How To Build Credibility Before You Meet the Client: Episode #394 The Presentations Japan Series

How To Build Credibility Before You Meet the Client: Episode #394 (Audio here:https://bit.ly/3W5kIR5)The Presentations Japan Series

The premise of tonight's theme is how we position ourselves for the client before we even meet them. With the advent of social media, people will know they are going to meet you and will check you out. That wasn't possible before, but it certainly is now. So, how do we put ourselves in the best light, in the best position before we meet the buyer or the client? That's what I'll be looking at tonight.

A bit about Dale Carnegie: we're a very well-established company, 112 years old, originating in New York, and we've been in Japan for 61 years. We have 200 offices around the world and are quite well known. These are our locations, so wherever you're coming from, we’re probably there. We have eight million graduates and 100,000 in Japan. Warren Buffett is a graduate, as is Chuck Norris, one of my favourites, and the current president of Shiseido, Uotani san, is also a graduate.

These books are very well known:?How to Win Friends and Influence People,?Hito Wo Ugokasu,?How to Stop Worrying and Start Living,?Michi Wa Hirakeru, all very well-known books. They sell well. Dale Carnegie's book,?How to Win Friends and Influence People, is consistently in the top ten business books in every language every year around the world. In the publishing industry, they say there are two massive long-sellers: one is the Bible, and the second one is Dale Carnegie's book, which is just incredible but true. So it does very well.

My theme here is that in business, know, like, and trust are some fundamentals. People have to know you to do business with you. They have to like you, generally speaking. While we might do business with people we don't like, it's not our preference, and they have to trust us. Now, I'm not going to deal with like and trust tonight. That's too much, but I’ll deal particularly with getting to know you, and we'll look at that.

So, how do I build credibility before I meet the buyer? How do I establish that remotely? That’s what we'll be looking at.

In 2010, I was scared of social media. I wasn’t on any social media at all, and these are the themes I was worried about. It was an unknown thing to me. I didn’t understand it. I thought, oh, my identity will be stolen. They’re going to hack my credit card. Trolls will hammer me if I post something. I was scared. At that time, social media was fairly limited. LinkedIn was the longest-running, but it was really a recruiting site for people posting their resumes. Facebook was mainly in America. Twitter was only four years old by that time, and Instagram was only one year old. It was all very new, and I was scared of it. Then something happened.

I met Jeffrey Gitomer, an American, a very famous author on sales, and an interesting character. He attended our Dale Carnegie International Convention in San Diego, which, by the way, is a beautiful place. I was very impressed by San Diego. He said to the convention delegates, all Dale Carnegie people, "How many people are on Twitter?" Nobody was on Twitter. Trust me, nobody. At that stage, he had 30,000 followers on Twitter, and he basically said to us, "You are all idiots." He didn't say that directly, but that was the message. "You should get onto social media." I thought, well, okay, he’s probably right. I should check this out. So that’s where I started.

I also got into a thing called content marketing. I had never heard this expression before, and there was a very good podcast with Joe Pulizzi and Robert Rose called?This Old Marketing, which was really pioneering and promoting the whole concept of content marketing. I started listening to these guys and learning about content marketing, which was a revolutionary idea at the time: you put your best stuff out there for nothing. At that time, people were protecting their IP, hiding their details, their data. But they said, no, you put it out there. That was not a typical idea at that time. So I was studying that.

Today, I have 27,680 followers on LinkedIn and 3,383 articles and blogs published on LinkedIn. On Facebook, I have 4,200 friends. I’m not really big into Facebook, to be honest. On Instagram, I have 536 followers. I only started Instagram recently. On Twitter, I don’t have many followers. I’ve never quite come to grips with Twitter myself. I post on it but never look at it, basically.

As mentioned by Jeff, we started YouTube in 2013 and called it Tokyo Japan Dale Carnegie TV. Now, we have 1,920 subscribers. It has taken a long time to get over 1,000 and close to 2,000. Very hard work. We have 2,500 videos on YouTube, which is a lot. And of course, we’re a training company, so we have lots of content in the areas we cover. Another big influence on me was Grant Cardone, another American, a very famous hardcore sales guy, very successful. He makes this point: we are all invisible. I was talking about know, like, trust. But if you’re invisible, how do you build a business? People don’t know you, and that’s what he’s on about. People don’t know you. You have to make a big effort to get out there and be known. So I took that on board and said, okay, I have to become more visible. I have to work on that.

