Selling is about relationships. But, how do you build a relationship with someone you’ve never met? And, convince them that your product or service is the answer to their needs? It’s not easy. However, with the right attitude about your marketing, it can be done. Spend time with Darien Hill & Jody Layne from SMART Growth Marketing and learn the secrets to building amazing relationships with total strangers that can lead to customers for life!
During the episode, Darien and Jody will explain the difference between advertising and starting a conversation, and share their tips for how to convert your leads into happy clients. To listen by phone and/or ask a question on the air, please dial (347) 945-7246. Stream the episode here.
About Darien Hill
Darien is passionate about inspiring individuals to unleash their inner champion. He was born in the beautiful Caribbean island of Antigua. In 1996 he received a track and field scholarship to Murray State University in Kentucky, where he received his degree in marketing.
Darien loves to help small businesses and organizations tell their story in a unique way and to inspire their customers to action. He has trained over 100 banking professionas from companies such as Suntrust Bank, BMO Harris & BB&T on how to leverage social media to increase customer acquisition. He is a highly sought after speaker and has been featured on Central Florida News 13 as a social media correspondent.
About Jody Layne
Jody Layne loves people and loves to talk. Her passion is working with clients and brainstorming what will work best for them. She also loves to teach what she knows. After 25 years as a professional marketer, Jody has worked in lots of mediums, but it is the SMART marketing concept that she loves best. She believes that consumers don’t want to be sold to anymore. They know what they need and when they are ready to buy, they will do their own research. The products and services that are most relevant and the companies that provide the most value will be the ones that win the sale. Jody has presented her ideas to a number of groups over the years and loves to work with businesses who understand the value of marketing. She also owns a software company with her husband, is a marathon runner and she is a mom to the coolest 13 year old ever.
“Therefore we do not lose heart. Though outwardly we are wasting away, yet inwardly we are being renewed day by day.” — 2 Corinthians 4:16
I’d posted a cryptic Twitter update the other day alluding to the fact that I’d received confirmation on the accuracy of my intuition, pertaining to a character in my book. I’d recently written that Erin was mostly a product of my imagination, an embodiment of the theme of the culture of self-absorption, with her obsession with all things material and superficial. Turns out, as I’ve discovered from a reliable source, I was right on target in my portrayal of her without even realizing it. Of course, the whole LinkedIn incident should have provided a very big clue as to this person’s true nature, along with the revealing status updates that inspired a professionalism post.
Sadly it appears that spouses, just like friends, do indeed have the power to change previously upstanding, deep-thinking people for the worse, which seems to be the case here. Either that, or for some strange reason, she wants her husband to come across online as an infantile, immature version of his former self — the guy I once knew who inspired a larger-than-life character in both Water Signs and my forthcoming sequel. Let me just say, I am thrilled that the novel came into existence prior to my knowledge of these realities, because Ken has definitely come into his own as a fictional creation — one that extends far beyond his initial, real-life foundation.
I don’t know if the guy I remember from the past and spoke with over the phone as recently as two years ago even existed in the first place, but I choose to believe in his sincerity. Coming from his background, his honorable ambition and drive to succeed — originally fueled by an admirable work ethic and desire to blaze a new and different trail from the one put forth by his father — makes it very easy to understand how he’d fall prey so easily to an attractive woman with an agenda. I’ve seen this scenario play itself out over and over again, especially in South Florida — particularly in Boca Raton — where too many people get caught up exclusively in the material trappings of life.
And when either the guy or girl in the scenario isn’t strong enough to listen to his/her inner guidance when it’s flashing warning signals about an impending marital union, either that person will eventually succumb to the other person’s negative influence until they become unrecognizable, choose to remain in the marriage even if miserable or as character Ken does in Water Signs, know when to leave after making every effort to salvage the union.
In Chapter 24 — a recreation of actual life — Maddy receives another surprise visit from Ken on the Saturday of Memorial Day weekend, a few days after dreaming vividly that he’d broken off his engagement to Erin:
By the time early afternoon rolled around, she’d finished her chores and had changed into her bathing suit and cover-up. She was busily placing a towel, a magazine and a few bottles of water into her canvas tote bag when a knock at the door took her by surprise. Her heart lurched when she opened it to find Kenny standing before her, smiling in his typical fashion, dressed in shorts and a tee shirt. It bothered her that in spite of all the pain he’d inflicted, her body still tingled at the mere sight of him. Suddenly, she remembered the dream she’d recently had about him breaking off his engagement.
