1 00:00:01,439 --> 00:00:03,779 Janice Porter: Hello, everyone, and welcome to this week's 2 00:00:03,809 --> 00:00:08,159 episode of relationships rule. My special guest today is 3 00:00:08,159 --> 00:00:12,329 Chantel Cornelius, from Apple Tree marketing all the way from 4 00:00:12,359 --> 00:00:16,199 England, and I am so excited to talk to her today. Please, 5 00:00:16,409 --> 00:00:19,919 welcome, please let me just welcome you first to the show. 6 00:00:20,580 --> 00:00:22,560 Chantal Cornelius: Thank you, Janice. It's lovely to be here. 7 00:00:23,280 --> 00:00:26,880 Janice Porter: You're most welcome. I wanted to tell my 8 00:00:26,880 --> 00:00:30,600 audience that, you know, Chantal has been around for a long time 9 00:00:30,600 --> 00:00:34,980 in doing the work that she does. She's a pro. She is She founded 10 00:00:34,980 --> 00:00:39,090 Apple Tree marketing in 2000. The year 2000, which seems like 11 00:00:39,360 --> 00:00:43,080 it was yesterday, but it really was a long time ago now. Oh, my 12 00:00:43,080 --> 00:00:47,640 goodness. And and you work with coaches, consultants and 13 00:00:47,640 --> 00:00:50,520 speakers that want to grow their business and achieve their goals 14 00:00:50,520 --> 00:00:53,670 through making strong emotional connections with their clients? 15 00:00:53,700 --> 00:00:56,310 Chantal Cornelius: Correct? Yes, absolutely. It? Yeah, 16 00:00:56,670 --> 00:00:59,490 Janice Porter: I think I think the thing that that when I first 17 00:00:59,520 --> 00:01:03,090 came, was introduced to you and your work. The thing that hooked 18 00:01:03,090 --> 00:01:09,270 me immediately was that you it says in your bio, that the key 19 00:01:09,270 --> 00:01:13,050 to that you believe that the key to standing out from competitors 20 00:01:13,050 --> 00:01:17,490 is to build strong, long lasting relationships with clients. 21 00:01:17,640 --> 00:01:21,990 Well, obviously, you know what I do my, my podcast is called 22 00:01:21,990 --> 00:01:26,100 relationships rule. I couldn't agree more. And so I felt the 23 00:01:26,100 --> 00:01:30,330 need to find out more and how you work with that. So please 24 00:01:30,360 --> 00:01:32,970 tell me, where did that come from for you. 25 00:01:34,650 --> 00:01:40,200 Chantal Cornelius: That all came about, because I spent a lot of 26 00:01:40,200 --> 00:01:44,250 time looking at HR, I spent a lot of time listening to clients 27 00:01:44,250 --> 00:01:47,970 saying I'm really struggling to show people what makes me 28 00:01:47,970 --> 00:01:51,210 different to know coaching and speaking, it's a really 29 00:01:51,210 --> 00:01:55,650 competitive industry. And so my clients were struggling to stand 30 00:01:55,650 --> 00:01:59,010 out from all of the other coaches, consultants, speakers 31 00:01:59,070 --> 00:02:03,930 that are out there. A lot of people use USPS unique selling 32 00:02:03,930 --> 00:02:07,680 points unique selling propositions. And I just I 33 00:02:07,680 --> 00:02:10,170 started listening to what my clients were saying. And they 34 00:02:10,170 --> 00:02:13,650 were all saying the same thing. I'm different, because I've been 35 00:02:13,650 --> 00:02:17,160 doing it for 20 years, or I, whatever it was, and it was all 36 00:02:17,160 --> 00:02:20,250 the same. And I thought there's got to be a better way of doing 37 00:02:20,250 --> 00:02:25,230 this. So I started digging and researching. And this was back 38 00:02:25,230 --> 00:02:31,050 in 2015, that I started doing this. And what I discovered is 39 00:02:31,050 --> 00:02:35,670 that what really makes people stand out in business is the 40 00:02:35,670 --> 00:02:39,390 relationships that they build with their clients. And the fact 41 00:02:39,390 --> 00:02:43,260 that the relationships are built on emotions. Now that might 42 00:02:43,260 --> 00:02:46,560 sound fairly obvious. But the next level that I got to was 43 00:02:46,590 --> 00:02:52,590 that these emotions are not what we feel as the the coach, the 44 00:02:52,590 --> 00:02:56,100 consultant, the supplier, but it's what the clients want to 45 00:02:56,100 --> 00:02:59,760 feel. And there's a there's an important point here that we 46 00:02:59,760 --> 00:03:03,240 can't make anyone feel anything, you know, I can't, I can't make 47 00:03:03,240 --> 00:03:07,530 you feel happy, Janice, do things that might make you feel 48 00:03:07,530 --> 00:03:10,920 happy, but I can't make you feel happy or sad or anything. So 49 00:03:10,920 --> 00:03:13,920 it's very much about understanding the emotions that 50 00:03:13,920 --> 00:03:18,750 our clients want to feel. And then using that to build the 51 00:03:18,750 --> 00:03:22,170 relationship, because the need there needs to be there needs to 52 00:03:22,170 --> 00:03:26,280 be a match. So if I have clients who want to feel safe, and 53 00:03:26,280 --> 00:03:30,360 looked after, when I deliver that to them, or when I promised 54 00:03:30,360 --> 00:03:34,770 that in my marketing, they go, Oh, yes, I want that. Whereas if 55 00:03:34,770 --> 00:03:37,950 I had a potential client, and I do get this potential clients 56 00:03:37,950 --> 00:03:42,000 come and say, I want to I want to feel inspired and challenged 57 00:03:42,000 --> 00:03:45,450 and motivated. And I go, that's not really me. That's not the 58 00:03:45,450 --> 00:03:50,130 type of marketing that I do. And I refer them to somebody. It's 59 00:03:50,130 --> 00:03:53,100 about it's about it's about finding, finding that common 60 00:03:53,100 --> 00:03:56,040 ground that relationship it's it's all about relationships, 61 00:03:56,040 --> 00:03:56,730 and you know that 62 00:03:56,790 --> 00:04:00,000 Janice Porter: yeah, it totally and it's interesting, though, 63 00:04:00,000 --> 00:04:09,930 because when you when you first meet people, it's it is a 64 00:04:09,930 --> 00:04:13,110 feeling, right? It's it's the connection is either there or it 65 00:04:13,110 --> 00:04:17,970 isn't for me right away. And and that's not the same with 66 00:04:17,970 --> 00:04:22,020 everybody. Because some people guard their feelings, right? And 67 00:04:22,020 --> 00:04:25,260 they're, you know, they're testing the waters before you 68 00:04:25,260 --> 00:04:29,910 can get in there and see what they're really like. So, right 69 00:04:29,910 --> 00:04:35,040 so how do you how do you break through that? Like, is it 70 00:04:35,040 --> 00:04:38,940 through the right kind of questioning? Is it how do you or 71 00:04:38,970 --> 00:04:43,290 do you have to teach your clients how to do those those 72 00:04:43,290 --> 00:04:45,120 things? It's, 73 00:04:45,150 --> 00:04:47,400 Chantal Cornelius: it's a bit of both. When I when I started 74 00:04:47,400 --> 00:04:51,390 doing the research, I realized that I could quite quickly tell 75 00:04:51,600 --> 00:04:55,500 what somebody was wanting to feel by gut feel. You know, I 76 00:04:55,500 --> 00:04:59,130 would get a feeling and you may get this you might meet somebody 77 00:04:59,130 --> 00:05:02,280 at an event apart. Tea and really quickly you go, Oh, I 78 00:05:02,280 --> 00:05:04,530 really like this person, I want to spend more time with them or 79 00:05:04,530 --> 00:05:08,250 you get oh, no, I don't want to spend time, right. And a lot of 80 00:05:08,250 --> 00:05:11,700 it is because the research that's been done by other people 81 00:05:11,820 --> 00:05:17,070 is showing that 95% of our decisions are made 82 00:05:17,100 --> 00:05:22,860 subconsciously. So our subconscious brain, before we've 83 00:05:22,860 --> 00:05:26,070 even consciously realized what's going on our subconscious brain 84 00:05:26,070 --> 00:05:28,710 is going, I don't like this person, or I do like this 85 00:05:28,710 --> 00:05:31,980 person, or I don't like what they're wearing. You know, we 86 00:05:31,980 --> 00:05:34,560 talk a lot about first impressions being so important. 87 00:05:34,620 --> 00:05:37,860 And they are because the subconscious brain is the one 88 00:05:37,860 --> 00:05:42,840 that is checking you out. So I might go, Oh, I love your 89 00:05:42,840 --> 00:05:46,080 glasses. I love the color of your of your sweater. But my 90 00:05:46,080 --> 00:05:48,360 subconscious brain has already gotten I don't like that color. 