Social media is one of the big content marketing delivery mechanisms. We’re trying to get attention. Where is the attention on social media? Are we where the buyer's attention is found on social media? Are we where they’re looking on social media? In Japan, YouTube kills everything with 102 million. Next is Line, of course. X, formerly known as Twitter. Instagram, Facebook, TikTok, Pinterest, and LinkedIn. LinkedIn has very low numbers, just three million. But if you’re in the expat community, it would be an incredibly high proportion of people on LinkedIn. My personal main target is expat leaders because I have all these Japanese working for them who need training. If I can get to the expat leader, maybe I can get the whole company. So that’s one of my targets.

Yes, it’s true. Facebook is basically Japanese. The comment was that Facebook is like LinkedIn for Japanese, and very true. I post all my stuff on Facebook. I post on all these things except for Pinterest. I don’t do Pinterest, and I can’t work out how to use Line. If I could work it out, I’d probably do something there, but I haven’t yet. We are trying to dominate our niches as a training company.

This gets tricky because we have three main curriculum areas: leadership, presentation, and sales. If we were only doing leadership, that would be one level of content we need to produce. But we’re not just doing leadership, so we have to produce a lot of content to compete with others who specialise in leadership. We have to produce a lot of content to compete with people who specialise in presentations and the same for sales. So we are tripling what would be a normal company's requirement, which is why we’re pumping out so much content.

What about AI? You might think, "No problem, AI will produce this presentation for tonight." In thirty seconds, you’ve got it. How easy is this? AI will write some posts for LinkedIn, and bingo, out comes the content. We are redundant as content creators because AI will do it all for us. Well, maybe. Your rivals might be using it. Maybe you’re using it. But how can we differentiate our content? Here are some ideas.

First of all, it doesn’t know your stories. It hasn’t been able to scrape those. Your personal stories are only known to you. You have a hundred percent control of that. When you write LinkedIn posts, AI tends to be a bit generic in the way it creates content. You look at the outputs, and they all have a similar style. But if you write as you speak, in the vernacular, that’s very much you. Very authentic, very individual, and with your own point of view. AI will scrape all of the world’s viewpoints on a topic, but you have your own individual viewpoint. That’s unique.

You must become highly skilled in presenting. You can get the best content from AI, but you still have to stand up here and deliver it. AI might do this online with an avatar, but in the real world, no. It can’t do it. Have your own personal style, which is hard to duplicate.

Some of my differentiation approaches include using my title, Dr. Greg Story. I have a PhD, and I use that distinctly because I’m in the training business. You’d rather be taught by Dr. Story than someone with just a basic degree, right? So I use that as a differentiator through my education as branding. I use a lot of alliteration when I write: "super sushi service." It’s alliteration. I use that style for my writing and use words in unexpected ways, normal words but in slightly unexpected ways. When you’re reading, it feels a bit different because it’s me. Others won’t do it. AI certainly won’t do it. I try to use unusual words to differentiate and have a style that’s recognisable. I hope that when you see my stuff, you’ll say, "Oh, that’s written by Greg Story" as opposed to anyone else. I also try to include personal stories to connect with my audience and make the content relatable and memorable.

So, AI is a tool we can use, but to truly stand out and make our content unique, we have to infuse it with our personal touch, experiences, and style. That’s something AI can’t replicate.

Again,?to?differentiate,?to?have?a?style?that's recognizable.?I?hope?that?when?you?see?my?stuff,?you'll?say, oh,?that's?written?by?Greg's?story?as?opposed?to?it?could?bewritten?by?anybody.?And?then?try?to?include?personal?storiesto?connect?with?my?Now,?I?I?avoided?that.

And?I?broadcast,?as?Jeff?said,?video.?I?broadcast?audio.

And?then,?what's?your?message?

