By CHERIL VERNON
According to venture capitalist Harvey MacKay, knowing something about your customer is just as important as knowing everything about your product.
Direct Development Training instructor Hannah Krause of the Houston area told at least 100 people how important it was to their business to learn “Mastering Your Memory” skills during an interactive self improvement program at the Palestine Area Chamber of Commerce's Quarterly Luncheon Tuesday at the Ben E. Keith Community Room.
According to Krause, improving your memory skills can lead to making more money and reducing stress.
Krause recommended the audience read — if they haven't already — Dale Carnegie's book “How to Win Friends and Influence People.”
Making a bond with a potential client or associate can go smoother if business person makes a point of learning each person's name.
“Usually you shake hands and exchange names and a second later you let go of their name — it flies over your head and drops to the floor. It makes you feel terrible,” Klause said. “The trick is to listen to the name, clear your mind and really listen. Then repeat the name back to them at least two to three times. If so, you will have an 85 percent chance of remembering their name.”
Krause demonstrated to the audience how you could repeat their name numerous times without it being too noticeable.
Because many businesses are very competitive, how can a business be picked over another?
“The reason why is because people like you. If you are not liked, are people going to do business with you?” Krause said.
In her colleague Craig A. Krause's upcoming book, he says that people will find a way to do business with you if they like you.
In scenario where you see your potential client in the local grocery store and can't remember their name, do you avoid them or greet them?
“When you can't remember their name, that tells them they are forgettable, not important to you, possibly just a paycheck,” Krause said. “It may affect your potential business with them or the potential of referrals.”
Plus, not remembering their name means you are concentrating on pulling their name from your head instead of concentrating on what they are saying.
“Believe it or not, your memory is perfect, unless you have had a medical condition or an accident,” Krause said.
Six hours after your meeting, for example, the name suddenly comes to you, generally, Krause said.
“It shows it's not a memory problem, it's a recall problem,” Krause said.
The program included a memory demonstration where those in attendance played an interactive memory game to discover what can be accomplished with the new skill of “mastering your memory.” The methods demonstrated were brought down to specific and applicable usages of having a trained memory: increased sales, more confidence and competitive advantage.
The audience was asked to help Krause compile a list of 20 regular items such as computer, business cards, phone, glasses, coffee, printer, etc. Then she asked the audience to memorize the list — in order. No one in the audience was able to call out the list by memory, except for Krause.
Krause explained that Direct Development Training's five-hour workshop “Mastering Your Memory” can accomplish this task. An upcoming workshop is planned in Palestine but not date has yet to be set. The special price is $199 per person and $99 for an additional family member. The regular price of the workshop is $399 with $199 for an additional family member.
Krause said those who attend the five-hour workshops will be able to recall a list of 50 items of their choice by the end of the workshop. To take part in the Palestine workshop, call the Chamber at 903-729-6066.
Other public “Mastering Your Memory” workshops are planned in Houston, Austin and San Antonio.
“You can instantly recall client's names, market data, to-do-lists, phone numbers and connect with clients in meaningful ways,” Krause. “You can lead meetings with confidence and competence, give presentations without notes and reduce stress.”
For more information about Direct Development Training, visit www.directdevelopmenttraining.com or call 512-706-5858.
Ambassador of the Quarter
Also during the luncheon, Delilah Malone of Security Storage was named the Ambassador of the Quarter, presented with a plaque for her service to the Chamber.
The Business of the Quarter will be announced at a later date.