91 00:05:50,520 --> 00:05:54,660 I do, by the way, I love I love the color. So we have to be 92 00:05:54,660 --> 00:05:58,680 really careful in listening to our subconscious brain. And 93 00:05:58,680 --> 00:06:04,410 it's, it's 95% of what goes on. And it's emotional. Yeah, the 94 00:06:04,410 --> 00:06:08,850 conscious brain then chips in with the final 5% of rational 95 00:06:08,850 --> 00:06:12,960 decision making of going, well, actually, I think I will talk to 96 00:06:12,960 --> 00:06:17,580 this person. But quite often if your gut feel is I don't want to 97 00:06:17,580 --> 00:06:20,430 talk to this person. And then your rational brain goes on, 98 00:06:20,430 --> 00:06:24,540 we'll give it a go. Actually, the subconscious the gut feel is 99 00:06:24,540 --> 00:06:28,140 what's is what's right. A lot. Yes. 100 00:06:29,340 --> 00:06:33,360 Janice Porter: So we think that, you know, when you said that, 101 00:06:33,780 --> 00:06:36,390 Oh, I love your glasses or the color of your glasses or 102 00:06:36,390 --> 00:06:41,550 whatever. If it's not coming from a true place. Can you tell? 103 00:06:44,670 --> 00:06:45,600 Chantal Cornelius: As in? 104 00:06:48,000 --> 00:06:50,880 Janice Porter: Well, you talked about it. Well, you talk about 105 00:06:50,910 --> 00:06:57,690 you know, the majority of the of the feelings come from the, the 106 00:06:57,690 --> 00:07:04,470 subconscious. Yeah. And if, if you are a phony about how, Oh, 107 00:07:04,470 --> 00:07:07,980 you look lovely today to see and you tell? Yeah, 108 00:07:09,030 --> 00:07:11,580 Chantal Cornelius: sometimes I can Yeah, I'm getting, I'm 109 00:07:11,580 --> 00:07:15,720 getting better at it. And I'm fascinated by people. And by 110 00:07:15,720 --> 00:07:20,250 watching people, and I've, I've learned in the last four or five 111 00:07:20,250 --> 00:07:23,940 years, I think, to really let go of my barriers, I used to spend 112 00:07:23,940 --> 00:07:28,020 a lot of time worrying about what I thought other people 113 00:07:28,020 --> 00:07:31,680 thought of me. So I would always be I would always put on a kind 114 00:07:31,680 --> 00:07:34,950 of a business face and a front like no, this is this is the 115 00:07:35,160 --> 00:07:38,880 this is the business way of doing it. And for various 116 00:07:38,880 --> 00:07:43,440 reasons. Over the last five or six years, a lot of those 117 00:07:43,440 --> 00:07:46,320 barriers have dropped away and I am much more you know, this this 118 00:07:46,320 --> 00:07:49,110 is who I am, if not tough. 119 00:07:50,370 --> 00:07:52,740 Janice Porter: Well, I think that comes with age. I hate to 120 00:07:52,740 --> 00:07:58,170 say this, but yeah, I guess and experience and experience. Yes. 121 00:07:58,500 --> 00:08:02,970 And feeling more comfortable in who you are. Right? No. And 122 00:08:02,970 --> 00:08:06,240 always, for sure. Because I think I remember those days to 123 00:08:06,240 --> 00:08:10,110 back when it was really important what shoes I wore. 124 00:08:10,350 --> 00:08:12,510 Yeah, you know, I'm 125 00:08:12,510 --> 00:08:15,480 Chantal Cornelius: still I am still very conscious of what 126 00:08:15,480 --> 00:08:19,260 shoes I wear. You know what I'm speaking on stage. I'm known for 127 00:08:19,260 --> 00:08:21,630 wearing a short dress and a pair of knee length boots. 128 00:08:22,050 --> 00:08:24,150 Janice Porter: Oh, isn't that funny? Okay, yeah. So yeah, 129 00:08:24,150 --> 00:08:25,710 that's kind of my uniform. 130 00:08:25,740 --> 00:08:30,540 Chantal Cornelius: I do it when it's hot. But I still turn up at 131 00:08:30,540 --> 00:08:35,340 events and people go, where are you boots? Or the boots you 132 00:08:35,340 --> 00:08:36,450 wearing tonight? Yeah, 133 00:08:36,870 --> 00:08:40,470 Janice Porter: that's cool. So I know that. Sorry. Go ahead. 134 00:08:40,830 --> 00:08:42,390 Chantal Cornelius: That's right. Gone. No. 135 00:08:42,419 --> 00:08:45,659 Janice Porter: So um, I know that you work a lot with service 136 00:08:45,659 --> 00:08:52,979 based business owners, and you have your system of standout 137 00:08:52,979 --> 00:08:57,809 strategies that you use to help people make that emotional 138 00:08:57,809 --> 00:09:02,429 connection with their clients. Can you would you share those 139 00:09:02,429 --> 00:09:05,279 with us? Would you would you both? Oh, okay. Excellent. 140 00:09:05,309 --> 00:09:08,429 Because I'd love to know, how you what they are and how you 141 00:09:08,759 --> 00:09:11,729 show people how to use them in order to stand out from the 142 00:09:11,729 --> 00:09:12,389 competition. 143 00:09:12,780 --> 00:09:15,210 Chantal Cornelius: Okay, yep, love to so these these 144 00:09:15,210 --> 00:09:18,690 strategies are five that I identified as a result of all 145 00:09:18,690 --> 00:09:21,690 the research that I've been doing into the emotional 146 00:09:21,690 --> 00:09:25,170 connections and the emotions that clients want to feel. And 147 00:09:25,170 --> 00:09:29,010 you did ask me earlier if if I just kind of guessed this or if 148 00:09:29,010 --> 00:09:32,460 there's a way of doing it well, there is and this this is it. So 149 00:09:33,120 --> 00:09:37,830 the strategies I'll run through them quickly, and generally 150 00:09:37,860 --> 00:09:41,280 every business will have one of the five that is the one that 151 00:09:41,280 --> 00:09:45,510 makes their business stand out. So anyone who's who's listening 152 00:09:45,510 --> 00:09:47,760 to this this episode and actually janitor you can do this 153 00:09:47,760 --> 00:09:53,070 too as you're listening to how I explain them out of any any of 154 00:09:53,070 --> 00:09:56,730 the fives that really resonate with you any of that you feel I 155 00:09:56,730 --> 00:09:59,610 gave a talk about this just yesterday and one of the people 156 00:09:59,610 --> 00:10:02,460 in the order He said to me, as I got to number three, he said he 157 00:10:02,460 --> 00:10:05,790 felt the hairs on the back of his neck. So that that for him 158 00:10:05,790 --> 00:10:09,180 was a real way of knowing that was for him. And once I've run 159 00:10:09,180 --> 00:10:12,240 through them, then I'll show you the way to really work out which 160 00:10:12,240 --> 00:10:17,640 one it is perfect. Okay, number one is called certainty. And 161 00:10:17,640 --> 00:10:21,570 this is where this is about being a safe pair of hands for 162 00:10:21,570 --> 00:10:27,030 your, for your customers. I am known as a safe pair of hands in 163 00:10:27,030 --> 00:10:30,900 terms of marketing advice for clients, they don't want me to 164 00:10:30,900 --> 00:10:33,720 say, Oh, what do you think you should do in your marketing, 165 00:10:33,750 --> 00:10:37,290 they want me to tell them, and I'm very strict talking. And I'm 166 00:10:37,290 --> 00:10:41,370 very bossy, especially with my boots on. So so that that for me 167 00:10:41,370 --> 00:10:44,460 is safe pair of hands. It's about it's where clients want to 168 00:10:44,460 --> 00:10:49,260 feel safe and secure and informed and peace of mind. They 169 00:10:49,260 --> 00:10:51,000 want it black and white, basically. 170 00:10:51,720 --> 00:10:54,990 Janice Porter: And they totally trust you. They do Yeah, yeah. 171 00:10:55,230 --> 00:10:57,210 Chantal Cornelius: And it's because I will say to them, 172 00:10:57,210 --> 00:11:01,020 don't do that marketing, do this instead. And then it works. So 173 00:11:01,050 --> 00:11:06,660 so they like that. The second one is called connection. This 174 00:11:06,660 --> 00:11:10,830 is about when this is when clients want to, they want to 175 00:11:10,830 --> 00:11:13,380 feel something, they want to feel part of something bigger, 176 00:11:13,680 --> 00:11:17,160 they might want to feel part of a family or an association or a 177 00:11:17,160 --> 00:11:22,440 tribe. So networking organizations, this is a great 178 00:11:22,530 --> 00:11:28,200 strategy for them. It's not about selling services to people 179 00:11:28,200 --> 00:11:31,200 in the room, it's about bringing people together, it's about 180 00:11:31,440 --> 00:11:36,810 bringing people of a birds of a feather together so that you can 181 00:11:36,930 --> 00:11:39,270 meet the right sort of people that that you that you need to 182 00:11:39,270 --> 00:11:43,500 meet. I don't see this very often for people like coaches 183 00:11:43,530 --> 00:11:47,580 and consultants, and speakers, it happens more with network 184 00:11:47,580 --> 00:11:50,910 with larger organizations. But I did meet an accountancy firm 185 00:11:50,910 --> 00:11:53,610 recently. And for them connection is really strong. 