And?then,?you?can?have?a?story?with?a?lesson,?a parable,?something?that?you've?learned.?Something happened.?You've?learned?a?lesson?from?that?and?you?share that?lesson.?So?these?are?some?typical?storytelling?themes we?can?use?when?we're?putting?together?our?content.

But?I?finally?broke?through?as?a?presenter.?I?started?sharing my?personal?information.?I?found?I?could?connect?with?people in?a?way?I?wasn't?able?to?connect?so?well?before.

But?we?have?these?self?limiting?beliefs.?The?point?is?we've got?to?get?over?those.?If?we're?going to?project?ourselves?into the?market?and?be?credible?with?clients?before?we?meet them,?they've?got?to?know?us.?We've?got?to?get?out?there.So?let's?work?on?that.

But?we've?got?some?self?limiting?beliefs.

For example, I?had?a?meeting?with?the?president.

I?had?a?meeting?with?Suzuki?Taro,?the?president.

I?hate?being?recorded?on?camera.?I'm?an?introvert.

I?knew?where?to?hit?certain?words?and?phrases,?key?ideas,and?bring?my?energy?to?that?point?in?the?sentence.?Very?hard for?AI?to?know?how?to?do?that.?So?these?are?things?that differentiate.

I?think?the?name?Story,?someone?can?correct?me?here,?but it's?actually?originally?a?Scandinavian?name.

I?try?to?make?the client?the?hero.

I?try?to?use?my?own?cadence,?my?own?rhythm. When I'm?highlighting?key?ideas?and?phrases,?which?again,?it's going to?be?very?hard?for?AI?to?replicate?that?because?it's?my definition.?For?example,?I've?recorded?one?of?my?books,Japan?Sales?Mastery,?whichn just about?killed?me,?I've?got to?tell you.?I?can't?believe?how?hard?narrating?your?own?damn?book is.

I?used?to?be?scared?of?the?camera,?but?I've?managed?to?get over?that?and?I?am?an?introvert,?actually.?So?this?is?very taxing?for?me?tonight?to?have?all?these?people?in?the?room with?me.?I'll?have?to?go?home?later?and?lay?down?for?quite?along?time?to?recover.

I'm?a?very?private?person,?Jeff.?I?don't?share much.?If?you?look?publicly?online,?you?find?very?little?about me?personally.You will find?a?lot?of?stuff?about?presentations, leadership,?sales,?not?a?lot?about?Greg's?story.

I'm?not?beautiful?enough?or?handsome?enough?to?appear?on video.

I'm?not?photogenic?at?all.?I?always?look?terrible?in photographs.

I'm?not?photogenic.

I'm?the?guide.

I've?got?a?very?raspy?voice?from?ten?million?kiais?in?the?karate dojo,?actually.

In?this?room,?we?put?a?green?screen?set over there.?We?set?up?the camera?here?and?I?will?record?myself?on?green?screen?video.

Include?the?names.?Even?if you have?a?code?name?for someone, include?the?names.

It?automatically?sent?to?my?YouTube?channel?with?the?audio podcast?and?also,?the?podcast?video?goes?to?YouTube.

It?was?and I?didn't?do?anymore?after?that.?It's?exhausted?me.?But someone?else?could?narrate?it.?But?I?wrote?it,?so?I?knew where?to?put?the?emphasis.

It?wasn't?planned.

It's?out?there?about?a?very?small?amount.

Much?better.?There's?got to?be?a?context.?Something'shappening?in?the?background.?Something's?going?on. What is it? Bring?out?that?background.

My?Saturday?mornings?are?writing?every?week.?Saturday morning,?I?write.?I?write?one?on?presentations,?one?on?sales, one?on?leadership.

My?voice?sounds?terrible.

Now?I'm?not?handsome.

So?I?can?multipurpose?my?one?piece?of?content?very,?very effectively.

So?I?start,?in?my?case,?always?with?a?blog?text.

So?include?the?people?in?the?story.

So?my?copywriting?structure?looks?like?this.

So?that?text?gets?turned?into?podcast?audio.

So?this?is?multipurposing?of?content.

So we?have?different stories.?We?have?the?warning?story,?we?can?writeabout?that.?Bad?things?are?coming.

