either of these men.

Tom Hanks, who co-starred with a dog in " Turner and Hooch" took some career risks. The same guy that starred in "Bachelor Party" also starred in "Saving Private Ryan" and "Philadelphia."

And Opie could have stayed typecast and become another child star tragedy. But he wouldn't let that happen. He started directing. And while people remember such hits as "A Beautiful Mind" and "Cinderella Man" don't forget he also directed such forgettable classics as " Grand Theft Auto" and "Cads, Cards, Guns, Gore, and Death."

My point is you must periodically reinvent yourself and take some chances. You must find a project you believe in and give it your best shot. You can't rest on your past accomplishments.

Don't rest on your laurels. Don't think " That's not the way we used to do it." As the old song goes.. "Take your passion and make it happen." Look at your current environment and adjust the old ways to adapt to the new paradigms.

Don't react to change, but enact change.

Take chances. Embrace the new world. You won't always succeed but you never know. You could have a hit that is bigger than you could have ever imagined.

Keep It Fresh

noreply@blogger.com (Tom Becka) — Tue, 12 May 2009 11:21:00 +0000

I'm going to go see Elton John and Billy Joel tonight in concert. These are two guys that have been playing the same songs for decades. It would be real easy for each of them to get on stage and just go through the motions.

But the reason they sold out an 18,000 seat venue in a flash is because the audience knows that when Billy Joel sings "My Life" or when Elton sings "Your Song" it will be sung with the same enthusiasm as if it was sung 35 years ago.

They have also switched things up a bit by touring together again to make it fresh and different for them and for the audience.

How does this apply to you in sales?

How many times have you given the same presentation? After a while you start to go through the motions. In your mind you start to think about your grocery list, while you are mouthing the words to your pitch. Your pitch loses it's punch if you just say the words without the passion.

Focus. Keep it Fresh. Just like the concert tonight, it may be the 75,000th time that they have sung the songs, but it's the first time most in the audience have heard them live.

Sing your song like it's the first time EVERY time.

I've Gone International!

noreply@blogger.com (Tom Becka) — Tue, 05 May 2009 14:53:00 +0000

Recently I spoke with Shelly Holmes an Australian journalist and business expert. We spoke about how every great leader has to have show business skills. It was a fun interview to do. I hope you enjoy it. Listen Here.

Warren Buffett SuperStar!

noreply@blogger.com (Tom Becka) — Mon, 04 May 2009 11:54:00 +0000

I just spent the weekend at the Berkshire Hathaway meeting in Omaha with over 35,000 of my closet friends. Here I am at a Friday Night book signing event.

People were lined up at 5 in the morning waiting for doors to open at 6 for a presentation that doesn't begin until noon. Then people sat for hours listening to what Warren Buffett and Charlie Munger had to say.

Now granted, when you are one of the richest men in the world you will automatically command attention. But not THAT kind of attention unless you are entertaining them as well as educating them.

The meeting starts off with a humorous video, and then for hours Warren and Charlie charm the crowd with humor and information that is relevant to the audience.

The biggest rock stars can't get that many people in one room and hold their attention that long. Warren Buffett is truly a rock star. The people left that meeting feeling good about their investment in Berkshire Hathaway. Feeling good about Warren Buffett. And feeling better about their economic future.

Can you imagine over 35,000 people lining up for hours to hear a sales speech? Because that's what it was. It was a presentation to sell the Warren Buffett brand. It was a sales pitch to reassure the investors to stay with Berkshire Hathaway. It was a sales show for Dairy Queen, Geico, Fruit of the Loom and all the other Berkshire Companies.

Make sure that when your customers leave your sales presentations that they feel better then when it started. Entertain and inform them.

How Susan Boyle can make you a better salsperson

noreply@blogger.com (Tom Becka) — Sun, 26 Apr 2009 18:18:00 +0000

I've been thinking a lot about Susan Boyle lately. How can you not? She's been all over every media source in the world.

You know Susan Boyle right? The homely singer Simon Cowell discovered on Britan's Got Talent.

What a great inspiration for people in sales.

#1) It's never too late to be a success. In our youth obsessed culture where too many people think you are washed up by the age of 40 this 47 year old old maid pops out of nowhere to become the biggest media sensation in years.
Imagine if she had thought that she was too old to try something new. What if she thought she wasn't young enough, or pretty enough, or connected enough to make it.
There were a million reasons why she could have talked herself out of even trying and I'll bet she did talk herself out trying many times before.
But this time she did try and she is going to be a big success no matter how the contest turns out.

#2) She turned her negatives into a positive.
If she was a 21 year old sex pot she wouldn't have made such an impact. There are countless 21 year old sex pots with great voices. The fact that she looked the way she did people had pre-judged her. They weren't expecting what was to come. The surprise element really made her stand out.

