Stand-Out Strategies That Make a Difference in Business | RR265
Today, I have the pleasure of featuring Chantal Cornelius, the founder of Appletree Marketing. Chantal’s deep-seated curiosity has always been her superpower, helping her build amazing relationships in the business world and discovering what makes a great speaker.
We dive into Chantal’s unique approach to marketing, which is all about meeting the emotional needs of clients and making genuine connections. She shares some great stories from her public speaking experience, the importance of adaptability, and her path to achieving the Certified Speaking Professional (CSP) designation.
We’ll also get the lowdown on her "Standout Strategies" for connecting with clients: certainty, connection, contribution, growth, and significance. These strategies are pure gold for anyone looking to grow their business and connect on a deeper level with clients. Tune in for inspiration and practical advice!
You’ll learn about:
- The importance of building strong relationships with clients through emotional connections
- How to you break through initial impressions
- Strategies for making emotional connections with clients.
- Marketing strategies for client satisfaction.
- The power of focusing on meeting clients' emotional needs, not just growth
You can reach Chantal at: chantal@appletreeuk.com
Website: https://appletreeuk.com/
Instagram: https://www.instagram.com/chantal_appletreemarketing/
LinkedIn: https://uk.linkedin.com/in/chantalcornelius
A little about me:
I began my career as a teacher, was a corporate trainer for many years, and then found my niche training & supporting business owners, entrepreneurs & sales professionals to network at a world-class level. My passion is working with motivated people, who are coachable and who want to build their businesses through relationship marketing and networking (online & offline). I help my clients create retention strategies, grow through referrals, and create loyal customers by staying connected.
In appreciation for being here, I have a couple of items for you:
A LinkedIn Checklist for setting up your fully optimized Profile:
An opportunity to test drive the Follow Up system I recommend by taking the
3 Card Sampler—you won’t regret it.
Connect with me:
https://www.linkedin.com/in/janiceporter/
https://www.facebook.com/janiceporter1
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Transcript
Hello, everyone, and welcome to this week's
Janice Porter:episode of relationships rule. My special guest today is
Janice Porter:Chantel Cornelius, from Apple Tree marketing all the way from
Janice Porter:England, and I am so excited to talk to her today. Please,
Janice Porter:welcome, please let me just welcome you first to the show.
Chantal Cornelius:Thank you, Janice. It's lovely to be here.
Janice Porter:You're most welcome. I wanted to tell my
Janice Porter:audience that, you know, Chantal has been around for a long time
Janice Porter:in doing the work that she does. She's a pro. She is She founded
Janice Porter:Apple Tree marketing in 2000. The year 2000, which seems like
Janice Porter:it was yesterday, but it really was a long time ago now. Oh, my
Janice Porter:goodness. And and you work with coaches, consultants and
Janice Porter:speakers that want to grow their business and achieve their goals
Janice Porter:through making strong emotional connections with their clients?
Chantal Cornelius:Correct? Yes, absolutely. It? Yeah,
Janice Porter:I think I think the thing that that when I first
Janice Porter:came, was introduced to you and your work. The thing that hooked
Janice Porter:me immediately was that you it says in your bio, that the key
Janice Porter:to that you believe that the key to standing out from competitors
Janice Porter:is to build strong, long lasting relationships with clients.
Janice Porter:Well, obviously, you know what I do my, my podcast is called
Janice Porter:relationships rule. I couldn't agree more. And so I felt the
Janice Porter:need to find out more and how you work with that. So please
Janice Porter:tell me, where did that come from for you.
Chantal Cornelius:That all came about, because I spent a lot of
Chantal Cornelius:time looking at HR, I spent a lot of time listening to clients
Chantal Cornelius:saying I'm really struggling to show people what makes me
Chantal Cornelius:different to know coaching and speaking, it's a really
Chantal Cornelius:competitive industry. And so my clients were struggling to stand
Chantal Cornelius:out from all of the other coaches, consultants, speakers
Chantal Cornelius:that are out there. A lot of people use USPS unique selling
Chantal Cornelius:points unique selling propositions. And I just I
Chantal Cornelius:started listening to what my clients were saying. And they
Chantal Cornelius:were all saying the same thing. I'm different, because I've been
Chantal Cornelius:doing it for 20 years, or I, whatever it was, and it was all
Chantal Cornelius:the same. And I thought there's got to be a better way of doing
Chantal Cornelius:this. So I started digging and researching. And this was back
Chantal Cornelius:in 2015, that I started doing this. And what I discovered is
Chantal Cornelius:that what really makes people stand out in business is the
Chantal Cornelius:relationships that they build with their clients. And the fact
Chantal Cornelius:that the relationships are built on emotions. Now that might
Chantal Cornelius:sound fairly obvious. But the next level that I got to was
Chantal Cornelius:that these emotions are not what we feel as the the coach, the
Chantal Cornelius:consultant, the supplier, but it's what the clients want to
Chantal Cornelius:feel. And there's a there's an important point here that we
Chantal Cornelius:can't make anyone feel anything, you know, I can't, I can't make
Chantal Cornelius:you feel happy, Janice, do things that might make you feel
Chantal Cornelius:happy, but I can't make you feel happy or sad or anything. So
Chantal Cornelius:it's very much about understanding the emotions that
Chantal Cornelius:our clients want to feel. And then using that to build the
Chantal Cornelius:relationship, because the need there needs to be there needs to
Chantal Cornelius:be a match. So if I have clients who want to feel safe, and
Chantal Cornelius:looked after, when I deliver that to them, or when I promised
Chantal Cornelius:that in my marketing, they go, Oh, yes, I want that. Whereas if
Chantal Cornelius:I had a potential client, and I do get this potential clients
Chantal Cornelius:come and say, I want to I want to feel inspired and challenged
Chantal Cornelius:and motivated. And I go, that's not really me. That's not the
Chantal Cornelius:type of marketing that I do. And I refer them to somebody. It's
Chantal Cornelius:about it's about it's about finding, finding that common
Chantal Cornelius:ground that relationship it's it's all about relationships,
Chantal Cornelius:and you know that
Janice Porter:yeah, it totally and it's interesting, though,
Janice Porter:because when you when you first meet people, it's it is a
Janice Porter:feeling, right? It's it's the connection is either there or it
Janice Porter:isn't for me right away. And and that's not the same with
Janice Porter:everybody. Because some people guard their feelings, right? And
Janice Porter:they're, you know, they're testing the waters before you
Janice Porter:can get in there and see what they're really like. So, right
Janice Porter:so how do you how do you break through that? Like, is it
Janice Porter:through the right kind of questioning? Is it how do you or
Janice Porter:do you have to teach your clients how to do those those
Janice Porter:things? It's,
Chantal Cornelius:it's a bit of both. When I when I started
Chantal Cornelius:doing the research, I realized that I could quite quickly tell
Chantal Cornelius:what somebody was wanting to feel by gut feel. You know, I
Chantal Cornelius:would get a feeling and you may get this you might meet somebody
Chantal Cornelius:at an event apart. Tea and really quickly you go, Oh, I
Chantal Cornelius:really like this person, I want to spend more time with them or
Chantal Cornelius:you get oh, no, I don't want to spend time, right. And a lot of
Chantal Cornelius:it is because the research that's been done by other people
Chantal Cornelius:is showing that 95% of our decisions are made
Chantal Cornelius:subconsciously. So our subconscious brain, before we've
Chantal Cornelius:even consciously realized what's going on our subconscious brain
Chantal Cornelius:is going, I don't like this person, or I do like this
Chantal Cornelius:person, or I don't like what they're wearing. You know, we
Chantal Cornelius:talk a lot about first impressions being so important.
