Business development is a vital function of any healthy business. And it is dependent on interactions with non-customers. This is why trade shows exist. They are like massive dates for people with problems and people with solutions. They are the male and female counterparts that make business work. #Bowchickabowbow Lots of business opportunities are created at trade shows. Because people get to meet, mingle and leave non-single.
Right now, thanks to the Covid-19 curveball, in-person trade shows are simply off the table. As are most in-person networking events. Which creates a major impact on new business prospects for most companies. This is a significant problem to solve. And a significant business opportunity.
Calling It Off
New sales calls are challenged right now too. You can’t simply ask if you can swing by someone’s office to show off your cart of potions and elixirs. Because the people you want to meet with are not there. In fact, most of my clients at The Weaponry have not been in the office for 7 months. Some of them have even moved far from the city they work in, because it doesn’t matter where people live when no one goes into the office.
With all of the Zooming that is happening now, it isn’t easy to get prospects to jump on yet another video conference either. Especially since video conferencing today means inviting people into your home, where families are hosting a 3-ringed circus of work, school and personal life.
Where Do We Grow From Here?
This means that to continue growing your network and your new business prospects you have to find new ways to interact with people. So it’s time to adopt new approaches. Or act like Chubby Checker and put new twists on old ideas.
What I Have Been Doing
Over the past 2 months here is what I have done to expand my network during a time of social contraction:
I spoke to the quarterly gathering of Spearity clients. Spearity is a great management consulting organization. This introduced me to 40 impressive people I didn’t know.
I was a guest on the Sport Coats Podcast with Will Jurgensen. (podcast coming soon to a podcast player near you)
I published 25 new blog posts.
As a result of these actions I have grown my LinkedIn network. I have received new introductions, I have had in-person, yet comically-physically-distanced meetings. I have developed great new relationships. In fact, it looks as if I will have developed at least 4 new clients as a direct result of these activities.
I didn’t make a single cold call. I didn’t ask anyone for their business. I simply gave away my time, knowledge and expertise. I gave value first. And as a result I got even more value return. Anyone can do this. Even today.
Remember it is not who you know. It is who knows you. During these unusual times you have to make sure more people know who you are in order to grow your network and improve your long term prospects, opportunities and sales. Provide value first. And good things will come your way. Even in 2020.
*If you know someone who could benefit from this message, please share it with them.
My daughter Ava is a freshman in high school and has been playing basketball since 4th grade. To improve her skills, she has also been training with Joe Chapman at Chapman Basketball Academy in Milwaukee for the past 3 years.
Joe is a great coach. In fact, he coached the Marquette alumni team, aptly named The Golden Eagles, to the championship of The Basketball Tournament. So what you say? The winning team wins $1 million dollars. Which makes TBT one of the most exciting new sporting events concocted this century.
The Good Miss
During CBA training sessions I regularly hear Joe say, ‘Good miss’. For developing basketball players, a good miss is a shot that hits the back of the rim. This is the best way to miss a shot for several reasons:
You hit the rim. Which means that your aim was in the right direction. If you don’t hit the rim it’s a bad miss. (I have mastered the bad miss if you want to see what that looks like.)
A shot that hits the front of the rim is too short and will naturally bounce out, based on physics, angles, relativity and polarity. (I may have made the last 2 up.)
A shot that hits the back of the rim was aimed correctly, had enough distance to go in, and could still bounce into the hoop. In other words, the shot that hits the back of the rim gives you a chance. #SoYourSayingTheresAChance
Travis Diener, another Chapman Basketball Academy trainer who played in the NBA for the Orlando Magic, Indiana Pacers and Portland Trailblazers, told me that for him there is no longer a good miss, and that he expects to make every shot he takes. But that when starting out it is good to distinguish good misses from bad misses so that you can identify progress as you develop and refine your skills. And since Diener hit the winning million dollar shot in this year’s TBT, he knows what he is talking about, Willis.
Your Good Misses
We all have good misses. These are the attempts that didn’t land where or how you intended. And they occur in every area of your life. But you can still take positive feedback from the results. As you are learning new skills and developing new muscles it is important to distinguish good misses from bad.
Until you master an activity you should give yourself partial credit for your good misses. For the actions that were nearly there. When you clearly identify the intended outcome you can measure your improvement through efforts that land just one circle out from a perfect execution.
Maybe you didn’t land the job, but you got the second or third interview.
You made a cold call and you got a response, but not a yes.
Your backhand cleared the net, but landed outside the lines.
While parallel parking you bumped the curb, but not the other cars.
You asked that cute guy or girl out, but called them by the wrong name.
When you are developing a new skill your performances are not black and white. Don’t simply categorize your attempts as passes or fails. In every activity there are good misses. And there are airballs. Know the difference, and know what you can learn from each of them.
*If you know someone who could benefit from this message, please share it with them.
If you want to be successful in life it is important to surround yourself with other successful people. People who work hard, hold themselves to high standards and are continuously learning and growing. People like my friend Joe Chapman.
Joe is the Founder of Chapman Basketball Academy. CBA is a training academy in Milwaukee and Chicago for athletes of all ages and abilities who are dedicated to improving their basketball skills. Which makes Joe Chapman the poster boy for turning your passion into your profession.
