MAY-JuneNewsletter2021.pub

S o u t h e r n C a l i f o r n i a B l a c k C h a m b e r s o f C o m m e r c e

The Competitive Edge News




Hollywood Cities: Long Beach San Gabriel Valley: Pomona Valley: Inland
Cities West: Inland Cities East: Inland Valley: Riverside Cities: Palm Springs
Cities: Moreno Valley: High Desert: Barstow: International Chapter


From the Desert to the Sea May 2021





































































BlackChamberofcommerce.org

1

THE COMPETITIVE EDGE Rethink, refine your targets

PUBLISHER
Richard Wallace
Look at the areas where you’ve had the
EDITOR most success, such as small-to medium-
Nikisha Bond
sized customers. Are others areas domi-
Dee Goins
Lue Dowdy nated by one or more giants?
PRODUCTION
Levi Williams Do they make it hard for your salesforce
Southern California Black Chambers of Commerce to compete by:
President Offering package deals that lower their
Richard Wallace prices?

Ambassadors to the Chamber

Sherrie Curry
Catherine Francis Relying on a size advantage in their
sales and marketing operations?
Willie Ellison
Vice President of Membership
Anissa Gaston. Then, combine your strongest areas
Information Officer/ Secretary with the ideal customer profile.
La Trici Thomas
Director of Media
KeJohnna Owens
Robert Geason The result? A clearer picture of the
best customers and areas for your
San Gabriel Valley BCC
Kimberly Perry sales ream to pursue – and what
Pasadena, Monrovia, Duarte, El Monte, Arcadia, works best to sell to them.
Glendora, West Covina, Azusa
Inland Cities BCC
Vonshai Gayles
Fontana, Colton, Ontario, Rancho Cucamonga, San Bernardino

Inland Cities East BCC
Marvin Williams
Rialto, Highland, San Bernardino, Redlands,
Loma Linda Beaumont, Big Bear, Arrowhead
Moreno Valley BCC
Janie Williams

Pomona Valley BCC
Maurice Autrey
Pomona, Diamond Bar, Montclair, Chino, Upland, San Dimas, La Verne

Riverside City BCC
Russell Ward
Corona, Norco, Jurupa Valley, Mead Valley, Good Hope,

Palm Spring BCC
Julia Moody
Cathedral City, Palm Desert, Indian Wells, LaQuinta, Indio
Long Beach BCC
Sharifah Hardie
Lakewood, Cerritos, Bellflower, Carson,
Torrance, Downey, Lynwood, Norwalk

Hollywood BCC
Linda Lewis
Hollywood, North Hollywood, Culver City, Inglewood, Baldwin Hills
Inland Valley BCC
Nikisha Bond
Temecula, Lake Elsinore, Wildomar, Murrieta, Perris, Menifee, Canyon Lake
High Desert BCC
Terrance Stone
Barstow BCC
DeShawn Phillips
International BCC
Jeff McCoy




2

Isabel Wilkerson











































































3

About the Black Chamber




Mission

The Southern California Black Chamber of Commerce (SCBCC) is a nonprofit 501(c)(6) business
organization dedicated to improving the economic environment for the minority business community, and
fostering business development and prosperity. The SCBCC focuses its efforts on four major areas:
 Economic Development
 Community Development
 Public Policy and
 Membership Services
The SCBCC invests financial and other resources to implement relevant programs for members and which affect
the orderly growth and development of the community. It is the catalytic agency that brings together all of the
forces, public and private, through which common goals can be resolved. The fundamental mission of the SCBCC
is to create and promote a climate where minority businesses can operate in a productive and profitable man-
ner. The SCBCC has served member businesses since 1993, and they are enabling them to prosper through mutu-
al cooperation and support.
Financial Strength and Stability

As in any business a sound financial base is essential for a Chamber of Commerce to perform its
mission. A portion of the SCBCC’s finances are received on a voluntary basis from chamber membership, through
an annual dues investment. The amount a member pays to the chamber may be based on a fee formula,
business classification, special negotiation or averaging. Increasingly over the last 10 years, dues make up a
smaller percentage of chamber budgets, with the average being about 50 percent. The remaining portion of the
budget is dependent upon income received through the sales of publications, charges for services, special pro-
jects and foundations. A well developed product and services program is the current trend for successful cham-
bers of today.