Which brings me to point #3.

Susan Boyle has created such a strong image that even if people don't remember the name they will remember the "frumpy 47 year old singer that had never been kissed."
That image will sell a lot of tickets. That image makes it easier to market her. That image makes her stand out in a way that she wouldn't have, if she was just another pretty face trying to make it on Broadway.

So the next time someone forwards you a video of Susan Boyle singing pay attention. She's making you a better salesperson.

Paul Harvey's Passing

noreply@blogger.com (Tom Becka) — Sun, 01 Mar 2009 14:37:00 +0000

I have tried to write this blog about three times today. Every time I read what I wrote I want it to be perfect. And a piece about Paul Harvey deserves perfect.

I know it's not going to be perfect, but this will be my final try. This blog will not be perfect, but it will be the best that I can do. This time, I'm going to do what Paul Harvey did and tell a story from the heart.

I don't know what I would have become if it wasn't for Paul Harvey. You see when I was first starting out in radio, the type of show I was doing didn't fit the mold. My voice was different, my delivery was different, and my personality was different. I wasn't what they were looking for in the mid 70's. I wasn't your typical deep voiced FM jock.

I was thinking of giving up and getting out of radio. I was considering getting my insurance license and working for my dad. I was thinking of driving a cab, tending bar, or standing on a street corner with a cardboard sign. Anything but radio. I couldn't do radio because I wasn't like everyone else.

But then one day I was listening to Paul Harvey as I had done a million times before. But this time it was different. I heard that his voice didn't sound like everyone else. I heard that dead air. You know the long pause between the Paul Harvey and Good Day. Program Directors hated dead air. But there it was. Every day. Dead air. And it was being delivered by one of the most trusted names in radio.

It was then I realized that you could make it even if you weren't like everyone else. You could be in radio even if you had dead air, a different voice, and a unique personality.

I learned a lot from Paul Harvey.

And everyone in sales can learn a lot from him too.

Learn from Paul about integrity, consistency, and hard work. Paul could have retired many times over, but he found something he loved to do and he did it till the end.

Learn from Paul by his delivery. When he went to "Page 2" he told you the story of the product or service from his heart. It didn't matter if Paul was talking about vacuum cleaners, water conditioners, or toilet paper, you knew you could believe in what he was saying. Because Paul believed it. And you could trust Paul.

So RIP Mr. Harvey. I never met you but you helped shape my life. Thank you for the life lessons. You will be missed.

It all started with T-Ball

noreply@blogger.com (Tom Becka) — Thu, 19 Feb 2009 18:59:00 +0000

Little League and Youth Soccer are at the core of our economic problems.

It all started when we stopped keeping score at T-ball games. We taught the kids that it didn't matter if you won or lost. We taught them that life is always fair. We taught them it didn't matter if they did their best because there were no winners trophies. Everybody got a "Participant Ribbon"

We did these kids a disservice. We made them feel that they could never lose.

Well guess what. Now these kids are adults that think the government should bail them out when they bought more house than they could afford. They feel that it's unfair that somebody else has a boat and they don't. They think that they are owed the same "participant ribbon" as Warren Buffett just because they are both participating in life.

Well it doesn't work that way. It's NEVER worked that way. And because Mommy didn't want to hear their baby cry when they lost a game they changed the rules.

Well in life there are always winners and losers. Sometimes you are dealt a crappy hand. All the government should be providing us are some rules that they will enforce that will give us the chance to play the game fair and square. If we lose we lose. If we win we win. It's a simple as that.

If your kids are playing in a sport that doesn't keep score take them out of the league right now. You are only hurting them for the future.

What we can learn from the Grammy's

noreply@blogger.com (Tom Becka) — Mon, 09 Feb 2009 18:03:00 +0000

Did Bill Gates read my book?????

noreply@blogger.com (Tom Becka) — Sun, 08 Feb 2009 22:15:00 +0000

Last week Bill Gates gave a presentation on malaria.

Now who wants to hear a presentation about malaria? How many media outlets want to talk about malaria?

Hardly anyone is the answer to both questions.

Yet last week Bill Gates gave a presentation on malaria and it made news around the world.

Now of course Bill Gates has star power so he's more likely than most to garner attention to this issue. But to really get people's attention he started the evening by releasing a jar full of mosquitoes into the audience leading them to believe that they might be infected with malaria.

That got the attention of the audience and the media which helped promote his cause around the world.

Remember. No matter who you are or what you are selling you've got to put on a show to get your message across.

Mickey Rourke

noreply@blogger.com (Tom Becka) — Wed, 07 Jan 2009 18:10:00 +0000

Many people in corporate America are dealing with a situation that people in show business have dealt with since time began.

Career uncertainty.

But we can learn a lot about overcoming adversity from the great entertainers and for that matter some of the not so great ones too.