Chantal Cornelius:And they are because the subconscious brain is the one
Chantal Cornelius:that is checking you out. So I might go, Oh, I love your
Chantal Cornelius:glasses. I love the color of your of your sweater. But my
Chantal Cornelius:subconscious brain has already gotten I don't like that color.
Chantal Cornelius:I do, by the way, I love I love the color. So we have to be
Chantal Cornelius:really careful in listening to our subconscious brain. And
Chantal Cornelius:it's, it's 95% of what goes on. And it's emotional. Yeah, the
Chantal Cornelius:conscious brain then chips in with the final 5% of rational
Chantal Cornelius:decision making of going, well, actually, I think I will talk to
Chantal Cornelius:this person. But quite often if your gut feel is I don't want to
Chantal Cornelius:talk to this person. And then your rational brain goes on,
Chantal Cornelius:we'll give it a go. Actually, the subconscious the gut feel is
Chantal Cornelius:what's is what's right. A lot. Yes.
Janice Porter:So we think that, you know, when you said that,
Janice Porter:Oh, I love your glasses or the color of your glasses or
Janice Porter:whatever. If it's not coming from a true place. Can you tell?
Chantal Cornelius:As in?
Janice Porter:Well, you talked about it. Well, you talk about
Janice Porter:you know, the majority of the of the feelings come from the, the
Janice Porter:subconscious. Yeah. And if, if you are a phony about how, Oh,
Janice Porter:you look lovely today to see and you tell? Yeah,
Chantal Cornelius:sometimes I can Yeah, I'm getting, I'm
Chantal Cornelius:getting better at it. And I'm fascinated by people. And by
Chantal Cornelius:watching people, and I've, I've learned in the last four or five
Chantal Cornelius:years, I think, to really let go of my barriers, I used to spend
Chantal Cornelius:a lot of time worrying about what I thought other people
Chantal Cornelius:thought of me. So I would always be I would always put on a kind
Chantal Cornelius:of a business face and a front like no, this is this is the
Chantal Cornelius:this is the business way of doing it. And for various
Chantal Cornelius:reasons. Over the last five or six years, a lot of those
Chantal Cornelius:barriers have dropped away and I am much more you know, this this
Chantal Cornelius:is who I am, if not tough.
Janice Porter:Well, I think that comes with age. I hate to
Janice Porter:say this, but yeah, I guess and experience and experience. Yes.
Janice Porter:And feeling more comfortable in who you are. Right? No. And
Janice Porter:always, for sure. Because I think I remember those days to
Janice Porter:back when it was really important what shoes I wore.
Janice Porter:Yeah, you know, I'm
Chantal Cornelius:still I am still very conscious of what
Chantal Cornelius:shoes I wear. You know what I'm speaking on stage. I'm known for
Chantal Cornelius:wearing a short dress and a pair of knee length boots.
Janice Porter:Oh, isn't that funny? Okay, yeah. So yeah,
Janice Porter:that's kind of my uniform.
Chantal Cornelius:I do it when it's hot. But I still turn up at
Chantal Cornelius:events and people go, where are you boots? Or the boots you
Chantal Cornelius:wearing tonight? Yeah,
Janice Porter:that's cool. So I know that. Sorry. Go ahead.
Chantal Cornelius:That's right. Gone. No.
Janice Porter:So um, I know that you work a lot with service
Janice Porter:based business owners, and you have your system of standout
Janice Porter:strategies that you use to help people make that emotional
Janice Porter:connection with their clients. Can you would you share those
Janice Porter:with us? Would you would you both? Oh, okay. Excellent.
Janice Porter:Because I'd love to know, how you what they are and how you
Janice Porter:show people how to use them in order to stand out from the
Janice Porter:competition.
Chantal Cornelius:Okay, yep, love to so these these
Chantal Cornelius:strategies are five that I identified as a result of all
Chantal Cornelius:the research that I've been doing into the emotional
Chantal Cornelius:connections and the emotions that clients want to feel. And
Chantal Cornelius:you did ask me earlier if if I just kind of guessed this or if
Chantal Cornelius:there's a way of doing it well, there is and this this is it. So
Chantal Cornelius:the strategies I'll run through them quickly, and generally
Chantal Cornelius:every business will have one of the five that is the one that
Chantal Cornelius:makes their business stand out. So anyone who's who's listening
Chantal Cornelius:to this this episode and actually janitor you can do this
Chantal Cornelius:too as you're listening to how I explain them out of any any of
Chantal Cornelius:the fives that really resonate with you any of that you feel I
Chantal Cornelius:gave a talk about this just yesterday and one of the people
Chantal Cornelius:in the order He said to me, as I got to number three, he said he
Chantal Cornelius:felt the hairs on the back of his neck. So that that for him
Chantal Cornelius:was a real way of knowing that was for him. And once I've run
Chantal Cornelius:through them, then I'll show you the way to really work out which
Chantal Cornelius:one it is perfect. Okay, number one is called certainty. And
Chantal Cornelius:this is where this is about being a safe pair of hands for
Chantal Cornelius:your, for your customers. I am known as a safe pair of hands in
Chantal Cornelius:terms of marketing advice for clients, they don't want me to
Chantal Cornelius:say, Oh, what do you think you should do in your marketing,
Chantal Cornelius:they want me to tell them, and I'm very strict talking. And I'm
Chantal Cornelius:very bossy, especially with my boots on. So so that that for me
Chantal Cornelius:is safe pair of hands. It's about it's where clients want to
Chantal Cornelius:feel safe and secure and informed and peace of mind. They
Chantal Cornelius:want it black and white, basically.