Structure


The SCBCC is governed by Officers and a Board of Directors. The President of the Board appoints Committee
Chairs to meet the needs of the Chamber. The staff is headed by the Executive Director.
Programs

The SCBCC’s primary programs are created to provide the maximum
benefit to business owners and professionals in Southern California.
These programs include:
 Contacts to Contracts – The SCBCC actively engages in facilitating
government and corporate contracts for minority businesses.
 Business Development and Training – Minority business owners,
operators and their staff are provided a range of workshops, one-on-one
training, peer mentoring, resources and referrals.
 Networking and Professional Development – The SCBCC provides lo-
cal and regional networking for all who wish to participate. Monthly
mixers, local business conferences, seminars and workshops are
provided for the purpose of unifying and connecting minority businesses
with the resources, contacts and training needed to grow their
businesses.







4

QUICK IDEAS SALES MANAGER CAN USE


Wrap up customers meetings by scheduling the follow-up
Before salespeople leave a meeting with a customer, make sure they seize the opportunity to schedule the next
meeting with them. Trying to track down customers is often hit-or-miss, and those delays can damage the
process, but this puts the salesperson back on their calendars. If a face-to-face isn’t needed next time, have
them schedule a follow-up by phone. Piggybacking their meetings keeps salespeople where they belong – in
front of the customers.

Spell-check could be costing you sales
Most people rely on spell-check software to stop typos and grammar mistakes from hurting their image. But
proofing by hand typically lets fewer mistakes get through, a new study says. Spell-checking software can
suggest edits that are actually errors. Plus, words that may be spelled correctly may not used properly. That
can not only be embarrassing, but cost you a sale. Using spell check is a good habit, but careful proofreading
is the best way to sidestep embarrassing errors.

Help salespeople dig out of a slump with customers calls
How do you get slumping salespeople back on track? Try keeping them active and reinforce what’s worked
before. To get salespeople up and running again, have them try these ideas:
Get testimonials from some past customers.
Finding out what they did right can be a positive influence - plus, it can boost referrals.
Talk to existing customers about why they use your product or service.
It could lead to new ways of thinking that’ll jumpstart sales again, and it might create more opportunities
with those customers.

Voicemails that do more than just say you’re away
When you encounter a clever or funny voicemail message, chances are it sticks out in your mind for a while.
You might even mention it to others. Why let such a powerful channel go unused? Get your salespeople to
create messages that say a bit more than, “I’m not at my desk.” Have them add a fact about themselves or your
department, or some history or trivia about your organization.
These memorable messages can keep your customers calling back.

Appointment reminders: Send them a day early
When you have a pending meeting, send a brief reminder to at-
tendees by voicemail or e-mail a day in advance. In addition to
confirming the time, place and purpose, prompt attendees to
th
sharpen their ideas (or devise new ones) before the 11 -hour
rush.
This helps your salespeople tie up loose ends and arrive better
prepared – especially if they’ve been in and out or especially
busy lately.

Going along for the ride with salespeople
Joining your top salespeople on a call now and then lets you see
how they operate when they’re loose.

But try to avoid giving constructive criticism or pointers.
Convert it to praise so they can do their best without feeling like
they’re under the microscope.
If you notice things they could do better, take notes and mention
them later.




5

ECONOMIC OUTLOOK

There’ll be plenty of uncertainty
after the virus

Uncertainty is the enemy of growth. So with the
war’s outcome “un certain” we should see the
economy begin to right itself and sales begin to
rebound. Right? Don’t count on it.

