Archive for Leadership

Perpetual 1-UPPing On Social Media

Are you posting to social media just to show off the events you get to go to, or who you’re getting to hang with?  If so, you may be alienating your followers or potential customers.

Case in point: A large local church uses social media such as Twitter and Facebook quite often to promote the upcoming sermon series, events, volunteer pushes and so forth.  The staff members have done a good job of creating quite a following of people who read and respond to their posts.  However, not much attention is paid to making sure that the posts of these staff members don’t make their followers feel “out of the loop”  The church in mention recently held their annual staff event.  During the event which lasted several days, social media outlets were pouring with posts from staff members talking about all of the people they were getting to rub elbows with and speakers they were getting to listen to.  There was even one post in which the poster mentioned how they were learning how to break down “insider” walls of the church.  This very post received unanswered comments asking where they were, if there was a special speaker at their church that night, if it was an event they could attend and such.  Unfortunately, in a what seemed to be a perpetual 1-upping effect, other staff members followed suit with RTs and Share Posts as if to say “Look at me, I got to be here too”.  This then began the same chain with their followers asking questions and another staffer re-posting.

In an attempt to constantly post new content to their social media outlets (a good practice) these church staffers had given just enough info in their posts to tease their followers as to what they got to participate in that their followers didn’t.

Don’t take me wrong here.  It’s fine to post experiences you’re having at events, on vacations, or things like that.  But be sure that your message doesn’t come across (intended or not)… “look what I get to be a part of that you don’t”.  It may seem that your are caught in the  perpetual 1-upping that many social media posters get wrapped up in.

It makes your followers feel alienated and as if you think you’re on a different level than them.  Always share with your followers as if they are friends or family and you are sending them a post card that reads “I wish you were here”.

What? No Long Term Contract?

I had a client say to me recently, as we were in the process of signing contracts: “It’s really crazy that you don’t hold peoplecontract to longer terms on your contracts, you know.  Everything people sign up for has a 3,6, or even 12 month contract, so I’d be fine with that if you need to do that.”

Though he was appreciative of my company’s policy of month-to-month contracts, he didn’t understand why we would do such a thing.  It gave no benefit to us. After all, isn’t that why most companies do long term contracts?  To hold their customers in with “golden handcuffs” whether happy or not with the service they’re being provided with.

He was right.  This policy doesn’t benefit my company.  At least not on the surface.  Allowing our clients to opt-out of our services at any time with our month-to-month contracts, helps to hold us accountable as service providers, to help our clients become more successful in their businesses.  This allows no margin for error and causes customer service to be a premium within our company.  The benefit to us, is, we perform and our clients are happy to refer us to new clients.  If a client is struggling or doesn’t feel our service is best for them, they are able to make an honorable exit that leaves them still happy to send others our way due to the great treatment they received.

Try giving all of the benefit to your customers and below the surface, you will be the true beneficiary.

Specializing In Everything

I joined a group of business people for a networking group recently when I witnessed what sad occurrence.  We had come to the time in the networking meeting for introductions.  This is a time that many networking formats have when one by one each person takes a turn introducing themselves, the organization they represent, and what service or product they provide and what the ideal customer would be for them.  I was enjoying this time and learning about what each person’s areas of specialization were when a young man stood up and said something that made me want to cry for him.

He stood up and introduced himself as being with a financial planning firm and procede to say, and I quote, “I really specialize in everything that has to do with investing”.  Oh my, I thought.  This is sad.  This young man doesn’t understand that although his company may offer services and products in nearly every area of financial planning, they can’t certainly “specialize” in everything.  Most of us are willing to provide services in many areas of our business, but all of us have a particular area of our company’s products or services that we are more proficient in than the others.  That woud be your specialty.  That is the type of area you should highlight when soliciting referals or when you meet someone who prompts your “elevator speach”.

Trying to solicit clientelle for every area of your business all in one place at one time is like hunting a moose with a shot gun.  The small, random, lightweight, pellets don’t penetrate your target enough to score a kill.  Saying you specialize in everything not only can’t be true, but is confusing to the person you’re trying to explain that to.  Zero in your focus.  Seek one or two certain types of client at a time.  This will help you concentrate all of your firepower into a powerfull, large bullet with some penetrating power so that you can take down that moose.