Janice Porter:And they totally trust you. They do Yeah, yeah.
Chantal Cornelius:And it's because I will say to them,
Chantal Cornelius:don't do that marketing, do this instead. And then it works. So
Chantal Cornelius:so they like that. The second one is called connection. This
Chantal Cornelius:is about when this is when clients want to, they want to
Chantal Cornelius:feel something, they want to feel part of something bigger,
Chantal Cornelius:they might want to feel part of a family or an association or a
Chantal Cornelius:tribe. So networking organizations, this is a great
Chantal Cornelius:strategy for them. It's not about selling services to people
Chantal Cornelius:in the room, it's about bringing people together, it's about
Chantal Cornelius:bringing people of a birds of a feather together so that you can
Chantal Cornelius:meet the right sort of people that that you that you need to
Chantal Cornelius:meet. I don't see this very often for people like coaches
Chantal Cornelius:and consultants, and speakers, it happens more with network
Chantal Cornelius:with larger organizations. But I did meet an accountancy firm
Chantal Cornelius:recently. And for them connection is really strong.
Chantal Cornelius:Their clients work with them because they can connect them to
Chantal Cornelius:other businesses as what they love about it. Oh, interesting.
Chantal Cornelius:Okay. Number three is called contribution. And this is where
Chantal Cornelius:clients want to feel part of something beyond just
Chantal Cornelius:themselves. A lot of charities use contribution really nicely.
Chantal Cornelius:And it's about if I, if I want if I support a charity, if they
Chantal Cornelius:say to me, Oh, just pay me some money. There's no There's no
Chantal Cornelius:emotional connection there. But if they talk to me about, oh,
Chantal Cornelius:there's a fabulous charity called lend with care. I don't
Chantal Cornelius:know if it's a charity, but it's a it's an organization where you
Chantal Cornelius:can make a small donation and you you lend money to people in
Chantal Cornelius:developing countries who need I often, I usually pick the
Chantal Cornelius:projects where it's usually a woman, and she's usually wanting
Chantal Cornelius:to buy another cattle or a goat
Janice Porter:is saying, No, that's not Cuba. No, it's
Chantal Cornelius:called lend with care. All right, I'm just
Chantal Cornelius:kidding, right? Okay, and I get psyched. So I was first
Chantal Cornelius:introduced to it by a friend who gave me 30 pounds worth of
Chantal Cornelius:donation to give to people. And what's really lovely is I get
Chantal Cornelius:regular updates from the people to whom I've lent money, and I
Chantal Cornelius:get repayments. Now, repayments might be tiny, it might be $1 a
Chantal Cornelius:month. But I've supported a lot of people where they've paid off
Chantal Cornelius:their loan, because they bought the cow, the cow is producing
Chantal Cornelius:milk, the milk is the milk is going for butter and cheese,
Chantal Cornelius:whatever, and they're selling it and then they can afford to pay
Chantal Cornelius:the money back and then buy another cow. So I get this kind
Chantal Cornelius:of warm, fuzzy feeling. Every time I get a response or an
Chantal Cornelius:email from from somebody and then with care to say, this lady
Chantal Cornelius:has you know, she she's doing things. It's just it's fab. So
Chantal Cornelius:that's, that's an example of contribution. The fourth
Chantal Cornelius:strategy is growth. Growth is about personal or professional
Chantal Cornelius:growth. It's often about both. I see this a lot with coaches, you
Chantal Cornelius:might have a coach for whom growth is a really strong
Chantal Cornelius:strategy because their clients come to them saying, I need to
Chantal Cornelius:develop myself, I need to be more assertive or braver or more
Chantal Cornelius:courageous. And they are attracted to that coach because
Chantal Cornelius:that coach is all about helping them to grow. I see it a lot
Chantal Cornelius:with coaches and speakers as well for for corporates. So
Chantal Cornelius:there might be an organization that says we want to grow, we
Chantal Cornelius:want to become bigger, so a business coach or consultant
Chantal Cornelius:might come in to help them grow financially. There's often a
Chantal Cornelius:link between personal growth and business growth. You might have
Chantal Cornelius:an organization that says I don't know our team isn't
Chantal Cornelius:working well together, can you come in and fix them? And the
Chantal Cornelius:coach will go in and work with the individuals because it's
Chantal Cornelius:actually the individuals who need support, and then they
Chantal Cornelius:become a more and more cohesive team. So that's growth. And the
Chantal Cornelius:final one is called significance which is all about got clients
Chantal Cornelius:who want to make more of an impact, who want to stand out, I
Chantal Cornelius:actually see this a lot with restaurants, top class
Chantal Cornelius:restaurants, I've just written about this in my newsletter,
Chantal Cornelius:there are a few that I love going to the food is amazing.
Chantal Cornelius:But what is almost better is the service. They, you know, when
Chantal Cornelius:you walk into a top class restaurant, and there's somebody
Chantal Cornelius:there, there's a host there on the door, and they take your
Chantal Cornelius:coat, and they take you in, and they see you in a beautiful
Chantal Cornelius:table. And they're just there and they're attentive. And they
Chantal Cornelius:might even know you, because you might be irregular, you drop a
Chantal Cornelius:fork on the floor. And within moments, another one appears on
Chantal Cornelius:the table without you having to say oh, I've dropped my my
Chantal Cornelius:thought. And it's all just beautifully slick. And Oh heaven
Chantal Cornelius:and you feel special, you feel really cared for and looked on.
