The Pooh Bear Project

I am posting this because I wanted to talk about my dream of The Pooh Bear Project.  I am writing this because some of my friends asked how they could help.

I will share how to help in a moment, first I need to share what pushed me harder today to get this going now.

I received a call from a Special Wish volunteer today (12/13/12) about a 3 year old who is having surgery Monday and may not make it.  The family was looking for a Santa to come Sunday to visit and take photos "just in case something happens Monday".  I said yes, of course.  I sat afterward and thought more about how hard that must be.  I want so bad to take a teddy to that little one, hold them for photos and hug the Mamma and Daddy.

NOTE: Below, by the teddy bears you will read about my hope to start "The Pooh Bear Project".  Please take a moment to read all of it and then come back up to this point.

Today it begins.  It is simple really.  I am going to set aside funds monthly to buy Teddy Bears that can be given, not just as Santa but just me at other times during the year to little ones who need a bear to hug.  A couple friends asked to help too.

When I saw the four little ones last Saturday who asked for so little, one said "maybe a toy. Just a toy, if that would be OK?" my heart broke.  I made a promise that I would never be in a situation that I could not do something, give those four little kids a teddy bear.  I know it isn't much in the grand scheme of things.  But I feel in my heart it is what I need to do.

Want to travel this journey with me?  I'll be posting stories along the way, check back.

Want to help?  Over to the left is a "DONATE" button.  You can click on it and give through Paypal or even with a credit card.  As I mention below, a nice Hugging Size Teddy Bear is about $4.00 wholesale cost.  $20 will buy 5 bears.  My commitment to my friends is that 100% of what they share will go to buy bears.

I am not begging you to give.  I am not a fan of beg letters.  Mostly this will be from dollars I get from storytelling and as Santa.  As I mentioned before, several friends asked how to help.  If you would like to help, click on the DONATE button.  

Thanks much for listening, for reading and keep me in your thoughts and prayers as I try to find a simple way to share the blessings I have been given.


Here is the original story:
Santa knows that no child is really "naughty", that every single one is a blessing sent to walk along side a Mom or Dad for a few years and then take wing on their own. I love the innocence of their little eyes looking deep into Santa's eyes. Sometimes they are too bashful to even look at Santa, hiding their face on their shoulder or perhaps on Mama or Daddy's shoulder.

But their eyes look deep and are full of love and trust. Sure, some are dressed to the nines while others have frayed cuffs and may even be soiled. Santa sees beyond all that. He also sees the joy and pride in the faces of Moms and Dads, Grandpas and Grandmas that wait, camera ready for that smile.

Oh, how Santa wishes he could sit with each little one as long as they wanted to talk with him. He would love to reach into his big red bag and pull out just what the little ones asked for as their Mama waited in the disheveled, soiled garments, tennis shoes torn and strings broken. His heart breaks when they ask for gifts that he knows most likely won't be under the tree.

Here is what Santa knows... little ones like those don't ask for I-pods or Lala Loopsey. Transformers or Nerf guns aren't on their list. Not one request from them for an American Girl doll. They ask for clothes, shoes or as one little one asked, "maybe just a toy". Just A toy. 

Last of all, Santa wishes you could have sat in the big chair last night when a young teenaged girl sat down, told her parents to "shoo, go away so I can talk to Santa"

Did she want make up, pierced ears, a car or was she swooning over some boy???

No, she told Santa she was a "Mom's helper" and the Mom she babysits for has a husband in Kuwait. (At first she said Quebec. Santa chuckled and asked if she meant Kuwait. Yes, that was it.)

There has been some trouble and fighting nearby and she asked Santa to try to help get him home soon without injury so he could be with his children and wife.

Santa talked with her for a while, reminded her that he sometimes could just hope and pray as she was doing... and he promised to do so.

Then Santa asked what she might want for Christmas. Her reply? "Nothing for me. Just that."

Tugs at the heart, doesn't it?

Here is the Postscript:

I was also the little boy who carried his teddy bear everywhere.  It was no surprise that when I had a little girl she had a "Pooh Bear" that went everywhere.  There she always was beside her Daddy (a single parent who had her at least half the time and often more than his half) like Peter Pan's shadow, a little independent but always at my side.  Thumb in her mouth and Pooh Bear hugged close.  The three of us had so very many adventures.  

Then when she was four she saw a woman making bears at a festival.  This is the same little girl who insisted her Daddy learn to French Braid, to buy her frilly socks and "foo foo" dresses, who ONLY wore dresses and NEVER pants or even shorts.  This little girl apparently thought her Daddy could do everything.  So, she asked me to make her a bear.

The first one was hideous.  A pattern from a teddy bear magazine and cheap brown fur from a fabric shop.  She wasn't sure it was a bear! 

I made several bears for her, each a little better.  I made one for a nephew sick with leukemia, others for the children of friends.  (No wonder I put on the red suit years later to become THE toymaker Santa!)

You see, I have always believed that a teddy bear in the arms of a little one is a "GOOD THING".  My Teddy Bear saw me through trying times.  Pooh Bear was daughter Kelly's constant companion.

As I laid in bed over the weekend I talked with my wife Linda again and again about the children I have seen through Santa visits over the past several years and those I remember from my days in the ministry in Appalachia, my time with United Way in Ohio.  As I mentioned in the story above, I just wanted to be able to reach into Santa's bag and find something more than the little jingle bell I give each child.

As I lay awake I thought so many times lately, "If only I had a Pooh Bear to give to that little boy or girl".  That would be a GOOD THING to give them a bear of their very own.

Last night I suggested to Linda that I start "The Pooh Bear Project".  Not a big non-profit, but just me and her to start, maybe ask a few friends to help buy some bears.  Not a little, tacky, goofy looking bear, but a bear that a child can hold and hug.   A bear that can stand watch over the long nights when Daddy is in Kuwait, or Mama is working.