Do Something Else Than Your Competition

There were once three young men who were trying to impress the same young lady.  All three men were very similar in appearance.  Same color hair, eyes, and complexion.  Same height and weight.  In fact, they were all slightly overweight (not much but just enough keep them from being noticed by the young lady).  The young men were overweight because in their attempts to stay as equal competitors, they all began to eat at a fast food restaurant one meal per day.  Suddenly, one of the competing young men had an idea.  “If I was to bring my lunch to work each day, and took the time and money I would normally spend in the restaurant and spent it using a gym membership, I think I’ll have a competitive advantage on my competition and be noticed by the young lady”.

Soon after this idea came it passed.  The young man decided that the change was not worth the risk.  Sure he might stand out from the crowd and appear more attractive than his competition, but he didn’t want to loose his place in the crowd of 3, just in case she would choose one of the 3 chubby guys rather than the opportunity for being the only choice if she decided on a much healthier mate.  The young man lost his competitive advantage and was wasting his time and money one the fast food restaurant all because of this decision to remain in the status-quo and fear of being a newer, better, different version of himself.  He wouldn’t do something else than his competition was already doing.

This story sounds silly but it happens every day.  Earlier this week, I spoke to leaders at a large moving and storage company who’d asked to meet with me regarding help determining their marketing direction.  It seems that they’d realized that their former marketing director had fallen in the rutt of simply buying huge ineffective ads in phone books and newspapers with no followup or tracking so that he may remain blind to the waste he was contributing to while he collected his salary.  So, since he was unable to effectively market their company in today’s market, he was released from his duties.

As I spoke with leaders from this company, the conversation turned to ideas and different ways to take the money they were spending on “double-truck” and full page ads in local phone books all over the country, and use it to market over the web.  At one point, one of the gentlemen in the meeting asked if we really wanted to pull out of the phone books if that’s where their competitors are placing ads.

Here’s how it works.  Quit trying to outshine your competition everywhere they are.  If they buy a billboard… you buy a billboard.  If they buy a TV ad…  you buy a TV ad.  All that does is cause you to continually ride their leftovers.  If the phone book is a waste of money, let your competition waste their money there while you just be glad that their not being more effective than that.  But by all means, don’t help them continue their effortless positioning by following the crowd and maintaining the status-quo.

If 100 customers will turn to ad advertising medium in which you have 49 other competitors, odds are you’ll pull 2 clients from your marketing (all things being equal).  But if only 10 customers turn to a less traditional and less expensive advertising medium in which you only have 1 or 2 competitors, odds are you’ll pull 3-5 clients from your efforts (all things being equal).

Push the envelope with your marketing.  Figure out where your competition is doing wasting time and money and do something else than your competition is already doing.

The Google Wave Rave.

If you’ve heard of Google’s new Wave tool, and you’re like me, you probably began to watch a 1hr 20min video and decided it just wasn’t worth it.  Well, Google must have taken notice because a few days ago, they posted a new 7min 52second video highlighting some of the highlights of Wave without all of the background and hype to drag it out.

I’ve posted the video below along with the ways I foresee me using Wave in my day-to-day work and social networking.

  • Updating and checking all of my social networking sites from one interface – I already use other clients to do this and even though the video only mentions Twitter, I hope it will surely not be long before the need to add things such as Facebook, LinkedIn, and Plaxo follow.
  • Collaboration within my company on projects – this sounds like a great project home for round table discussion when multiple people are on a project but may be working from different locations or completing their tasks on different time lines.  Such as in our business, where one person may set up a new client in our system and create a Wave for the new client inviting all persons in our business who might work on the project (graphic artist, web programmer, sales rep, myself).  Then, the graphic artist can complete the client’s new logo or web graphics and communicate with the programmer building the site and I can begin planning their search engine marketing campaign.  All the while, the sales rep can follow the project in real time and keep their new client in the loop.
  • The translation would be really neat if we ended up with international clients in the future or for instance acquired a Spanish speaking client but not everyone on the project knew the language, we could ad the client to the Wave so that anyone working on the project could communicate with the client.

Watch the video and leave your comments.  I’m interested to hear how others might see themselves using Google Wave.

Move On: In Your Spiritual Life

Once again this week we’ll be looking at Mark 6:1-6 and seeing how Jesus handled a certain situation.  Then seeing how this example can be used in our daily lives.  Heres a brief rundown of what’s happening in this piece of scripture:

We hear the story of Jesus teaching people in his hometown.  The people there saw miracles and learned good things, however, they couldn’t accept His authority and teaching on scripture because they only could see him as the carpenter son of Mary and Joseph.  They couldn’t look past what they’d “known” him to be and behold the wisdom he was sharing at this time.  So, What did Jesus Do?  He Said, “A prophet is not without honor except in his hometown, among his relatives and in his household.”  Then, he picked up and took his ministry on the road.  You see he knew that he could stay the small time prophet who would be battling his reputation as the “hired help” but be comfortable and familiar with His surroundings.  But, this wasn’t God’s plan for Him.  It wasn’t His highest and best use.  If he was to be the savior of humanity, He needed to do his work someplace else.