Chantal Cornelius:So that's that significance. I see it a lot with service
Chantal Cornelius:businesses, with individuals, but also with things like yeah,
Chantal Cornelius:restaurants, expensive cars, they're not sold on the car,
Chantal Cornelius:they're sold on how it makes you feel. Yeah, those those are the
Chantal Cornelius:fives that
Janice Porter:so I'm trying to think I'm trying to think what,
Janice Porter:yeah, so what's the struggle I'm having is that I'm seeing it as
Janice Porter:the client, but then I'm seeing it as how you work with how you,
Janice Porter:you're helping them do that for their clients. So, right, so. So
Janice Porter:it's that it's really important, Keep
Chantal Cornelius:it keep it keep it simple to start with.
Chantal Cornelius:Because if we if we take, if we take me as the marketing
Chantal Cornelius:consultant, I have worked out that my clients want certainty.
Chantal Cornelius:So through my marketing and my sales, I promised them
Chantal Cornelius:certainty. I talk about being a safe pair of hands about telling
Chantal Cornelius:them what to do. I say, in my marketing, I'm going to be
Chantal Cornelius:really bossy and challenging. And they say, I love that I want
Chantal Cornelius:it. Where can i Okay,
Janice Porter:so that makes me think that that's somewhat
Janice Porter:similar to me, because as a teacher, my background is
Janice Porter:teaching and, and corporate training. And so I when people
Janice Porter:say to me, are you a coach, I always say no, I'm not. I'm a
Janice Porter:trainer, right? Because there's a difference. And there is. And
Janice Porter:the difference is why I'm leaning towards the certainty
Janice Porter:piece that you were talking about. Because I tend to teach
Janice Porter:my clients my way of doing things. So in a sense, I'm
Janice Porter:bossy, right? And I'm showing them that this is a way that
Janice Porter:will improve what they've got. Now, let's say I'm talking about
Janice Porter:training them on LinkedIn, and what to do there. So it's weird,
Janice Porter:because that doesn't, I'm not sure if that's me, but that's
Janice Porter:what I that's what I'm leaning towards interests. Yeah. And
Chantal Cornelius:this is this is all about what our clients
Chantal Cornelius:want to feel right. And of course, when when I was first
Chantal Cornelius:digging into this, I thought that my business strategy was
Chantal Cornelius:growth, I thought that clients came to work with my business
Chantal Cornelius:because they wanted to grow their companies, because they
Chantal Cornelius:thought that marketing was a great idea. And they wanted to
Chantal Cornelius:truckloads of money at it in order to grow their businesses.
Chantal Cornelius:And I started asking them, why do you work with us? And they
Chantal Cornelius:were saying things like, well, because you're a safe pair of
Chantal Cornelius:hands, because you tell me what to do. You don't you don't leave
Chantal Cornelius:me guessing. It has nothing to do with growth. Most of them.
Chantal Cornelius:Most of my clients have fabulous reputations. They've been doing
Chantal Cornelius:what they do for a long time, and they're brilliant at it. I
Chantal Cornelius:am more about reputation management for them. So that
Chantal Cornelius:definitely is a safe pair of hands. And what I what I found
Chantal Cornelius:was that the marketing that I was using, wasn't working
Chantal Cornelius:because I was going yeah, we can grow your business. And I wasn't
Chantal Cornelius:meeting the right sort of clients. As soon as I switched
Chantal Cornelius:the marketing to certainty, peace of mind informed bossy.
Chantal Cornelius:People People were flooding in. And now I say to potential
Chantal Cornelius:clients, I'm going to be really bossy and they go, good. I want
Chantal Cornelius:that. I need accountability. Tell me what to do. Yes. It's
Chantal Cornelius:it's a bit of a mindset shift that we have to make that it's
Chantal Cornelius:not about us as the suppliers and the consultants and the
Chantal Cornelius:trainers. It's about how the client would want to feel. So if
Chantal Cornelius:your clients are coming to you, Janice and say, just tell me
Chantal Cornelius:what to do show me how to make LinkedIn better than 70. Yeah,
Chantal Cornelius:absolutely. Yeah. And
Janice Porter:it's interesting when you look and analyze your
Janice Porter:clients and see how many are like this and how many are like
Janice Porter:this or even and so on, you start to do see things do stand
Janice Porter:out in that you you've enjoyed that experience, perhaps
Janice Porter:differently with one client versus another. There's been
Janice Porter:referrals that have come from right. And so you start to see
Janice Porter:where, where you fit, but how you how you are seen by those
Janice Porter:clients. And that's your client, your best client, supposedly.
Janice Porter:Yeah, that's, that's fascinating. It's really
Janice Porter:interesting. I know you have a new book coming out, or no, your
Janice Porter:book just came out.
Chantal Cornelius:It's not it's not out yet. It is. As as we are
Chantal Cornelius:doing this recording. We're all it's June 2024. The book is with
Chantal Cornelius:the proofreader, it should be out in the next month. Okay,
Janice Porter:do we have a name, what's the name of your
Janice Porter:new book,
Chantal Cornelius:The the working title is standout
Chantal Cornelius:strategies, because that's what it's about. It's about what we
Chantal Cornelius:just talked about strategy last year, and it goes into, it goes
Chantal Cornelius:into a lot more detail. It talks about how to identify the
Chantal Cornelius:strategies, and we'll come on to that in a minute. It talks about
Chantal Cornelius:how to use it in your sales and marketing, but also how to use
Chantal Cornelius:it in your delivery. Because if you sell to a client saying, I'm
Chantal Cornelius:going to promise you certainty, and then you deliver something
Chantal Cornelius:else, they're not going to stick around. And again, that's,
Chantal Cornelius:that's where it strengthens the relationship where you build on
Chantal Cornelius:what they what they bought from you what they wanted to buy from
Chantal Cornelius:their feelings they wanted when they first signed up with you.