186 00:11:53,880 --> 00:11:56,370 Their clients work with them because they can connect them to 187 00:11:56,370 --> 00:11:58,830 other businesses as what they love about it. Oh, interesting. 188 00:11:58,860 --> 00:12:04,710 Okay. Number three is called contribution. And this is where 189 00:12:04,920 --> 00:12:09,630 clients want to feel part of something beyond just 190 00:12:09,630 --> 00:12:14,850 themselves. A lot of charities use contribution really nicely. 191 00:12:15,180 --> 00:12:22,380 And it's about if I, if I want if I support a charity, if they 192 00:12:22,380 --> 00:12:25,920 say to me, Oh, just pay me some money. There's no There's no 193 00:12:25,920 --> 00:12:30,180 emotional connection there. But if they talk to me about, oh, 194 00:12:30,180 --> 00:12:33,630 there's a fabulous charity called lend with care. I don't 195 00:12:33,630 --> 00:12:36,810 know if it's a charity, but it's a it's an organization where you 196 00:12:36,810 --> 00:12:40,860 can make a small donation and you you lend money to people in 197 00:12:40,860 --> 00:12:45,420 developing countries who need I often, I usually pick the 198 00:12:45,420 --> 00:12:48,150 projects where it's usually a woman, and she's usually wanting 199 00:12:48,150 --> 00:12:49,770 to buy another cattle or a goat 200 00:12:50,040 --> 00:12:53,340 Janice Porter: is saying, No, that's not Cuba. No, it's 201 00:12:53,340 --> 00:12:55,200 Chantal Cornelius: called lend with care. All right, I'm just 202 00:12:55,200 --> 00:12:58,860 kidding, right? Okay, and I get psyched. So I was first 203 00:12:58,860 --> 00:13:02,790 introduced to it by a friend who gave me 30 pounds worth of 204 00:13:02,790 --> 00:13:07,620 donation to give to people. And what's really lovely is I get 205 00:13:07,620 --> 00:13:11,310 regular updates from the people to whom I've lent money, and I 206 00:13:11,310 --> 00:13:14,790 get repayments. Now, repayments might be tiny, it might be $1 a 207 00:13:14,790 --> 00:13:19,560 month. But I've supported a lot of people where they've paid off 208 00:13:19,560 --> 00:13:23,070 their loan, because they bought the cow, the cow is producing 209 00:13:23,070 --> 00:13:25,800 milk, the milk is the milk is going for butter and cheese, 210 00:13:25,800 --> 00:13:28,230 whatever, and they're selling it and then they can afford to pay 211 00:13:28,230 --> 00:13:31,230 the money back and then buy another cow. So I get this kind 212 00:13:31,230 --> 00:13:34,710 of warm, fuzzy feeling. Every time I get a response or an 213 00:13:34,710 --> 00:13:38,790 email from from somebody and then with care to say, this lady 214 00:13:38,790 --> 00:13:41,970 has you know, she she's doing things. It's just it's fab. So 215 00:13:41,970 --> 00:13:46,140 that's, that's an example of contribution. The fourth 216 00:13:46,140 --> 00:13:52,710 strategy is growth. Growth is about personal or professional 217 00:13:52,710 --> 00:13:57,690 growth. It's often about both. I see this a lot with coaches, you 218 00:13:57,690 --> 00:14:01,770 might have a coach for whom growth is a really strong 219 00:14:01,770 --> 00:14:04,890 strategy because their clients come to them saying, I need to 220 00:14:04,890 --> 00:14:09,480 develop myself, I need to be more assertive or braver or more 221 00:14:09,480 --> 00:14:14,100 courageous. And they are attracted to that coach because 222 00:14:14,100 --> 00:14:18,000 that coach is all about helping them to grow. I see it a lot 223 00:14:18,000 --> 00:14:21,780 with coaches and speakers as well for for corporates. So 224 00:14:21,780 --> 00:14:24,690 there might be an organization that says we want to grow, we 225 00:14:24,690 --> 00:14:27,990 want to become bigger, so a business coach or consultant 226 00:14:27,990 --> 00:14:32,460 might come in to help them grow financially. There's often a 227 00:14:32,460 --> 00:14:36,930 link between personal growth and business growth. You might have 228 00:14:37,650 --> 00:14:40,530 an organization that says I don't know our team isn't 229 00:14:40,530 --> 00:14:44,550 working well together, can you come in and fix them? And the 230 00:14:44,550 --> 00:14:47,580 coach will go in and work with the individuals because it's 231 00:14:47,580 --> 00:14:50,220 actually the individuals who need support, and then they 232 00:14:50,220 --> 00:14:54,720 become a more and more cohesive team. So that's growth. And the 233 00:14:54,720 --> 00:15:01,350 final one is called significance which is all about got clients 234 00:15:01,350 --> 00:15:09,270 who want to make more of an impact, who want to stand out, I 235 00:15:09,270 --> 00:15:11,880 actually see this a lot with restaurants, top class 236 00:15:11,880 --> 00:15:14,130 restaurants, I've just written about this in my newsletter, 237 00:15:14,460 --> 00:15:17,220 there are a few that I love going to the food is amazing. 238 00:15:17,460 --> 00:15:23,370 But what is almost better is the service. They, you know, when 239 00:15:23,370 --> 00:15:26,430 you walk into a top class restaurant, and there's somebody 240 00:15:26,430 --> 00:15:28,980 there, there's a host there on the door, and they take your 241 00:15:28,980 --> 00:15:32,490 coat, and they take you in, and they see you in a beautiful 242 00:15:32,490 --> 00:15:36,420 table. And they're just there and they're attentive. And they 243 00:15:36,420 --> 00:15:39,480 might even know you, because you might be irregular, you drop a 244 00:15:39,480 --> 00:15:43,680 fork on the floor. And within moments, another one appears on 245 00:15:43,680 --> 00:15:46,410 the table without you having to say oh, I've dropped my my 246 00:15:46,410 --> 00:15:50,760 thought. And it's all just beautifully slick. And Oh heaven 247 00:15:50,790 --> 00:15:54,870 and you feel special, you feel really cared for and looked on. 248 00:15:55,440 --> 00:15:59,970 So that's that significance. I see it a lot with service 249 00:15:59,970 --> 00:16:03,990 businesses, with individuals, but also with things like yeah, 250 00:16:04,020 --> 00:16:08,010 restaurants, expensive cars, they're not sold on the car, 251 00:16:08,040 --> 00:16:12,780 they're sold on how it makes you feel. Yeah, those those are the 252 00:16:12,780 --> 00:16:13,770 fives that 253 00:16:14,459 --> 00:16:17,039 Janice Porter: so I'm trying to think I'm trying to think what, 254 00:16:17,249 --> 00:16:23,369 yeah, so what's the struggle I'm having is that I'm seeing it as 255 00:16:23,369 --> 00:16:28,349 the client, but then I'm seeing it as how you work with how you, 256 00:16:28,919 --> 00:16:35,489 you're helping them do that for their clients. So, right, so. So 257 00:16:35,489 --> 00:16:38,309 it's that it's really important, Keep 258 00:16:38,310 --> 00:16:40,620 Chantal Cornelius: it keep it keep it simple to start with. 259 00:16:40,620 --> 00:16:44,340 Because if we if we take, if we take me as the marketing 260 00:16:44,340 --> 00:16:51,450 consultant, I have worked out that my clients want certainty. 