Do You Realize You Can Make Every Conversation an Education?

From a young girl who loved to work in my father’s office during school holidays, I have always been fascinated with business.

The first day I went to work as an apprentice hairdresser, Dad said, “In your career, do not concentrate on making a lot of money. Rather, concentrate on becoming the type of person others WANT to do business with. Then, most likely, you will do very well.”

As I transitioned from men’s hairstyling for ambitious professionals and the movers and shakers in San Francisco’s Financial District, my education increased with each conversation.

Patricia is getting hair. This is not Homer Dunn

Memorable Conversations Homer Dunn

One client that stands out in my memory is Homer Dunn. Although I did not know then, when he walked into the Sebring salon, he was an engineering graduate from Mississippi State University who had completed his degree at UC Berkeley. When I met him, he was a sales professional with IBM.

Homer Dunn was one of my best-dressed and favorite clients. His regular visits were more than just appointments; they were mini-masterclasses in professionalism and business advice. Dressed impeccably in the IBM standard—white shirt and red tie—he embodied the discipline and elegance of his era. During one of our conversations, which now feels like yesterday and a lifetime ago, he shared advice that has stuck with me through the years: recognizing the three types of business relationships.

His advice was part of my earlier presentations on “How to Get, Keep, and Deserve Your Clients.” Some of them to IBM!

  1. Current Clients: “These individuals have already chosen to do business with you. Continue to nurture these relationships through regular communication, ensuring their satisfaction and reinforcing their decision to choose you.”
  2. Prospective Clients: “These potential clients are currently considering your services. They require a more extended period of engagement, where you demonstrate your value and consistency before they commit.”
  3. Future Clients: “These are the clients you aspire to serve and haven’t yet proven yourself to. Stay proactive by sharing your successes and progress, positioning yourself as the ideal choice when they are ready.”

The Key to Long-Term Success

Winning business from influential clients is less about aggressive sales tactics and more about proactively demonstrating your credibility and value.

I owe much of what I know about building and sustaining these relationships to my father and the invaluable lessons from clients like Homer, as told to me from my hairstyling chair.

It Might Interest You to Know…

While my tech executive clients often wear jeans on stage, IBM salespeople in the early 1970s were required to adhere to strict formality. The dress code—dark suits, white shirts, conservative ties, and polished shoes—was a far cry from today’s more relaxed norms.

Known as “Big Blue,” this dress standard reflected IBM’s commitment to excellence, as leaders like Thomas J. Watson Sr. and his son envisioned. They believed every aspect of customer interaction, including appearance, should mirror the company’s high standards and impeccable service ethos.

As a woman who loves to dress up, I miss those days.

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The End of the Story

Homer’s career trajectory took him from IBM to founding several tech startups, such as Fortune Systems and Demand Tech. In recent years, we enjoyed a catch-up conversation. In research for this post, I learned Homer died in 2018. He was a fantastic man, much loved, and never forgotten.

Let’s talk if you need help finding great content for your presentation.

“For 29 consecutive years, we have entrusted Patricia Fripp with the responsibility of delivering keynote speeches, breakout sessions, and a specialized speaker school for our industry and conference speakers at PayrollOrg. Patricia has skillfully assisted in crafting speeches for our leadership and industry experts to ensure their presentations are as impactful as possible. She truly is the best speaker investment you could make. Every year, my appreciation for her deepens as she continues to be an integral part of our annual conference and remains a favorite among our members. With great enthusiasm and unfailing reliability, Patricia has proven to be an indispensable asset to our events.”
Dan Maddux, Executive Director, PayrollOrg

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How to Earn Business from Influential People (Without Selling to Them)

As I transitioned from cutting the hair of ambitious professionals and the movers and shakers in San Francisco’s Financial District, I always asked about their business. Their advice helped me, and many stories gave me great content for my earlier presentations on Getting, Keeping and Deserving Your Customers.

Here is one example from long before we had LinkedIn, YouTube, and email. I am sure you agree; the PRINCIPLE is still sound.

John, a successful young financial planner, told me a compelling story demonstrating a powerful approach to building credibility and trust with high-value clients, especially when you are the new contender in a competitive field.