Janice Porter:So I had an interesting thing happened just
Janice Porter:recently, where someone reached out to me as I was a referral,
Janice Porter:actually, someone that I knew years ago, and she had said, I
Janice Porter:guess they were looking for someone to do a presentation for
Janice Porter:one of their clients for LinkedIn. And it was to start as
Janice Porter:a lunch and learn as an intro. And when this person reached out
Janice Porter:to me and said, You know, I need to I'm looking for this for this
Janice Porter:type of client. And what would you charge? Well, for me, I
Janice Porter:can't just like, I want to know all the details first, like
Janice Porter:who's the audience? And, and, you know, and she said something
Janice Porter:in her email about how there was a possibility of more work. But
Janice Porter:the the management team had to buy in to this whole thing about
Janice Porter:LinkedIn first, as well. She said, as well. And I thought,
Janice Porter:well, if I'm going to be talking to the, the employees, and the
Janice Porter:management haven't come on side yet, there's, there's a
Janice Porter:disconnect, right? And all of this stuff. So before I could
Janice Porter:even talk to her, I did ask her a bunch of questions. And then
Janice Porter:she says, Oh, we've decided not to do this right now. And now I
Janice Porter:don't have to talk money at all. But now I want to talk to her to
Janice Porter:just to give her an idea of that, like that would have
Janice Porter:probably been a waste of money. Because, right, do you see? So
Janice Porter:there's so much around connection? And emotion? Yeah,
Janice Porter:don't worry about the strategies, because I think it
Janice Porter:would be speaking to a group of people that weren't ready.
Chantal Cornelius:Yeah, absolutely. Yeah. And it often
Chantal Cornelius:happens as well, you know, I might be referred to a company.
Chantal Cornelius:Or I might have a connection with one person. But they said,
Chantal Cornelius:Well, I'm not I'm not the person who makes the decision. But if
Chantal Cornelius:I've got, if I've got a really good connection with them that
Chantal Cornelius:that's a good start. Sure, they might then pass me on to the
Chantal Cornelius:finance department, and I don't have a connection with them. And
Chantal Cornelius:that's, it's about building connections and relationships
Chantal Cornelius:with everybody in the organization, who is involved in
Chantal Cornelius:making the decision. This is what I love working with, with
Chantal Cornelius:coaches and speakers, because there's just them in the
Chantal Cornelius:business. They're the ones who make the makers agree, I want
Chantal Cornelius:this. Yes, cuz otherwise, yeah, it can get get tricky when
Chantal Cornelius:somebody says, I'd love to work with you, but I have to pass you
Chantal Cornelius:on to the management team. Yeah, in those situations, there's
Chantal Cornelius:more relationship building to be done. But it's also about using
Chantal Cornelius:the relationship you've got with whoever you have that
Chantal Cornelius:relationship with because they'll champion you. And
Chantal Cornelius:they'll there'll be a raving fan, right? Getting to know them
Chantal Cornelius:even better and helping them effectively sell you into the
Chantal Cornelius:into the rest of the business.
Janice Porter:Right. So I also know that you happen to be that
Janice Porter:to have a designation that is coveted by amazing speakers like
Janice Porter:yourself and very difficult to get and that is CSP right. Is it
Janice Porter:called that over there?
Chantal Cornelius:It's not no I'm I'm a I'm a member of the
Chantal Cornelius:professional speaking association in the UK. Yes. And
Chantal Cornelius:we have a level called fellow. So
Unknown:sounds so British. That's so it's
Chantal Cornelius:beautifully brilliant. Yes, I'm a fellow of
Chantal Cornelius:the PSA. Okay, isn't quite on a par with CSP. Oh, okay.
Chantal Cornelius:Professional. is a it's a it's an international standard. It's
Chantal Cornelius:something I am Working towards I'd love to I would love to get
Chantal Cornelius:to CSB I need to do more international speaking.
Janice Porter:Oh, okay. Yeah. But I know how huge it is. Yes,
Janice Porter:yeah.
Chantal Cornelius:It's massive. I am always looking for what
Chantal Cornelius:next? What can I do next? I was I was talking to one of my
Chantal Cornelius:coaches earlier today who saw me speak. I said, right, what next?
Chantal Cornelius:What do I need to work on next to keep improving? And she said,
Chantal Cornelius:You did a great job. I said, I know. And it gets even better,
Chantal Cornelius:even if it's just a tiny little thing, a tiny little step. So
Chantal Cornelius:always looking to always looking to improve. So
Janice Porter:when you when you speak for that purpose for, you
Janice Porter:know, as a keynote speaker correct, because I can't speak.
Janice Porter:So do you speak on the success strategies, or the standout
Janice Porter:strategies? Or do you that? Yes. Is it a keynote speech
Chantal Cornelius:that most of the time I speak about stand up
Chantal Cornelius:strategies, and I do some keynote, I love running
Chantal Cornelius:workshops as well, though I love like, Yo, I'm a trainer, I give
Chantal Cornelius:people worksheets and saying, Hey, you are do do this. Let's
Chantal Cornelius:have a play with it. I do also sound out strategies. And mostly
Chantal Cornelius:when I speak about, I've just been invited to speak at a
Chantal Cornelius:conference in Paris later this year. And I spoke for them
Chantal Cornelius:recently on the stand out strategies, and they've said,
Chantal Cornelius:right, we want you to come back to the conference in Paris in
Chantal Cornelius:December, November. What next? So I'm actually I'm doing
Chantal Cornelius:something different for them. But it's actually going to be an
Chantal Cornelius:ABC have marketing for speakers and businesses because that's,
Chantal Cornelius:that's really important, too. But mostly, mostly, I mean, I
Chantal Cornelius:can I'm speaking at an online event in Malaysia in a couple of
Chantal Cornelius:weeks time about networking. I'm flying out to Switzerland later
Chantal Cornelius:on this month to run a masterclass on presentation
Chantal Cornelius:skills. I do all sorts of weird and wonderful stuff. It's all
Chantal Cornelius:around marketing. Sure. Because if a client says, Oh, we know
Chantal Cornelius:that you're really good at this, can you do it? Okay. Standard
Chantal Cornelius:strategies is was
Janice Porter:about Okay, so let's say it's not standout
Janice Porter:strategies. Now you're talking about some other different
Janice Porter:things that you just mentioned? How long is the is the run up to
Janice Porter:getting ready? What does that involve? Oh,
Chantal Cornelius:that's a fabulous question. Love that.
Chantal Cornelius:It's something that I realized I don't do enough of I don't do
Chantal Cornelius:enough preparation. And for that person to that's why I'm asking.