“Ken! I must say, this is an unexpected surprise!” She endeavored to remain cordial and calm, while keeping her hopes in check.
“Hey, how are you doing, Maddy? Can I come in?”
“Uh, I guess there’s no harm in that,” she replied lightly, offering him a seat and a cold bottle of water.Was it her imagination or did he possess the unmistakable aura of a defeated man?
There was no sparkle, no luster in his aquamarine eyes, which appeared to be lost in thought as he stared off into the distance. And as he held the bottle of Zephyrhills in his hands, he leaned forward on the couch as if grappling with an unspoken, internal conflict.
“Is everything ok?” she inquired, settling in at a safe distance beside him. “You seem a bit preoccupied.”
“Huh? Oh yeah, everything’s fine. It’s just that—well I guess I’ve turned into my father after all,” he sighed. Madeline wasn’t quite sure what to make of that statement, though it hardly coalesced with the profile of a happily engaged man eager to exchange vows with his beloved. What exactly was he trying to convey?
“Oh,” she responded softly, recalling the difficulties he and his dad had endured in the course of their relationship. Though they’d seemed to patch things up that New Year’s Day at her house in Pennsylvania, Maddy had no idea where things stood with them at this point.
“Well is that such a bad thing?” she asked.
Kenny turned to face her, staring deeply into her amber eyes, nearly causing her to tumble to the floor.
“I hope the excitement comes back after Erin and I are married,” he confessed.
Why was he telling her this? Was he just trying to spare her feelings by pretending not to be enthralled by the idea of marrying another woman? Or was he attempting to get her to open up about her feelings for him—feelings she still harbored in the infinite depths of her heart and soul, no matter how hard she fought to expel them?
“Kenny, I don’t know what to say,” she finally blurted out.
“Madeline, do you ever miss our conversations, you know, the way we used to talk? God, you were so easy to talk to!” He ran a hand through his blond hair as he spoke.
“Well, I will admit Kenny that no man before or after you has ever treated me the way you did. No one has come close to that level of affection, respect and kindness.” Her tone was wistful as her thoughts turned to Jake, Jim, Gary and now, Mark.
“It was all you, Maddy,” he insisted. “It was all because you were such a joy to be around. You always listened without judgment; I could talk to you for hours about anything!”
This scene ends with a hug and a few tears, though Madeline — just like me in real life — cannot bring herself to admit her true feelings. She’s too consumed with an ardent belief in right and wrong, considering an engaged commitment on just as equal a footing as a marital one; in her mind, Ken needs to be strong enough to walk away, even if by doing so there’s no guarantee that she, Madeline, will be waiting in the wings.
Her new friends from the dance studio however, beg to differ:
“If you want my opinion, the guy stopped by to see you to try to figure out if getting married is the right thing to do,” Scott offered plainly as he dried himself off on a chaise lounge. Ken had just left after spending nearly four hours poolside with Maddy and her friends from Fred Astaire.
“Or maybe he just wanted one last fling before he ties the knot!” Lloyd teased, playfully punching her in the shoulder. He was blissfully unaware of the ludicrousness of his statement, considering Ken and Madeline’s passionate, but chaste history. However, Maddy wasn’t about to ‘fess up to keeping her virginity intact to this new group of friends, nice as they were. Something gave her the distinct impression such news would raise a few eyebrows as well as concerns for her mental health.
“Nah Lloyd, Kenny’s not like that; he’s a very honorable guy and he knows I have high standards. I don’t go after other women’s boyfriends, fiancées or husbands—it’s just not my style. Besides, if he does break his engagement, I want it to be entirely his decision with no influence from me. If he’s having second thoughts about marrying Erin, he shouldn’t go through with it period, regardless of how I feel or what I do.”
“Yeah, you have a point,” Rebecca concurred. “But I gotta say, Maddy, he gave you the perfect opening to tell him how you really feel. I don’t know—if it was me and I still loved the guy, I’d tell him.”
“Rebecca, I can’t hurt a woman I’ve never even met—a woman who’s done nothing to me just because Kenny and I couldn’t get our timing straight! It wouldn’t be right; I wouldn’t want someone hurting me like that! And even if I did admit my real feelings, there’s no guarantee he’d end things with her anyway. I got the very strong impression that he’s resigned himself to his decision, even if it’s wrong. I don’t think he could live with the guilt of hurting her and her family by backing out now.”