I told her I want to always have a box or bag in my car with bears that I can quickly place in the outstretched arms of a little one hungry for love.  That is all I want to do, give them a bear and walk away.

There are a number of places I can buy nice sized bears wholesale for about $4 including shipping.  I spend more than that some weeks on sweet tea from McDonalds!  Twenty bucks a month isn't much out of my pocket and I can give away 5 bears monthly, sixty a year.  I am going to talk to a few friends and see if they will help.  I would love to be able to have 100, 200 or perhaps 300 bears to give away as Santa next year.  That is The Pooh Bear Project.

It may not seem like much to you.  It is not as important as food, health care, education, clean clothes, I know.  We already give to programs that do those things.

I just know I ache inside when a little boy or girl four or five years old, dressed in hand me down clothes looks Santa in the eye and asks for a toy... just a toy.  I dream of reaching into a box or bag and pulling out THEIR Pooh Bear.

Best of 2012

I was thrilled when I received the e-mail telling me Storytelling Santa had been chosen as "Best of 2012"!

They also gave permission to use the artwork on this page in my blogs, Facebook and promotional material!

That was the most important part of receiving the award - using it for marketing purposes!  For me it will be a great help for the 2013 season.

Honestly, my schedule for this Christmas season is pretty much set and I  doubt that I will add many more gigs between now and Christmas Eve.  I did immediately place it on my Storytelling Santa blog in a prominent position:
 www.storytellingsanta.com

Other than tooting my own horn, I want to make a point.  If you receive recognition, awards, newspaper articles you can link to...

Show them off!  Link to them, list them, do a press release, put the logo on your blog!!!  It helps your marketing! 



 

End of the Year "Thank You"

Twenty days are left in the year!  Hard to believe, right?

Now, I know you are already finishing up all your marketing plans for 2013, but there is one item that should be on your "to do" list for 2012.

Why not take a moment and send a simple note or  "Thank You" note to each venue or person that hired you this year?  I am not suggesting anything complicated or extreme.

Also, don't make it about marketing or selling something else.  Remember, these are the folks that paid you, that hired you, that believed in you enough to schedule a gig.  For that we should ALWAYS be grateful.

My personal choice would be for you to HAND WRITE each note. Hand written notes say so much about you and go so much further in expressing gratitude.  If you don't have time to hand write a note do what you can... but DO IT!

Last of all, HAND ADDRESS each envelope.  Make it personal for the holiday season.  

Take the time to do it right.  Who knows, it might get you a gig or two in the future!

Storytelling White Sale

What does your first quarter look like for next year?

Do you have the number of gigs you want?  Is the calendar full? 

Do your coffers jingle with coin of the realm?



NO?  Then what are you doing about it?


First quarter tends to be slow for me.  December was always slow for me... so I created Storytelling Santa and I don't have too many days off in December.  I try to take time off to rest and recover after a crazy December schedule.

I try also to find opportunities for that cold and dreary first quarter with PROGRAMS that fit seasonal needs.

How about marketing "Stories to Warm the Soul on Cold Winter Nights" and offering special pricing for January?

Try Stories about Marriage and Love for February and Valentines Day, stories about freedom and equality for the days surrounding Martin Luther King Day.  Celtic and Irish stories (my heritage after all) for March and St. Patrick's Day?

 Ever wonder why WHITE SALES are in January?  Because the stores want you to have a reason to shop in January!!!

So, why not create a "WHITE SALE" of your own and find opportunities during those slow months??

Your 2013 Calendar

My first question for this morning: DO YOU HAVE A 2013 CALENDAR YET?

My second: IF NOT - WHY NOT?

I personally use 18 month calendars (I do not like online, computer or phone apps. I want to see the months laid out so I can plan) and buy them in the summer so I can begin to plan for the next year early.  I often schedule a year in advance, so I do need the calendar for next year for that reason.

The other reason is that we need to be blocking your calendar and planning your marketing ahead of time.  If you haven't started yet... GET ONE AND START NOW!!!

What do I mean by that?  Take a look at your calendar, at holidays and seasons and begin to think of programming for those dates and seasons.  October is a good example.  Many storytellers have a full calendar of scary stories, right?  Well, maybe weekends, but what about weekdays?  Are there opportunities you might be missing?  I try to actually promote scary stories for a 6 week period from September 15th through all of October.

How about stories of love and romance for February, Celtic/Irish stories for March or patriotic stories for June/July and Veteran's Day?  

Summer Reading Program is June and July mostly.  However, many libraries book programs in the fall for the next year!  Yep, I am already booking for June and July for Summer Reading Programs

In my particular case I block November 15th through Christmas Eve for Storytelling Santa (and I also know I need to start bleaching my mustache no later than November 1st so I will be ready for gigs by November 15th)

So you do see that your calendar is one of your most important marketing tools?  By looking at a few dates, holidays and seasons with me you have already started your marketing plan for 2013!

Now finish up with your calendar and get busy!

Do You Have a Business Card?

For the past several days I have been telling stories and doing Doc Hollen's Traveling Medicine Show at a festival.  The weather has been great and the crowds receptive.  More than once over the weekend as I left the stage someone stopped me and asked for a business card.

Of course I had cards each time.  I had on a vest and kept dozens in the vest pockets.  When someone commented on the performance I also stopped and spoke with them.  I offered them a card also and several dozen folks took cards.  (How many times have you seen a teller move away from the crowd and not spend time with fans?)

For many storytellers things end there.  They walk away feeling pretty dad-gum good about giving out a bunch of business cards.  However, the conversation didn't have to end there.

I often ask - with a bit of jest in my voice, "Now did you like the performance so much you want a souvenir or a card to pass along to someone else?"  The question varies but is always an opportunity to open a dialogue and get new gigs.  