Chantal Cornelius:Okay, the last time I spoke, I came off stage thinking, I did
Chantal Cornelius:not do a very good job. Didn't get a properly I didn't get
Chantal Cornelius:enough engagement from the audience. It just it just didn't
Chantal Cornelius:feel like I'd been on my A game. And I reflected and thought,
Chantal Cornelius:like, what what do I what do I need to change? And what I
Chantal Cornelius:realized was that I'd gone into it thinking, Oh, I know my
Chantal Cornelius:stuff. I'm okay, I can get up there and do it. And I hadn't
Chantal Cornelius:spent enough time Pindell in a warm up for a start. So if I can
Chantal Cornelius:the half hour before I go on stage, I'm backstage somewhere
Chantal Cornelius:doing vocal warm ups and flailing my arms around really?
Chantal Cornelius:Yeah. And I don't I don't do enough of that. Sometimes at
Chantal Cornelius:smaller events, you can't do that. You can't go and hide.
Chantal Cornelius:Yeah, and then they go out on speaker. So I have I have tricks
Chantal Cornelius:where I'll be at the back of the room doing breathing exercises
Chantal Cornelius:where nobody can see me. So that's kind of the half hour
Chantal Cornelius:before. But what I actually need to do a lot more of is is the
Chantal Cornelius:day of and the day before and the week before of looking at
Chantal Cornelius:the next talk and going okay, right, I need to sit and
Chantal Cornelius:rehearse this. Not so that I know it word for word, but so
Chantal Cornelius:that if I do lose my way, or if I'm using slides, and the power
Chantal Cornelius:goes, I still need to be able to get through the session without
Chantal Cornelius:using slides as prompts. Or if somebody says and I have again,
Chantal Cornelius:I had this recently, they say I know we promised you 40 minutes,
Chantal Cornelius:but can you do it in 20? Back back? Yeah, yeah, I get that I
Chantal Cornelius:had I had that recently. I literally as I went or as I went
Chantal Cornelius:onstage, they said, Okay, you've still got an hour to do this.
Chantal Cornelius:We're starting half an hour late, but we still want you to
Chantal Cornelius:do an hour. And I had a timing screen with me that the audience
Chantal Cornelius:couldn't see. And I got to 40 minutes. And the emcee walked up
Chantal Cornelius:to me and said, You've got two minutes to go. You've got to
Chantal Cornelius:close in two minutes. What Okay, so yeah. Hey, you're the client.
Chantal Cornelius:I'll do what you say. So
Janice Porter:do you ever take that personally, like I
Chantal Cornelius:used to? Yeah, I've learned not to Yeah,
Chantal Cornelius:because actually you get more brownie points by closing in two
Chantal Cornelius:minutes and having the organizer go. That was amazing. Thank you.
Chantal Cornelius:You got up on time. I have seen speakers go No, I'm sorry. I'm
Chantal Cornelius:here for an hour. Yeah, I saw I saw one last year who started
Chantal Cornelius:late because there was a technical issue. And I think, I
Chantal Cornelius:don't know, I think he had 14 minutes. And there was a timing
Chantal Cornelius:screen in front of him. And after the technical hiccup,
Chantal Cornelius:which took about five minutes to sort out, he said to the
Chantal Cornelius:organizer, um, could you reset the timing screen for you? So I
Chantal Cornelius:get my 40 minutes? No, yeah. Yeah. So there are there are
Chantal Cornelius:there are there are ways of shaking up look good. And having
Chantal Cornelius:the organizers love you. So so the preparation, the rehearsal
Chantal Cornelius:is all about being able to cope with that so that when something
Chantal Cornelius:goes wrong, let's throw something extra, or even they
Chantal Cornelius:say, I know, we booked you for 40 minutes, but our next speaker
Chantal Cornelius:hasn't turned up? Can you do another? 40? It's my favorite I
Chantal Cornelius:love I need I need to have more rehearsal time is okay. Yeah, I
Chantal Cornelius:need to do this. There's no set amount of time for preparation.
Chantal Cornelius:But it's, well, it's often a decent amount definite. So let
Janice Porter:me ask you this, then you have a loose idea of
Janice Porter:you know, where things are going to land in the timeframe that
Janice Porter:you're supposedly have. And then you want to involve the
Janice Porter:audience, you want to engage with the audience? So I'm
Janice Porter:guessing I know that I think I know the answer to this. But But
Janice Porter:I'm curious. What you will say in that. When you start
Janice Porter:something, when you do that, when you then reach out and ask
Janice Porter:a question or, you know, get people to raise their hands or,
Janice Porter:or whatever. Yeah. Does that ever throw you off in the
Janice Porter:timing? does it send you sideways? Because something
Janice Porter:happens with you know, somebody's answer or anything
Janice Porter:like that?
Chantal Cornelius:Oh, all the time. Yeah. All the time. There
Chantal Cornelius:are so many there are so many things that can go wrong. You
Chantal Cornelius:can ask a question, and nobody puts their hand up. Can you get
Chantal Cornelius:Tumbleweed? You can you can ask a question where you think you
Chantal Cornelius:know the answer. And everybody gives you the opposite answer.
Chantal Cornelius:So how many of you experienced this? And they'll go, No, never.
Chantal Cornelius:We experienced that. Instead. Audience members contradicting
Chantal Cornelius:you get no that's not right. That's that's a that's a fun
Chantal Cornelius:one. Audience members asking questions that take you take you
Chantal Cornelius:off the tangent and they go, Well, I've got a question. It's
Chantal Cornelius:not actually about the strategies. It's not LinkedIn.
Chantal Cornelius:Can we talk about LinkedIn? Okay. Yeah. So So again, it's
Chantal Cornelius:about it's about being prepared for that. And it's, if it's a
Chantal Cornelius:complete tangent question, I'll say, I'm really sorry. We don't
Chantal Cornelius:have time to cover that today. Find me afterwards. Yeah. I'll
Chantal Cornelius:I'll I'll be in the bar on Yeah. Yeah. There's an awful lot of
Chantal Cornelius:thinking on your feet. Exactly.
Janice Porter:Yes. And and have you done much speaking in the
Janice Porter:US?
