I know some people get a little uncomfortable with the word ‘brand.’ It sounds to them like an advertising term, like it’s all about the slickness and the sizzle and not about the sincerity and the substance. But if you stop looking at ‘brand’ as superficial window dressing but instead see it as specifically defining your company’s mission and making a clear case to fulfill various promises, then you see that having a well-defined brand is not dodge at all, but rather an act of integrity.
I know that contractors are people of integrity and substance, who are proud of delivering tangible products and services that improve the spaces where people live and work. I myself spent decades as a professional in that industry. I want contractors to embrace branding as a necessary part of having a respected and successful business, but also as a tool for defining and being held accountable to genuine, deliverable quality, not as a way of avoiding it.
Whatever brand you may think you are generating and spreading out there, your brand is being created every time someone tells a friend or associate about your business. In this day and age that could take the form of a tweet, status update, YouTube video, blog post, text, email or website comment. The consumer has great power these days when it comes to defining your brand, far more than they used to. Which is why it is important for you to get out ahead of the pack when it comes to defining your own brand before others start doing it for you. And that means coming up with a list of unique and powerful deliverables that you then back up with the quality of your products and services.
Continue reading “5 Ways To Make Your Brand Pop”
The job of a top professional is doing what seems impossible, on a regular basis. While there might be a few truly unworkable situations, the vast majority of the time solutions to the most difficult, stress-inducing obstacles really do exist- and we see evidence of this all around us.
When’s the last time you had occasion to hire, say, a great mechanic or a computer tech? You know, the type that remain cool under fire in the most seemingly “throw-up-your-hands” predicaments. The kind that patiently, methodically pokes around under the hood of your broken down car or zips through the operating system and file registry of your crashed and buggy laptop. When either machine is finally, magically restored to its perfect working order your sense of relief and appreciation can hardly be described by words.
The best performance-delivering professionals almost never make excuses, almost never give up and almost never put the problem on insurmountable external issues. It’s always on themselves. Although the problem may a challenging doozy, it’s always “What am I not thinking of?”, “What am I not seeing?” or “What angle or tool have I not yet employed?”
By the time we encounter any top professional, no matter the field, they have equipped themselves for the challenges to be faced and brought the precise tools for success. They have the discernment to know that perhaps not every single challenge can be won, but the vast majority of important ones can be, if one is prepared.
Continue reading “The Honor of Taking Responsibility for Your Results”
Do you know what Leverage is? Leverage is an incredibly important concept in physics and in everyday life.
When your car gets a flat tire, you lift up your car with a jack using leverage.The common emergency car jack is a brilliant example of the mechanics of leverage. Ever pull a nail out of the wall with the back of a hammer? That’s leverage. When’s the last time you used a simple pair of pliers? That’s leverage, too.
Leverage is all about doing relatively little and getting back a lot. It’s a mechanism that magnifies our actions, giving results that are often multiplied as compared to our efforts. Leverage is the wise use of energy. It’s working smart instead of over-working. But it’s all about the specificity of your actions (and thoughts) and where they’re directed.
Continue reading “7 High-Leverage Activities to Improve Results”
You would never start playing golf and expect to be Tiger Woods. You would never take up hoops and think you were LeBron James. I know, these examples sound crazy, but that’s sort of what newer salespeople do all the time, under the direction of equally unrealistic sales managers, who send them out into one of the most under-appreciated and misunderstood positions on Earth, expecting them to dunk the ball when they can’t even yet see the basket.
The above mentioned star athletes (let’s pretend poker is a sport) worked very hard on their craft, their game, honing it to perfection and success. But let’s just say that they didn’t, and were totally born with the tremendous natural advantages of skill, instincts and physical abilities. Let’s assume they were inevitable champions even if they’d never diligently studied the game or been trained by the greats who came before them. They are the absolute exception, the statistical oddity, the needles in the haystack.
The fact is, in any demanding field, 99.8% of entrants can NOT use these superhuman exceptions as their example. Your company’s sales people need to be conditioned to possess methodical advantages that will put them on the field and let them win points- over and over again. Why did I say 99.8 instead of 99.9? Because I’m GENEROUS! Continue reading “Great Salespeople – Few are Born, Most are Made”