261 00:16:52,410 --> 00:16:56,220 So through my marketing and my sales, I promised them 262 00:16:56,220 --> 00:16:59,640 certainty. I talk about being a safe pair of hands about telling 263 00:16:59,640 --> 00:17:02,850 them what to do. I say, in my marketing, I'm going to be 264 00:17:02,850 --> 00:17:05,610 really bossy and challenging. And they say, I love that I want 265 00:17:05,610 --> 00:17:07,440 it. Where can i Okay, 266 00:17:07,590 --> 00:17:11,160 Janice Porter: so that makes me think that that's somewhat 267 00:17:11,160 --> 00:17:16,050 similar to me, because as a teacher, my background is 268 00:17:16,050 --> 00:17:20,550 teaching and, and corporate training. And so I when people 269 00:17:20,550 --> 00:17:24,090 say to me, are you a coach, I always say no, I'm not. I'm a 270 00:17:24,090 --> 00:17:28,740 trainer, right? Because there's a difference. And there is. And 271 00:17:28,740 --> 00:17:32,550 the difference is why I'm leaning towards the certainty 272 00:17:32,550 --> 00:17:39,060 piece that you were talking about. Because I tend to teach 273 00:17:39,060 --> 00:17:42,690 my clients my way of doing things. So in a sense, I'm 274 00:17:42,690 --> 00:17:48,150 bossy, right? And I'm showing them that this is a way that 275 00:17:48,210 --> 00:17:51,360 will improve what they've got. Now, let's say I'm talking about 276 00:17:51,360 --> 00:17:55,320 training them on LinkedIn, and what to do there. So it's weird, 277 00:17:55,320 --> 00:17:59,250 because that doesn't, I'm not sure if that's me, but that's 278 00:17:59,250 --> 00:18:03,570 what I that's what I'm leaning towards interests. Yeah. And 279 00:18:03,600 --> 00:18:06,300 Chantal Cornelius: this is this is all about what our clients 280 00:18:06,300 --> 00:18:09,420 want to feel right. And of course, when when I was first 281 00:18:09,420 --> 00:18:14,280 digging into this, I thought that my business strategy was 282 00:18:14,280 --> 00:18:17,160 growth, I thought that clients came to work with my business 283 00:18:17,160 --> 00:18:20,250 because they wanted to grow their companies, because they 284 00:18:20,250 --> 00:18:22,920 thought that marketing was a great idea. And they wanted to 285 00:18:22,920 --> 00:18:25,620 truckloads of money at it in order to grow their businesses. 286 00:18:26,550 --> 00:18:32,310 And I started asking them, why do you work with us? And they 287 00:18:32,310 --> 00:18:35,250 were saying things like, well, because you're a safe pair of 288 00:18:35,250 --> 00:18:38,160 hands, because you tell me what to do. You don't you don't leave 289 00:18:38,160 --> 00:18:42,060 me guessing. It has nothing to do with growth. Most of them. 290 00:18:42,060 --> 00:18:44,940 Most of my clients have fabulous reputations. They've been doing 291 00:18:44,940 --> 00:18:48,120 what they do for a long time, and they're brilliant at it. I 292 00:18:48,120 --> 00:18:50,940 am more about reputation management for them. So that 293 00:18:50,940 --> 00:18:54,690 definitely is a safe pair of hands. And what I what I found 294 00:18:54,690 --> 00:18:58,230 was that the marketing that I was using, wasn't working 295 00:18:58,230 --> 00:19:02,250 because I was going yeah, we can grow your business. And I wasn't 296 00:19:02,280 --> 00:19:04,890 meeting the right sort of clients. As soon as I switched 297 00:19:04,890 --> 00:19:10,170 the marketing to certainty, peace of mind informed bossy. 298 00:19:11,700 --> 00:19:15,420 People People were flooding in. And now I say to potential 299 00:19:15,420 --> 00:19:18,450 clients, I'm going to be really bossy and they go, good. I want 300 00:19:18,450 --> 00:19:21,960 that. I need accountability. Tell me what to do. Yes. It's 301 00:19:21,990 --> 00:19:24,480 it's a bit of a mindset shift that we have to make that it's 302 00:19:24,480 --> 00:19:27,510 not about us as the suppliers and the consultants and the 303 00:19:27,510 --> 00:19:31,590 trainers. It's about how the client would want to feel. So if 304 00:19:31,590 --> 00:19:35,220 your clients are coming to you, Janice and say, just tell me 305 00:19:35,220 --> 00:19:39,690 what to do show me how to make LinkedIn better than 70. Yeah, 306 00:19:39,720 --> 00:19:41,520 absolutely. Yeah. And 307 00:19:41,520 --> 00:19:45,270 Janice Porter: it's interesting when you look and analyze your 308 00:19:45,270 --> 00:19:49,530 clients and see how many are like this and how many are like 309 00:19:49,530 --> 00:19:55,470 this or even and so on, you start to do see things do stand 310 00:19:55,470 --> 00:19:59,970 out in that you you've enjoyed that experience, perhaps 311 00:20:00,000 --> 00:20:03,630 differently with one client versus another. There's been 312 00:20:03,990 --> 00:20:08,070 referrals that have come from right. And so you start to see 313 00:20:08,850 --> 00:20:13,560 where, where you fit, but how you how you are seen by those 314 00:20:13,560 --> 00:20:17,220 clients. And that's your client, your best client, supposedly. 315 00:20:17,220 --> 00:20:19,050 Yeah, that's, that's fascinating. It's really 316 00:20:19,050 --> 00:20:24,720 interesting. I know you have a new book coming out, or no, your 317 00:20:24,720 --> 00:20:25,710 book just came out. 318 00:20:26,370 --> 00:20:30,060 Chantal Cornelius: It's not it's not out yet. It is. As as we are 319 00:20:30,060 --> 00:20:35,370 doing this recording. We're all it's June 2024. The book is with 320 00:20:35,370 --> 00:20:39,300 the proofreader, it should be out in the next month. Okay, 321 00:20:39,570 --> 00:20:41,100 Janice Porter: do we have a name, what's the name of your 322 00:20:41,100 --> 00:20:41,490 new book, 323 00:20:41,850 --> 00:20:44,220 Chantal Cornelius: The the working title is standout 324 00:20:44,220 --> 00:20:48,330 strategies, because that's what it's about. It's about what we 325 00:20:48,330 --> 00:20:50,820 just talked about strategy last year, and it goes into, it goes 326 00:20:50,820 --> 00:20:54,780 into a lot more detail. It talks about how to identify the 327 00:20:54,780 --> 00:20:57,540 strategies, and we'll come on to that in a minute. It talks about 328 00:20:57,540 --> 00:21:00,780 how to use it in your sales and marketing, but also how to use 329 00:21:00,780 --> 00:21:05,730 it in your delivery. Because if you sell to a client saying, I'm 330 00:21:05,730 --> 00:21:09,480 going to promise you certainty, and then you deliver something 331 00:21:09,480 --> 00:21:12,090 else, they're not going to stick around. And again, that's, 332 00:21:12,240 --> 00:21:15,870 that's where it strengthens the relationship where you build on 333 00:21:16,170 --> 00:21:20,100 what they what they bought from you what they wanted to buy from 334 00:21:20,100 --> 00:21:22,590 their feelings they wanted when they first signed up with you. 335 00:21:23,369 --> 00:21:26,699 Janice Porter: So I had an interesting thing happened just 336 00:21:26,699 --> 00:21:31,829 recently, where someone reached out to me as I was a referral, 337 00:21:31,829 --> 00:21:35,789 actually, someone that I knew years ago, and she had said, I 338 00:21:35,789 --> 00:21:39,479 guess they were looking for someone to do a presentation for 339 00:21:39,479 --> 00:21:45,419 one of their clients for LinkedIn. And it was to start as 340 00:21:45,419 --> 00:21:49,769 a lunch and learn as an intro. And when this person reached out 341 00:21:49,769 --> 00:21:53,969 to me and said, You know, I need to I'm looking for this for this 342 00:21:53,969 --> 00:21:59,129 type of client. And what would you charge? Well, for me, I 343 00:21:59,129 --> 00:22:02,789 can't just like, I want to know all the details first, like 344 00:22:02,789 --> 00:22:07,769 who's the audience? And, and, you know, and she said something 345 00:22:07,799 --> 00:22:14,279 in her email about how there was a possibility of more work. But 346 00:22:14,939 --> 00:22:21,479 the the management team had to buy in to this whole thing about 347 00:22:21,479 --> 00:22:25,619 LinkedIn first, as well. She said, as well. And I thought, 348 00:22:25,619 --> 00:22:30,719 well, if I'm going to be talking to the, the employees, and the 349 00:22:30,719 --> 00:22:33,539 management haven't come on side yet, there's, there's a 350 00:22:33,539 --> 00:22:37,229 disconnect, right? And all of this stuff. So before I could 351 00:22:37,229 --> 00:22:40,139 even talk to her, I did ask her a bunch of questions. And then 352 00:22:40,169 --> 00:22:43,799 she says, Oh, we've decided not to do this right now. And now I 353 00:22:43,799 --> 00:22:47,039 don't have to talk money at all. But now I want to talk to her to 354 00:22:47,789 --> 00:22:50,069 just to give her an idea of that, like that would have 355 00:22:50,069 --> 00:22:55,979 probably been a waste of money. Because, right, do you see? So 356 00:22:56,069 --> 00:23:02,819 there's so much around connection? And emotion? Yeah, 357 00:23:02,849 --> 00:23:05,189 don't worry about the strategies, because I think it 358 00:23:05,189 --> 00:23:08,429 would be speaking to a group of people that weren't ready. 