Sunday, August 29, 2010
Wednesday, August 25, 2010
Even God Has Competition
I was recently talking with a client of mine, Laura Betts – Owner of HyperbaricsRx (www.HyperbaricsRx.com). We were discussing how different business owners react when mentioning their competition. We agreed that these reactions vary from denying they even have competition to the rarely seen admiration. I believe the way a leader feels about their competitors is a true reflection of their integrity. Heck, even God has competition…poor guy has to go up against the Devil every day!
How do you respond when someone mentions your rivalry? Do you immediately dismiss their presence; or, do you find yourself defensive? Is your response quick and negative; or, respectful of their contributions to the marketplace? However you find yourself reacting, I guarantee it is being evaluated, judged and filed away in the memory of others.
I am not quite sure why more leaders choose an adverse attitude toward those who offer the same services. I can only think it stems from jealously and lack of self-confidence. Yet, we all have competition. And, if you use it correctly it can only enhance your status within your industry.
Take a moment and think about your top three competitors. Consider these questions:
What is one thing I do better than they do?
What is one thing they do better than me and how can I learn from it?
How can I replicate their best practices?
In order to be competitive today, you need to know your competitors. But, you do not need to belittle, degrade or be disrespectful of their offerings. Doing this is like taking out a mirror and seeing an ugly reflection.
Want to really compete? Be better than the other guy, offer greater value, exceed expectations, respond quicker, build loyalty and treat every customer like your only customer.
I bet this is just what God does.
How do you respond when someone mentions your rivalry? Do you immediately dismiss their presence; or, do you find yourself defensive? Is your response quick and negative; or, respectful of their contributions to the marketplace? However you find yourself reacting, I guarantee it is being evaluated, judged and filed away in the memory of others.
I am not quite sure why more leaders choose an adverse attitude toward those who offer the same services. I can only think it stems from jealously and lack of self-confidence. Yet, we all have competition. And, if you use it correctly it can only enhance your status within your industry.
Take a moment and think about your top three competitors. Consider these questions:
What is one thing I do better than they do?
What is one thing they do better than me and how can I learn from it?
How can I replicate their best practices?
In order to be competitive today, you need to know your competitors. But, you do not need to belittle, degrade or be disrespectful of their offerings. Doing this is like taking out a mirror and seeing an ugly reflection.
Want to really compete? Be better than the other guy, offer greater value, exceed expectations, respond quicker, build loyalty and treat every customer like your only customer.
I bet this is just what God does.
Wednesday, August 11, 2010
Furthering Oprah’s Cause
I am sure many of you know of Oprah Winfrey’s mission to stop texting and driving. She seems to be single-handedly changing the habit of many Americans. As I support her efforts, I would like help further her cause and add: Stop Texting and Talking!
For so many years we have grown to pride ourselves on multi-tasking. In fact, it is often a skill set employers look for when hiring. Yet, we rarely search to employ someone that is a terrific listener and has the ability to stay present throughout an entire conversation.
Think about it…how many times do you allow yourself to be interrupted to see who is beeping on your phone? When was the last time you sat through an entire meeting and never looked at your blackberry? What about the last phone call you needed the caller to repeat what they were saying because you were busy finishing off a text message?
What about those kids today? I am frankly appalled at the number of parents that allow phones at the dinner table. Or, walk through a mall, grocery store or even Disney World with their son or daughter tailing behind because they can’t stop checking messages. Get into a car full of teens and you will experience silence. Each one of them will either have plugs in their ears or be completely absorbed reading the latest Facebook posting.
For the next 48 hours don’t just stop texting and driving…stop texting completely when you are in the presence of another human being! Don’t allow yourself to become distracted by the beeping or flashing of that small communication tool that is starting to take over your life. And, ask those around you to do the same. Try these behaviors instead:
• Leave your phone in your bag, pocket or room.
• Turn off the sound – no vibrating either!
• Take the time to actually look at people when they speak.
• Acknowledge others with a smile.
• Listen to the words they say and respond accordingly.
Together we can support Oprah’s cause and promise no texting while driving. We can then make a further commitment to live a life of personal interaction by staying present in each moment that we have with one another.
Please join me in my effort to bring back a society that places value on social interaction not just social media!
For so many years we have grown to pride ourselves on multi-tasking. In fact, it is often a skill set employers look for when hiring. Yet, we rarely search to employ someone that is a terrific listener and has the ability to stay present throughout an entire conversation.