Chantal Cornelius:Not yet. No, no, I haven't. I am. I'm coming
Chantal Cornelius:to a conference in Denver in August 24. That will be my first
Chantal Cornelius:adventure into the states. No, at the moment, I'm doing a lot
Chantal Cornelius:in the in the UK and in Europe. And I've also been to South
Chantal Cornelius:Africa and Singapore. This is
Janice Porter:well, I was just curious, because every audience
Janice Porter:in every nation is going to be different, right? And I imagine
Janice Porter:the US audience will be very different from the UK audience
Janice Porter:very different. Yeah, very different.
Chantal Cornelius:The The other thing I'm noticing is that I
Chantal Cornelius:deliver in English. And I've been asked to present at
Chantal Cornelius:conferences in France and Germany, where the majority of
Chantal Cornelius:the audience speaks French or German. Oh, and I did one in
Chantal Cornelius:Portugal for a Brazilian company, who was who speak
Chantal Cornelius:Brazilian Portuguese. Now they had translators in the room. So
Chantal Cornelius:I had to speak slowly and clearly in my best English.
Chantal Cornelius:Translate, but I've also my most recent one was it was it was a
Chantal Cornelius:presentation in Paris to a French audience. And they had
Chantal Cornelius:translation running through PowerPoint. So it was on the on
Chantal Cornelius:the screen behind me. It worked quite well, because I've learned
Chantal Cornelius:to speak more slowly. And clearly, it has, but things like
Chantal Cornelius:like jokes, or various depending on you know, even I have I've
Chantal Cornelius:had jokes that I've tried that fall flat with an American
Chantal Cornelius:audience when I presented online in the States, and I've done the
Chantal Cornelius:same job to a German crowd and they love it. And yeah, so yeah,
Chantal Cornelius:I had to do a lot of research into what works and what doesn't
Chantal Cornelius:and what you know, when I'm when I'm taking a briefing from a
Chantal Cornelius:client from the organizers. Okay, tell me about your
Chantal Cornelius:audience. Yeah, the Singapore conference was interesting,
Chantal Cornelius:because we had we had people from India and Malaysia and
Chantal Cornelius:Australia and the states and Singapore itself is a
Chantal Cornelius:multinational company. So you've just got to be really aware of
Chantal Cornelius:what languages people speak how good their English is or not.
Chantal Cornelius:And I was with the with the French crowd, I translated the
Chantal Cornelius:key words from the strategies, I translated them into French with
Chantal Cornelius:some help from from a French speaker that goes down really
Chantal Cornelius:well, they, you and you try, and you try one of one of the words,
Chantal Cornelius:so I'm gonna, I'm gonna get this wrong. And my apologies to any
Chantal Cornelius:French speakers who are listening, because growth in
Chantal Cornelius:French sounds a bit like cross on that croissant is what I had
Chantal Cornelius:for breakfast in Paris. So I may because I said to them, how do
Chantal Cornelius:you pronounce this and they all shouted down to me, and I said,
Chantal Cornelius:but that sounds like croissant. I had that for breakfast. And
Chantal Cornelius:that that was a joke that work. They love that little spare part
Chantal Cornelius:of me. It's about relationship building.
Janice Porter:Yes. And it's really a lot of just being
Janice Porter:yourself and and, you know, trying things out and showing
Janice Porter:that you that you know that they're different from you. And
Janice Porter:you know that, but we're all the same in the end, you know, like,
Janice Porter:so let me just ask you this. Before we wrap up a couple of
Janice Porter:quick things that I like to ask my audience. Well, actually,
Janice Porter:before I do that, no, I have one more question that came to me,
Janice Porter:from what you just said. So how much of your time do you spend?
Janice Porter:Speaking? And how much of your time do you spend working with
Janice Porter:clients on their marketing based on your standout strategies? And
Janice Porter:which do you like to do best?
Chantal Cornelius:Oh, I'm gonna answer the second bit of the
Chantal Cornelius:question. I love both. Okay, not doing both. I love being on
Chantal Cornelius:stage and running workshops. I also love mentoring one to one
Chantal Cornelius:with clients. Because when I see when I see them get it when I
Chantal Cornelius:see the light bulbs going off, and they go, oh, and now I
Chantal Cornelius:understand it. And then when they share their successes with
Chantal Cornelius:me, I get messages all the time from Oh, I got a speaking gig.
Chantal Cornelius:I've got new client, I've done this. I've done that. I love I
Chantal Cornelius:love that. So yeah, it's it's, it's and I love the mixture.
Chantal Cornelius:Because way speaking in Outer Mongolia, and if the Wi Fi is
Chantal Cornelius:good, I can still do mentoring calls with clients.
Janice Porter:So you're speaking is your lead into
Janice Porter:getting those new clients.
Chantal Cornelius:It's a mixture. There's some there's
Chantal Cornelius:some paid speaking work. And then there's also some I speak
Chantal Cornelius:to promote the business. So there's, there's a real a real
Chantal Cornelius:mixture, so but I love I love the variety. It's it's good fun.
Chantal Cornelius:Yeah, that's in terms of how much time is spent. I'm probably
Chantal Cornelius:doing more mentoring at the moment than speaking. Because
Chantal Cornelius:the actual speaking part, you know, I might be on stage for an
Chantal Cornelius:hour, 40 minutes. But that takes time is the traveling if I'm if
Chantal Cornelius:I'm flying somewhere. So that takes time. But I've also
Chantal Cornelius:learned to sleep on planes and get work done at airports.
Janice Porter:Yes, I'm sure long
Chantal Cornelius:trains. I got loads of work done on a train
Chantal Cornelius:yesterday, I had a two hour train journey. And then an hour
Chantal Cornelius:between meetings sitting at a hotel. I got loads of work done
Janice Porter:so well. That's good. If you Yeah, I'm beyond
Janice Porter:that. Now. I think traveling is I used to travel a lot more when
Janice Porter:I was young. So okay, so my two questions. One is my curiosity
Janice Porter:question. I love that word in itself curiosity. And I'm a very
Janice Porter:curious person. So my question for you is two part one, do you
Janice Porter:believe curiosity is innate or learned? And what are you most
Janice Porter:curious about these days?