359 00:23:08,820 --> 00:23:11,700 Chantal Cornelius: Yeah, absolutely. Yeah. And it often 360 00:23:11,700 --> 00:23:16,650 happens as well, you know, I might be referred to a company. 361 00:23:17,340 --> 00:23:20,010 Or I might have a connection with one person. But they said, 362 00:23:20,010 --> 00:23:22,830 Well, I'm not I'm not the person who makes the decision. But if 363 00:23:22,830 --> 00:23:25,290 I've got, if I've got a really good connection with them that 364 00:23:25,290 --> 00:23:29,550 that's a good start. Sure, they might then pass me on to the 365 00:23:29,550 --> 00:23:32,850 finance department, and I don't have a connection with them. And 366 00:23:32,880 --> 00:23:36,630 that's, it's about building connections and relationships 367 00:23:36,630 --> 00:23:39,870 with everybody in the organization, who is involved in 368 00:23:39,870 --> 00:23:43,020 making the decision. This is what I love working with, with 369 00:23:43,020 --> 00:23:45,330 coaches and speakers, because there's just them in the 370 00:23:45,330 --> 00:23:49,260 business. They're the ones who make the makers agree, I want 371 00:23:49,260 --> 00:23:53,100 this. Yes, cuz otherwise, yeah, it can get get tricky when 372 00:23:53,100 --> 00:23:56,010 somebody says, I'd love to work with you, but I have to pass you 373 00:23:56,010 --> 00:23:59,040 on to the management team. Yeah, in those situations, there's 374 00:23:59,040 --> 00:24:03,030 more relationship building to be done. But it's also about using 375 00:24:03,030 --> 00:24:05,340 the relationship you've got with whoever you have that 376 00:24:05,340 --> 00:24:07,740 relationship with because they'll champion you. And 377 00:24:07,740 --> 00:24:11,250 they'll there'll be a raving fan, right? Getting to know them 378 00:24:11,250 --> 00:24:15,150 even better and helping them effectively sell you into the 379 00:24:15,240 --> 00:24:16,500 into the rest of the business. 380 00:24:16,560 --> 00:24:21,420 Janice Porter: Right. So I also know that you happen to be that 381 00:24:21,420 --> 00:24:26,850 to have a designation that is coveted by amazing speakers like 382 00:24:26,850 --> 00:24:31,260 yourself and very difficult to get and that is CSP right. Is it 383 00:24:31,260 --> 00:24:32,310 called that over there? 384 00:24:33,030 --> 00:24:37,080 Chantal Cornelius: It's not no I'm I'm a I'm a member of the 385 00:24:37,080 --> 00:24:40,590 professional speaking association in the UK. Yes. And 386 00:24:40,590 --> 00:24:43,380 we have a level called fellow. So 387 00:24:43,770 --> 00:24:46,740 Unknown: sounds so British. That's so it's 388 00:24:46,740 --> 00:24:49,350 Chantal Cornelius: beautifully brilliant. Yes, I'm a fellow of 389 00:24:49,350 --> 00:24:54,570 the PSA. Okay, isn't quite on a par with CSP. Oh, okay. 390 00:24:54,570 --> 00:24:59,130 Professional. is a it's a it's an international standard. It's 391 00:24:59,130 --> 00:25:02,940 something I am Working towards I'd love to I would love to get 392 00:25:02,940 --> 00:25:05,550 to CSB I need to do more international speaking. 393 00:25:05,640 --> 00:25:09,150 Janice Porter: Oh, okay. Yeah. But I know how huge it is. Yes, 394 00:25:09,150 --> 00:25:09,420 yeah. 395 00:25:09,450 --> 00:25:13,650 Chantal Cornelius: It's massive. I am always looking for what 396 00:25:13,650 --> 00:25:16,710 next? What can I do next? I was I was talking to one of my 397 00:25:16,710 --> 00:25:20,790 coaches earlier today who saw me speak. I said, right, what next? 398 00:25:20,790 --> 00:25:23,640 What do I need to work on next to keep improving? And she said, 399 00:25:23,640 --> 00:25:28,710 You did a great job. I said, I know. And it gets even better, 400 00:25:28,740 --> 00:25:31,800 even if it's just a tiny little thing, a tiny little step. So 401 00:25:32,100 --> 00:25:34,350 always looking to always looking to improve. So 402 00:25:34,350 --> 00:25:38,070 Janice Porter: when you when you speak for that purpose for, you 403 00:25:38,070 --> 00:25:40,950 know, as a keynote speaker correct, because I can't speak. 404 00:25:41,010 --> 00:25:45,300 So do you speak on the success strategies, or the standout 405 00:25:45,300 --> 00:25:49,110 strategies? Or do you that? Yes. Is it a keynote speech 406 00:25:49,139 --> 00:25:52,319 Chantal Cornelius: that most of the time I speak about stand up 407 00:25:52,319 --> 00:25:55,889 strategies, and I do some keynote, I love running 408 00:25:55,889 --> 00:26:00,539 workshops as well, though I love like, Yo, I'm a trainer, I give 409 00:26:00,599 --> 00:26:04,499 people worksheets and saying, Hey, you are do do this. Let's 410 00:26:04,499 --> 00:26:09,269 have a play with it. I do also sound out strategies. And mostly 411 00:26:09,269 --> 00:26:12,269 when I speak about, I've just been invited to speak at a 412 00:26:12,269 --> 00:26:17,249 conference in Paris later this year. And I spoke for them 413 00:26:18,929 --> 00:26:21,569 recently on the stand out strategies, and they've said, 414 00:26:21,569 --> 00:26:24,329 right, we want you to come back to the conference in Paris in 415 00:26:24,479 --> 00:26:28,229 December, November. What next? So I'm actually I'm doing 416 00:26:28,229 --> 00:26:30,029 something different for them. But it's actually going to be an 417 00:26:30,059 --> 00:26:34,079 ABC have marketing for speakers and businesses because that's, 418 00:26:34,109 --> 00:26:37,739 that's really important, too. But mostly, mostly, I mean, I 419 00:26:37,739 --> 00:26:42,149 can I'm speaking at an online event in Malaysia in a couple of 420 00:26:42,149 --> 00:26:46,529 weeks time about networking. I'm flying out to Switzerland later 421 00:26:46,529 --> 00:26:49,019 on this month to run a masterclass on presentation 422 00:26:49,019 --> 00:26:52,769 skills. I do all sorts of weird and wonderful stuff. It's all 423 00:26:52,769 --> 00:26:56,369 around marketing. Sure. Because if a client says, Oh, we know 424 00:26:56,369 --> 00:27:00,089 that you're really good at this, can you do it? Okay. Standard 425 00:27:00,089 --> 00:27:01,649 strategies is was 426 00:27:02,400 --> 00:27:04,980 Janice Porter: about Okay, so let's say it's not standout 427 00:27:04,980 --> 00:27:08,430 strategies. Now you're talking about some other different 428 00:27:08,430 --> 00:27:13,080 things that you just mentioned? How long is the is the run up to 429 00:27:13,080 --> 00:27:16,260 getting ready? What does that involve? Oh, 430 00:27:16,290 --> 00:27:19,290 Chantal Cornelius: that's a fabulous question. Love that. 431 00:27:20,940 --> 00:27:24,930 It's something that I realized I don't do enough of I don't do 432 00:27:24,930 --> 00:27:29,220 enough preparation. And for that person to that's why I'm asking. 433 00:27:29,610 --> 00:27:35,370 Okay, the last time I spoke, I came off stage thinking, I did 434 00:27:35,370 --> 00:27:39,720 not do a very good job. Didn't get a properly I didn't get 435 00:27:39,720 --> 00:27:43,020 enough engagement from the audience. It just it just didn't 436 00:27:43,020 --> 00:27:47,790 feel like I'd been on my A game. And I reflected and thought, 437 00:27:47,790 --> 00:27:51,330 like, what what do I what do I need to change? And what I 438 00:27:51,330 --> 00:27:54,510 realized was that I'd gone into it thinking, Oh, I know my 439 00:27:54,510 --> 00:28:00,060 stuff. I'm okay, I can get up there and do it. And I hadn't 440 00:28:00,060 --> 00:28:05,250 spent enough time Pindell in a warm up for a start. So if I can 441 00:28:05,310 --> 00:28:09,000 the half hour before I go on stage, I'm backstage somewhere 442 00:28:09,000 --> 00:28:12,600 doing vocal warm ups and flailing my arms around really? 