Your Perspective Is Just That…

Often, we get so wrapped up in our own world, we forget that our thoughts, our feelings, and our perspective is just that – it’s a sliver perspective – not necessarily shared by anyone else.

In business and sales, be mindful of this. Don’t be too strong with your ideas and come across as if your perspective is THE RIGHT and ONLY way. Share your perspective as simply that. Share your observation as that. Clarify communication to gain better understanding. Ask good questions. Try to step into other people’s shoes to see their perspective. Collaborate. Exchange open and flexible dialogue to arrive at an optimal place for the organization you are working with or trying to sell to, etc. Go Grow!

Longer Term Business Development…

Professional service firms often emphasize creating leads now.  Short-term leads aren’t always the best leads. These short-terms prospects have typically been working with another firm for many months, and are ready to buy their services. If you call these prospects, you may be brought into the process, and you may get lucky…but the other firm has dedicated the time and effort to position themselves to win the work. You may appear opportunistic-centric rather than relationship-centric. You may end up simply being a price check.

Most professional services are not bought on impulse. Place a higher priority on generating and nurturing long-term leads. Long-term lead generation takes a “long” time – often 2-4 years. Create a strong list of prospective clients, and use a variety of marketing and business development tactics to progressively show your genuine interest in these people and their business. Simultaneously, build trust and rapport so that your prospects begin to understand your skills, capabilities, and experience.

Incorporate long-term lead generation and nurturing into your business development process, and realize, albeit over a period of time, dramatic growth within your company.

Presentation Skills – 10 Points To Consider…

I recently heard these percentages about what’s important during presentations:

55% – how you look

38% – how you speak (delivery style)

7% – your content (what’s on your slides)

 

 

 

 

 

 

Whether these are accurate, we all can attest to remembering the presenter and not necessarily their slide deck! Here are ten points to consider prior to your next presentation:

  1. Set the stage. How do you enter the room? Are you positive, grounded, confident, engaged, and attentive to your audience?
  2. Body Language. Stand firm, grounded, but not like a statue. Don’t be small – don’t fold into yourself. Offer a big presence with minimal ego. Don’t intimidate. Open up your body/language. Gesture and hold the gesture. Don’t be frenetic/fast. Have purposeful movement – move, then stand and maintain balance.
  3. Facial Expression. Your face is prime real estate. Use it! Don’t be expressionless. Don’t be afraid to let your emotions show! And if you get nervous, breathe and fake it until you become it.
  4. Voice. Find YOUR voice. How do you say what you say? Project your voice for authority. Lower your pitch (especially some women). Be careful not to up-speak, where you sound like you are asking a question at the end of your comment.
  5. Eye Contact. Make connections with your eyes. Connect with each person in your audience if you can. Don’t allow your eyes to graze the room. Don’t read from your power point. Be natural. Don’t lock eyes, but do pause and connect. Remember – eye contact = point of trust!
  6. Energy. (I’m a yoga instructor too – of course I’m going to slide in something on energy…!) Find your natural energy – attune to your authentic energy. Show off your own personality and human-ness. Find the best version of yourself. Confident. Positive. Excited to win the project/etc. Don’t be too serious because you’ll end of being robotic. Remember being serious doesn’t mean that you’ll be taken seriously.
  7. Power of the Pause. Nothing commands the listener like the appropriately planned pause! Pauses are highly respectful towards your audience, allowing them time to absorb content. Pauses give you the opportunity to gather your thoughts.
  8. Content. Less is more. Spoken communication has a weight limit – like a bridge between you and your audience. Don’t overweight your message. Tell stories – and tell them in a way where everyone can visualize the meaning and depth of the point you are trying to convey. People remember stories because they relate to stories.
  9. Q & A is where selling really happens. This is where you become very credible. Embrace the questions! Prepare for the questions – as yourself what questions you do not want to be asked and be prepared to answer those! Your answer should address “why hire me/us?” Offer tight, concise answers and send any supplemental information as a follow up after your presentation. Tight answers show you know your stuff.
  10. Last but not least… Breathe! Be Yourself! and Have Fun!

Go Grow!

 

Ten Major Causes of Failure – How Many of These Are Holding You Back…

Inspired from: Think and Grow Rich by Napoleon Hill

Life’s greatest tragedy consists of men and women who earnestly try, and fail! The tragedy lies in the overwhelmingly large majority of people who fail, as compared to the few who succeed….and even more tragic are the scores of individuals who don’t, after a failure, pick themselves back up, dust themselves off, and try again!

As you review this list, check yourself by it, point by point, for the purpose of discovering how many of these causes-of-failure stand between you and success.

  1. Lack of a well-defined purpose in life.
  2. Lack of ambition to aim above mediocrity.
  3. Insufficient education.
  4. Lack of self-discipline.
  5. Ill health.
  6. Unfavorable environmental influences.
  7. Procrastination.
  8. Lack of persistence.
  9. Negative personality.
  10. Lack of making decisions promptly.

We are entering a new year – 2017. Look at these causes of failure. YOU have the power to control, direct, and navigate yourself away from these pitfalls and towards your success. None of these are in anyone else’s hands except your own. Take responsibility for your happiness and success in 2017 and beyond. Go Grow!

Adaptive Innovation…

Adaptive innovation increases growth – sales growth, operating income growth, market growth, profit growth – etc. Adaptive innovation is about doing things differently and requires a relationship-centric culture with the courage to fail and learn from those failures. It’s often fueled by those at the edge of the business, often closest to the voice of the customer – sales, client-relationship management. It is not about imitating the strategies of others or through traditional value add….but shaping your organization’s own destiny. Innovation is a process with multiple enablers, contributors, and positive components. For example, a single ad never works. Advertising (especially in B2B) just contributes to the noise. When you innovate, the market seeks you out.

Adaptively innovate…go grow!

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