The Journey Begins

John told me, “When I was thirty-three, I transitioned from another industry into my father’s established financial planning firm. Although my father was well-respected, I started from scratch—no personal reputation and no clients.”

Innovative Strategy for Building Connections

As John faced the daunting task of establishing himself, he chose not to follow the well-trodden path of aggressively pursuing clients. Instead, he identified twenty influential and affluent community leaders—individuals bombarded with pitches from every San Francisco Bay Area financial advisor and beyond.

His approach was refreshingly straightforward and humble: “I’m new to this business. While you may know my father, you don’t know me yet. I’m not here to sell you anything, as I haven’t earned that right. However, could I ask for just ten minutes of your time? As a leader in this community, your insights on what it takes to earn the trust of esteemed clients like you would be invaluable.”

The Impact of Genuine Curiosity

This strategy removed the usual sales pressure, turning a typical pitch into a request for guidance. Remarkably, not a single leader declined his request. He respected their time, kept the meetings concise, and stuck to the agreed ten-minute limit unless invited to stay longer.

Results Speak Louder Than Words

By the end of John’s first year in the business, three of the twenty leaders had entrusted him with managing a portion of their investment portfolios. By the third year, seven had handed over significant wealth. His success was in gaining clients’ trust and respect.

Reflect on this: Who are the future clients you need to start engaging today to earn the right to serve them tomorrow?

If you need to upgrade your presentation, I would enjoy earning the right to be your speech coach.

“As a seasoned speaker coached by Patricia Fripp has helped me deliver my game-changing message with more power and eloquence.  My client testimonials and feedback prove it.” Ron Karr, CSP, Past President, National Speakers Association

“Patricia Fripp is a genius speech coach. Even for seasoned professional speakers.” Tracy Hooper, President, The Confidence Project

“Your coaching, along with FrippVT, helped us land one of our biggest sales ever.” – Mike Stryczek, President & CEO, AB&R

“As a speech coach, Patricia Fripp is a miracle worker.” Larraine Segil, Chairman and CEO, Exceptional Women Awardees Foundation.

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From Styling Hair to Shaping Words: What’s Your Origin Story

My journey into professional speaking and coaching began in an unlikely setting — a bustling salon on the island of Jersey in the Channel Islands.

At 18, I worked with experienced stylists from the West End of London, masters of their craft who could whip up hairstyles I had never seen before. However, they thought lunch hours were for eating lunch. Many of our clients were affluent or on vacation and were flexible with their schedules. For me, lunch hours were opportunities to welcome five more clients who worked in the banks and office and did not have other options.

I still remember a pivotal moment when my boss, Mr. Steele, told me, “Patricia, you bring in 30% more income to the salon than the other stylists.”

These colleagues were more seasoned and talented, earning three times my base pay. I asked myself, “Where can tenacity and relentless effort pay off?” The answer seemed clear: the colonies. Every January, I celebrate arriving in America.

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How to Be a Wild Success When You Walk off Stage to Applause

If you want your speech to resonate profoundly and earn enthusiastic applause, remember that success depends on what you say and how confidently and naturally you deliver your message. This means beginning your preparations earlier than you think necessary—the French call this “répétition,” emphasizing the importance of rehearsal.

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Want Expert Advice to Improve Your Public Speaking and Writing?

As an executive speech coach, I often stress to my clients that specificity is the cornerstone of credibility. To communicate effectively, every word must serve a purpose. One common misstep in public speaking and writing is the overuse of conjunctions like “and” or “but” to begin sentences. My English teacher told the class, “Originally intended as a verbal flourish, these conjunctions can overwhelm your message if not used judiciously.” Here’s how a few changes will help you deliver more compelling content. After all, we do not change what we are not aware of.

Better Ways to Begin Sentences

Conjunction Misuse: A Childlike Voice The tendency to start sentences with “and” or “but” can reduce sophisticated discourse to the simplicity of a child’s recount of a day trip: “We visited a dairy farm. And we saw cows. And they milked one of the cows. And we saw an old-fashioned butter churn. And…”

This approach may seem endearing in informal settings, but it lacks professional polish.

