Project Exponential

Tag: business

  • You belong in this room.

    Don’t sell yourself short. You aren’t to be ordered about. You are here as a professional. Everyone else is as uncertain as you are. They may even be more afraid. Yet they’ve made the decision to not let any of this get in their way. They’ve made the choice to show up and be present, regardless of insecurity and fear.

    You have a choice to make. The first few times might be a show. You may have to talk yourself into it. Once you’re there, you may whisper hurtful names to yourself — pretender, phony, fake. Ignore that voice. Slowly, gradually, that whisper will fade and be replaced with an unmistakeable assertion. A knowing, a conviction, a sense of belonging that will lead you to places you had never before considered. Tolerate discomfort.

    The journey often starts with a moment of anxiety, terror, self doubt, even despair. It’s temporary. In time, you’ll look back and see how far you’ve come. The decision to put yourself in the game will become easier, and the unknown will appear less of a threat. Accept the invitation.

    Claim your space. Believe that you can hold your own. Ask questions that can’t be avoided. Demonstrate why you must be reckoned with. You must show up.

    If you’re not in the room, we can’t listen, we can’t watch your magic, and you won’t get any better. Tell us — show us — why should we stop here, with you, and not continue on.

  • Lead by example

    Whether a small business or large corporation, the head must act in a forthright, admirable way for the chain of command to follow suit. Same applies to smaller groups of people: the leader sets the tone for what is acceptable and what is not, setting the pace for others to follow.

    By pushing yourself to be the very best you can be, you inspire those around you, build trust within your team, and encourage others to lead principled lives.

    Great leadership shouldn’t be difficult to come by. Neither should integrity.

  • 9 reasons to network (the practice of meeting people)

    The term networking sends shivers up my spine. I cringe when I think of networking events where people pass out business cards like Halloween candy and anxiously look around the room to see who’s there. Conversations seem forced, and I end up answering the same routine questions throughout the evening. Network sounds anything but personal, human, warm, or meaningful to me.

    So let’s call a spade a spade. Networking is really the practice of meeting people. As with any practice, you get better at it the more you do it. Some people have a natural talent for it; others require a bit more effort.

    When I first started organizing dinners, I often faced a common question:

    “Why should I attend a dinner with strangers when I barely have time to see my friends / colleagues / spouse / Aunt Betty?”

    For those of you who don’t have the luxury of pondering the benefits of human interaction, I’m happy to provide a few reasons why meeting new people is good for you, your business, and your future.

    1. Variety. The spice of life. By placing yourself in new situations, you’re able to meet different kinds of people, expand your circle, and broaden your knowledge of yourself and the world around you.

    2. Business. Networking can yield a higher probability of referral-based business. If your sink is broken, would you rather hire a friend’s friend or a random name out of a search directory? Establishing personal relationships with those who can recommend your services is invaluable.

    3. Opportunities. New gigs, client leads, partnerships, mentors, job opportunities. The options available to you are yours for the taking.  Obviously, you’ll want to make sure you strategically choose which routes to pursue based upon your own needs and values; it’s just a matter of saying “Yes, please.”

    4. Connections. Let’s be honest: it really is who you know. If a position opens or a consultant is needed, the names that go into the hat are ones that can be vouched for. You don’t need me to tell you how many success stories have started with “I know a guy…”

    5. Self-growth and development. It takes guts to put yourself in new situations and strike up conversations. It’s easy to be around the same people and talk about the same things. Be different. You never know what you’ll learn. If you’re willing to put yourself out there, you may find yourself with a group of people who can hold you accountable as you reach your goals.

    6. Friends. Companionship, someone to show you new places, tell you about the latest fundraiser. No man is an island. I’m of the belief that our needs change throughout our life span, and different people can answer different needs at different times. For that reason, you can never have too many friends.

    7. Communication. Introductions force you to analyze and succinctly communicate who you are and what you do. Meeting strangers can help you polish your image and get clear about what you want and the things you enjoy. Not sure? Notice the types of people you’re drawn to. The conversations you most enjoy can tell you a lot about yourself if you’re willing to look.

