Attract New Clients: Lead With Wine

Prospering in today’s economy will require an extraordinary examination of your personal commitment to “the truth” as it relates to your industry in general and your own business or job in particular. In dealing with clients from many different backgrounds, I have noticed that, quite often, we do not make decisions according to what is true. Rather, we make decisions according to what we want to be true. Or what we wish was true. This is usually a recipe for disaster.

Consider the well established restaurant that's been serving food and drink since 1796. By now there’s been quite a turnover in clientele - graveyard conveniently located across the street. As time dictates the menus change as do the people they attract. Once again they felt it was time for a change. So what did they do to get attention and attract new patrons? Host wine events of course!

Until now I've only heard about the Ship Inn and driven past on many occasions. I've asked friends and neighbors; they too have heard about it but haven't been to "that old place on the corner."

New business developer, Terri Stevens, took a realistic look at how the area and culture had change and formulated a new approach. Each month they host a fabulous & affordable wine event. Each event raises money for one particular cause or another. Then she went about spreading the word. She went to the hottest women's groups in town and promised fabulous wine and food events in a classy atmosphere.

They are on to their third month. Each time the place is rocking and everybody’s talking about the "Classy Hot Spot's" next event:

"Traveling Through California Vineyards in Support of Lung Cancer." Proceeds go to the Cancer Center at Paoli Hospital

Notice what's working and what's not working. And when it's not working, change your approach. And keep changing until you finally achieve what it is you're committed to.

Coach Jake declares: Enthusiastic Leaders Enjoy Premium Wines

Be the enthusiastic leader in your life! Enthusiasm must be nourished with new action, new aspiration, new efforts, new vision. It is one’s own fault if enthusiasm is gone.

Remember it is the power of enthusiasm that leads others to act- so make it contagious. Our latest joys in Va La’s Enoteca (also known as a wine tasting room) illustrated the resounding response to our celebratorious enthusiasm.

My sister flew from California to Pennsylvania with only 36 hours to share and participate in a special religious event in honor of my son. We were full of life and joy in sharing this time together, brief as it was.

I insisted we visit some wineries on our way back to the airport. During our tasting we concentrated on the wines and intermittently recalled the previous day’s experience. We shared our stories with our server. She was engaged and our energy was quickly transferred.

We then mentioned our next stop was the airport. Surprise, surprise our now high energy yet empathetic server insisted on honoring my sister with a glass of wine from their premium wine list. We smiled, were truly grateful and suggested a premium chocolate would be the perfect pairing for a perfect farewell. The rest goes without saying.

Leadership includes sincere enthusiasm for a meaningful experience and a shared vision. There is truly no desire for resistance only assistance. Part of my job as a leadership coach is to help energize and motivate leaders to focus on those activities that invoke such enthusiasm.

Winemakers: Entrepreneurs, Artists, Leaders

Most of the winemakers I know started making wine in their garage or basement. Some inherited the family business which was also started in a basement or barn. All have the hearts of a true entrepreneur as they forge on to develop great wines.

Hobbyists beware of the words “you should sell this stuff.” BAM! The entrepreneur inside turns its creative mind to large quantity production and cool labels. But if they ever want to get it in your hands they have to do much more than create and bottle the wine.

While researching the newest winery in the region I met Lance and Valerie owners of Black Walnut Winery. I should add that they do have partners in crime (wine), Jack and Karen. These four are the classic wine enthusiasts turned hobbyists turned entrepreneur and soon to be leaders recognized for their award winning wines. I can not describe how much I enjoyed their wines and YES, their story.

[read Rob Kallessa's article bacause I could not have written it better: http://www.delawareonline.com/article/20091006/SPARK0302/910070304/1129/rss06]
http://www.blackwalnutwinery.com/about.html

For the purpose of this blog I continue…

You see, we all have something great within us that we want to share. In each story there is a pivotal moment when they sought advice and expertise of other entrepreneurs they consider leaders. The spirit that drove them to ask for advice also encouraged them to act. About that time they totally become paralyzed. 

One winemaker I know said he got great advice and did do what he needed to trademark and begin selling the wine. When he finally had everything in place he freaked out! When the license to sell was in his hands reality hit; his dream had come true. Up ‘till then he was so busy following instructions and DOING.

I don’t know that we always see the shift from artist to entrepreneur when its happening. We experience the challenges and feel the anxiety about a particular task – but only after we allowed the internal leader to take charge. Its being a leader that helps us to get the do done.

So my fellow artisans I encourage you now to look back at what happened in your life just before you started DOING – that was your first defining moment. That is when you unleashed the leader in you. My bet is 50% of you were laughing over a glass of wine when it happened.

Am I right? Comment!