Yesterday is a good example.  A Mom and her 8 year old son helped Doc Hollen and afterward she told me she enjoyed being a part of the show.  She asked for a card and after a similar question we had great discussion about program ideas for the school that she teaches at.  The same type of conversation happened often during the day.

On Friday and Saturday I gave away maybe 25 cards or so.  At Vistaprint.com 2,000 business cards are $49.99.  Over two days I spent 50 cents on faces to face marketing. 

The probing questions and time spent with interested folks who enjoyed the program makes that investment priceless!

The Intro Upsale

What is an "UPSALE" you ask?  Great question.  Have you ever gone into a restaurant, ordered a burger and Coke and had the waitress ask, "You want fries with that?"?  That is an upsale.  You might have been buying a new car and the salesman asks if you want pin striping or undercoating.  That too is an upsale. 

Today I want to mention a great way to use your INTRO to open opportunities for other gigs.  In selling this is called an "UPSALE".

The salesperson asks you to add additional items to your purchase or even suggests a more expensive item.

I know, you are thinking, "What does this have to do with storytelling?"  Lots!

Most of us have (or should have) an intro already written up that we provide to the person that will introduce us to the audience.  It usually tells just a bit about you, your experience and what you will be doing for that performance.

An easy addition to that introduction you provide can be a quick listing of a few programs suitable for the audience.

An example, "Mary's other programs include an anti-bullying program, Celtic Tales for St. Patrick's Day and "Mom to Mom" a fun filled look at raising a family in today's hectic world."

The quick mention of several of your best programs can them be coupled with your thanks as the end of your program.  "If you liked what you saw, don't forget the other programs mentioned earlier.  Stop by, say hello and ask about scheduling for your group or event!"

Those simple mentions can often lead to folks asking for information, cards and phone numbers.  I always ask if they would like for ME to call Them to discuss a program.  I have a card and a pen for them to give me a name and number.  They give me the card back and I tell them to keep the pen (with my name and info on it!)

Branded by Who?

In my last post I ended by the question that I will divide into two parts:  

WHO ARE YOU?        

                                    WHAT DO YOU DO?

I am not talking about an elevator speech here, though those questions are the ones always asked when you learn to put together an elevator speech.  Oh, an elevator speech is how you would answer those questions in a short period and in just a few concise sentences as your ride a couple floors up or down in an elevator.

I know, that happens so many times on elevators these days.  It is good to know how to answer those questions without making it obvious you are a storyteller who tells only epic stories and needs 15 minutes just for the intro to the story.

An important part of marketing is simply being able to define those questions.  They will help you gain focus on what you want to do as a storyteller or performer.  They help you define who you are in the storytelling world.  They are, in a sense your back story - that part of any story that the author knows but does not necessarily write into the story.  Your back story also sets boundaries for your storytelling. 

Take the "Who are you?" question;

In my case, I will answer that I am Appalachian, unashamedly Christian and a mountain boy at heart.  For those reasons I do not tell creation stories from other religions, sometimes include hunting and fishing in my stories because I grew up doing those things and they are a part of who I am.

I will not play the dumb hillbilly, as you might have heard me say at some point, "I am not Jethro or Lil Abner.  I come from a proud people.  They were not ignorant, stupid, lazy or dirty.  I will not dress as such and will not poke fun at my roots.  I will also be pretty offended if you do."

That begins to define who I am and helps me determine the types of stories that I will write or tell.  As I have mentioned before, I stopped calling myself an Appalachian Storyteller because it limited the types of stories others PERCEIVED that I told.

Asking "Who Am I?" can also help you to define your mission statement and begin to build your business and marketing plan.  How?  Simple actually because it can help you to identify groups and audiences that you have things in common with!

Define who you are and then start looking within a 30 mile radius around your home base for audiences!

Sort of makes sense, doesn't it?

Branded!

Branding is an interesting and important part of marketing for a storyteller.  Branding means many things and you need to understand what it is and is not in order to use it to your advantage.

The American Marketing Association defines a brand as:  a "Name, term, design, symbol, or any other feature that identifies one seller's good or service as distinct from those of other sellers."

Some examples you will be familiar with are the Nike "swoosh", McDonald's golden arches or believe it or not - Coke's vision of Santa that has actually influenced the way children and adults envision Santa Claus... which really is not at all like historical drawings and descriptions of Santa or St. Nicholas!

I hear many folks that have a little experience with marketing talk about the importance of using the same colors, fonts and pictures in marketing as if those things alone are the key to getting business.  While it is important to have a consistent image, using Times New Roman instead of Arial in the body of a brochure really is not such a big deal.

For a storyteller, branding can start when you walk into your closet or have a photograph taken.

Take costuming, for example.  I don't mean wearing some sort of outlandish costume, I mean what you wear when you perform... your costume.  

Think about Donald Davis, Baba Jamal Koram, Bil Lepp or Doc McConnell and you might think of Davis' dapper appearance and bow tie, Baba Jamal Koram's amazing African clothing, Lepp's ball cap. jeans and tee shirt or Doc's checkered vest and old hat.  Those are all part of their individual branding. 

Mark Twain is identified with a white three piece suit, even though he wore a white suit for the last years of his life.  Captain Kangaroo wore that coat with huge pockets (in which he always had carrots for Bunny Rabbit). Mr. Rogers always changed into tennis shoes and a sweater.  I can still see Ray Hicks in a pair of overalls on stage.

However, that is not all branding is about.  For you it may not be about clothing at all.  There are plenty of amazing storytellers that come to my mind and I have no idea of what they wear on stage.  It is just not important - OR PART OF THEIR BRANDING!  

It may be the types of stories you tell, like the ghost stories that Kathryn Windham told, or Ray Hicks telling Jack Tales, Brer Rabbit Stories by Lynn Ford.