So?we're?going?tell?some?stories.?Now,?someone?said?to?me tonight,?oh,?your?name's?Story. That's?handy?if?you're?gonna?be?in?the?storytelling?business.

So,?we?need,?I?believe,?to?master?video?and?audio?and?text?in this?modern?age.

So,?who?are?we?according?to?what?does?Google?say?about you??Who?are?you?when?you?look?up?Google?

Story,?which?got?anglicized?in?the?great?Viking?invasion?of England,?I?believe?in?the?eighth?century.?So?there?we?go.

That?audio?will?go?to?the?podcast?and will?go?to?a?place?called Libsyn,?Liberated?Syndication,?which?hosts?podcasts?on Apple?Podcasts.? It's?got?a?huge list?of?different?podcasts?they?get?my?content?out?to.?That's what?all?those?little?green?arrows?mean.?But?it?also?turns?up on?my?YouTube?channel?as?audio.

The?opportunity?cost?of?no?action?because?in?a?lot?of?cases, people?think?no?action?means?no?cost.?That's?not?true.

The?plan,?let's?get?rid?of?the?villain.?Let's?fix?thatproblem.

The?villain,?client's?problem.

Then?I'll?record?those?for?my?podcast.

Then,?this?is?important.

Then,?we?have?the?narrative?arc.?There'll?be?certain characters?in?the?story.

There'll?be?some?conflict,?some?problem,?or?a?big opportunity.?What?is?that??Set?the?context?with?the opportunity.?Then?there's?gonna?be?a?resolution.?Could?be good,?could?be?bad,?but?there'll?be?a?resolution?one?way?or another.

There's?a?teleprompter?behind?here?and?I'll?be?reading?theteleprompter?of?what?I've written?and?I'll?take?that?text?and I'll?turn?it?into?video.

There's?an?opportunity?cost?there.?And?then?finally,?the solution,?the?happy?outcome. We?talk?about?that.

We?can?have?the?success?story,?hey,?we?did?well.?We?can have?a?humorous?story,?something?amusing.?We?can?have?a branding?story,?talking?about?your?company?and?how?great you're?doing?and?how?you're?helping?save?the?world, etcetera.

What's?the?learning??What's?the?thing?you?want to?get?across to?people??So?that's?an?arc?in?the?narrative.?When?you're writing?a?story,?you're?putting?stuff?together?to?think?about.

What do you find? Yahoo, Bing, ChatGPT, YouTube, Amazon. If you search yourself on these items, what does it tell us about you? Who are you? I'm possibly going to be your client. I want to know about you. This is where I'm going to look. This is where I'll go. And what will I find?

Now, a lot of Americans have said to me that they can't use Facebook for business because there are a lot of embarrassing frat house photographs of them in very compromising positions, drinking very exotic-looking drinks with umbrellas in them, in very bad locations with very dodgy people. So they are excluded. But I said I was terrified of social media. I came late to the party. What you'll see on these mediums is me in business all the time. You're not going to see me casual very often. I control it.

So if you look up Greg Story, there are seventy-one entries on Google, forty-four on YouTube, ninety-one on Bing. I stopped at page ten. Chat GPT, one entry. I did a presentation last December for the American Chamber Sales Committee. At that time, I wasn't even existing on Chat GPT. So finally, I made it. I'm there. And it's actually correct. It wasn't hallucinating. I'm actually there. And then YouTube, there are fifty entries. I stopped at fifty. There's a lot more. And then Amazon, one entry. What's going on here? I've got, well, seven books already published, and the eighth one is with Amazon right now. So Amazon's search engine is not very good. So anyway, I don't know how that works.

So what has been useful for me to become known and credible with my potential buyers?

LinkedIn is my main medium for business, and this is what my front page looks like. You see lots of me in action. I'm running a soft skills training company. So what am I doing? I'm teaching or I'm speaking, naturally. And then, here I am. My name is not Dr Greg Story. The name in LinkedIn is Dr Greg Story, franchise owner, master trainer, executive coach, leadership sales, presentations, Tokyo, Japan. That is what's in my name bracket on LinkedIn, not just Dr Greg Story. And then, it talks about global master trainer, executive coach, three-time best-selling author, global business expert, leadership, sales, presentations and communication president. There's a lot of propaganda about me on that one page, and then you have all of my postings would come after that. Massive numbers. In this case, on LinkedIn, three thousand three hundred and fifty of them.

