Let's face it. Life is more fun when you are passionate about what you are working on! You want to get up in the morning. You are excited to go to work or school. You have a purpose. Therefore you are positive!
But every once in a while, even the most positive person can get a case of the "grumpies." So many times we can easily blame it on the weather, the neighbors, the boss, the customers, the spouse, or whatever. Sometimes I am not sure why I have a case of the blah's.
For me, when I am not "feeling it," or when I am in a down right foul mood it is because I am spending too much time outside of my Circle of Influence. The Circle of Influence is famously written about in the book 7 Habits of Highly Effective People. The concept is that Highly Effective people spend time working on only things they can control. Things outside of their control cannot be influenced so there is no point spending any time or energy on them!
Things like gossip, worries, the weather and other's behavior are just a few things I simply can't control. So why bother?
When I am feeling frustrated with life (as frankly I was for a part of yesterday) it is almost ALWAYS because I am spending my time outside my circle of influence! So I need to re-focus my efforts onto controlling the things I can control. When I do that, I become more effective...and I get in a lot better mood too!
Tuesday, April 24, 2012
Tuesday, April 17, 2012
Raising Your Sights
Here is an email I sent to our staff...slightly modified.
Good morning gang. I hope each of you is doing well. I wanted to get you thinking about our company…and how I think we can propel our growth by changing our sights.
Each of you, by now, know that I am a big believer in goal setting. I think each of us need to have our goals, clearly defined and written down. It’s a powerful way to cause positive change in our lives.
You also know that I have laid out certain goals for HMC. I have said that I would like for us to shoot for (an aggressive reasonable goal) in sales for 2012. That could be viewed as a lofty goal considering our previous year’s sales. But I think it’s not lofty enough. Why? Because I think if you create a goal (say $1 Million) that is not high enough, you make decisions looking through those pair of glasses. Quite frankly, if each of us did a little more in sales, we could reach the reasonable goal. There is no need for a change in thinking.
I think if we change the conversation to a BIG Goal, it changes our internal conversation. It changes the way we view each decision. How would a larger company tackle this issue? Or, maybe more importantly, what kind of customers, sales techniques, and processes will we need to get there? What do we need to inherently do better to reach THE BIG GOAL?
The same is true for our sales team. I think I have done you each the disservice of saying (a reasonable number) is your goal. Though each of us has to set our personal sales goals, I think (from a company standpoint) we need to change the conversation. Instead of shooting to sell $2500 per week, you need to be shooting for $10,000 per week! Just think, if you fall short of this, you might still be quite above the original goal! And just think of what your income would look like if you are selling $10,000 per week. Totally different.
But to reach $10,000 per week you may have to view your own sales differently. What kind of customers do I have now? What kind do I need to reach this new level? What do I need to consistently do to get them? These are questions each of us need to ask ourselves to make sure we are keeping our eyes on our goals.
So that is the question I leave with each of us today. What can we do to change our focus toward THE BIG GOAL? What can you do to change your personal sales go upward? I have some thoughts, but I want your input. Please let me know what I can do to help!
Good morning gang. I hope each of you is doing well. I wanted to get you thinking about our company…and how I think we can propel our growth by changing our sights.
Each of you, by now, know that I am a big believer in goal setting. I think each of us need to have our goals, clearly defined and written down. It’s a powerful way to cause positive change in our lives.
You also know that I have laid out certain goals for HMC. I have said that I would like for us to shoot for (an aggressive reasonable goal) in sales for 2012. That could be viewed as a lofty goal considering our previous year’s sales. But I think it’s not lofty enough. Why? Because I think if you create a goal (say $1 Million) that is not high enough, you make decisions looking through those pair of glasses. Quite frankly, if each of us did a little more in sales, we could reach the reasonable goal. There is no need for a change in thinking.
I think if we change the conversation to a BIG Goal, it changes our internal conversation. It changes the way we view each decision. How would a larger company tackle this issue? Or, maybe more importantly, what kind of customers, sales techniques, and processes will we need to get there? What do we need to inherently do better to reach THE BIG GOAL?
The same is true for our sales team. I think I have done you each the disservice of saying (a reasonable number) is your goal. Though each of us has to set our personal sales goals, I think (from a company standpoint) we need to change the conversation. Instead of shooting to sell $2500 per week, you need to be shooting for $10,000 per week! Just think, if you fall short of this, you might still be quite above the original goal! And just think of what your income would look like if you are selling $10,000 per week. Totally different.
But to reach $10,000 per week you may have to view your own sales differently. What kind of customers do I have now? What kind do I need to reach this new level? What do I need to consistently do to get them? These are questions each of us need to ask ourselves to make sure we are keeping our eyes on our goals.