443 00:28:14,550 --> 00:28:18,660 Yeah. And I don't I don't do enough of that. Sometimes at 444 00:28:18,660 --> 00:28:21,750 smaller events, you can't do that. You can't go and hide. 445 00:28:23,310 --> 00:28:27,000 Yeah, and then they go out on speaker. So I have I have tricks 446 00:28:27,000 --> 00:28:29,970 where I'll be at the back of the room doing breathing exercises 447 00:28:29,970 --> 00:28:33,390 where nobody can see me. So that's kind of the half hour 448 00:28:33,390 --> 00:28:38,550 before. But what I actually need to do a lot more of is is the 449 00:28:38,550 --> 00:28:41,820 day of and the day before and the week before of looking at 450 00:28:41,880 --> 00:28:44,820 the next talk and going okay, right, I need to sit and 451 00:28:44,820 --> 00:28:49,200 rehearse this. Not so that I know it word for word, but so 452 00:28:49,200 --> 00:28:55,260 that if I do lose my way, or if I'm using slides, and the power 453 00:28:55,260 --> 00:28:58,920 goes, I still need to be able to get through the session without 454 00:28:58,920 --> 00:29:03,120 using slides as prompts. Or if somebody says and I have again, 455 00:29:03,120 --> 00:29:06,600 I had this recently, they say I know we promised you 40 minutes, 456 00:29:06,600 --> 00:29:10,950 but can you do it in 20? Back back? Yeah, yeah, I get that I 457 00:29:10,950 --> 00:29:15,000 had I had that recently. I literally as I went or as I went 458 00:29:15,000 --> 00:29:20,340 onstage, they said, Okay, you've still got an hour to do this. 459 00:29:20,340 --> 00:29:22,500 We're starting half an hour late, but we still want you to 460 00:29:22,500 --> 00:29:26,250 do an hour. And I had a timing screen with me that the audience 461 00:29:26,250 --> 00:29:30,720 couldn't see. And I got to 40 minutes. And the emcee walked up 462 00:29:30,720 --> 00:29:33,360 to me and said, You've got two minutes to go. You've got to 463 00:29:33,360 --> 00:29:39,330 close in two minutes. What Okay, so yeah. Hey, you're the client. 464 00:29:39,360 --> 00:29:42,120 I'll do what you say. So 465 00:29:43,079 --> 00:29:45,689 Janice Porter: do you ever take that personally, like I 466 00:29:45,690 --> 00:29:48,900 Chantal Cornelius: used to? Yeah, I've learned not to Yeah, 467 00:29:48,930 --> 00:29:52,620 because actually you get more brownie points by closing in two 468 00:29:52,620 --> 00:29:56,280 minutes and having the organizer go. That was amazing. Thank you. 469 00:29:56,280 --> 00:30:00,960 You got up on time. I have seen speakers go No, I'm sorry. I'm 470 00:30:00,960 --> 00:30:05,280 here for an hour. Yeah, I saw I saw one last year who started 471 00:30:05,280 --> 00:30:09,180 late because there was a technical issue. And I think, I 472 00:30:09,180 --> 00:30:12,240 don't know, I think he had 14 minutes. And there was a timing 473 00:30:12,240 --> 00:30:15,270 screen in front of him. And after the technical hiccup, 474 00:30:15,270 --> 00:30:17,790 which took about five minutes to sort out, he said to the 475 00:30:17,790 --> 00:30:19,920 organizer, um, could you reset the timing screen for you? So I 476 00:30:19,920 --> 00:30:25,260 get my 40 minutes? No, yeah. Yeah. So there are there are 477 00:30:25,290 --> 00:30:29,370 there are there are ways of shaking up look good. And having 478 00:30:29,370 --> 00:30:33,240 the organizers love you. So so the preparation, the rehearsal 479 00:30:33,240 --> 00:30:36,090 is all about being able to cope with that so that when something 480 00:30:36,090 --> 00:30:39,360 goes wrong, let's throw something extra, or even they 481 00:30:39,360 --> 00:30:42,780 say, I know, we booked you for 40 minutes, but our next speaker 482 00:30:42,780 --> 00:30:45,840 hasn't turned up? Can you do another? 40? It's my favorite I 483 00:30:45,840 --> 00:30:53,310 love I need I need to have more rehearsal time is okay. Yeah, I 484 00:30:53,310 --> 00:30:56,910 need to do this. There's no set amount of time for preparation. 485 00:30:56,910 --> 00:31:00,810 But it's, well, it's often a decent amount definite. So let 486 00:31:00,809 --> 00:31:09,179 Janice Porter: me ask you this, then you have a loose idea of 487 00:31:09,209 --> 00:31:12,899 you know, where things are going to land in the timeframe that 488 00:31:12,899 --> 00:31:18,089 you're supposedly have. And then you want to involve the 489 00:31:18,089 --> 00:31:23,999 audience, you want to engage with the audience? So I'm 490 00:31:23,999 --> 00:31:26,819 guessing I know that I think I know the answer to this. But But 491 00:31:26,819 --> 00:31:32,789 I'm curious. What you will say in that. When you start 492 00:31:32,789 --> 00:31:36,299 something, when you do that, when you then reach out and ask 493 00:31:36,299 --> 00:31:38,909 a question or, you know, get people to raise their hands or, 494 00:31:39,029 --> 00:31:45,509 or whatever. Yeah. Does that ever throw you off in the 495 00:31:45,509 --> 00:31:48,509 timing? does it send you sideways? Because something 496 00:31:48,509 --> 00:31:50,969 happens with you know, somebody's answer or anything 497 00:31:50,969 --> 00:31:51,479 like that? 498 00:31:51,570 --> 00:31:55,230 Chantal Cornelius: Oh, all the time. Yeah. All the time. There 499 00:31:55,230 --> 00:31:57,750 are so many there are so many things that can go wrong. You 500 00:31:57,750 --> 00:32:02,040 can ask a question, and nobody puts their hand up. Can you get 501 00:32:02,040 --> 00:32:06,540 Tumbleweed? You can you can ask a question where you think you 502 00:32:06,540 --> 00:32:09,480 know the answer. And everybody gives you the opposite answer. 503 00:32:09,480 --> 00:32:12,990 So how many of you experienced this? And they'll go, No, never. 504 00:32:13,020 --> 00:32:16,920 We experienced that. Instead. Audience members contradicting 505 00:32:16,920 --> 00:32:20,220 you get no that's not right. That's that's a that's a fun 506 00:32:20,220 --> 00:32:26,250 one. Audience members asking questions that take you take you 507 00:32:26,250 --> 00:32:28,560 off the tangent and they go, Well, I've got a question. It's 508 00:32:28,560 --> 00:32:30,990 not actually about the strategies. It's not LinkedIn. 509 00:32:30,990 --> 00:32:35,520 Can we talk about LinkedIn? Okay. Yeah. So So again, it's 510 00:32:35,520 --> 00:32:40,410 about it's about being prepared for that. And it's, if it's a 511 00:32:40,770 --> 00:32:43,890 complete tangent question, I'll say, I'm really sorry. We don't 512 00:32:43,890 --> 00:32:47,370 have time to cover that today. Find me afterwards. Yeah. I'll 513 00:32:47,400 --> 00:32:52,170 I'll I'll be in the bar on Yeah. Yeah. There's an awful lot of 514 00:32:52,170 --> 00:32:54,300 thinking on your feet. Exactly. 515 00:32:54,330 --> 00:32:57,690 Janice Porter: Yes. And and have you done much speaking in the 516 00:32:57,690 --> 00:32:58,410 US? 517 00:32:59,010 --> 00:33:02,280 Chantal Cornelius: Not yet. No, no, I haven't. I am. I'm coming 518 00:33:02,280 --> 00:33:08,730 to a conference in Denver in August 24. That will be my first 519 00:33:08,730 --> 00:33:12,540 adventure into the states. No, at the moment, I'm doing a lot 520 00:33:12,570 --> 00:33:17,460 in the in the UK and in Europe. And I've also been to South 521 00:33:17,460 --> 00:33:20,100 Africa and Singapore. This is 522 00:33:20,489 --> 00:33:23,309 Janice Porter: well, I was just curious, because every audience 523 00:33:23,309 --> 00:33:26,609 in every nation is going to be different, right? And I imagine 524 00:33:26,609 --> 00:33:30,569 the US audience will be very different from the UK audience 525 00:33:30,569 --> 00:33:31,949 very different. Yeah, very different. 