How does this relate to us?  Well we’ve checked it out in our work lives, how it pertains to fitness, and today let’s see how we can use his example in our own walk with Him.barpic

Your Walk With Christ:  Many of you may have grown up in a home where you learned the importance of a relationship with Christ and have lived that out from an early age.  If you’re like me though, that came only after many years of poor decisions, bad relationships, and a ragged internal battle.  This meant (and sometimes still means) many naysayers about my walk with Christ.  If you’ve experienced a similar life before coming to know Jesus, you’re likely to be invited to occasions you used to participate in.  Be expected to take action in the same activities you once did, be expected to enjoy the same movies, jokes, language and whatever else you once did.

Take heed!  These naysayers will keep you from God’s best.  Move on.  Hang out with new people.  I don’t care who you do or don’t know.  Who’s feelings you do or don’t want to hurt.  How bored you might be until you find a new crowd.  Find the new crowd.  Notice Jesus didn’t hang out waiting for new people to move to town.  No, he moved on and went to find new people.

Now go.

Move On: With Your Health

This week we’re taking a look at the book of Mark, chapter 6, verses 1-6, and seeing how it relates to different areas in our lives.  Yesterday we looked at a couple of ways it related to our work life, and tomorrow we’ll see how it relates to our walk with Christ, but today we’ll check out how it relates to our health.

Here’s a link to the verse so that you can read it.  Basically here’s what’s happening here:fitness

We hear the story of Jesus teaching people in his hometown.  The people there saw miracles and learned good things, however, they couldn’t accept His authority and teaching on scripture because they only could see him as the carpenter son of Mary and Joseph.  They couldn’t look past what they’d “known” him to be and behold the wisdom he was sharing at this time.  So, What did Jesus Do?  He Said, “A prophet is not without honor except in his hometown, among his relatives and in his household.”  Then, he picked up and took his ministry on the road.  You see he knew that he could stay the small time prophet who would be battling his reputation as the “hired help” but be comfortable and familiar with His surroundings.  But, this wasn’t God’s plan for Him.  It wasn’t His highest and best use.  If he was to be the savior of humanity, He needed to do his work someplace else.

How does this relate to us?

Your Health: Have you ever decided to get in shape?  I have… many times.  Of course the reason why it’s many times is that I haven’t actually done it.  If you have, I’m sure you’ve encountered the treatment if not the words of others who let you know you’re just wasting your time again.  They’ve heard it before.  They’ll always know you as the chubby guy.

Move on!!!   Hang out with different people.  Pray that God give you perseverance, or energy, or will power, or take away cravings, or whatever you need to get it done.  But by all means, stop putting yourself in the company of those who refuse to see you for what God has in store for you, but instead see you for how they’ve known you in the past.

See you tomorrow when we look at this verse and our own spiritual walk.

Move On: @ Work… Jesus Did

Sometimes it’s best to move on to new ground,new people, and new opportunities.suitcase

Let me explain before everyone tells their boss to “shove it”.

Many of us have been in a situation where those who knew us at a different time period were dragging us down.  I’d like to take this week to show you a situation Christ encountered and show you how it relates to your work, health, and your spiritual walk.

In my favorite collection of books (the Bible) you can find a great example of Jesus facing a problem many of us face each day.  In the book of Mark, chapter 6, verses 1-6: We hear the story of Jesus teaching people in his hometown.  The people there saw miracles and learned good things, however, they couldn’t accept His authority and teaching on scripture because they only could see him as the carpenter son of Mary and Joseph.  They couldn’t look past what they’d “known” him to be and behold the wisdom he was sharing at this time.  So, What did Jesus Do?  He Said, “A prophet is not without honor except in his hometown, among his relatives and in his household.”  Then, he picked up and took his ministry on the road.  You see he knew that he could stay the small time prophet who would be battling his reputation as the “hired help” but be comfortable and familiar with His surroundings.  But, this wasn’t God’s plan for Him.  It wasn’t His highest and best use.  If he was to be the savior of humanity, He needed to do his work someplace else.

How does this relate to us?