The answer

The war with the C19 virus created its fair share
of uncertainty. But it’s difficult to quantify its
impact.

“ Clearly pre-virus jitters and the paralyzing ef-
fect” as the virus started caused some hesitation
in economic activity.

Example: It’s likely that uncertainty accounted
for some of the 77,000 restaurant,
hotel, amusement services and airline last jobs in
March.
The end of the virus might provide some rebound,
but it’s not likely to be enough to overcome
weakness that previously existed.

C19 hurting growth
Plus, more “uncertainties’ are lurking.

The epidemic has created angst in the global
economy.

Travel to Asia is down and the fear of C19
spreading to the U.S. is threatening to stymie
growth.

Also, tax cuts and spending initiatives promised
by the president had boosted hopes, but most
analyst now feel those promises will fade as
Congress tries to find the money to pay for the
virus.
For sales managers, the only real certainty is that
salespeople will have to continue digging deep for
business.








6

Sales window: you’ve got two weeks
GENERATING NEW
If you can’t get an appointment by then, BUSINESS
chances of sale fades
The outer edge of prospect’s span of attention is Looking for new prospects?
about two weeks. Profile your existing customers first

If salespeople can’t set up a meeting in that period,
the outlook for doing business gets cloudy fast. Reviewing past sales efforts can help
Using a two-week window can help salespeople you figure out where to go next
gauge a prospect’s interest level and indicate when If you’re struggling to grow sales, it could
they should focus their efforts elsewhere. pay to try looking backward first. By going back
and reviewing past sales efforts, you could
Get in through the two-week window discover where your salespeople should be
selling next. It can help you uncover a strong list
Not all meetings can be scheduled within of prospect, boost efficiency and help you expand
business with top customers. Consider this
two weeks, but there’s only one sure way to find strategy:
out: by asking. Sales people who help prospects
see why a meeting is essential are likely to set
meetings that hold up. Prospects go where the Break it down
value is clear to them. Dissect your team’s sales approach and
results to get a clearer picture of your ideal
Go in the right way: With persistence customer. Look closely for:
How well you’ve served customers
If a prospect hesitates to set up an appoint- on various combinations of price,
quality and performance
ment within tow weeks, have your salespeople try Your current ability to deliver on
this approach:
those promises to customers, and
How well you’ve done at forging
Ask directly for a commitment in that customer relationships that
timeframe in a compelling way
If they decline, ask again with a different but continue to grow and produce.
tactful approach. Knowing why customers chose
(and stuck with) you can give your
If it’s no again, put them on the back burner sales team the edge in dealing
and devote more time to other prospect
with them – and prospects like
them.





























7

ACCESS TO CAPITAL


Pomona Valley Mixer the 1st Monday
Montclair, Chino, Upland, Pomona,
Diamond Bar, West Covina, Chino Hill, Claremont, San Dimas, La Verne

Barstow Mixer the 1st Tuesday



Moreno Valley Mixer the 2nd Monday

Palm Springs Mixer the 2nd Tuesday
Cathedral City, Palm Desert, Indian Wells, Laquinta, Indio



High Desert Valley Mixer the 3rd Monday
Pasadena, Monrovia, Duarte, El Monte,
Arcadia, Glendora, Covina, Azusa,

Inland Cities West Mixer the 3rd Tuesday
Fontana, Ontario, Rancho Cucamonga,

Long Beach Mixer the 3rd Wednesday
Lakewood, Cerritos, Bellflower, Carson,
Torrance, Downey, Lynwood, Norwalk

Hollywood Mixer the 3rd Thursday
Culver City, North Hollywood, Inglewood



Last Week of Month

Inland Cities East Mixer the Last Monday
Highland, San Bernardino, Redland, Loma Linda, Beaumont, Big Bear, Arrowhead

Inland Valley Mixer Last Tuesday
Temecula, Murrieta, Lake Elsinore, Wildomar, Perris, Menifee and Canyon Lake