One of my favorite showbiz sayings is... you were going to get your big break the day after you quit. It is so simple and so true.

No matter what roadblocks are in your way you can never give up.

Mickey Rourke had every reason to give up. Through some bad choices he made, his career that was so hot in the 80's fizzled for about 20 years. It got to the point where he sold most of his possessions and was living on a couple hundred bucks a week that a friend would give him.

But through hard work, determination, a little luck, and tenacity, he is one of the favorites to take home an Oscar for his latest movie. A movie about an over the hill wrestler that just won't give up.

You can let the career uncertainty get the better of you, or you can keep fighting. You can let the negative economic news, the office rumor mill, or the day to day crap bog you down.

But what good is that?

Keep fighting and know that you were going to close the biggest sale of your career the day after you gave up.

Of Vaudeville and Cyberspace.

noreply@blogger.com (Tom Becka) — Sun, 04 Jan 2009 14:43:00 +0000

As we look ahead to 2009 the only thing certain is change.

And while change isn't always comfortable great things can come from it.

During the depression era the Vaudeville houses were in trouble. New technology like radio and talking movies were taking the audiences away from the previously packed theaters.

The entertainers and the producers that embraced the change were able to capitalize on an environment that others were afraid of and were fighting.

The vaudeville performers like Bob Hope, George Burns, and Bing Crosby that were able to adapt to the the change did great.

Many of the silent film stars didn't fare as well.

Some of the bigger vaudeville producers started producing movies, or bought radio stations. The others held on by changing to Burlesk dancers. Eventually many of these theaters wound up closing.

As your industry goes through changes in 2009, don't be afraid to branch out and be a part of the change. People who sit around and complain about how "that's not how it used to be" are going to be like the theater owners that wound up shutting down the theaters or the silent film stars that were never heard from again.

Everything changes. Make the change work for you.

Happy Holidays!

noreply@blogger.com (Tom Becka) — Thu, 25 Dec 2008 10:24:00 +0000

I just wanted to take a moment and thank each of you for being a part of an incredible year for me. The book, the speaking engagements, and the friends I have met have made 2008 a year I'll never forget.

May you all have a great holiday season and a prosperous 2009.

Tom

What can we learn from the Britney Spears comeback?

noreply@blogger.com (Tom Becka) — Sun, 07 Dec 2008 20:47:00 +0000

If you've been in sales any length of time it has happened to you.

You have totally embarrassed yourself in front of a client. Whether you dropped the ball, or someone in your support staff messed up, or there was a flaw with the product, you knew there would be hell to pay the next time you had to face the customer.

So what do you do?

Nobody has embarrassed themselves more than Britney Spears. She did it on a worldwide scale. Who could blame her if she chose to move to a deserted island and hide out the rest of her life?

But instead of hiding she has acknowledged the problem without dwelling on it too much. In the interviews she has done she has shown how she is getting her life back in order.. She has gotten herself back into shape. She has avoided putting herself into situations where she might return to her bad behavior. And she has come back to the marketplace with a strong CD that will debut at number one.

How does this apply to you?

When things go wrong don't try to hide. Face them head on. Acknowledge the problem without dwelling on it too much, and return with a solid presentation.

Americans believe in giving folks a second chance. If Britney stays clean, behaves herself, and continues to deliver the concerts and CD's people expect from her she will be able to have a long fruitful career.

The same with you. Don't let the mess ups prevent you from making a comeback.

If you admit the mistake, and deliver with a quality product and service not only will your customers forgive, they will forget.

I Was recently on the Jim Blasingame Show. Listen to the interview now.

noreply@blogger.com (Tom Becka) — Sun, 30 Nov 2008 02:31:00 +0000

my recent interview with Jim BlasingameSmall Business Advocate

Blog..James Blog...

noreply@blogger.com (Tom Becka) — Sat, 15 Nov 2008 23:28:00 +0000

The latest james Bond movie opened this weekend to massive box office results.

Why would anyone want to go see a James Bond movie anymore. After all don't we all know the story? Bond the good guy fights some bad guy with a couple of hot women and a bunch of really great chase scenes.

There is nothing really different. Other than the actor playing the part and some better special effects than the james Bond movies of the 60's.

What is your franchise? Are you consistent? Do people know what they are getting from you? Are you the James Bond of your business?

You need to freshen up your presentation. But at the same time you don't need to reinvent the wheel every time.

Build a franchise and make sure you deliver what is expected. If you do you will have a long career just like Mr. Bond.

Don't be shy

noreply@blogger.com (Tom Becka) — Sun, 12 Oct 2008 00:15:00 +0000

Don't be afraid to use your past successes to promote yourself.

