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December 2021

A monthly newsletter from the Rochester Professional Consultants Network.

30-Seconds to Make a Good Impression (Don’t blow your chance)

First Encounter

When you first meet someone, you have a very short time to spark interest in you and your business. As you introduce yourself (in-person or by Zoom or phone), you need to motivate them to say “Tell me more”.

Clues that you’ve Blown Your Chance:

  • They look around for someone to rescue them from you.
  • Blank stares.
  • Immediately excusing themselves and leaving.
  • “I can’t hear you, my Internet is breaking up.”
  • “Accidentally” spilling their coffee and going for a refill.
  • Pulling out their phone, saying “Sorry, I have to take this call from my fortune teller.”

What Detracts From a Good Impression?

Many things can cause others to flee, or send them into a standing coma: We talk too much. We don’t get to the point. We use jargon they don’t understand. We go off on tangents. We act bored and not interested in them. We don’t ask questions (we’re all about us, not them). We sound like robots reading from a script.

How can I Make a Good Impression?

Make it a conversation, not a sales pitch. Ask questions, then listen and respond with interest. At an appropriate moment, take 30 seconds to tell them: Who you are. What you do. Who are your customers or clients (plus a major customer benefit or value you provide)? Add a “tagline” or catchphrase that will help them remember you. (At the end of your conversation, add a Call-to-Action for Follow-up).

Tips for a 30-Second Intro:

This is when it’s okay to talk about yourself. Some call it an “elevator speech or pitch”, because it’s short, like an elevator ride. I call it a 30-Second Intro because “speech” or “pitch” sounds too formal or pushy. Strive to have a normal conversation and follow these guidelines:

  • Speak in your natural tone of voice (not like a TV ad).
  • Talk clearly at moderate volume and pace.
  • Adapt your Intro to the situation, location, and your “listener”.
  • Avoid jargon (so that someone not in your field understands you and can refer you to others).
  • Practice with a friend or recording (until you sound and feel natural).

Example 30-Second Intro

(Here’s an Intro that I use, continually update, and adapt to the situation):

"I’m Bob Lurz of Consultants Accelerator. I help skilled people start consulting businesses. I coach and mentor my clients to acquire their clients faster than going it alone. I help them “get unstuck” and achieve their goals. I’m the Consultant’s Consultant. I like to say that I grow the economy, one consultant at a time."

    (A call-to-action might be: “Let’s connect on LinkedIn and find out more about each other”).

Bob Lurz

Did You Know? 
How to Renew Your Membership and Update Your Profile

Is it that time again already? Does your RPCN membership need renewal?

When that time is nearing, you will receive an email to remind you to renew. It will direct you to the login box at the top of the RPCN website home page. When you click on it, several options will appear. One of those is “Renew.” Click on that and you will be led through the renewal process.

But suppose you decide to renew after your reminder email has been lost in the multitude of other emails in your inbox. What now?

It turns out that there is another easy way to renew your membership. After logging in, go to the Members Only menu item. Second, in the drop-down list is Renew Membership. Click on it and you will be taken through the renewal process.

Another thing – while you are renewing your membership, it is an excellent idea to review and possibly update your Profile. Just scroll down to find it. Remember, when prospective clients are looking for help from RPCN members, your name comes up only if whatever search term is being used is listed in your Profile.

This means that if your profile is not complete and up-to-date, you could lose business.

Now, we wouldn’t want that, would we?

Steve Royal

Member News

Past-president and current board member David Powe of AIOPX Management Consulting recently appeared in a Spectrum News story highlighting two Black- and Woman-owned businesses. He appeared in conjunction with his work developing MWBE businesses through the Greater Rochester Black Business Alliance and the Procurement Ready Roundtable™. Here is a link to the story:

https://spectrumlocalnews.com/nys/rochester/community/2021/10/20/making-way-for-black-women-owned-business-in-rochester

David is always willing to help MWBE businesses and the businesses that want to connect with them.

I am happy to share that the Central New York Region of the Association for Talent Development (CNY region of ATD) awarded me the 2021 “BEST” Award. This award was for my work on the “Leadership for Managers” Course, presented through the Greater Rochester Chamber of Commerce, and was announced at the 14th Annual CNY BEST Talent Development Awards Ceremony on Thursday, November 4, 2021.

Nominations for this year’s CNY BEST Talent Development Awards represent a wide range of organizations. Nominations were evaluated by a panel of local and national judges representing the profession and community. They evaluated the quality of talent development practices, practice results and impacts, and demonstrations of how the practices linked to the strategic growth or success of organizations and individuals.

This is happy news because it gives additional credence to our leadership development work in Upstate New York.

Bob Whipple

RPCN Video


Watch the introductory video here.

Upcoming RPCN Events

Visit the RPCN website for a list of all upcoming events.

Technical Forum
Friday, December 3, 2021
8:00 - 9:30 a.m. 

Selling Skills
Presented by Sid Ragona
Friday, December 10, 2021
8:00 - 9:30 a.m.

Enhancing Human Capital Lunch N' Learn: Bringing the Best Members onto Your Team
Facilitated by David Powe
Thursday, December 16, 2021
11:30 a.m. - 1:00 p.m.

Business Forum
Friday, December 17, 2021
8:00 - 9:30 a.m. 

RPCN Board Meeting
Everyone is welcome to attend.
Friday, December 17, 2021
10:00 - 11:30 a.m. 

No meetings on Dec 24th or Dec. 31.
Happy Holidays!

Enhancing Human Capital Lunch 'n Learn Updates

On December 16th, the EHC team will be continuing our exploration of Floyd Tucker's Enhancing Human Capital system, we will dive into ways to find and onboard the right people for our teams. This session will be an engaging, participant-driven discussion of screening, interviewing, and onboarding new people onto a team. Whether you are hiring employees or putting together a project team, getting the right people in the right seat is a key to success.

When: December 16 at 11:30 a.m. Eastern Time (ET)
To register in advance for this meeting, click here. After registering, you will receive a confirmation email containing a password that may be required to join the meeting.

From the Librarian,
Ruth Balkin

The RPCN Library needs your help!

We have about 300 books. Most of these books are in my office. Some are in my attic on shelving that was donated to RPCN a long time ago.

This does not include donations from Dick Blazey, which are being stored by another member of the library committee.

Your librarian will be moving to a smaller place sometime in the spring. So, the books will have to be moved to other members’ homes until RPCN finally gets a permanent home. Please help us by storing what you can; even just a box or two would be good. Contact Ruth Balkin, balkininfo@gmail.com, or call 585-482-1506 for more details.

Membership Information

Not an RPCN member? You can join RPCN now to receive great benefits, including free admission to RPCN presentations, a listing in the RPCN Member Directory, and discounts to RPCN events. Click here for more information on joining RPCN.

Program Ad Sheets

At every RPCN meeting, and at our events and tradeshow booths, RPCN distributes the Program Ad sheets.

Ads are inexpensive and support RPCN. The cost for members to advertise is $20 for 2 months. For non-members, the cost is $40 for 2 months. The deadline to get your ad included in the January/February 2022 calendar ad sheet is December 17, 2021. Send questions and ad copy to Mary Sperr.

We want your news!

The RPCN newsletter welcomes news, success stories, tips, resources, events and other items that would be of broad interest to consultants. Submit a newsletter item to newsletter@rochesterconsultants.org for inclusion. 

Melanie Watson, Publisher 
Diana Robinson, Copyeditor

The deadline for submitting material for our next newsletter is the 21st of this month.


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