At Work: Many of us have either suffered or witnessed someone else become the victim of the “I knew you when” mentality that can hold some people back at work.  Sometimes it’s the warehouse guy who can work his way up to warehouse supervisor but can’t seem to land that job at the next level.  Not because he’s not qualified, but because the people hiring for the position just think of him as “warehouse guy”.    Or the salesman who’s been with the company for years but is still treated like the 20 year old kid off the street with now experience that the owner gave a chance to 10 years ago.  Sometimes, it’s best if you have the conversation with those in charge and say something like, “hey, I know you knew me then, but I’ve grown since (be prepared to prove it) and am not that guy you hired years ago.  Then, be prepared to take it to the next level someplace else and move on.

In Sales: Plain and simple.  Quit arguing with people to convince them that you’re right and they’re wrong in order to make a sale.  Share your products or services with those whom you can truly help, and if they’re unwilling to accept that… move on.  Quit spinning your tires and bogging yourself down in the mud.  Help someone else who’ll listen.

Check tomorrow and we’ll see how this relates to our health.

Sell to Help

Most everyone is in some type of vocational sales position.  Whether it be selling widgets over the internet, advertisements in the phone book or newspaper (dying industries by the way), or indirectly selling to shoppers or clients through great customer service that ties them to your company for days to come.

However, some people are directly graded on their ability to produce sales numbers.  It is tempting for those people to begin selling for a sale.  I would like to challenge all sales reps today to ask themselves why they sell the product or service they sell.  Hopefully it has something to do with it being a value to the people purchasing it.  It may improve their joy, health, or provide a basic need, maybe help grow their business.

My accountant, said to me once that he believes he’s here not to just be a bookkeeper, but to help the business owners that come to him so that they may become more successful.  Each time he aides a business owner in making a sound financial decision, he’s helped put food on the tables of the 3, 10 or 50 employees that work for that business.  You see, he looks at what he does as a calling.  He sells his services as a CPA and accountant, but why he sells those services is the key.  He doesn’t sell to make a salehe sells to help.

What will you do today?  How will you go about your business?  Will you drudge through your day just to get done what needs to get done, or will you sell to help?

Goal Motives

I was thinking this morning about my business goals.  It’s easy to say you want to make “x” amount of money or accumulate “y” number of new clients in the next quarter.  However, many times there’s more behind those things than meets the eye.  A person’s goal motives are found in the motivation for those statements.

Not long after Pepper and I got married, we found ourselves listening to a classic Amway presentation.  The poor guy fishing for new down-liners was asking the room to dream.  Dream big.  What car would you drive if money weren’t the issue?  What neighborhood would you live in?  How would you feel about yourself?  Would you feel accomplished and successful?  This is a great tactic.  This guy knew that just earning money wouldn’t draw you into his web.  He would need to create in you a desire for something more.  What would you find worth working tirelessly?  He was searching for your goal motives.

This experience popped into my mind during my goal overview session this morning and I found myself thinking of what my goal motives are.  Money alone is not enough to drive me to succeed.  It won’t keep me striving to grow.  I would eventually hit a comfort level and ease off.  I needed to find my goal motives.  What are my aspirations that the growth of my company can help me meet.  For many people, it’s a boat to make memories on the lake.  Or, a pool in the back yard to relax and enoy with your spouse.  Maybe for you it might be that BMW which you always related to success when you were young in your career.  I began to get worried because I don’t see those things really driving me.

I drive a great 5 year Saturn with no major problems.  My wife drives a 13 year old car that runs fine most of the time.  We’ve given away newer cars than we drive now.  When our cars die, we’ll likely shop for the best deal on another used car to drive until it dies.  My home sports plenty of room for my family.  My kids have thier own room to sleep and play while still being small enough to bring them into the main area of the house with the rest of the family.  Heck, I even have a garage to park my car in.  Thats right.  My car has a house that’s nicer than the homes most families in the world live in.  I live in a country with infrastructure that allows my trash to be hauled off for me.  Clean healthy water comes into my home with the twist of a wrist.  A store less than 1/4 mile from my home is stocked with food and clothing that I can earn money to buy.

What more could I ask for?  And, since this is how I feel about these things, what will drive me to accomplish more?

Here it is…  I want to give.  I want to give big.  I want to reach my professional and financial goals so that I may be a funnel for God’s provision to flow through me into the hands of people who need it.  When I see a single mother in need, I want to be able to do something about it.  When I hear of the child who has warm water for dinner because it will help their empty little belly feel full, I want to be able to do something about it.  I want to help a family be able to afford sending their child someplace safe after school instead of being unsupervised at home.

These are the things that drive me.  These are the type of things that make up my Goal Motives.  What are your goal motives?

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