Almost 40 years after the Beatles broke up Paul McCartney is still referred to as "Former Beatle" Paul McCartney." How many times have you heard an entertainer referred to as "Academy Award Winner" or "Platinum Recording Artist"

If you have been honored by your company or trade organization with a distinct honor don't be afraid to promote it and let your customers know.

Everybody wants to be associated with a winner.

Be proud of your accomplishments and don't be afraid to tell the world what you have achieved.

Paul Newman

noreply@blogger.com (Tom Becka) — Mon, 29 Sep 2008 22:02:00 +0000

Iconic actor Paul Newman died this weekend.

Paul Newman was more than just an actor. All of the obituaries mentioned his philanthropic projects. They also mentioned his longtime marriage to Joanne Woodward.

Paul Newman was a man of honor and integrity.

Now more than ever customers are demanding honor and integrity from their salespeople.

Those that work hard, play hard, get involved in charity, and can be held to their word will have a long, successful career.

Tough Times

noreply@blogger.com (Tom Becka) — Sun, 21 Sep 2008 16:36:00 +0000

The News is all gloom and doom these days when it comes to Wall Street. Depending on who you listen to we are one step away from the great depression or going through a tough economic time.

All I know is the Show Must Go On.

It's an old showbiz adage, but one that really applies to the world today. No matter what is going on around you, The Show Must Go On. You can only control one thing and that is your attitude.

If you want to believe all the negativity and let it consume you it will.

If on the other hand you act like a trouper and get up on that stage and give a great performance you will continue to shine.

Historically there have always been winners in economic downturns. Your attitude will help determine how you survive this.

Be like all the great entertainers. Even if the audience is a tough crowd, get up on that stage and sing your heart out. Get up on that stage and make the audience feel better. Give the performance of a lifetime and you'll do better than most during the toughest of times.

Jerry Seinfeld has a great quote

noreply@blogger.com (Tom Becka) — Fri, 12 Sep 2008 06:59:00 +0000

Jerry Seinfeld has a great quote about people's attention spans. Conventional wisdom would have you believe that everyone today has a short attention span. But Jerry looks at it a little bit differently. Jerry says that people have an infinite attention span as long as you are entertaining them.

And that's true. People waited in line and sat through two and a half hours of the Black Knight movie. But how many people would sit through a 2 1/2 hour lecture on fruit flies? Not too many.

If you are entertaining during your presentation you will have your customers attention. And when you have their attention it makes it easier to make the sale.

The telethon

noreply@blogger.com (Tom Becka) — Wed, 03 Sep 2008 11:23:00 +0000

Well another labor day has come and gone. Once again Jerry Lewis has raised millions of dollars for Muscular Dystrophy. It is a great American tradition and a great cause.
And every labor day Jerry Lewis returns to a national stage for publicity he couldn't get anywhere else. Not only did he promote his cause he also took time to promote his performances around the world. The telethon not only benefits Jerry's kids but Jerry himself.

Now don't get me wrong, I'm not saying that as a negative. In fact it is a big positive. By Jerry promoting his showbiz career on the telethon he gets to promote his charity when he's on the road performing. By holding the telethon Jerry Lewis remains relevant when most performers his age have fallen off the radar.

Get involved with local charities. You will help out good causes and at the same time you will help out yourself. By being involved you will be able to network with like minded people. You will make contact with potential clients,and you'll feel better about yourself.

Be involved with charities and you will raise your profile in the business community and a higher profile means more opportunities.

Double your pleasure Double your success

noreply@blogger.com (Tom Becka) — Mon, 18 Aug 2008 03:48:00 +0000

Simon was never as big as he was with Garfunkel. Jerry Lewis and Dean Martin were never as successful apart as they were as a team. Lennon and McCartney,Sonny and Cher,and Batman and Robin all had bigger success as duos than as solo artists.

Could that work for you?

Is there someone you know that has talents that compliment your weaknesses? Work as a team to generate new leads and close more sales.

A lot of real estate agents are already doing this. So are some women that work together so each can take time off to attend their kids school plays and other activities.

Consider being a part of a team and double your profits.

Don't take yourself too seriously

noreply@blogger.com (Tom Becka) — Thu, 07 Aug 2008 10:52:00 +0000

Paris Hilton has been the butt of millions of jokes. Whether it was her sex tapes, her jail sentence, or her airhead image, late night comedians and John McCain have had a field day at her expense.

But now Paris is having the last laugh.

The latest Paris video has become an internet sensation because she was not afraid to parody herself and use a sense of humor to endear herself to millions that used to scoff at her.

Serious political pundits are saying that her energy policy makes more sense than either candidate's policy.

And she's laughing all the way to the bank with Paris for president T-shirts, key chains, and coffee cups already for sale.

So take your job and your responsibilities seriously but don't take yourself too seriously. Just like Paris, a self deprecating sense of humor can win over the skeptics and generate new revenue sources.