You may be identified as an ethnic or cultural teller, telling Appalachian, Asian, African American, Native American, Jewish or Hawaiian stories.  You may tell stories about your religious heritage or even stories based on your geographic location.  All these can identify you, separate your from the crowd, create a niche for you.

It is all the start of your personal branding.  

Yep, there is more, but it all should start with two simple questions:

Who are you and What do you do?

What's In A Name?

I suspect one of the most misunderstood names - or titles I have ever used is "Storyteller".  Every sort of entertainment person latches on to it from movie directors to musicians.  So many folks suggest they are storytellers through their novels, music, television shows, movies and even art.

According to the Merriam-Webster Dictionary the first recorded use of the word storyteller was in 1709.  Synonyms there include: fabricator, fabulist, fibber, prevaricator and liar.  Make you feel good, right?

Thesaurus.com is a little better for synonyms:bard, fabler, minstrel and my favorite - raconteur, among others.

My friend Jackie at story-lovers.com has a whole page of names and definitions i enjoyed reading:  
http://www.story-lovers.com/listsstorytellernames.html

All that to make this point: Who are you and what do you do?

WHAT EXACTLY IS A STORYTELLER?

You better be able to articulate this and do it well if you plan on growing your business!  Answering those two questions will help you define your BRAND.

If you don't develop your Brand others will!  So, what is that?

It is simply how you define yourself, your services, the things that make you stand out from the crowd. It is your identity defined and even symbolized... like the Nike "swoosh", Coke, McDonalds.  These are all names of companies that spend a lot of time defining who they are in the marketplace.

Why is that important to you?  Because if you know who you are and what you do - you can have the same message, look and product through all your marketing!

And you might even get more gigs with a little better clarity!

Freebies Anyone?

How many times have you received a call asking you to perform for a group... for free?

How many times have you accepted?

There sometimes seem to be a stream of folks who call and tell you how wonderful their group is, how important their mission is.

How they have no money.  And then their ask: "We were wondering if you would consider doing a program for us for free?"  They might say it a little differently, but the bottom line is the same.  WILL YOU GIVE AWAY A PROGRAM?

 Now, you might end up thinking I am a scrooge, but I don't often do free events.  The ones I do I choose and offer.  I do not respond to low cost or no cost requests.  There are several reasons:

First of all, it may be free to them, but it cost me!  Just in gas alone it cost.  For example,  say the venue is 30 miles away or 60 miles total.  At 20 miles a gallon gas mileage you would use 3 gallons of gas.  right now gas is close to $4.00 a gallon - that is $12 it cost YOU!  If you figure the allowable mileage rate it comes to $33.30.

Include your time with 30 minutes drive time each way, perhaps an hour before and after the performance and one hour performance...  That is 4 hours total.

That does not include wear and tear on your vehicle

Minimum Wage is $7.25 X 4 hours = $29 if you were paid minimum wage!

Their free program actually cost you at least $41 if you made minimum wage.

KNOW YOUR NET

What?  You'll do the program for a $50 honorarium?  Cool, You net $38.  $100 nets you $88, $150 nets $138.  Know what you will net when you quote a price.

KNOW YOUR CUSTOMER

Take your time to know who you are talking to.  Find out if they pay other performers.  Find out what they do and if they are REALLY a poor group.  One day you will agree to do a freebie and will walk into a group and see diamonds glittering on every hand, expensive handbags, Italian suits and expensive cars in the parking lot.

Then you'll know they just weren't that poor.

Check Your Baggage!

I had an interesting conversation with a gentleman at one of the venues I performed at this summer.  He had been on my website and realized we were both graduates of the same college.  We had a great conversation before and after the gig about our alma mater, professors we both had and the beauty of the Bluegrass Region of Kentucky.

He then thanked me for my professionalism and shared an situation he experienced recently with a performer who unloaded their woes and personal problems on anyone who would listen when they arrived.  He spoke frankly and said he would never invite that performer back again.

The take away from that conversation?  

CHECK YOUR BAGGAGE AT THE DOOR!

Even if you consider the person who hires you for a performance a friend, it is really inappropriate and unprofessional to do a data dump of problems and issues when at a performance or even when on the phone confirming a gig.

When I was a sales manager in the pharmaceutical industry I traveled often doing sales training around the nation.  As we did training for dozens and sometimes hundreds of pharmaceutical sales reps we always included the same advice.  

You would be amazed at the number of times a doctor or nurse would call a sales manager and complain about reps who share too much of their private lives and personal issues.

Our advice to them and mine to you was simple:

Show up with a positive, upbeat attitude.  Smile, be polite and engaging.  If asked, do share about your family, hobbies, interests.  Don't unload the baggage!

Remember you are not only a guest... they HIRED you to perform.  Respect that relationship.

Gigs happen OFFLINE!

One of the things I hope storytellers and other performers do not forget is that GIGS happen OFFLINE.  

 There is so much advice flowing around right now about "online presence", "building a platform", "using social media for business" that it is easy to get caught up in the mistaken idea that you do not need to work offline to fill your calendar.

I doubt that any of the social media gurus really are saying that social media can take the place of good old common sense and hard work to build a business.  Their intent is to make you better at those aspects of building your business. You absolutely need to remember two KEYS to success:

First - PEOPLE BUY FROM PEOPLE!  You are your best marketing tool.  Prospective customers need to hear your voice, talk with you, see that you are interested and interesting.

Second - the internet is INBOUND and works only if a customer is looking for something.  You also have to do OUTBOUND marketing and go after customers.  You need to identify opportunities, make contact, have a call to action in all your marketing pieces and ASK FOR BUSINESS.

As you know, one of my favorite methods is postcard marketing.  It is not just sending out a shotgun blast of un-targeted postcards.  It takes time and a little research to find those opportunities.

So, take the time to draw a 30, 60 and 90 mile circle around your home base.  Start in the 30 mile circle and find the possible venues.  Think outside the box, make lists and make contact.