Strategic Alternatives to Starting with And/But Here are five refined strategies to replace starting sentences with “and” or “but,” enhancing the flow and impact of your writing:

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The #1 Way You Can Guarantee Your Stories Are Outstanding

The Success Formulas of Good Stories

Imagine sitting in a darkened theatre as the music swells, the curtains part, and you’re instantly transported into another world. That’s the magic of storytelling, not just in Hollywood; it is in every speech, sermon, or business presentation you’ve ever enjoyed and remembered. I guarantee that stories played a pivotal role in making those moments memorable.

Everyone loves a good story. That is part of their power. They are our culture’s way of teaching values, preserving family legacies, and making history resonate with us. In the business world, stories are not just tools they are essential frameworks through which we clarify complex concepts and forge strong connections with colleagues, customers, and diverse audiences.

Wise leaders and skilled sales professionals develop an arsenal of impactful stories that provide clear, dramatic examples. Good stories set us apart from the competition, illustrating our messages in ways that inspire, educate, and persuade.

When your story captivates an audience, whether one person or a thousand, it must resonate emotionally and reveal a clear lesson tied directly to your point. Remember, while your audience may not recall every detail, a well-told story allows them to visualize and remember your message, increasing the likelihood that it will be shared and remembered.

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Want to Have the Title, Salary and Respect You Want? Learn this Vital Secret

Growing up, my very glamorous mother Edith gave me excellent advice: “Of course, the inner you is important. However, you have to dress up and look good to attract others. They will then discover how nice and smart you are and how valuable you can be to them.” This advice has never steered me wrong.

Edith Head is a true icon in the world of costume design. During her illustrious career, she won eight Oscars, the record for the most by a woman. Thus, she is a legendary figure in Hollywood fashion history!

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Want to Deliver an Unforgettable Presentation? Research Your Favorite Phrases

When you deliver a speech, do you research your favorite frequently-used phrases?

One of my clients was preparing a keynote and wanted to use the phrase ‘burning the midnight oil.’  I asked, “Do you know where that comes from?” Together, we discovered it dates back to when oil lamps were used, perfectly illustrating the dedication and hard work he wanted to convey in his speech.

Deliver Unforgettable Presentations, Fripp, LaCroix, Brown

Bite the Bullet:

One client used the phrase ‘bite the bullet’ in his motivational speech. We discovered it originated from battlefield surgeries, where patients would bite on a bullet to endure pain. He included this in his speech to add a vivid historical reference that made his point about enduring hardship more compelling.

Break the Ice:

A sales team I coached wanted to ‘break the ice’ with potential clients. The phrase comes from ships breaking ice to create pathways in frozen waters, which helped them build a narrative around navigating and overcoming initial barriers in conversations.

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Want to Know How To Sound Intelligent, Powerful, Polished, Articulate and Confident?

Ambitious professionals like you must sound intelligent, powerful, polished, articulate, and confident during business presentations, interactions with senior management, and networking in your professional community. Consider these focused strategies:

How to Sound Intelligent

Pace Your Speech: Speak more slowly to allow yourself time to select the most appropriate vocabulary. This pacing gives the impression of thoughtfulness and ensures your audience can follow complex ideas more easily. For example, when explaining a new business strategy, carefully choose each word to convey your message.

Utilize Precise Language: Specificity builds credibility. Always use the correct word for what you are talking about, avoiding vague and unspecific language. Instead of referring to “things,” name the exact concept, product, or strategy you mean. This clarifies your message and enhances the perceived intelligence of your delivery.

How to Sound Powerful

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One Little-Known Secret to Sound intelligent in a Speech – Expert Advice

Avoid This Common Pitfall in Your Presentations

As an Executive Speech Consultant and creator of Fripp Virtual Training, I’m dedicated to helping you sound as intelligent and credible as possible during your presentations. Whether you’re delivering a sales presentation, a keynote speech, or a critical boardroom report, selecting the right words elevates your message and ensures it resonates and sticks. This is true in the boardroom and on the convention stage.

Specificity Adds to Your Credibility

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