So that is the question I leave with each of us today. What can we do to change our focus toward THE BIG GOAL? What can you do to change your personal sales go upward? I have some thoughts, but I want your input. Please let me know what I can do to help!
Thursday, April 12, 2012
Losing Track
No matter how focuses, goal-oriented, intense, or passionate we are, we sometimes will lose our way when it comes to moving toward our goals. Life just gets in the way.
It's understandable and okay.
What I find is important in these moments is that we not allow that "bad day" to turn into a bad week, month or year. Take that time to acknowledge you are "off" and, if you can, why. Allow yourself to have that day and don't beat yourself up over it.
Sometimes that off day can be a great way to rebound and refocus. Remind yourself why you are working toward the goals you have set in the first place. And make sure you set pro-active actions for the next day to get yourself back on track.
Sometimes the "off" day can be a great springboard to get you moving full speed ahead!
It's understandable and okay.
What I find is important in these moments is that we not allow that "bad day" to turn into a bad week, month or year. Take that time to acknowledge you are "off" and, if you can, why. Allow yourself to have that day and don't beat yourself up over it.
Sometimes that off day can be a great way to rebound and refocus. Remind yourself why you are working toward the goals you have set in the first place. And make sure you set pro-active actions for the next day to get yourself back on track.
Sometimes the "off" day can be a great springboard to get you moving full speed ahead!
Wednesday, March 28, 2012
Building Your Personal Brand
Businesses talk about brand all of the time. But do you think about branding when it comes to the business of "YOU?" You should!
If you are looking to land a job, start a business, sell a product or get a date, the brand of "YOU" is what you are selling.
The bad news is most of us are not thinking this way. The good news, with social media and technology, it's easier than ever to begin building your brand.
I heard about a guy who's business card was just the google logo with his name typed in the search area. Cool huh? What would happen if you handed out this business card? Would anyone be able to find you? If you want to build a business...the answer better be yes!
If you are looking to land a job, start a business, sell a product or get a date, the brand of "YOU" is what you are selling.
The bad news is most of us are not thinking this way. The good news, with social media and technology, it's easier than ever to begin building your brand.
I heard about a guy who's business card was just the google logo with his name typed in the search area. Cool huh? What would happen if you handed out this business card? Would anyone be able to find you? If you want to build a business...the answer better be yes!
Tuesday, March 20, 2012
Are You Actually DOING it?
An email I sent to my sales team the other day.
So I read an ebook the other day that I decided to check out. It was a free download, so I took that into consideration. It was short and an easy read about how to sell $100,000 per month in promotional products. I think we would all be good with that goal!
Quite frankly I didn't think there was a lot of new ground being broken. I found myself saying, “yeah I know that.” But then I asked myself an important question…
“Am I actually DO-ing it?” And in many cases the answer is no. So this is my wake up call to myself. And here are my thoughts to you:
1) Prospecting Every Day: We need to continually be looking for new customers. I am going to implement a new prospecting program that starts next week. I am going to be looking for large clients and doing a mailer. I will share it with anyone, but you should do whatever it is you want. The key (as with anything) is just to do it…and do it regularly.
2) Specs and Virtuals: Each of us should be spending AT LEAST an hour a week working on ideas for current clients or prospects. We have some suppliers who will do them for FREE. When you can’t do a real spec, a virtual is better than nothing. By doing this you are adding real value to your clients. Set a time and day each week for this activity…and put it on your calendar!
3) Samples Sell: When you can’t have a Spec Sample, take a sample! Samples sell!
4) See the People: Have I mentioned that the best way to grow your business is to be in front of clients?
Now let’s get out there and do it!
Yes this was written to my sales group and the specifics might not be for you. But the question of pro-active action remains for just about any project. You know what you should be doing...are you doing it?
So I read an ebook the other day that I decided to check out. It was a free download, so I took that into consideration. It was short and an easy read about how to sell $100,000 per month in promotional products. I think we would all be good with that goal!
Quite frankly I didn't think there was a lot of new ground being broken. I found myself saying, “yeah I know that.” But then I asked myself an important question…
“Am I actually DO-ing it?” And in many cases the answer is no. So this is my wake up call to myself. And here are my thoughts to you:
1) Prospecting Every Day: We need to continually be looking for new customers. I am going to implement a new prospecting program that starts next week. I am going to be looking for large clients and doing a mailer. I will share it with anyone, but you should do whatever it is you want. The key (as with anything) is just to do it…and do it regularly.
2) Specs and Virtuals: Each of us should be spending AT LEAST an hour a week working on ideas for current clients or prospects. We have some suppliers who will do them for FREE. When you can’t do a real spec, a virtual is better than nothing. By doing this you are adding real value to your clients. Set a time and day each week for this activity…and put it on your calendar!
3) Samples Sell: When you can’t have a Spec Sample, take a sample! Samples sell!