You might surprise yourself and get a gig.

Mad Marketing Rush Begins Today

Saturday was the Hard Times Marketing Workshop.  It was a great day and lots for all who participated to think about and do!  I have one more week of Summer Tour and will be in Erie, Pennsylvania, Westlake, Ohio and along the coastline of Lake Erie in a few days.

Today I begin another Mad Marketing Rush and am inviting them... and you to join me and see what happens.  ARE YOU IN?

Here is how I plan to begin and how you can do your own Mad Marketing Rush:

• Select one or two PROGRAMS to market heavily for the next 30, 60 or 90 days.  If you need time to prepare, that is fine.  Just start now getting things ready.
• If you have postcards for those programs great!  If not, go to Vistaprint.com to design and order program specific postcards.  Be sure to have a CALL TO ACTION like "Call Now To Book" or perhaps, "Ask about special Early Bird Booking Rates".
• Take his week to select venues within a 30, 60, 90 minute circle around your home base.  Begin with the venues within the 30 minute circle.  Get specific names, if possible.
• Plan on mailing 10-20 postcards weekly.
• Follow up either by e-mail or phone to each contact.

Last - Let others know about your successes!

Let me know... ARE YOU IN?

Keeping Up Appearances

On Saturday, August 4th 2012 a select group of performers and storytellers spent the day with me for the Hard Times Marketing Workshop.  It was a great day and each participant had much to offer.

Sherry, one of the participants who is a librarian and a brand new storyteller made an interesting observation about appearance and dress.  Some time ago she hired a performer to visit her library based on a brochure they had sent.  When the performer showed up she had to ask twice if they were the performer she had hired.



Why?  Because they had multiple photos in the brochure of them in a particular costume that appeared to be part of the program.  When the performer arrived they were dressed in plain clothes, not the costume.  Not only was she disappointed, but all her promotional materials she had printed had the performer in costume.

Several folks including our librarian friend offered another observation about some performers, including storytellers when they mentioned that performers AND storytellers often come to gigs dressed  poorly or inappropriately.  When I asked privately for more details several things were mentioned often...

• Dirty jeans or pants... or shirts
• Inappropriate blouses for women
• Slogans on tee shirts that were not appropriate... even political tees at an event that is not political in nature.
• Shorts when not appropriate
• See through clothing
• Pants worn WAAAYYYY to low on men or women
• Sloppy clothes

Don't forget you are a professional!  As we talked three names were mentioned more than once.  Donald Davis was the choice for a great professional appearance.  Doc McConnell was mentioned because everyone remembers Doc in that plaid vest.  Ray Hicks always stepped onto stage in his overalls, but you knew they looked new and clean.  "They were his Sunday overalls" was the comment.


Think about how you look when you go onstage.  You may not think it matters... but those who hire you do!

A Marketing Balance

There is a lot of talk these days about social networking for business and for storytellers/performers.  Books have been written, blogs, Facebook, LinkedIn and Twitter are full of advice and salesfolks trying to sell you their latest take on how to market via the internet and social media.

I have been told by several storytellers that all their promotions and marketing is done online these days.  My response is usually the same, "That is great.  I hope it works well for you.".


My opinion I hold to myself is this:

If you do not create a balance online and offline you are missing out on opportunities.  There is a real difference in marketing and selling between active and passive marketing.


Your social media marketing depends on customers finding you and joining your circle of "friends", connecting to your social network or subscribing to your newsletter.


What if they aren't looking for you BUT would be interested if you asked them?  Are you missing many opportunities because you are not actively seeking them?


Social Media marketing is sort of like having a retail store.  Your customers have to come to you to buy.  That works fine if you are Wal-Mart.


The other model you need to look at is more like a B2B model - business to business.  Pharmaceutical Sales is a good example.  Drug companies put highly trained sales reps in the field to call on physicians and other health professionals to educate about specific drugs and ask for business.


To be a successful storyteller you need to FIND customers and market specific products/services.  DON'T EXPECT them to come looking for you.  


The first step is to know your 30, 60 and 90 minute markets.  Get a map and a compass and draw a 30 mile circle around your home.  That is your "30 Minute Market".  What possible venues are there in that circle?  do the same for your 60 and 90 minute market.

Search for venues, for likely customers and build a list of prospects.  Find out what NEEDS they may have and market to those needs!  Ask questions - what type of programs do they hire for?  If you see trends then build programs to fit those trends!


You may be passionate about the plight of myopic possums. You can have lovely stories about people who fit these short sighted critters with glasses... but will anyone pay to hear those stories?


Last of all, am I saying you don't need the online presence?  Not at all.  The point is that you need both.

Have you seen the car commercial where the young woman talks about her parents not having a life because they only have 19 Facebook friends and she has over 600?  She sits in front of a computer trying to figure out if a picture is a real puppy while her parents are out living a great life OFFLINE!


Balance your marketing - ONLINE AND OFFLINE.

My Template Change

First of all, I really liked my old template.  It was nice to look at, had a swing and a grasshopper on it.  It was NICE.  It just wasn't as readable as I would like.  Also, I don't know if search engines liked it.

So, after reading "Platform" by Michael Hyatt, I decided to make this change to something simpler and easier to read.  Michael's website is: http://michaelhyatt.com/


I highly recommend his book, his e-mails and his website.  I don't do that often or easily.

The new look will  be easier on the eyes of readers and encourage you to share the info, book gigs with me and buy my new CDs that will soon be out!

Bartering as Pay

Earlier in the year I was working on a tour of Pennsylvania and the northernmost part of Ohio along Lake Erie.  I had a good gig midweek and wanted to use that as an anchor gig to build around.  As part of my regular marketing process for a short tour I sent out postcards to possible venues in the area.  As the weeks went by I scheduled several other gigs for that tour.