San Gabriel Valley Mixer the Last Wednesday
Pasadena, Monrovia, Duarte, El Monte, Arcadia, Glendora, Covina, Azusa,

Riverside Cities Mixer the Last Thursday
Corona, Norco, Jurupa Valley, Mead Valley, Good Hope,

International Chapter Webinar Chambers & Business Affiliates
A/A Chamber Commerce of San Joaquin, Antelope Valley AACC, L.A. Black Business Association,
Carson Black Chamber of Commerce, Central San Diego Black Chamber, Contra Costa Black Chamber
Crenshaw Chamber of Commerce, IAAAACAME, Inc., Kern County Black Chamber, Fresno Metro Black


8

• Over 75,000 buy-one-get-one and up to 50% off deals

• Savings in 10,000+ U.S. and Canadian cities

• Dining, attractions, movies, travel, shopping and more
• The convenience of saving on your phone and online

• New local and national coupons added daily





















9

Digging deep: What it takes to get today’s prospects to buy



5 ideas that’ll help salespeople

connect with buyers


As experienced sales managers know, what buyers say they want and what they really want aren’t always
the same thing. In survey after survey, buyers will tick off their obvious needs: price, value, quality,
service, etc. But when you dig deeper one word repeatedly pops up. Comfort. And satisfying that craving
for “comfort” falls on the sales force.

Decline Trust
Buyers can no longer afford to make bad buying decisions. In an age of declining trust, salespeople
must go the extra mile to create comfort, says sales guru. To win sales, salespeople must be perceived as
experts, have integrity, present with clarity and deliver with passion. Most of all, they need to show
genuine interest in the buyer’s needs. These five ideas can help salespeople create that comfort with
prospects and customers:

Admit a weakness
Salespeople who reveal something negative about their service or product win more business.
Let’s face it. Nothing’s perfect and buyers know that. Human nature assumes that people who
reveal a weakness are inclined to tell the truth – even when it hurts. Admitting a fault can charm
and disarm a prospect and help establish the common ground on which good relationships are built.

Sell yourself first
What separates the best salespeople from ordinary salespeople?
Ordinary sales people tend to sell on price first, then (in order) their service or product, themselves, their
company. The best salespeople generally sell in this order:
Themselves
Their company
Their service or produce, and then
Price

Look them in the eyes
PowerPoint slide presentations can kill sales. Relationships are made when prospects look salespeople
in the eyes. During slide presentations, buyers are reading a screen, not focusing and listening to
your salesperson. Sun Microsystems, once obsessed with slide presentations, banned them
altogether. And sales went up. If you feel compelled to show slides, keep them to just a handful.

Be a storyteller
Reeling off a string of specs and technical jargon may seem impressive,
Admitting a weakness helps build comfort.
But it can drive distance with buyers. What people love are stories. Storytelling allows salespeople to
put their services and products into context in a way the buyer can understand.

Beware of the hard sell
The “hard sell” can make your next sell to that customer even harder. Instead of creating comfort, the
hard sell can make customers feel like victims. They didn’t actually buy, they surrendered.
And at the first opportunity, they’re likely to switch to another provider. Salespeople who treat their
business relationships like personal ones tend to keep customers longer. Hint: If you think you’re
pushing on a customer too hard, you may be.



10

Approach referred prospects carefully
Your customer gives you a referral. How do you
approach the person?

Follow these steps:

Don’t move too quickly. Instead of
appearing eager for the sale, set up a long
-term relationship.

Arrange a three-way meeting.
One third-party endorsement is more
powerful than 100 presentations.

So ideally, your customer will personally
introduce you at social event or over a
meal.
If that’s not possible, ask your customer to
call the referral or give you a letter of
introduction.

Learn about the referral before you
connect. Knowledge gives you an
advantage: business information, personal
details, recent successes, preferences,
most recent vacation, and the like.