526 00:33:32,010 --> 00:33:36,300 Chantal Cornelius: The The other thing I'm noticing is that I 527 00:33:36,300 --> 00:33:40,260 deliver in English. And I've been asked to present at 528 00:33:40,260 --> 00:33:43,920 conferences in France and Germany, where the majority of 529 00:33:43,920 --> 00:33:47,430 the audience speaks French or German. Oh, and I did one in 530 00:33:47,430 --> 00:33:51,990 Portugal for a Brazilian company, who was who speak 531 00:33:52,020 --> 00:33:55,530 Brazilian Portuguese. Now they had translators in the room. So 532 00:33:55,530 --> 00:33:59,580 I had to speak slowly and clearly in my best English. 533 00:34:01,140 --> 00:34:05,250 Translate, but I've also my most recent one was it was it was a 534 00:34:05,250 --> 00:34:09,300 presentation in Paris to a French audience. And they had 535 00:34:09,300 --> 00:34:12,480 translation running through PowerPoint. So it was on the on 536 00:34:12,480 --> 00:34:16,710 the screen behind me. It worked quite well, because I've learned 537 00:34:16,710 --> 00:34:21,750 to speak more slowly. And clearly, it has, but things like 538 00:34:21,780 --> 00:34:27,060 like jokes, or various depending on you know, even I have I've 539 00:34:27,060 --> 00:34:29,910 had jokes that I've tried that fall flat with an American 540 00:34:29,910 --> 00:34:33,210 audience when I presented online in the States, and I've done the 541 00:34:33,210 --> 00:34:39,390 same job to a German crowd and they love it. And yeah, so yeah, 542 00:34:39,540 --> 00:34:43,170 I had to do a lot of research into what works and what doesn't 543 00:34:43,200 --> 00:34:46,110 and what you know, when I'm when I'm taking a briefing from a 544 00:34:46,110 --> 00:34:48,780 client from the organizers. Okay, tell me about your 545 00:34:48,780 --> 00:34:51,690 audience. Yeah, the Singapore conference was interesting, 546 00:34:51,690 --> 00:34:57,840 because we had we had people from India and Malaysia and 547 00:34:57,840 --> 00:35:01,620 Australia and the states and Singapore itself is a 548 00:35:01,620 --> 00:35:06,720 multinational company. So you've just got to be really aware of 549 00:35:06,750 --> 00:35:10,800 what languages people speak how good their English is or not. 550 00:35:11,820 --> 00:35:15,150 And I was with the with the French crowd, I translated the 551 00:35:15,150 --> 00:35:18,600 key words from the strategies, I translated them into French with 552 00:35:18,600 --> 00:35:22,020 some help from from a French speaker that goes down really 553 00:35:22,020 --> 00:35:27,210 well, they, you and you try, and you try one of one of the words, 554 00:35:27,210 --> 00:35:29,880 so I'm gonna, I'm gonna get this wrong. And my apologies to any 555 00:35:29,880 --> 00:35:32,970 French speakers who are listening, because growth in 556 00:35:32,970 --> 00:35:38,310 French sounds a bit like cross on that croissant is what I had 557 00:35:38,310 --> 00:35:41,370 for breakfast in Paris. So I may because I said to them, how do 558 00:35:41,370 --> 00:35:43,950 you pronounce this and they all shouted down to me, and I said, 559 00:35:44,280 --> 00:35:47,400 but that sounds like croissant. I had that for breakfast. And 560 00:35:47,400 --> 00:35:53,460 that that was a joke that work. They love that little spare part 561 00:35:53,460 --> 00:35:55,710 of me. It's about relationship building. 562 00:35:55,710 --> 00:36:00,270 Janice Porter: Yes. And it's really a lot of just being 563 00:36:00,270 --> 00:36:04,980 yourself and and, you know, trying things out and showing 564 00:36:04,980 --> 00:36:09,330 that you that you know that they're different from you. And 565 00:36:09,390 --> 00:36:12,420 you know that, but we're all the same in the end, you know, like, 566 00:36:12,510 --> 00:36:15,570 so let me just ask you this. Before we wrap up a couple of 567 00:36:15,600 --> 00:36:19,770 quick things that I like to ask my audience. Well, actually, 568 00:36:19,770 --> 00:36:22,350 before I do that, no, I have one more question that came to me, 569 00:36:22,530 --> 00:36:27,060 from what you just said. So how much of your time do you spend? 570 00:36:27,510 --> 00:36:32,220 Speaking? And how much of your time do you spend working with 571 00:36:32,220 --> 00:36:37,440 clients on their marketing based on your standout strategies? And 572 00:36:37,440 --> 00:36:39,330 which do you like to do best? 573 00:36:40,560 --> 00:36:42,810 Chantal Cornelius: Oh, I'm gonna answer the second bit of the 574 00:36:42,810 --> 00:36:47,370 question. I love both. Okay, not doing both. I love being on 575 00:36:47,370 --> 00:36:51,930 stage and running workshops. I also love mentoring one to one 576 00:36:51,930 --> 00:36:55,620 with clients. Because when I see when I see them get it when I 577 00:36:55,620 --> 00:36:58,830 see the light bulbs going off, and they go, oh, and now I 578 00:36:58,830 --> 00:37:02,010 understand it. And then when they share their successes with 579 00:37:02,010 --> 00:37:04,770 me, I get messages all the time from Oh, I got a speaking gig. 580 00:37:04,770 --> 00:37:07,560 I've got new client, I've done this. I've done that. I love I 581 00:37:07,560 --> 00:37:11,250 love that. So yeah, it's it's, it's and I love the mixture. 582 00:37:11,670 --> 00:37:16,590 Because way speaking in Outer Mongolia, and if the Wi Fi is 583 00:37:16,590 --> 00:37:19,290 good, I can still do mentoring calls with clients. 584 00:37:19,710 --> 00:37:22,410 Janice Porter: So you're speaking is your lead into 585 00:37:22,800 --> 00:37:24,270 getting those new clients. 586 00:37:24,780 --> 00:37:27,780 Chantal Cornelius: It's a mixture. There's some there's 587 00:37:27,780 --> 00:37:30,630 some paid speaking work. And then there's also some I speak 588 00:37:30,630 --> 00:37:34,200 to promote the business. So there's, there's a real a real 589 00:37:34,200 --> 00:37:38,220 mixture, so but I love I love the variety. It's it's good fun. 590 00:37:38,610 --> 00:37:44,220 Yeah, that's in terms of how much time is spent. I'm probably 591 00:37:44,220 --> 00:37:47,520 doing more mentoring at the moment than speaking. Because 592 00:37:47,520 --> 00:37:50,190 the actual speaking part, you know, I might be on stage for an 593 00:37:50,190 --> 00:37:54,420 hour, 40 minutes. But that takes time is the traveling if I'm if 594 00:37:54,420 --> 00:37:57,090 I'm flying somewhere. So that takes time. But I've also 595 00:37:57,090 --> 00:38:00,600 learned to sleep on planes and get work done at airports. 596 00:38:01,980 --> 00:38:03,150 Janice Porter: Yes, I'm sure long 597 00:38:03,150 --> 00:38:05,670 Chantal Cornelius: trains. I got loads of work done on a train 598 00:38:05,670 --> 00:38:08,730 yesterday, I had a two hour train journey. And then an hour 599 00:38:08,730 --> 00:38:11,730 between meetings sitting at a hotel. I got loads of work done 600 00:38:11,730 --> 00:38:14,820 Janice Porter: so well. That's good. If you Yeah, I'm beyond 601 00:38:14,820 --> 00:38:18,810 that. Now. I think traveling is I used to travel a lot more when 602 00:38:18,810 --> 00:38:26,580 I was young. So okay, so my two questions. One is my curiosity 603 00:38:26,580 --> 00:38:31,350 question. I love that word in itself curiosity. And I'm a very 604 00:38:31,350 --> 00:38:34,950 curious person. So my question for you is two part one, do you 605 00:38:34,950 --> 00:38:39,360 believe curiosity is innate or learned? And what are you most 606 00:38:39,360 --> 00:38:41,280 curious about these days? 607 00:38:47,340 --> 00:38:52,950 Chantal Cornelius: I suspect I've always been very curious. I 608 00:38:52,950 --> 00:38:57,060 don't think I've learned to be curious. I think I think I was 609 00:38:57,060 --> 00:39:03,000 curious. Anyway, I was nosy as a child. I I'm still nosy I love I 610 00:39:03,000 --> 00:39:05,760 love finding out about other people I want to know about 611 00:39:05,760 --> 00:39:10,590 them. So I think I had it in me anyway, I've probably learnt to 612 00:39:10,590 --> 00:39:14,520 use it more in business, particularly for building 613 00:39:14,520 --> 00:39:19,230 relationships. If I'm having a sales conversation with a 614 00:39:19,230 --> 00:39:22,590 potential client, I spend most of my time asking questions 615 00:39:22,620 --> 00:39:26,100 about them and their business. And eventually they'll go Oh, 616 00:39:26,130 --> 00:39:27,750 you're gonna tell me about your business. Oh, 617 00:39:28,890 --> 00:39:31,290 Unknown: that's perfect, right? Yeah. So 618 00:39:31,290 --> 00:39:33,480 Chantal Cornelius: what am I curious about? I'm curious about 619 00:39:33,510 --> 00:39:37,380 about potential clients. I love I love getting to know them. I'm 620 00:39:37,440 --> 00:39:43,050 I'm curious about what makes a great speaker that's that's the 621 00:39:43,050 --> 00:39:47,100 other thing and kind of how I'm curious about how I can can get 622 00:39:47,100 --> 00:39:52,020 to the get to the top of my game. We Yeah, I haven't won any 623 00:39:52,020 --> 00:39:55,860 awards yet for speaking and I need to do that. So yeah. I'm 624 00:39:55,860 --> 00:39:58,740 curious for me for it for learning about about what next? 625 00:39:58,920 --> 00:40:01,530 I've been doing improv and stand up comedy and all sorts of 626 00:40:01,830 --> 00:40:05,220 things as a way of developing my speaking so yeah, that's that's 627 00:40:05,220 --> 00:40:07,260 my that's my big curiosity at the moment. 