“Well maybe you have a point,” Rebecca conceded. “Still, I’m amazed by you, Maddy. Do you know how many women would move in for the kill in this situation? Hell, I’ve had girlfriends who had no qualms about stealing my boyfriends right out from under my nose!”
“It was strange though, when he called her on his cell from my apartment,” Maddy admitted. He didn’t tell her where he was, for obvious reasons. But it was more than that—it was almost as if he felt stifled by the whole conversation, like she has him on a short leash or something. Anyway, he’s not the upbeat, gregarious, fun-loving guy I remember. And for someone about to get married, he’s sure not excited about it.”
“All I can say is for the guy to spend an entire Saturday afternoon on a Holiday weekend with an old girlfriend, and not his fiancée, something is terribly wrong,” Lloyd commented.
And while I listened to everyone’s input, I still couldn’t justify hurting a woman I didn’t know, simply because “Ken” and I kept messing things up between us, a thought process Madeline articulates in the above paragraph, much to the consternation of the entire group. I will also admit that I wasn’t thinking clearly at the time, so enveloped was I in the heartbreak of the whole situation. Maybe there was a little bit of pride at work, too, in the sense of You hurt me? Well,I’ll show you I don’t need you. You made your choice, now live with it, kind of way.
And it now appears that he’s not only living with his choice, he’s allowed it transform him from a once thoughtful, mature and deep-thinking individual who was actually concerned with important things far beyond the scope of just his own little world, into a vain, shallow, infantile man who can’t stop bragging about his new status in life — from where he gets his hair cut to his family’s latest 5-star vacation.
But in choosing a different ending for Water Signs to keep my main characters around for a compelling sequel, Ken takes an entirely different approach in Chapter 28:
Unfortunately, their live-in arrangement soon revealed significant differences—impediments that Ken hoped would either dissolve entirely, or at least mitigate once they were united in the bonds of marriage. In hindsight of course, he’d realized the folly of his thinking. That while he truly did love Erin, it had been utterly foolish to believe they could actually go the distance with her relentless insecurities, self-centeredness and proclivity towards distrust inflicting slow, steady and ultimately—unfixable, damage to their union.
Every female, whether Ken’s boss, co-worker or fellow college student, provoked Erin’s pervasive jealousy. On more than one occasion he recalled knock-down, drag-out arguments with her over innocuous incidents, from a study session in broad daylight over coffee at Starbucks, to mandatory after-hours socializing with the sales and operations teams at a company-sponsored event.
And a few paragraphs later:
Strange also that this particular year had brought her so much clarity; he’d just signed his divorce papers the previous fall. Did Maddy somehow know that? If she had been aware of his marital status, she offered no indication in her correspondence. His last recent search of public records had revealed no information whatsoever, which was understandable, given that his attorney had advised him it could take up to a year for such records to be updated on Internet databases. With no mutual friends or acquaintances to spread the word, Maddy was most likely in the dark. And that made her gesture even more impressive.
Ken rolled over onto his side, kicking the cotton sheets down to the end of the bed. Ever since having children, he no longer enjoyed the luxury of sleeping in the raw, and had taken to wearing boxer shorts. Tonight, he’d just happened to have chosen a green pair featuring the Philadelphia Eagles logo, though it had been ages since he’d actually slept in them. Somehow it only seemed appropriate. Funny, Erin despised football, one of the many activities Ken and Maddy had delighted in together.
It was also thrilling that she regarded him as a catalyst for positive change in her life, despite all of the heartbreak he’d caused her. And the thought that he’d somehow inspired her was the icing on the cake. All this time he feared she might actually feel nothing but contempt for him, though he completely understood her rationale for keeping her distance. He supposed it was selfish of him to want to keep her as a friend while he gave his love and devotion to another woman, but he’d truly missed her presence in his life.
In the book of course, this leads to a reunion which eventually leads to a marriage proposal and wedding a full 16 years after their initial meeting at the Somers Point Dance Club (which by the way, was a real place called “Key West”, though I changed it to “Key Largo” in the novel).
While it is sad to witness through cyberspace such a profound change for the worse in the man I remember, I am thankful for the unexpected rush of memories that led me to create a character who is much beloved by my readers. And unlike his real-life counterpart, Ken will continue to evolve as a man, father, husband, Christian and American, never allowing the material aspects of life — wonderful as they may be — to become his “god” or to alter who he is at the very core of his being.