They I received a call from an activity director at one of the venues I had sent a postcard to.  We had a pleasant discussion and I offered her a decent discount since I would already be in the area.  She thanked me and told me the amount was still too high for her budget.  What she could offer was just not enough to tie up a date I still had plenty of opportunity to fill.

A day later she called back with an offer I couldn't refuse!

She reminded me of our conversation and how much she had to offer... and then mentioned they had a guest suite.  She asked of I would consider the initial amount plus two nights accommodations in the guest suite plus all meals for three days in exchange for a gig?

DUH!  Of course I would.  I was able to save the cost of two nights lodging in a motel at a range in that area of $75 - $125 per night (At the lower end that would be $150 plus taxes - probably another $15).  Food for three days would cost anywhere from $60 to $100 (I usually budget $25, so my budget would be $75 for three days)  Her offer didn't cost them anything extra but saved me at least $225.  That added to the fee she could afford made it a decent opportunity!

As I have traveled in the past I have often had evening gigs scheduled but nothing during the day.  More than once I have traded lunch with a civic group for a program.  The added benefit is that I can give the attendees my information and get gigs from that presentation.

Other barter opportunities have presented themselves over the years also.  Lodging, meals services and even goods have been bartered for a program.  It takes some creative thinking and going out of the box, but it can work and provide things you need, services AND additional gigs along the way.

Image and Presentation

Ten or twelve years ago all my storytelling promotional materials said, "Stephen Hollen, Appalachian Storyteller".  That is who I was and (I thought) what I did.  I was and still am proud to be an Appalachian.  I am a mountain boy through and through.

I thought it odd that no one ever contacted me to tell other types of stories.  I had a great program of Cinderella stories from around the world.  I even dressed in an evening coat with vest and cravat to tell the stories.  Audiences loved the program.  I seldom did that program.  The same was true for my Celtic and patriotic programs.

Then I had a revelation!  I was promoting myself as an Appalachian Storyteller.  As venues looked for a program they would pass over me because they weren't looking for an Appalachian program that day.  When I changed my marketing materials to "Stephen Hollen, Storyteller" I started getting more contacts for other types of programs.  I still told my Appalachian stories, Jack Tales and my Cousin Peanut stories.

What had changed was what others saw when they were looking at my materials.  I was no longer perceived as only telling one sort of stories.  Don't think that I stopped marketing and let the gigs roll in with that simple change.  It still took work to get gigs.

Occasionally I was and still am asked to tell mountain stories and appear in "hillbilly" clothes... ragged shirt or long john shirt, worn out overalls and work boots.  I always decline.  There are several reasons I decline:

• I will not foster the image of a "Lil Abner" or "Jethro Bodine".  I am educated, successful and Appalachian.
• I do not wear that type of get up in real life, so why would I wear it as a storyteller?
• That image is a stereotype that does implies Appalachians are dirty, lazy and ignorant.
• That image insults a heritage I am proud of.

All that being said, the question for you is this:
Do you box yourself into a certain type of stories with the image you promote either unintentionally or on purpose?

I used to laugh when Chuck Larkin and I would talk about his title, "The Bluegrass Storyteller"  I had lived in the "Bluegrass" area of Kentucky and knew Chuck didn't.  He told me he just liked the sound of it.  I think there were other reasons I just don't remember.  The point is, it sounded good, homey and fit Chuck without boxing him into a specific "perception" of what he did.

Road Warrior

Being a road warrior - a "Touring Storyteller" is not for everyone.  Many storytellers just do not want to hit the road and travel for weeks.  Some of us enjoy the travel and love to see new places.  Here is a warning!

If you don't purposefully schedule some down time in your tour you will never see the amazing sights where you travel.  I try to have one day set aside so I can explore, take photos and find that great off the beaten path restaurant.  I also plan ahead for that day so I can use it wisely.

• Google is a great place to start your "day off planning".  Try searching "things to do in..."  or "attractions in..." and add the town you will be in.  I always find great things to see and do this way.
•  Check for a Chamber of Commerce and see if there is a listing of local points of interest.
• Check to see if there is a local tourism office and give them a call.  They will be happy to send you information about the area.  Don't limit it to just the town you will be in.  Look for other nearby towns also.
• Look through a travel guide - if there is one for the area.
• Ask someone (in advance, of course) at the  local venue/venues about attractions, parks, great restaurants in the local area.  The locals always know more than the travel guides do.
• When you do decide where you will visit ask someone in the town about the place.  "The largest fuzzball in America" might sound like fun, but it may just be a ball of fuzz under glass on someone's porch!
• Most of all, plan time for yourself to rest, relax and enjoy some time to yourself!

Shut Up And LISTEN!

OK, I know this is hard for a storyteller or any performer.  You are going to read this and say that you already do this.  Yes, I know, you are a marketing genius.

So, why are you not getting the gigs you want?

It may be because you TALK TOO MUCH!

I taught Professional Selling Skills in many venues all around the U.S. and even once in Canada.  The hardest part of the training was to get sales people to shut up and wait for answers.  In a situation where you are nervous your mouth goes into overdrive.  Here is my simple advice as you are asking for business.

Ask simple questions:  There are two kinds of questions, the closed ended question and the open ended question:  Closed ended - "May I confirm the date for you?"  It requires a simple answer.  Too many times we use this type of question trying to get information.  This is the question you ASK AND SHUT UP! Let the other person think and answer.

Open ended questions are to get information.  "Tell me how my program fits your need."  Open ended and  looking for information.  Again, ASK AND SHUT UP.  Let them think and answer.

Ask for business:  When I am getting to the "close" I try to say something like, "I have my calendar in front of me now.  Would you like to look at dates?"  This is a soft close.  I am asking for the business by looking at their calendar.  This is a simple closed ended question.  THEN SHUT UP!!!