628 00:40:07,470 --> 00:40:09,930 Janice Porter: Fantastic. I love that. Thank you. Thank you for 629 00:40:09,930 --> 00:40:17,040 sharing that. And would you say you in terms of how you get your 630 00:40:17,040 --> 00:40:24,540 information or and or enjoy fiction even because I mostly 631 00:40:24,540 --> 00:40:28,170 don't do fiction, but that's why I'm asking do you read? Do you 632 00:40:28,200 --> 00:40:32,760 listen? Do you watch? Like, what? What is your thing? I, 633 00:40:32,880 --> 00:40:36,450 Chantal Cornelius: I? I'm very old fashioned. I like reading 634 00:40:36,450 --> 00:40:41,580 books. You know, the paper ones? Yes, yes. When I was, when I was 635 00:40:41,580 --> 00:40:44,790 a kid, when I got a book for Christmas, the first thing I 636 00:40:44,790 --> 00:40:48,600 would do is open it up and smell the inside of the smell of new 637 00:40:48,600 --> 00:40:54,270 books. My first weekend job was at a bookstore in England. I've 638 00:40:54,300 --> 00:40:56,970 always loved books. I love second hand books as well. So 639 00:40:57,150 --> 00:41:02,310 I'm surrounded by books in my office. So yeah, I read. I'm 640 00:41:02,340 --> 00:41:05,460 much happier reading. I don't like it when somebody says, Oh, 641 00:41:05,460 --> 00:41:09,840 can I send you a PDF to read? No, no. I end up printing it out 642 00:41:09,840 --> 00:41:14,070 sometimes. So yeah, paint paint paper books Am I Am I thing? I 643 00:41:14,070 --> 00:41:18,360 tend to, I do listen to more podcasts now. Because I can do 644 00:41:18,360 --> 00:41:21,990 that while I'm walking the dog or outside in the garden. And I 645 00:41:21,990 --> 00:41:25,650 can I can take a podcast with me. And you can't you can't read 646 00:41:25,650 --> 00:41:26,820 while you're riding a horse. 647 00:41:29,640 --> 00:41:33,870 Janice Porter: It's funny. Yeah. You reminded me that the very 648 00:41:33,870 --> 00:41:39,030 first book I ever remember, as as a special book was one that I 649 00:41:39,030 --> 00:41:43,470 went I was born in England, and I went to school in England from 650 00:41:43,470 --> 00:41:48,720 age four to age eight, where I was nine, nine when we came to 651 00:41:48,720 --> 00:41:52,890 Canada. And in England, in the school, I went to public school, 652 00:41:52,920 --> 00:41:59,970 and they used to have as a teacher, I wasn't an elementary 653 00:41:59,970 --> 00:42:04,680 teacher. I'm abhorred by what they did when I was in school. 654 00:42:04,680 --> 00:42:11,670 So they they had us sitting in the classroom, in the order of 655 00:42:11,700 --> 00:42:15,960 who was the smartest, who sat at the back of the room. And all 656 00:42:15,960 --> 00:42:19,110 the way to the front where the less smart children were in our 657 00:42:19,110 --> 00:42:23,670 classroom. Everybody knew it, like our kids, we all knew. And 658 00:42:23,730 --> 00:42:26,910 it was it was I mean, I think about that now I you know, I 659 00:42:26,910 --> 00:42:33,240 just anyway, so they gave awards, academic awards, each, I 660 00:42:33,240 --> 00:42:36,180 don't know, each. They weren't semesters, but each year, 661 00:42:36,180 --> 00:42:39,030 whatever. And I was always at the top of my class, I was 662 00:42:39,030 --> 00:42:43,110 either the first or the second seat, like at the back. And I 663 00:42:43,110 --> 00:42:47,340 won an award each time and they were always books, and the very 664 00:42:47,340 --> 00:42:52,650 first book that I got was Wind in the Willows. Oh, no. And 665 00:42:52,680 --> 00:42:55,890 inside, I've still got it. And inside the book, it was 666 00:42:55,890 --> 00:43:00,300 calligraphy first place, Janice, and my last name, you know, and 667 00:43:00,300 --> 00:43:04,530 when, what my form was, anyway, but it's, it's kind of 668 00:43:04,530 --> 00:43:07,320 frightening in one way. But it was also something I'll never 669 00:43:07,320 --> 00:43:11,160 forget, because that my love of books came from there. But I'm 670 00:43:11,160 --> 00:43:14,190 with you. I love to read them too. But, but I also love 671 00:43:14,190 --> 00:43:18,570 podcasts. And there's so many good ones out there. Thank you 672 00:43:18,570 --> 00:43:22,140 so much for being on my podcast. Thank you for being an amazing 673 00:43:22,140 --> 00:43:25,920 guest and for sharing your standout strategies. With me 674 00:43:25,950 --> 00:43:26,430 very 675 00:43:26,430 --> 00:43:28,440 Chantal Cornelius: welcome. I've realized that we haven't 676 00:43:28,440 --> 00:43:31,920 actually talked about how people can find out what their strategy 677 00:43:31,920 --> 00:43:32,760 is. That's 678 00:43:32,760 --> 00:43:35,400 Janice Porter: right. So go ahead and do it. So you'll have 679 00:43:35,400 --> 00:43:38,970 to come back by the way, too, when that's the other thing that 680 00:43:38,970 --> 00:43:41,730 we have so much to say. And so little time. 681 00:43:42,420 --> 00:43:45,210 Chantal Cornelius: I know, I'll come back, but we lovely. So if 682 00:43:45,210 --> 00:43:50,550 you go to my website, which is apple tree uk.com. And you click 683 00:43:50,550 --> 00:43:54,780 on the take the test link, and there is a page there, where you 684 00:43:54,780 --> 00:43:58,290 can take the test, follow the instructions, take the test, 685 00:43:58,710 --> 00:44:03,750 send, send it send the form through to me and I put the I 686 00:44:03,750 --> 00:44:06,270 run it through a little bit of software, and I will then send 687 00:44:06,270 --> 00:44:09,810 out anyone who does it, I send out a report that says this is 688 00:44:09,810 --> 00:44:12,510 the strategy of the five that will make your business stand 689 00:44:12,510 --> 00:44:18,480 out. It also shows the language that you can then use in your 690 00:44:18,480 --> 00:44:22,410 marketing. So we talked earlier about me using the certainty 691 00:44:22,410 --> 00:44:25,260 language and it will be the same for you Jannetty and use 692 00:44:25,260 --> 00:44:28,770 certainty language in your marketing. And that's what will 693 00:44:28,770 --> 00:44:31,950 build the relationship with the potential client when they look 694 00:44:31,950 --> 00:44:35,430 at it and go up. She gets me she understands me. So yeah, Bob, 695 00:44:35,430 --> 00:44:39,570 pop on over to take the test on apple tree uk.com. And you can 696 00:44:39,570 --> 00:44:41,010 go from there. Perfect. 697 00:44:41,010 --> 00:44:42,360 Janice Porter: And I will put that in the show notes. 698 00:44:42,360 --> 00:44:45,630 Absolutely. And I will do that as well. I've got it up now so 699 00:44:45,630 --> 00:44:48,750 that I can see it. Yeah. So thank you again, thank you for 700 00:44:48,750 --> 00:44:52,950 being here and for sharing your wisdom with my audience. Thank 701 00:44:52,950 --> 00:44:56,190 you to my audience for being here. As usual. I appreciate 702 00:44:56,190 --> 00:44:59,310 you. And if you like what you heard, please leave a review we 703 00:44:59,310 --> 00:45:02,760 always appreciate Keep that and remember to stay connected and 704 00:45:02,760 --> 00:45:03,570 be remembered