Alright – so today we’ve got the honor of introducing you to Channing Muller. We think you’ll enjoy our conversation, we’ve shared it below.
Hi Channing, so happy to have you on the platform and I think our readers are in for a treat because you’ve got such an interesting story and so much insight and wisdom. So, let’s start with a topic that is relevant to everyone, regardless of industry etc. What do you do for self-care and how has it impacted you?
Quite simply, I run. A lot. HA! Seriously though, I have been a runner since college and then I watched a friend run a half marathon and thought, “Well, I think I could do that.” So I ran 10 miles the next weekend and signed up for a half three weeks later.
It took me running 13 more half marathons to beat my time on that first one. Just shows you how much success can come from “simply showing up” as I clearly had NO idea about fueling or training or anything else for that first race. I just showed up and ran.
Long distance running then became a great outlet for me during the pandemic. As someone who lived alone through that dreaded 2020, it got VERY lonely very fast. The lack of in-person human interaction was really hard after a while, but running helped alleviate some of that. It was a great activity I could do with others to get that human interaction, yet at a socially-distanced level.
Then 2021 rolled around and I saw the need to up the challenge. I ran my first full marathon that fall, crossed the finish line, cried (happy tears) and thought, “Man that hurts…but I can do that better.” I caught the bug.
Now with seven full marathons under my belt and another on the horizon next month, I am totally hooked.
Training for these races provides me a chance to get outside, clear my head, and physically work through any frustrations, mental roadblocks or whatever else is throwing me off balance. It’s particularly helpful when things in life and/or business seem totally out of control. In running, EVERYTHING is in my control (outside of the weather) from my foot strike to my effort, breathing, fueling, route and music choices, all of it.
It really gives me a sense of balance back, which translates into truly bringing my best self to interpersonal interactions. Plus, a clear head means creativity flows easier, which is kind of a requirement if I want to keep DCM Communications flourishing and food on my table.
Appreciate the insights and wisdom. Before we dig deeper and ask you about the skills that matter and more, maybe you can tell our readers about yourself?
I am a proud member of the live events industry. I work directly with event professionals and small business owners to show them how marketing can be done effectively without slaving away for hours each day.
When I first started my company, I had one key question to answer, “Channing, why would someone work with you over any other more established marketing consultant in DC?” (I lived in Washington at the time.)
The answer: because I know the live events industry forwards and backwards.
With a history of working at BizBash, the top trade magazine for the special events industry, I knew what event planners, venues, caterers, entertainment companies and the like could do. I also saw the state of their digital presence and sadly it left a lot to be desired.
That’s where DCM came in. I had the marketing (and technical) knowledge to help make their online presence look like what they delivered offline. Then to take it a step further and teach them how to promote their businesses to attract the clients and events they really wanted to work on.
Eventually I started getting requests from small businesses outside of events and began taking on those clients as well when the relationship felt like the right fit. For me, I have to be 100% certain I can make a difference in their business or I refer them to someone else.
I want to set them up for success as much as I do myself. I think that’s a big part of why the majority of my clients come back to me when they either want to level up, rebrand, or are tired of doing their own marketing (even with the time-saving tactics I’ve taught them) and want to outsource it, which I will happily take on. I love it
If you had to pick three qualities that are most important to develop, which three would you say matter most?
1. Writing.
No matter how I have expanded my skills to include website development, coding, branding, graphic design, or coaching, at my core I am a writer. It is a craft I continue to work on daily and has served me extremely well in building my business.
Words convey messages that either connect us to one another or further divide. Knowing how to clearly convey what you want to say in a written fashion is so imperative.
Tip: No one becomes a better writer overnight. Read. A lot. Read what others write and then start writing your own thoughts on paper. If a blank page causes you to get stuck, then walk away and SAY what you want to write into your phone’s notepad app via voice dictation. Send that note to your computer and all you have to do is edit!
Alternatively, hire someone to review your writing and TEACH you how to improve your writing. (I know someone ;))
- Being comfortable on video.
This is particularly important as a service-based business. Written words can only take you so far. You will need to have a face-to-face with someone before you end up working with them.
By using video in your marketing you are able to qualify your leads much faster because they will see you in action before they ever reach out, meaning those who DO book a meeting or request a call are already on board with how you present. This equates to a faster move through the “know like trust” marketing journey, which leads to sales.
Tip: practice. Get your phone setup and start talking. The more you do video the more comfortable you will become. If you don’t like watching yourself, or find you’re too critical, then get someone else to watch the video and provide feedback. FWIW, I rarely watch my own videos. I also don’t use a script. I write out a few points I want to make then start talking. It comes across much more organically to me than a written script, where I find I require more takes to feel successful. Try both methods and see what is more comfortable to you. The more relaxed you are, the better you’ll come across on video.
- Adopting a “solution to a problem” sales mindset.
When I first started DCM I got very nervous when I had to present a scope of work with a dollar amount attached to it. “Would they really pay THAT for ideas in my head?” Then I did some sales training, reading, and listening, and shifted from a “selling ideas in my head” approach to the “solution to a problem” approach.
Someone isn’t buying ideas in my head. They are buying a solution to their problem. I only present a solution when I have a solid one, otherwise I refer them to someone else. So if I send off a scope of work it is the best plan I have for their lives to get easier. Either they are onboard with the value it presents and pay the rate, or they are not. Simple as that.
When you have a more emotional tie to your proposals or SOWs, it can be very disheartening when they don’t move to the contract phase. That is also when you tend to negotiate your rate, often leading to the value (and your formerly positive energy) being totally diluted as well.
The best thing you can do is to stop thinking about it as “selling someone on something” and more as “providing a solution to a problem.”
Before we go, any advice you can share with people who are feeling overwhelmed?
Oh how timely this is! I have been feeling like this more often lately and have tried a few new things that are really helping:
- Do Not Disturb mode on my phone
One of the reasons I get overwhelmed is that I have SO many things I want to do and also HAVE to do to keep DCM moving forward the way I want. My phone constantly lighting up with a notification or call totally breaks my creative flow, which means all things take longer thereby leading to even more frustration and overwhelm. So I’ve started putting my phone on Do Not Disturb so I can focus 100% on the task at hand. It’s been glorious for both my mental state and productivity!
- Unfollowing social accounts that make me feel like sh*t
Let me start by saying, I think social media (Instagram is my fave) can be so much fun. It’s a great way to stay in touch with friends who live elsewhere and has plenty of opportunities for both laughter and education.
However, it can also be so overwhelming to see other people seemingly crushing the social media game, while you feel like you’re trying to just keep all the plates spinning.
As I mentioned, I have so many things I WANT to do, but I also only have so much time. I have ideas coming out of my eyeballs, which is amazing and taxing on the creative energy.
Seeing other people executing on things I’ve been thinking about, but haven’t had time to do (yet) was not helping me. So I went on an unfollow spree. I looked through all of the accounts I follow on Instagram and removed any that made me feel like I was falling short on my own efforts. I legit felt like 10,000 bricks had been lifted off me.
I find great inspiration from others and want to stay on top of my game, but it also comes with a price (comparison) and when I realized I was feeling overwhelmed more than I felt was healthy, I had to make a change. Done and done!
Contact Info:
- Website: https://dcmcommunications.com
- Instagram: https://www.instagram.com/dcmcommunications/ AND https://www.instagram.com/channingmuller/
- Linkedin: https://www.linkedin.com/company/dcmcommunications/