4) See the People: Have I mentioned that the best way to grow your business is to be in front of clients?
Now let’s get out there and do it!
Yes this was written to my sales group and the specifics might not be for you. But the question of pro-active action remains for just about any project. You know what you should be doing...are you doing it?
Friday, March 2, 2012
Doing What You Have To Do
We have a disease in parts of our society. It's a disease that is eating away at our customer service, relationships and quality of life. It makes individual encounters (and mass ones) hard to deal with...and exhausting.
It's called "Doing What You Have To Do."
In so many sectors of our society, we see people that are doing ONLY what they have to do for each other...and nothing more. You can't call a customer service line, go to a retail store, or even read about our elected officials without seeing this creep in. Is there ANYONE that wants to call and deal with "customer service?" Why did this become a dirty word? It's because people are doing what they HAVE to do...and nothing more. In reality...it's a disease of laziness.
The problem is, when we look in a mirror it's easy to justify doing "what we have to" in our own life. You don't HAVE to go that extra mile for a customer, family member or friend. It's not required (unfortunately). You don't HAVE to wait that extra second to hold the door for a stranger. You don't HAVE to send a card. You don't HAVE to give a friend a surprise call just to say you miss them.
But isn't it nice when people do it for us?
The good news is, we each have the antidote for this dreaded disease. It's called "COULD DO." You see the answer to this problem really isn't making huge sweeping changes. It's usually taking just a moment to put yourself in the other person's shoes...and doing something to help them. We hear all the time that just that little extra can make a BIG difference. And of course it's true. But what are we doing today for that other person? That person you don't HAVE to help...but could.
Look in the mirror. Are you doing what you HAVE to do? Or are you doing what you COULD DO?
It's called "Doing What You Have To Do."
In so many sectors of our society, we see people that are doing ONLY what they have to do for each other...and nothing more. You can't call a customer service line, go to a retail store, or even read about our elected officials without seeing this creep in. Is there ANYONE that wants to call and deal with "customer service?" Why did this become a dirty word? It's because people are doing what they HAVE to do...and nothing more. In reality...it's a disease of laziness.
The problem is, when we look in a mirror it's easy to justify doing "what we have to" in our own life. You don't HAVE to go that extra mile for a customer, family member or friend. It's not required (unfortunately). You don't HAVE to wait that extra second to hold the door for a stranger. You don't HAVE to send a card. You don't HAVE to give a friend a surprise call just to say you miss them.
But isn't it nice when people do it for us?
The good news is, we each have the antidote for this dreaded disease. It's called "COULD DO." You see the answer to this problem really isn't making huge sweeping changes. It's usually taking just a moment to put yourself in the other person's shoes...and doing something to help them. We hear all the time that just that little extra can make a BIG difference. And of course it's true. But what are we doing today for that other person? That person you don't HAVE to help...but could.
Look in the mirror. Are you doing what you HAVE to do? Or are you doing what you COULD DO?
Thursday, March 1, 2012
I Don't Have Time
One of my pet peeves when I talk to people who are considering taking on a new project, is when they say, "I don't have time." Yes you do.
The question is not (generally) whether or not you have time. It's what you have decided to prioritize.
The fact is, most of us actually have plenty of time to take on a new project. We just decide not to do it because it will cut into our TV time. But even for those that are the super-achievers that are really super busy...it's still about priorities. In every case, we can choose to drop another project to a lower priority so we can focus on this new challenge. The challenge with this is to do so with purpose. One of my big problems is that I sometimes take on a lot of projects only to flit from one to another when that project "demands" my attention.
I am working to focus more specifically on each project without interuption so I can give that project it's due until it's time to move on. The human brain is not designed to multi-task (despite what some might tell you). You will be most effective when you work on one thing at a time.
But we all have time to take on new projects. We just have to decide whether this new project should take priority. It's totally okay to say "no" if the project is not important enough. But let's just be brave enough to say that...rather than the easy excuse of "I don't have time."
The question is not (generally) whether or not you have time. It's what you have decided to prioritize.
The fact is, most of us actually have plenty of time to take on a new project. We just decide not to do it because it will cut into our TV time. But even for those that are the super-achievers that are really super busy...it's still about priorities. In every case, we can choose to drop another project to a lower priority so we can focus on this new challenge. The challenge with this is to do so with purpose. One of my big problems is that I sometimes take on a lot of projects only to flit from one to another when that project "demands" my attention.
I am working to focus more specifically on each project without interuption so I can give that project it's due until it's time to move on. The human brain is not designed to multi-task (despite what some might tell you). You will be most effective when you work on one thing at a time.
But we all have time to take on new projects. We just have to decide whether this new project should take priority. It's totally okay to say "no" if the project is not important enough. But let's just be brave enough to say that...rather than the easy excuse of "I don't have time."
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