And then, as I said, twenty-seven thousand six hundred and eighty followers. Post impressions, seven thousand thirty-two in the last seven days. In the last ninety days, seven hundred and sixty-four people looked at my profile. Eight hundred and seventeen people searched for me. How many people are searching for you? You go to your LinkedIn, have a look at your number. How many people are searching for you?

When I see that number's high, I'm happy. It says that what I'm doing is working. They're searching for me. I'm trying to find them, of course, but they're looking for me. I may not know who they are, but I'm giving them what I want them to find. I'm packaging it up. I'm saying, this is me. I'm credible. I can do everything on leadership, everything on sales and presentations. I've got it. That's what I'm saying.

So Roberto DeVito was the editor of the American Chamber Journal, and I used to submit articles to the journal. I made a big mistake. When I first submitted them, I thought, you've got Dale Carnegie on the wall over there. I thought, well, Dale Carnegie, he's the icon. I can't compete with the icon. So I never put my name and photograph with the articles, only my name. Until one day, I was at an event. I gave someone my card. “Are you the guy that writes those articles in the American Chamber Journal?”, ?I said, yes. I realised, you idiot. You should have put your own face and name, so people could recognise both instead of just the name. Trust me, my face and name is on everything I can find now, to catch up.

But I met, actually, I bumped into Roberto across the road in front of the Ark Hills building one day just by accident. I'm having a quick chat, because he's editing my articles. I'm putting them up there. He said, “Greg, why don't you start a podcast?” Here's my response. “What's a podcast?”.

I'd sort of heard of it. In the 1990s, there were podcasts, and they sort of disappeared, and they came back in the mid-2000s, right? 2013. So and I thought, wow, a podcast. Okay. So I'll take that on board. So this was a re-creation, but this would have been me back in 2013, 2014 actually, with this exact mic recording my podcast. I had zero idea. I was clueless. I didn't even think about the mic, you know. I didn't know the quality. But now, for the techy people here, and I'm sure there's a lot of techy people here. I use a Shure SM58 microphone. I use a Zoom H6 handy recorder, which actually is recording this presentation right now. I use Adobe Audition for the editing, and I use Libsyn to host my Apple podcasts. So that's some of the tech. Now, I'm not going to discuss what we do for the videos because there's a lot of lighting and camera and stuff for that, but we have a lot of gear for all that stuff. So I'm better organised now.

So what did I learn about podcasting?

First of all, don't be an idiot like me. Spend the money and get a good quality microphone. Straight up. Don't muck around. Get the right gear. Find a platform which can upload your content to multiple areas like Libsyn. You need something like that. If you're gonna do interviews, the guest provides the IP. Jeff has been a guest on my podcast, Japan's top Business Interviews, and he provided all the IP.

But if you're doing it yourself, then you need to have content. And I have a lot of content, as I'll talk about in a minute, because I can do that because we're in the business of doing training. So we know about leadership, presentations, sales, communication. And you got to be like clockwork. We say weekly. It's got to be weekly. You can't miss. And if you're going to do it, commit to it. There are so many podcasts that fail within the first ten episodes and they quit. Don't be one of those people. If you're going to commit to it, keep going with it. Don't worry about the numbers. Keep going with it. You'll eventually get the numbers you want.

So, this is my first podcast, August the second, 2014. Every Thursday, Leadership Japan Series. This is where I started. So now, we've got nearly seventy-four thousand five hundred ninety-nine downloads. Five hundred and fifty-nine episodes weekly.

