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