Don’t sell at the first meeting. The Simple steps to make more sales
less selling you do, the more credible you
appear. Sell prospects on your ideas with these basic steps:
Establish rapport, gain confidence and
arrange a second ,meeting where you can Hook. Identify their hot buttons – and grab their
get down to business. interest quickly, or they’ll tune you out
Issue. What problems are they gabbling with?
What keeps them up at night? What do they
need that they don’t have right now? Show
them that you understand – and can help.
Recommendation. Present your idea, product
service or solution. Define it clearly – but
don’t tell them everything yet. Your goal is to
lead them into a more detailed discussion.
Benefits. Your buyers are wondering what’s in it
for them. So let them know by illustrating
the value of your recommendation and get-
ting them excited about learning more.
Evidence. Support your recommendation with
facts, statistics, testimonials, examples or
case studies.
Close. Remind buyers how your recommend
dation can help resolve their problems. Then
ask our buyers to take some action- to
schedule a demonstration, give their signa-
ture, agree to meet. Remember: They won’t
take action unless you ask them to.
11

Chambers & Business Affiliates





















































































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Chambers & Business Affiliates





















































































13

A negotiation rule to remember Tips for better prospecting


When you’re with a customer, never say “Yes” to If you’re tired of trying to convince unqualified
the first offer or counteroffer. prospects they need your product or service, follow
these suggestions to draw new prospects to you:
Example: You quote a price of $250. The customer
responds, “I’ve only been paying $175!” If you Study the basics. Who do you want to do busi-
quickly drop your price, the prospect may think: ness with? Develop an in-depth profile of
your ideal customer.
“I could’ve done better.” It has nothing to do
with the price – the customer would fee the Get inside customer’s heads. Don’t assume
same if you’d agreed to $150 instead of you know what matters to them. Ask.
$175.
Turn on your “magnetic field.” If you know
A sophisticated buyer won’t tell you he felt he what customers value, you can pull new
could have asked for more. ones in by using that information in a
variety of ways: direct mail, newsletters,
But he’ll tuck it away in the back of his mind, seminars – anything that shows your com-
thinking pany is a valued resource.
“The net time I deal with this salesperson, Ill be
a tougher negotiator so I don’t leave any- Keep our hands on the controls. Attracting
thing on the table.” new customers isn’t a project with a com-
pletion date – it’s part of your company’s
“Something must be wrong.” He may worry ongoing success.
you’re hiding something.
Or he may feel he’s out of touch with the mar-
ket – as if somethings changed that he
doesn’t know about.
Either way, he’s going to secretly wonder why
you agreed so easily to lower your price.

Note: It’s hard to turn down an offer –
particularly if you’ve been trying to get the
business for months.

You may be tempted to grab what you can get.
B But resisting the temptation increases
your chances of making the sale.


























14

QUICK IDEAS SALES MANAGER CAN USE


Wrap up customers meetings by scheduling the follow-up
Before salespeople leave a meeting with a customer, make sure they seize the opportunity to schedule the
next meeting with them. Trying to track down customers is often hit-or-miss, and those delays can damage
the process, but this puts the salesperson back on their calendars. If a face-to-face isn’t needed next time,
have them schedule a follow-up by phone. Piggybacking their meetings keeps salespeople where they belong
– in front of the customers.

Spell-check could be costing you sales
Most people rely on spell-check software to stop typos and grammar mistakes from hurting their image. But
proofing by hand typically lets fewer mistakes get through, a new study says. Spell-checking software can
suggest edits that are actually errors. Plus, words that may be spelled correctly may not used properly.
That can not only be embarrassing, but cost you a sale. Using spell check is a good habit, but careful
proofreading is the best way to sidestep embarrassing errors.