Now, in 2016, I'm following this content marketing. The guru says, niche down. Right. But, get ready to ride the tiger's back. Because what I thought was, okay, niche down, I am going to break them out. The Leadership Japan series had content about sales. It had content about presenting. I know, I'll break them out and separate them. I'll niche down. “How hard could that be”, ?I said to myself. Well, once you jump on to the tiger's back, as soon as you jump off, you get eaten. So you have got to be careful what you do here. So I started with one and then I presented this one. This is November third, 2016. Every Tuesday, this has twenty-three thousand nine hundred and fifty-two downloads. We're up to episode three eighty-five on this one. And then I did this one, which was the Sales Japan series. It's every Wednesday, three thirty-one thousand three hundred and sixty-seven downloads, three hundred and eighty-five episodes.

But the work to produce these additional two was much bigger than I expected. But remember, we are a training company. We are doing all of these areas, so we have to have content in each of these areas to compete with companies who only do sales, only do leadership, only do presentations. So we just triple our workload immediately and we're prepared for that.

Now, in 2018, Google said, we are going to now do voice-based search as well as text, and I believed them. And I thought, bingo. Because how many blogs were there in the world in 2018? Major, major, major number of blogs around the world. How can you compete with so many millions of people producing billions of people producing blogs?

And I thought, ah, audio. I have a lot of audio. Maybe I can win in the audio market. It's hard to win in the text market. So I know, I know, I got a great idea “Why don't I create more audio?”, I said to myself and try and dominate that voice-based search.

Well, guess what? You Google Greg Story, you're not going find much in the vocal department from Google. Thank you very much. Where's my voice-based search, Google? Still not there. So anyway, but I didn't know that. I believed them.

So I was inspired by, some people might remember the show, Tokyo on Fire from Tim Langley. It was a very good program on politics. So, yeah, I was inspired by this. I said, “you know what? I'm going do video”. So this is how I got started. The first one, my weekly podcast. So December 28th, 2018, I started doing my weekly podcast, and then I converted it into a video and put it on YouTube. So now we've got nine hundred and ninety-three videos, nine hundred and twenty-four subscribers, not a big number, nine hundred ninety-five episodes weekly.

So if you look at this, I'm doing six podcasts a week, fifty-two weeks a year. I'm doing three videos a week, fifty-two weeks a year. It's a machine. I've got a machine behind me. It wasn't there when I started.

I was terrified of social media. My colleagues, who were twenty years younger than me, had social media. I said, yeah, it's a fad. I was wrong. I was wrong. Now, I don't have twenty years to play catch up, so I have to run hard.

And these are some of the lessons I learnt from all this. So first, don't be afraid of social media. Second, repurpose content. So once I created all this, I realised the power of having all this content. So I turned it into books, as Jeff mentioned. These were the four books that were done. These three were audiobooks and Kindle. This is the latest one, done on audiobooks and Kindle.

It's a lot of work, but you can turn it into other things. So what I did was, I took the content from the podcast. The podcasts are turned into transcriptions. The transcriptions are turned into books. And I've done, as I said, seven books like that. This is an example of repurposing the content. Take the content and put it everywhere. Don't be afraid of social media. It is a gold mine. Don't worry about the numbers. Don't worry if you have no viewers, no followers. Keep producing, because people will start to come to you. But be like clockwork. Every week, deliver. Don't be afraid to get on social media. Don't be afraid to put your face out there. And, very importantly, get a high-quality microphone. It makes all the difference.

?Then, I wrote this one, Japan Presentations Mastery because we teach presentations and we want to get more business. So, we wrote this and then we did Anata Mo Purezen No Tatsujin. We translated it, so we have a Japanese version. I rewrite the books for a Japanese audience. I write it for a foreign audience first, for the expats, the CEO, who's going to buy training, and then I rewrite it for a Japanese audience.

Then I wrote this book.

Stop Wasting Money On Training.

I think that's a bit counterintuitive for a training company.Subtitle, “how to get the best results from your training budget in Japan” because I realized you couldn't find any books on on how to pick a training company. We are experts in training. So I wrote a book, a neutral book. It's not a propaganda piece for Dale Carnegie. If you read it, it's not like that at all. It's very, very neutral,very objective, but it talks about the things you need to think about. When I go to see the client, I’ve got two books.This is one of them.

Now, theres presentation and sales and very shortly leadership and I give them both.

Do I care if they read them? No. This says, we are expertson training. That's enough for credibility. Okay?