Chantal Cornelius:I suspect I've always been very curious. I
Chantal Cornelius:don't think I've learned to be curious. I think I think I was
Chantal Cornelius:curious. Anyway, I was nosy as a child. I I'm still nosy I love I
Chantal Cornelius:love finding out about other people I want to know about
Chantal Cornelius:them. So I think I had it in me anyway, I've probably learnt to
Chantal Cornelius:use it more in business, particularly for building
Chantal Cornelius:relationships. If I'm having a sales conversation with a
Chantal Cornelius:potential client, I spend most of my time asking questions
Chantal Cornelius:about them and their business. And eventually they'll go Oh,
Chantal Cornelius:you're gonna tell me about your business. Oh,
Unknown:that's perfect, right? Yeah. So
Chantal Cornelius:what am I curious about? I'm curious about
Chantal Cornelius:about potential clients. I love I love getting to know them. I'm
Chantal Cornelius:I'm curious about what makes a great speaker that's that's the
Chantal Cornelius:other thing and kind of how I'm curious about how I can can get
Chantal Cornelius:to the get to the top of my game. We Yeah, I haven't won any
Chantal Cornelius:awards yet for speaking and I need to do that. So yeah. I'm
Chantal Cornelius:curious for me for it for learning about about what next?
Chantal Cornelius:I've been doing improv and stand up comedy and all sorts of
Chantal Cornelius:things as a way of developing my speaking so yeah, that's that's
Chantal Cornelius:my that's my big curiosity at the moment.
Janice Porter:Fantastic. I love that. Thank you. Thank you for
Janice Porter:sharing that. And would you say you in terms of how you get your
Janice Porter:information or and or enjoy fiction even because I mostly
Janice Porter:don't do fiction, but that's why I'm asking do you read? Do you
Janice Porter:listen? Do you watch? Like, what? What is your thing? I,
Chantal Cornelius:I? I'm very old fashioned. I like reading
Chantal Cornelius:books. You know, the paper ones? Yes, yes. When I was, when I was
Chantal Cornelius:a kid, when I got a book for Christmas, the first thing I
Chantal Cornelius:would do is open it up and smell the inside of the smell of new
Chantal Cornelius:books. My first weekend job was at a bookstore in England. I've
Chantal Cornelius:always loved books. I love second hand books as well. So
Chantal Cornelius:I'm surrounded by books in my office. So yeah, I read. I'm
Chantal Cornelius:much happier reading. I don't like it when somebody says, Oh,
Chantal Cornelius:can I send you a PDF to read? No, no. I end up printing it out
Chantal Cornelius:sometimes. So yeah, paint paint paper books Am I Am I thing? I
Chantal Cornelius:tend to, I do listen to more podcasts now. Because I can do
Chantal Cornelius:that while I'm walking the dog or outside in the garden. And I
Chantal Cornelius:can I can take a podcast with me. And you can't you can't read
Chantal Cornelius:while you're riding a horse.
Janice Porter:It's funny. Yeah. You reminded me that the very
Janice Porter:first book I ever remember, as as a special book was one that I
Janice Porter:went I was born in England, and I went to school in England from
Janice Porter:age four to age eight, where I was nine, nine when we came to
Janice Porter:Canada. And in England, in the school, I went to public school,
Janice Porter:and they used to have as a teacher, I wasn't an elementary
Janice Porter:teacher. I'm abhorred by what they did when I was in school.
Janice Porter:So they they had us sitting in the classroom, in the order of
Janice Porter:who was the smartest, who sat at the back of the room. And all
Janice Porter:the way to the front where the less smart children were in our
Janice Porter:classroom. Everybody knew it, like our kids, we all knew. And
Janice Porter:it was it was I mean, I think about that now I you know, I
Janice Porter:just anyway, so they gave awards, academic awards, each, I
Janice Porter:don't know, each. They weren't semesters, but each year,
Janice Porter:whatever. And I was always at the top of my class, I was
Janice Porter:either the first or the second seat, like at the back. And I
Janice Porter:won an award each time and they were always books, and the very
Janice Porter:first book that I got was Wind in the Willows. Oh, no. And
Janice Porter:inside, I've still got it. And inside the book, it was
Janice Porter:calligraphy first place, Janice, and my last name, you know, and
Janice Porter:when, what my form was, anyway, but it's, it's kind of
Janice Porter:frightening in one way. But it was also something I'll never
Janice Porter:forget, because that my love of books came from there. But I'm
Janice Porter:with you. I love to read them too. But, but I also love
Janice Porter:podcasts. And there's so many good ones out there. Thank you
Janice Porter:so much for being on my podcast. Thank you for being an amazing
Janice Porter:guest and for sharing your standout strategies. With me
Janice Porter:very
Chantal Cornelius:welcome. I've realized that we haven't
Chantal Cornelius:actually talked about how people can find out what their strategy
Chantal Cornelius:is. That's
Janice Porter:right. So go ahead and do it. So you'll have
Janice Porter:to come back by the way, too, when that's the other thing that
Janice Porter:we have so much to say. And so little time.
Chantal Cornelius:I know, I'll come back, but we lovely. So if
Chantal Cornelius:you go to my website, which is apple tree uk.com. And you click
Chantal Cornelius:on the take the test link, and there is a page there, where you
Chantal Cornelius:can take the test, follow the instructions, take the test,
Chantal Cornelius:send, send it send the form through to me and I put the I
Chantal Cornelius:run it through a little bit of software, and I will then send
Chantal Cornelius:out anyone who does it, I send out a report that says this is
Chantal Cornelius:the strategy of the five that will make your business stand
Chantal Cornelius:out. It also shows the language that you can then use in your
Chantal Cornelius:marketing. So we talked earlier about me using the certainty
Chantal Cornelius:language and it will be the same for you Jannetty and use
Chantal Cornelius:certainty language in your marketing. And that's what will
Chantal Cornelius:build the relationship with the potential client when they look
Chantal Cornelius:at it and go up. She gets me she understands me. So yeah, Bob,
Chantal Cornelius:pop on over to take the test on apple tree uk.com. And you can
Chantal Cornelius:go from there. Perfect.
Janice Porter:And I will put that in the show notes.
Janice Porter:Absolutely. And I will do that as well. I've got it up now so
Janice Porter:that I can see it. Yeah. So thank you again, thank you for
Janice Porter:being here and for sharing your wisdom with my audience. Thank
Janice Porter:you to my audience for being here. As usual. I appreciate
Janice Porter:you. And if you like what you heard, please leave a review we
Janice Porter:always appreciate Keep that and remember to stay connected and
Janice Porter:be remembered