Help salespeople dig out of a slump with customers calls
How do you get slumping salespeople back on track? Try keeping them active and reinforce what’s worked
before. To get salespeople up and running again, have them try these ideas:
Get testimonials from some past customers. Finding out what they did right can be a positive influence -
plus, it can boost referrals.
Talk to existing customers about why they use your product or service. It could lead to new ways of
thinking that’ll jumpstart sales again, and it might create more opportunities with those customers.

Voicemails that do more than just say you’re away
When you encounter a clever or funny voicemail message, chances are it sticks out in your mind for a while.
You might even mention it to others. Why let such a powerful channel go unused? Get your salespeople to
create messages that say a bit more than, “I’m not at my desk.” Have them add a fact about themselves or
your department, or some history or trivia about your organization. These memorable messages can keep
your customers calling back.

Appointment reminders: Send them a day early
When you have a pending meeting, send a brief reminder to
attendees by voicemail or e-mail a day in advance.

In addition to confirming the time, place and purpose,
prompt attendees to sharpen their ideas (or devise new
th
ones) before the 11 -hour rush. This helps your salespeo-
ple tie up loose ends and arrive better prepared – especially
if they’ve been in and out or especially busy lately.


Going along for the ride with salespeople
Joining your top salespeople on a call now and then lets you
see how they operate when they’re loose.

But try to avoid giving constructive criticism or pointers.
Convert it to praise so they can do their best without feeling
like they’re under the microscope. If you notice things
they could do better, take notes and mention them later.





15

Responding to your obligations

Most salespeople are trained to cut objections off
at the pass, come back with an unanswerable
response and lay the “problem to rest once and for
all.
Better: Stop and think about what the prospect
said – and the way he said it.
Follow these suggestions:

Ask for clarification. Encourage the pro-
spect to go into more detail about the ques-
tion. You’ll be better positioned to see
what’s really at stake.
Maintain eye contact. If you’re not
looking at the prospect, you could miss
important nonverbal cues.
Monitor your tone. Assume the question
is nonthreatening. Don’t raise the stakes
buy replying in a judgmental or defensive
tone.
Blame the problem on your own mis-
understanding – never the prospect’s.
Any and all misunderstandings ad wrong
turns belong to our even if the prospect is
way off-base.
-











































16

Make this month your best ever

Before you flip your calendar over to next month,
set aside some time to think about your goals.
Answer these questions:

What did I accomplish this month? It’s easy
to remember the sales you lost.

But its also important to pat yourself on the
back occasionally – so you’ll feel confident Clear your mind
about our ability to do more next month.
For Mental Health Awareness Month, try some ♫
Where did I fail? Don’t dwell on setbacks. soothing tunes and find a meditation practice that works
Simply acknowledge them, and think for you. Reduce stress and aid relaxation by exploring a
about what caused them. wide range of meditation playlists on Jazzzone.net

What did I learn? For each accomplishment,
ask “How did I do that?” For each failure,
ask “What would I do differently?”

What are my top goals for the month? Think
about all the things you’d like to accom-
plish.
Narrow your focus by choosing two or three.
Write your goals down and post the list
somewhere prominent – on you mirror or
above your desk. Don’t let “head nodders’

How can I make sure I achieve my goals? waste time
Write down ideas that will help keep your
plan on track. Review these ideas when you Have you ever called on a prospect who makes
start losing steam. you feel welcome, agrees with everything you say
and acts enthusiastic – but never buys? You may
Suggestion: Keep your list of goals in front of you be dealing with a “head nodder” – someone who
when you plan your daily and weekly schedules. smiles and nods and never says “No”
You’ll achieve more than you believed possible.

That leads you to continue waiting valuable time
trying to sell to him.

Suggestion: Find out early on if the prospect is
likely to buy – and when. Ask politely but bluntly:

“You agree that this is a good product and that
you need it. Do you have the final authority to
buy?”

If the prospect says “Yes, “ask this follow-up
question: “When should we ship?”