This is my new book. I say, we're waiting for Amazon to give us the thumbs up. Could be tonight. Could be tomorrow morning. It's that close.

I have never seen any books in English about leading in Japan written by foreigners.

If you can find one, let me know. I couldn't find any.

I believe this is the first book ever written on this topic. And the target audience are expat CEOs who are leading here to help them because these are the people who pay for our training, who have the decision making power or at least get me in front of the HR team to try and convince them to take us on as a training company. So very, very fresh.

Very, very fresh.

And I call it your complete leadership toolkit and it is a very complete book. So now, I have soon to be eight books, right? Coming up will be eight books.

Then, I will rewrite that leadership book for a Japanese audience and we'll translate that. That'll be number nine.

So everyone's heard of Gary Vaynerchuk, I presume. He's a legend. He's an amazing business person, incredible entrepreneur.

He took reality TV, combined it with motivation, and he combined it with education.

And he has another trading name as Gary Vee.

He had a guy following him around, video him all day long, which they cut up and brought out. He's unbelievable volume producer.

But Gary Vee or Gary Vaynerchuk has thirty people working in team Gary, chopping all this stuff up. He's a legend.

He says, I heard this recently, you have got to post twelve times aday.

I'm like, “that's ridiculous”.

How could you do that? Well, guess what?

I'm posting twelve times a day.

I counted them up. The blog goes to LinkedIn. It automatically goes to Facebook and Twitter. Now, purists would say,you're a very bad boy, Greg.

You should be recrafting that for Facebook and you should be recrafting that for Twitter instead of sending in the same stuff. Hey. Do I have that sort of time? No.

I've got three areas, presentation, sales, and leadership to cover. I'm busy. So I just flick a switch and bingo. It's there. Done.

I upload something I'll talk about in a moment called Fare Bella Figura. I'll talk about that shortly. It goes to, to LinkedIn and I share it also to Facebook, Twitter, TikTok, Instagram.

I upload video shorts to LinkedIn, then they get switched over to TikTok, threads, and Instagram, which is actually twelve a day.

So I'm actually doing what Gary Vaynerchuk said to do. I thought it was impossible, but I'm actually doing it. Amazed me.

So we need a mindset shift here.

We need to be agnostic about the funnel that brings the client to us.

But we got a brace for trouble.

We're doing something new. We should try it anyway. And if it doesn't work, well, you know, retreat if you have to and don't say no for the buyer in terms of trying something new. And if it works, go all in and ignore the critics and hammer it. So this is something that I was thinking about.

There are some fundamental business truths.

People judge us when they first meet us based on our bodylanguage, how we're standing, how we move. The second thing they judge us on is how we're dressed. They look us up and down. They're checking us out. They're making judgments. We haven't even opened our mouth yet, but they're making judgments, first impressions about us.

So we have to control that first impression and we mustbecome more knowledgeable about image control in business.

So I had some innovation considerations.

I found people often complimented me about the way I'm dressed.

I thought, can I drive that as a differentiator against my competitors in the training industry? Can I take that and drive it harder?

I didn't see any businessmen blogging about what they wear except for people who are in the clothing business.They got their own boutiques or whatever.

I didn't see any business people blogging about men’s clothing.

So I needed to execute though in a very light low touch manner, because I'm pretty busy and I have to have the guts, right, to court trolls, mockery, derision, abuse and hatred by putting myself out there and I was scared to do it.

I thought, you know, if I put out what I'm wearing, man, I'm going get hammered by these people. Well, I'm just going to be abused all day long.

So I took a deep breath.

I said, okay, I'll go for it.

Here's my premise and every one of my blog starts like this. I run my own soft skills training franchise business here in Tokyo. And many years ago, I decided to dress for success.

Each day, I consult my schedule and that day's work content drives my sartorial choices.

Before I head out the door every day, I check myself in the mirror and ask, do I look like one of the most professional people in my industry?

That's the premise, okay?

Then, this comes up. This is the Fare Bella Figura.? In Italian, it means make a good impression.