Answer objections:  Often you might hear a question that can close you down.  "I am not sure scary stories are appropriate for cardiac patients."  Your reply is to clarify and keep the dialogue open.  "I understand.  Scary stories for cardiac patients may be an issue.  I also have a lovely healing stories program that is encouraging, empowering and more appropriate.  Does that fit your need better?"  Again, ask and SHUT UP!



Side note:  if you are in the mood, here is a little something I wrote a few years back to take you down to the hills:  http://www.mountainstories.net/2008/12/sunrise.html




 Stephen Hollen is an award winning storyteller, humorist and Mark Twain Impersonator living in Beavercreek, Ohio.  He performs and tells stories in Ohio, Kentucky, Indiana, Tennessee, West Virginia, Michigan and throughout the USA. 

Your Best Sales Tool

If I could only have one sales tool in my tool kit it would have to be my business card.  Why?

• First, I can carry business cards in my pocket or wallet - AND I do!
• It is easy to pass along to others and small enough for them to put in their pocket or wallet.
• Business cards can define who you are and what you do in a small space.
• They are cheap.  I am a fan of Vistaprint.com and there are ALWAYS deals for business cards.

How often are you asked for your phone number?  I never just blurt out my number.  I get out a card and give it to the person asking for my number.  You wouldn't believe the times folks have said, "Wow, you're a storyteller!".  If I have something I need to write down for someone... you guessed it.  I write it on the back of my card.


As I am talking with someone and they ask what I do I simply reach for my card.  They read it immediately and usually comment.


Business cards are easy to place in a letter or card.  Anytime I send a "Thank You" I enclose a business card.


When I perform I always have a stack of cards I pass out to those who ask.  It is a lot cheaper than handing out brochures.  I DO keep a few brochures or postcards with me and pass them along to folks who have a serious inquiry at a gig.


IMPORTANT TIP: Always give someone who asks about scheduling more than one business card.  At the end of a gig give the person who invited you several cards and ask them to pass the cards along.





 Stephen Hollen is an award winning storyteller, humorist and Mark Twain Impersonator living in Beavercreek, Ohio.  He performs and tells stories in Ohio, Kentucky, Indiana, Tennessee, West Virginia, Michigan and throughout the USA. 

No one around here ever hires me!

No One Around Here Hires Me!!

Do you ever voice that lament?  Do you hear it from other storytellers or performers?


Your question to start the week:  WHAT ARE YOU DOING ABOUT IT?


The last blog entry dealt with Top of the Mind Awareness.  Lets build on that idea and think about what you are doing to change that.  Here are a few questions to get your planning on the right track.

  

• First of all, have you done an inventory of all the possible venues within 30, 60 and 90 minutes of your home base?
• Have you identified the decision maker at each venue, including phone number, e-mail and address of the venue?
• Sure, it sounds redundant, but do you have this information in a user friendly database?  Can you do letters, e-mails, labels with your database?
• Can you track the contacts you make with each venue as well as noting when you do gigs for that venue?
• Have you ever called just to introduce yourself?
• Do you make some sort of contact on a regular basis?  Frequency is the key here.  Why not develop a plan to mail postcards 4 or 6 times a year, send e-mails quarterly, send invitations to events you are doing locally?

Don't be a pest!  This is not suggesting you call monthly and hassle them. The idea is to put information in front of the decision maker with enough frequency that they will think of you when they think of storytellers.

The Bottom Line:  If they don't know you 

they won't hire you!



 Stephen Hollen is an award winning storyteller, humorist and Mark Twain Impersonator living in Beavercreek, Ohio.  He performs and tells stories in Ohio, Kentucky, Indiana, Tennessee, West Virginia, Michigan and throughout the USA. 

Top of the Mind Awareness

Wouldn't it be great if every gig you scheduled was just a short drive from your home?  Even better, wouldn't it be awesome if everyone who ever hires storytellers thought of you first when they thought of storytellers?

That is "TOP OF MIND AWARENESS".  In other words, when a customer is ready to schedule/buy - they think of you first.  You have been stamped into their memory and when they think of "storyteller" your name AND face comes up.  That is an enviable position to have.  A position that the marketing giants are careful to promote for themselves.  Think APPLE, COKE, MCDONALDS.  When I was a kid there was a Texaco commercial with a jingle that said, "You can trust your car to the man who wears the star, the big, bright Texaco star!"  Still today that is top of mind awareness.

Are you asking yourself, "But how can I do that?  I don't have a thousand person marketing department.  It is just little ol' me."

Here is how you start:  First, get a map of your area and draw a circle around where you live.  I draw three circles - 30 miles, 60 miles and 90 miles.  Lets start with the 30 mile circle and identify EVERY potential venue in that circle.  Yes, it takes some work, but it will pay off. Some potential venues might be libraries, elementary schools, day camps and  civic organizations.  Check for seasonal festivals and special events also.

As you identify the venue, determine who the decision maker might be.  If it is a library, for example, there might be several including the head librarian/director, the teen or youth librarian and the children's librarian. If you can compile additional info about a contact MAKE A NOTE!  I have known sales reps that had awesome notes about each client.  AND their clients LOVED them because they remembered and cared about who they were.  They also made good notes about when and how they contacted the client.  An example:

Jonathan Apple Memorial Library
1953 Main Street
Apple Tree, KY 40000

Director: Lizzie Borden - collects chopping tools.  Might be interested in a Father's Day program
Teen Librarian - Charles Wolfe - loves werewolf and vampire stories, ask about Halloween programs
Children's Librarian - Bonnie Buttercup - president of local garden club. loves environmental storytelling

2012 contacts: March postcard mailing, e-mails about Mother's Day programs, stopped in to see Bonnie and leave info about my "Think Green!" storytelling program.