The answers to these questions will reveal if you
have a hot prospect – or a time waster


17

The National Bankers Association
Names Nicole Elam, Esq. President and CEO
An Action-Oriented Executive to Lead the Association for Inclusive
Financial Services and Regulatory Voice of Minority Banking

WASHINGTON, DC, May 19, 2021 – The National Bankers Association (NBA)
announced today the appointment of Nicole Elam, Esq. as president and CEO,
effective May 17, 2021.

Elam joins the NBA from JPMorgan Chase & Co. where she was vice president
and government relations manager developing public policy positions and advocacy strategies in
Washington, DC.

Previously, she led the government and external affairs strategy as vice president for ITT Educational
Services, Inc., worked as a senior director at the government affairs firm Ice Miller Strategies LLC, and
an attorney at Akin Gump Strauss Hauer & Feld LLP focusing on congressional investigations and
government enforcement actions.

Nicole started her career in civil rights as communications director at the Black Leadership Forum, Inc.,
and held positions at the NAACP Legal Defense and Educational Fund and the NAACP Washington
Bureau.

“I am honored to lead the National Bankers Association toward its 100th Anniversary and to strengthen its
member banks and the communities they serve,” said Elam. “Minority banks have an unprecedented
opportunity to grow and level the economic playing field for minorities and women.

In this transformational era, we want to expand access to capital to drive inclusive economic recovery and
help NBA member banks better leverage technology to achieve an economic multiplier effect.” Research
has shown that substantial inequality exists, challenging the strength of many NBA member institutions.
With the growth of the fintech industry and re-energized racial justice movements, Elam will lead the NBA
to innovate and engage new generations in conversation about how they can use their money to help
foster the social change they seek.

“The NBA is delighted to have Nicole Elam advocate for our members as they strive to eliminate the racial
wealth gap. She will lead our efforts to attract new capital to our sector, communicate our profound
impact, build our capacity to serve more minority banks and their customers, and collaborate to bring
innovative solutions to the underserved,” said Robert E. James, II, chairman of the NBA and president of
Carver Development CDE, LLC. “Our banks have faced great volatility during COVID-19, but we are
encouraged about the opportunities for us to create a new future. We are thrilled to have Ms. Elam at the
helm to take the NBA forward.”

Elam succeeds Kim D. Saunders, who served as NBA president and CEO since 2018.























18

A call out to African American Men! We hear you….

We see you….. You are not alone!







































Please save the date and log on Saturday, June 5th at 9:00 AM for :
“EXPRESS YOURSELF BEAUTIFUL BLACK MAN Part II: FROM A MALES PERSPECTIVE’!

Our Purpose is to introduce, connect, and provide African American Men with available information and
resources. The Goal of the 1 day virtual workshop is to bring educational resources to help empower
African American Men and equip them with tools that can be maintained in their daily LIFE. The work-
shop will kickoff with meditation and yoga and will end with a gut busting comedy show. Below is a list of
our awesome speakers along with their workshop titles.

Presented by the African American Health Coalition sponsored by Riverside University Health System –
Behavioral Health, San Bernardino County Department of Behavioral Health, The Southern California
Black Chamber of Commerce, LUE Productions, and The African American Family Wellness Advisory
Group.

SPEAKERS:
Clint Lewis, San Bernardino County Behavioral Health Department
Dean Chambers, LCSW - Depression and the Blues in Our Community- A Cognitive Perspective!
James Woods, Dat Yoga Dude - From "Yelling 2 Yoga" Black men healing for improvised mental health
and wellness.
Jerrron E. Clark, WellWrx80 - Black Manhood & Mental Health: What It Looks Like!
Martinez Sellers, Marsell Consulting MHS - Knowing my IDENTITY as a Black Man!
Tyrome Thompson & Kevin Davis, C.S.U. - Coping Using Comedy: An alternative stress relief!