    8. Encouragement. Most people want you to succeed. Sometimes, it’s easier to present struggles to people who are “less invested” in your world. Add more folks to cheer in your corner. Strangers can yield surprisingly positive results.

    9. Excitement. If you’ve been to a really good party, you know. It’s fun, and you want more. If you haven’t found yourself in this kind of situation, look for it.

    Practice meeting people when and where you can.

    “The more you practice, the more you can, the more you want to, the more you enjoy it, the less it tires you.” —Robert A. Heinlein

  • Trust

    When what you do and what you say align.

    A very real, tangible thing you must create between yourself and your clients.

    It will separate you from your competition.

    Distance yourself from the rest.

  • The $12,392,786.00 blog post

    I have had the good fortune of meeting, counseling, and sitting in business seminars with intelligent, driven, successful individuals — and they just want to become better. Industries range from music to publishing, finance to social good, art to real estate. Age, life experience, and stage of life vary; students, fathers, midlife, C-level, nearing retirement, starting up.

    Despite a plethora of variables, I’ve noticed a few themes that come up again and again. In fact, they repeat themselves so frequently I wish I could bottle them for distribution, sending them around the world to inspire people to do more and dream big.

    I’m sharing them here in hopes they resonate with you.

    Why $12,392,786.00? Because I believe if you act, the following nuggets will add value to your work and life. And if you’re really diligent, you’ll see benefits worth even more.

    ———

    We get in our own way. Believe it, accept it, move forward.

    Be willing to listen — to the point someone could convince you to throw your idea out the window or drastically change it.

    Don’t wait. Do it now.

    No one is going to give you permission.

    You have a choice. Don’t be seduced into thinking otherwise.

    Relationships are important. The “unexpected ones” often prove to be the most valuable.

    Milk the in-between spaces. In-between jobs, appointments, calls, relationships, events, ideas. They hold more potential than you think.

    There are an infinite choices. Pick one. If it fails, there will be another.

    No decision is irreversible.

    Question. Ask lots of them.

    Who (or what) can you connect? Everyone can bridge two people, two ideas, two companies. And it will multiply.

    Stop trying to sell to people you don’t know. Start with the people you do.

    Be vulnerable. Connect, reach out. People cherish authenticity.

    What are you really saying? Get honest with yourself and with your audience. Cut the crap and get real.

    Don’t assume. You never know whose talents can help you and how.

    Set dates otherwise you’ll never get it done.

    Pick up that pen, make that call, stop waiting to begin.

    There is no perfect.

  • Steal skills from another industry

    There are certain tools that are transferable, regardless of industry or job title.

    Step inside Tiffany’s. You’ll see plenty of couples and women roaming around. Inch closer to the diamond cases and eavesdrop. You won’t hear any hard selling from the staff. The product speaks for itself. If you’ve come to Tiffany’s, you want the name on your finger.

    The good sales people say very little. When they do speak, they repeat what information the customer has already provided, using empathy to build rapport with the shopper. Active listening, reframing, and reflecting statements make clients and buyers feel heard, acknowledged, respected.

    What is this? Motivational interviewing. The same techniques you might find in a group therapy session, the same phrasing and tools a substance abuse counselor might use with her client, are being channeled onto the sales floor:

    • Pointing out a couples’ ring selection might not mirror their commitment to each other — creating discrepancy
    • Accepting a customer’s reluctance as momentum to move conversation onward — rolling with resistance
    • Supporting the buyer, giving them confidence about their purchasing decision — supporting self efficacy

    And questions. Lots of questions. Open ended, asking for permission — questions that help the seller gather information about the buyer and their buying needs, their spending patterns, helping identify the likelihood of the sale.

    “Can we look at the princess cut?” “What does that design remind you of?” “Do you mind if we step over to this case to look at our signature bands?”

    What could you borrow from a different industry? Could you lend skills to someone in another field?