Ask yourself, "How often have I contacted the venues closest to me?  Once, twice in the past year?  Do they even remember me or that there is a storyteller in their neighborhood?"  How much is reasonable?  How much can I afford?  This is not suggesting that you become a pest or constantly call and hassle a contact.  Much of what you do can be subtle and passive.  Vary the programs you promote with each venue.  they might not be interested in one program and will be excited about another program.

Top of the Mind Awareness helps in another way also.  As others speak with your potential venues about storytellers, your name will come up EVEN if a venue has no money to hire you themselves.

Want more local gigs?  Identify all potential venues, develop good info about each venue, develop a systematic contact/marketing plan, make contact regularly and vary the programs you offer.





 Stephen Hollen is an award winning storyteller, humorist and Mark Twain Impersonator living in Beavercreek, Ohio.  He performs and tells stories in Ohio, Kentucky, Indiana, Tennessee, West Virginia, Michigan and throughout the USA. 

I Love Anchor Gigs

I love anchor gigs!

So, what in the world am I talking about and what does it have to do with marketing and storytelling/performing?  Great question, if I do say so myself.


As I look at my calendar, I often find that I get requests for programs outside of my local area.  You get them too.  They are gigs that you cannot do without some travel and at least one overnight away from home.  Many storytellers and other performers turn these down immediately for several reasons; too far from home, the venue can't afford to pay your gig fee plus motel plus mileage, perhaps you just don't know the area.


If you don't want to travel those are all good reasons not to take a gig.  If, like me, you enjoy the travel and seeing new sites, these gigs become Anchor Gigs and an opportunity for other gigs and more income! 


An Anchor Gig is a gig I schedule and begin to build around.  As I build a tour I do not like to bounce down the highway from one town to the next for gigs.  I would rather find a good area to market in and a decent motel, a welcoming friend or a neat Bed and Breakfast and begin to look for opportunities.


For example, if you have a gig opportunity in Atlanta, Georgia make that your Anchor Gig and draw a 60 mile circle around Atlanta.  That is approximately an hour drive any direction which is very reasonable travel time to a gig for me.  I personally love to use an Atlas and a compass for this task.  It makes it easier than trying to do this on Google Maps or Mapquest.  The map has a mileage scale that I use to adjust my compass as I draw a circle IN PENCIL! 


Try it on Google Maps - do an imaginary circle and see all the towns and cities within an hour drive!  There is Roswell, Smyrna, Lawrenceville, Marietta... and Athens is just 9 miles outside that circle, so I would include it too!

The next step is Google "mining for venues".  I search the surrounding towns, villages and cities for opportunities; Libraries, Festivals, Civic Clubs, Churches, Day Camps, Senior Centers, Museums all are great opportunities.  

I personally like to start with a postcard (can you imagine me starting with a postcard) or e-mail if I can find a contact person at each possible venue.  Having a date creates a sense of urgency for the contact.  In an e-mail you would suggest "I will be in your area the week of November 5th and have dates still available" .  For a postcard I like to use a gold foil label on the front of the postcard with "Stephen will be in the Smyrna area the week of November 5th, call for scheduling info".

I do my homework and determine which of my programs would best fit each venue and send the appropriate e-mail or postcard.  I do NOT send a generic e-mail or postcard.  I try my best to suggest a specific program.


Follow up with a polite phone call, confirm they received the e-mail or phone call and ask if they would like to schedule a program.  It might take 5 or even 10 contacts to get another gig, but persistence pays off.  Does it work?  Yes, it works very well for me.  

For the second week in August I started with a gig about 4 hours away from home.  A decent paying gig, but in the middle of the week.  I mailed about 50 postcards (my cost was about 42 cents each so a cost of $21) and made 30 or 40 e-mail contacts.  As a result of mining around that Anchor Gig I now have 4 gigs instead of one.  I will need to stay for three nights in that area, but one of the venues offered lodging in a lovely guest suite for two nights as part of my compensation!



 Stephen Hollen is an award winning storyteller, humorist and Mark Twain Impersonator living in Beavercreek, Ohio.  He performs and tells stories in Ohio, Kentucky, Indiana, Tennessee, West Virginia, Michigan and throughout the USA. 

New Story

Here is a link to a story that will be on my new album!

Church visitation

Themed Programs

July 4th will be here soon.  I wonder how many storytellers have a program developed about courage, loyalty, patriotism and the men and women who have made our country free?

What?  You haven't thought of July 4th as an opportunity to get gigs?  I'm not talking that day in particular, but the weeks before and after are a great opportunity for storytelling.  It can be a time not just for stories about the America's Founding Fathers, but also stories of courage, stories of simple folks who stand up for what is right.

Actually, it is probably too late to promote programs for this holiday.  However, with an election cycle coming, this is a great time to promote the same programs for fall!  This is a great time to remind folks why we vote, why we are blessed in the country we live in.  With a nation that divides itself between a two party system, why not remind folks on both sides of the political aisle of those great men and women who symbolize the leadership we all should seek to demonstrate?

Patriotic themes are not really your cup of tea (pardon the Boston Tea Party reference - another great story)?  Take a look at the other seasons and holidays coming up, plan programs around those themes and start marketing those particular programs?

Ideas?  Scary stories for late September and October! Stories of harvest and giving thanks for blessings for November.  Christmas stories for December.  I do the stories and talk about the origin of Santa Claus - for grown up audiences, of course.  It is a popular program!  I have heard some wonderful Hanukkah stories - a great December theme!

Get the idea?  Start planning now to market a program around other seasons and holidays!  Do you have a program for the weeks around Valentine's Day?  Romance, love, the difference between men and women, the humor in weddings and marriage???  Getting any ideas?  Don't forget those same programs can be used for other types of venues - weddings, anniversaries, for example.

Here is the important take away:  A storyteller can gather stories for just about any event on the calendar.  Develop a themed program and market that program seasonally.  It will give venues an idea that they can slip into their calendar.  Take my word for it, those who program are definitely calendar and holiday oriented as they plan their year out.