For more information or how to register, please visit the African American Health Coalition website
at theaamhc.org or the Riverside University Health System - Behavioral Health website
at www.rcdmh.org/ccp.
For questions please contact Linda Hart at 909.571.4964 or Lue Dowdy 909.567.1000.
19

Network your way to success Network your way to success

Follow these guidelines to make the best connec-
tions … and to make those connections count: Follow these guidelines to make the best
connections … and to make those connections
Recognize that information is power. count:
The more you know, the more you grow.
Recognize that information is power.
Be Visible. Face-to-face connections are far The more you know, the more you grow.
more effective than letters, phone calls or
e-mail messages. Be Visible. Face-to-face connections are far
more effective than letters, phone calls or
Categorize your contacts so you’ll know who e-mail messages.
to call when.
Categorize your contacts so you’ll know
Update your contact list continuously – it’s a who to call when.
never-ending process.
Update your contact list continuously – it’s a
Never take your network for granted. Work never-ending process.
at improving it.
Never take your network for granted.
Nurture your network with calls, notes and Work at improving it.
gifts.
Nurture your network with calls, notes and
Ask how you can contribute to the success of gifts.
the people in your network. Ask how you can contribute to the success
of the people in your network.
Touch base occasionally – don’t just call
people when you need a favor Touch base occasionally – don’t just call
people when you need a favor
Reintroduce yourself to people. Don’t wait
for them to remember you. Reintroduce yourself to people. Don’t wait
for them to remember you..


































20

“Sell” reps out of their slumps

The skills hat help you probe for customers needs
and buying signals can also help you learn what’s
behind a sales res slump.

When you talk to the rep, act like a salesperson
talking to a customer: Ask probing, open-ended
questions and look for the underlying issues.

Listen for the rep’s pain – that can point you to
what’s really behind the problem. Once you’ve
discovered the problem., follow these tips:

Avoid confrontation. Blasting the rep wont
work. And don’t compare him to others
on the team. The salesperson wants to get
back on track. Your job is to help him.

Try a joint call. When you both call on a
customer, let the rep do all the selling.
No matter how he performs hold your
tongue - until afterward. Then you can of-
fer our constructive criticism.
















































21

The Official Newsletter of the Black Chamber of Commerce

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Content: Information for small to medium size businesses, professionals and
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22

MEMBERSHIP APPLICATION
Please complete this form, print and return with your membership fee to the
Black Chamber of Commerce


Business Name

Owner’s Name

Address

City State/Zip
E- Mail Address

2nd E-mail State/Zip
Phone Date of Membership

Sole Proprietorship Partnership Corporation Non-Profit
Type of Business or Profession (please check ) one ):


Automotive Retail/Wholesale/Distributor Civic/Social Organization
Public Utilities Healthcare Publisher/Printer Entertainment/

Amusement Transportation Financial Radio/TV/Media, Public
Relations/ Advertising Insurance Real Estate Construction
Manufacturer/ Processor /Restaurant/Food Service Legal

Other: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

Networking Business Development Marketing New technology
Minority Certification Business Start-Up Information





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Small Business $200 Southern California Black
Partnerships $350 Chamber of Commerce
Silver Corporate $1,000 P.O. Box 1722

Corporate Business $2,500 Duarte Ca 91009
Major/Gold Partner $5,000 Blackchamberofcommerce.org
888-466-7408


Chapter: Inland Cities West Inland Cities East Inland Valley

Moreno Valley Hollywood Cities San Gabriel
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Riverside International



23

Southern California Black
Chambers of Commerce
P.O. Box 1722 Duarte Ca, 91009
BLACKCHAMBEROFCOMMERCE.ORG
Hollywood
Black Chamber
Pomona Valley
Black Chamber
Inland Cities
Black Chamber
Inland Valley
Black Chamber
Long Beach
Black Chamber
Inland Cities East
Black Chamber
Riverside/Corona
Black Chamber
San Gabriel Valley
Black Chamber
Palm Springs
Black Chamber
High Desert
Black Chamber
Barstow
Black Chamber
Moreno Valley
888-466-7408














































24