I use Italian because I think it's pretty cool. Sounds better. Fare Bella Fugira. Sounds pretty good in Italian,bright? So, master your first impressions. Be a sharp dressed man. Now, which is the band we know about being a sharp dressed man? ZZ Top. You know that song, Be a Sharp Dressed Man. I thought, that's pretty cool. I'll use that. So I put in Be A Sharp Dressed Man.

Now, this is what they get. I put in very detailed comment on what I'm wearing. You can see all the stuff on LinkedIn. This is just what I'm showing you. It's like wallpaper. And I have a photograph of me. But guess what's in the background?

Nineteen twelve. Dale Carnegie. I'm taking it right here. So, I'm promoting the company and the longevity of the company at the same time I'm promoting what I'm wearing. Right? So, I'm getting double value there.

So, now, here's the distressing part. Here's the results.

My handcrafted, really carefully written blogs, which I work really hard on every Saturday morning and come up with these eight hundred thousand word pieces, I get two hundred impressions on LinkedIn.

The first Fare Bella Figura, ?when I put up, sixteenhundred impressions. I felt like crying.I couldn't believe it. Like, just show me in a suit and I get sixteen hundred. I'm writing all this stuff on leadership and presentation and sales and I get two hundred. And it continues to outrank my other blogs. Still.

So, at the end of my blogs, there's a sales funnel. There are three lead magnets and then the description about my podcasts and my books and about me and all the propaganda is there.

Guess what? On the end of all these posst, that same propaganda is there.It's there. It's a funnel to get people to come to our websitethrough these lead magnets.

So here's some takeaways.

Observe trends. I've noticed, and this audience is not very good representation of that, but suits are coming back for men.

Suits are coming back for men. Ties are going to come back for men. Shoes, serious shoes, not sneakers.

It's coming.

Check me in five years to see if I'm right.

But I feel it'smoving in that direction. I might be an early mover maybe in this trend. I don't know. I don't know. I might be totally wrong.

Let's see.

There's a gap in the market. No men are putting themselves out there talking about what they wear every work day. I only do it five days a week. I only do Monday to Friday when I'm at work. Right? So what's my point of view and experience here? Got to embrace that, some new ways to engage an audience. ?

How do I differentiate myself from my rivals?

Try something new and stop if it doesn't work. So these are some ideas for you on how to control your image, your message, your content to hook into the client's mindset before they meet you. So you're crafting their expectations about who you are and what they can do with you before you even meet them.

Now, I don't know everything about digital marketing. This is only what I've done myself and I'm sure there are many things I can improve which I don't even know about. So if you see something tonight and you say, what are you doing, you idiot? You should be using this and you should be doing that and don't you know about this? Tell me, because I'm still educating myself about this stuff.

I'm a boomer, but in here, I'm still nineteen.

So with that, I'd like to invite you, who has the first question? Thank you.

Would the people who know you or meet you describe you as persuasive? Do you think you are persuasive enough? Persuasion power is the most important, but the most commonly lacking skill in the business world. Do it yourself trial and error wastes time and resources. It is time to change things up and get that key skill.? There is a perfect solution for you- to LEARN MORE click here (https://bit.ly/3VhvR2B )

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If you enjoy our content, then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs.

About The Author

Dr. Greg Story, President Dale Carnegie Tokyo Training

Contact me at [email protected]

Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".? He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership Mastery”.

Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations.?He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki.

He publishes daily blogs on LinkedIn, Facebook and Twitter

Has 6 weekly podcasts:

1.?????Mondays -??The Leadership Japan Series,

2.????Tuesdays – The Presentations Japan Series

Every second Tuesday - ビジネス達人の教え

3.????Wednesdays - The Sales Japan Series

4.????Thursdays – The Leadership Japan Series

Also every second Thursday - ビジネスプロポッドキャスト

5.????Fridays - The Japan Business Mastery Show

6.????Saturdays – Japan’s Top Business Interviews

Has 3 weekly TV shows on YouTube:

1.?????Mondays - The Cutting Edge Japan Business Show

Also every Second Thursday - ビジネスプロTV

2.????Fridays – Japan Business Mastery

3.????Saturdays – Japan Top Business Interviews

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development.

Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo.

Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan.

Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.

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