The $2 Million Shot
I knew from the first time I saw Joe in action that he really knew how to coach basketball. Tonight, people across America will see. Because as a side project Joe decided to coach his fellow Marquette University alum in The Basketball Tournament. TBT is a prestigious, 64-team basketball tournament with an eye-popping $2-million, winner-take-all prize. It works just like March Madness, only the players are no longer in college. And there is no March.
Tonight Joe will be coaching his team in the championship game in Chicago for a chance at the $2 million prize. You can catch the game on ESPN at 9pm ET. You can catch my Joe Chapman story below.
Starting My Own Business
I started my advertising and idea agency, The Weaponry in 2016 in Atlanta. A couple of former clients approached me about starting my own business. I jumped at the chance like Carl Lewis. About that same time in Milwaukee, Joe Chapman was also becoming an accidental entrepreneur.
The Cliff Notes On Joe Chapman
Joe grew up on the south side of Chicago and took to basketball at an early age. While he wasn’t born with a silver spoon in his mouth, he had something even more valuable. He had natural talent and a strong drive to continuously improve himself. Joe soaked up the lessons from his youth and high school coaches. He learned that basketball is a team game, and experienced great team success, winning an Illinois State Championship at Bloom High School.
Joe also experienced great individual success, and was named a McDonald’s All-American his senior year. He went on to play college basketball for Marquette University where he was part of the storied Tom Crean-coached team that reached the Final Four in 2003. That team included a bumper crop of basketball standouts including Dwayne Wade, Steve Novak and Travis Diener.
After graduating from Marquette with a degree in Communications & Media, Chapman played professional basketball overseas for 11 years. As a result, he accumulated basketball coaching techniques from all over the world. Which turned Joe into a walking encyclopedia of basketball knowledge. (For the younger readers, an encyclopedia is like Wikipedia in book form). Perhaps even more valuable, the language barrier he faced with many of his overseas teammates forced Joe to become fluent in universal, non-verbal forms of communication, feedback and motivation.
In 2016 while back in Milwaukee during his summer offseason, Joe was approached by fellow Marquette alum, Kim Marotta and fellow Marquette basketball alum, Corey Wolf, about putting his library of basketball coaching knowledge to use coaching some very talented high schoolers in Mequon, Wisconsin. What started as private lessons soon expanded to group lessons packed with aspiring young basketball players.
The demand for Joe’s time and expertise was so great that he was forced to make a difficult decision: go back to Europe in the fall for the next basketball season as planned, or fully commit to coaching and training the next generation of basketball stars. After much deliberation with his wife Carolyn, Joe decided to transition from playing basketball professionally to coaching, teaching and inspiring others through the game of basketball.
CBA Is Born
Joe soon had a name for his new adventure. Chapman Basketball Academy. And it was successful from the very start. CBA attracted high profile high school basketball players in Wisconsin who wanted to take their game to the next level.
Joe’s ability to develop basketball players began attracting a younger and broader audience. CBA began rapidly expanding through word of mouth, and the sound of dribbling throughout gyms on Milwaukee’s North Shore.
CBA meets The Weaponry
Joe and I crossed paths when he was approached about coaching the Homestead Basketball Club’s 6th grade girls basketball team. My family and I had recently moved to Mequon Wisconsin, and my daughter Ava was on that team.
I quickly saw just how talented Joe was. But as I got more exposure to CBA I couldn’t help but notice areas where my team at The Weaponry could help Joe polish and promote his business.
Coaching The Coach
Following HBC and AAU team practices, after CBA training sessions and while traveling for tournaments, Joe and I spent a lot of time talking about how we could better market Chapman Basketball Academy. I found that Joe was as coachable and open to learning as any client I have ever worked with. Which I expect is the reason he soaked up so much basketball knowledge in Europe, South America and Asia.
Working with Joe and his wife Carolyn, The Weaponry did a complete rebranding of the Chapman Basketball Academy. We created foundational elements like new logos, and tight brand standards. Knowing that business cards should be a critical part of CBA marketing, we created a series of 10 different business card designs, each intended to start a different conversation with coaches, athletes and parents.
We created portable standup banners that Joe could set up at any gym CBA coached at to instantly brand the space as Chapman Basketball Academy. We created logo and gear designs for the stable of AAU teams under the CBA banner. We explored advertising and sponsorship opportunities. As well as unique collaborations and co-branded experiences with other high profile coaches and athletes.
Joining The Board
A year ago Joe invited me to join the CBA board of directors, and I gladly accepted. I am proud to help him achieve his lofty vision through both marketing efforts, and as a close and trusted advisor.
Watching The Coach In Action
I typically get to watch Joe coaching a couple of times each week. It is fun to watch him work with the youth of Milwaukee, including my daughter Ava and son Magnus. But tonight it will be exciting to watch Joe coaching on national TV, with my kids on the couch next to me.
I hope we get to see Joe and his Golden Eagles team grab the $2-million prize tonight. But Joe has already won. By making it to the TBT championship game he has taught all the boys and girls Joe coaches across Wisconsin and Chicago that the techniques, teamwork and attitude that he emphasizes every day works at every level. And not just in basketball. But in everything you do in life.
Good Luck Joe! We’ll be cheering for you from Milwaukee!