Think about it…how many times do you allow yourself to be interrupted to see who is beeping on your phone? When was the last time you sat through an entire meeting and never looked at your blackberry? What about the last phone call you needed the caller to repeat what they were saying because you were busy finishing off a text message?
What about those kids today? I am frankly appalled at the number of parents that allow phones at the dinner table. Or, walk through a mall, grocery store or even Disney World with their son or daughter tailing behind because they can’t stop checking messages. Get into a car full of teens and you will experience silence. Each one of them will either have plugs in their ears or be completely absorbed reading the latest Facebook posting.
For the next 48 hours don’t just stop texting and driving…stop texting completely when you are in the presence of another human being! Don’t allow yourself to become distracted by the beeping or flashing of that small communication tool that is starting to take over your life. And, ask those around you to do the same. Try these behaviors instead:
• Leave your phone in your bag, pocket or room.
• Turn off the sound – no vibrating either!
• Take the time to actually look at people when they speak.
• Acknowledge others with a smile.
• Listen to the words they say and respond accordingly.
Together we can support Oprah’s cause and promise no texting while driving. We can then make a further commitment to live a life of personal interaction by staying present in each moment that we have with one another.
Please join me in my effort to bring back a society that places value on social interaction not just social media!
Tuesday, August 3, 2010
What is Your Follow-up Process? Last of a 3 part series
If you have been following my blog, you know this is the last of three installments regarding Closing More Deals. Previous blogs covered:
1. What were their buying signals – the triggers that drove you to know how they would be making a decision?
2. What “call to action” do you ask of them before they leave or hang up the phone?
Today, I want to cover your follow up process by offering these suggestions:
Don’t let unanswered emails fall by the wayside.
In today’s world of electronic communication, we send emails instead of making a phone call. Our hope is the recipient will respond to it faster than calling us back. However, many times the receiver does not email back and the sender forgets about it or just lets it go. I suggest that you always send it a second time. Forward it to the recipient with an opening comment that you are concerned it was lost along the way on the first try. You will be surprised how many times you will receive a response on this second go around.
Send hand written notes whenever possible.
Again, in today’s world of electronic communication, one way to set yourself apart from your competition is to send a handwritten note. I recommend getting stationery that has your company name on the outside of the card and is blank inside along with blank envelopes. Send a thank you note after meeting with someone for the first time or after receiving your first order. Commit to sending 2-3 cards each week and do not enclose your business card. Just simply sign your name as it keeps the message personal. And hand write the envelope!
Stay in touch.
One more note about electronic communication…it is easy to stay in touch with your contacts. Take time each month to review your email address book and send out short messages that serve as a reminder of you and your company. Whether you are informing them of a new service offering or simply saying “Hello”, you will be surprised by the amount of business that can suddenly develop by staying in touch with your contact list.
As you look back over this 3 part series, please feel free to comment and share with me and my readers your tips and recommendations. We can all use new ideas and reminders of how we can build our business by Closing More Deals.
1. What were their buying signals – the triggers that drove you to know how they would be making a decision?
2. What “call to action” do you ask of them before they leave or hang up the phone?
Today, I want to cover your follow up process by offering these suggestions:
Don’t let unanswered emails fall by the wayside.
In today’s world of electronic communication, we send emails instead of making a phone call. Our hope is the recipient will respond to it faster than calling us back. However, many times the receiver does not email back and the sender forgets about it or just lets it go. I suggest that you always send it a second time. Forward it to the recipient with an opening comment that you are concerned it was lost along the way on the first try. You will be surprised how many times you will receive a response on this second go around.
Send hand written notes whenever possible.
Again, in today’s world of electronic communication, one way to set yourself apart from your competition is to send a handwritten note. I recommend getting stationery that has your company name on the outside of the card and is blank inside along with blank envelopes. Send a thank you note after meeting with someone for the first time or after receiving your first order. Commit to sending 2-3 cards each week and do not enclose your business card. Just simply sign your name as it keeps the message personal. And hand write the envelope!
Stay in touch.
One more note about electronic communication…it is easy to stay in touch with your contacts. Take time each month to review your email address book and send out short messages that serve as a reminder of you and your company. Whether you are informing them of a new service offering or simply saying “Hello”, you will be surprised by the amount of business that can suddenly develop by staying in touch with your contact list.
As you look back over this 3 part series, please feel free to comment and share with me and my readers your tips and recommendations. We can all use new ideas and reminders of how we can build our business by Closing More Deals.
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