Tag Archives: leader

Are you willing to hear criticism and make a change?

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How good are you at taking criticism? Whether it is constructive or not- how well do you hear opinions different from your own?

I presume if you are doing something a specific way it is your opinion that is the best way to do it; at least that is YOUR way of doing it.  How do you react when someone questions your way?

In my business I meet people that are coachable and some that are not. That means that some folks are willing to rethink their ideas, to look at new and different ways, to discover the outer boundaries of THEIR way all in the hope of finding the right way for them. Then you have folks that claim they want a different/better way, yet, when you start to talk to them you find that their core belief is that their way is the only ‘right’ way, even if it is not working for them.

The beauty of being an entrepreneur is that you get to make choice about exactly how you do anything. You have the choice to continue in a direction that is not working or to try something new.

If something is not working for you ask yourself why you are not changing what you are doing. If people are trying to offer other ideas why are you staunchly sticking to you belief that your current way is the only way?

Many people want to be ‘right’.  Their belief is that if they change tactics or direction, or listen to someone that has a suggestion they are admitting they were ‘wrong’ and may be judged for being ‘wrong’.  Bottom line is that you are rarely, if ever, judged for changing direction, particularly if you took the time to think about the course correction in hopes of improving the results. People that are judging you are probably not worth the time it takes to address or worry about their judgment.

There is also a subset of folks out there that really are just being stubborn. That sometimes equates to fear of change. After all, you know the pain you are in, why trade that for a different, new and possibly scary pain? The answer is simple- because that new thing just might work and remove ALL of the pain!

The third set of people I run into are those that just want to stay in that victim mode. Deep down they don’t really want to change because they enjoy moaning about how awful things are. Why would you stay in that mindset? Again it could be fear- fear of being successful, fear that if you stop having issues people will stop paying attention, fear of taking ownership of the real problem.

Regardless of the reason you are not objectively listening to criticism you are not moving forward. It doesn’t matter how many business coaches/consultants you work with or how many seminars you attend, until you understand why you refuse to take direction/criticism and try something new you will stay in the rut you are in.

It’s up to you- stay still or choose to make a change and move forward.

The Power of Story

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We all have expertise to share. Story can enhance the power of that expertise. I find some speakers just don’t want to include story in their speeches/presentations or they don’t know how to incorporate story.

If you are on the fence about including story I encourage you to rethink your position. As humans we have shared story since we graced this planet. We used story to share myth, teach survival skills and parables, to share our history and cautionary tales.

Individuals will remember a good, emotional story before they remember facts. They will share that story before they share facts. It is just the way humans’ function.

Here is an example of the power of story. I gave a speech this morning, 5 Tips for a Successful Presentation. I started with a story about my first public speaking experience. The experience was horrible and started me on my path as a public speaking coach.

When we got to the questions many of them were about the story- how would I have done things differently, what were the details of what I did, how did people react.  The audience wanted to learn more and was relating their learning to the story. There were some questions related directly to the content but the questions were split about 50/50, content/story.

I did not expect the story to affect the audience so deeply. It illustrates the importance of story, the impact a story can have. If your audience can relate to the story and if it tugs on their emotions (fear, joy, frustration) story can add a level of intimacy and rapport it is difficult to duplicate.

If you don’t use story try it, if you don’t know how to use story work with a public speaking coach to learn.

Your Speech needs a Strong Opening

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I booked 2 speeches today! Whew! Now, I have to write the speech. Everyone has a different ‘method’ they use to write a speech. Whether you think it through while staring out the window, put fingers to keyboard and write train of thought or draft a detailed outline you have to include a strong opening.

With a strong opening you will

  • Grab the audience’s
  • Set the stage for where you are going
  • Create greater interest (the audience is there so I presume they are already a bit interested!)

There are a few things you can do to help ensure a strong opening.

  • Don’t start with an introduction of who you are- while it is important to your credibility it can be a snore. Unless, you can start with a story that relates to your credibility, for instance, for this speech I think I will talk about the experience that led me to become a professional speaker. The entire experience was a horror show.  I will use vivid words and common experience to make it relatable and the story usually has everyone squirming at just how awful the situation was.  And it leads directly to the beginning of my training which ties directly to credibility.
  • Start with a story
  • Ask questions to get them thinking. Help the audience identify areas where they have a knowledge gap. Stir curiosity- How would you…. What if …..
  • Start with a controversial or startling statement.

Now sure if your opening is strong? Try it out on a few people, if their eyes glaze over in boredom you should start over.

Speakers have Flipper arms- Flipper would be proud of us!

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I see it all of the time, I even find myself doing it! Flipper arms when I am speaking.  Public speakers know some things are just super irritating. Jingling change in a pocket, a bracelet that rattles, a heavy breather on a microphone are all annoying.

The one we forget about is ‘flipper’ arms. You have seen it- the speaker has their arms at a 90-degree angle and there hands are constantly moving for no apparent reason. Back and forth, from side to side, over and over and over again. Every once in a while they will wring their hands or make an expansive gesture that looks like it is meant to encompass the whole room.

I’m not suggesting speakers stand perfectly still but a little stillness would be nice. Think about it like this, if you want to use gestures to illustrate a point make them BIG. If your arms and hands have been relatively still for the majority of a speech those gestures have even more impact. If you have had ‘flipper’ arms the entire time the BIG gestures simply seem like an addition to your already squirming body.

Not sure if you do the ‘flipper’ thing? Videotape a speech. Then actually watch it- looking for ‘flipper’ arms. When it happens you will notice.  You will probably see some other things you would like to change about your speaking too.

If you don’t have access to a video camera stand in front of a mirror and give your speech. Keep giving it until you relax enough to act normally.

Now that you have seen your version of ‘flipper’ arms you need to stop it. The simplest thing to do is let your arms hang naturally at your side. It might not feel comfortable but from an observers perspective it looks natural and confident. When you feel your hands start to creep up put them back at your side. Now, when you gesture BIG it looks BIG! And makes a point.

This will take some practice but the more you do it the better you will get at it. Happy speaking!

Use Your Network to Slingshot Ahead

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How big is your network? More to the point how are you using your network?

Properly using your business network will help you to move your business ahead in a big way.  Four ways to use your network:

  1. Ask to meet specific prospects- the most important piece is to know exactly who you want to meet, be specific. For instance, it is ok to say you want to meet attorneys, better to say you want to meet family law attorneys and best to say you want to meet Ms. Smith from Smith, Jones and Brown.
    • The more specific you are in your request the better able folks are to help you. They may know the person you are asking to meet. They may determine you are interested in meeting attorneys and because they know 3 or 4 ask you if you would like to meet those attorneys. That conversation opens the door for you to learn more about their contacts and to determine if it would be valuable to meet them.
    • I just recently encountered an example of how well this works. I am working with a specific industry and am trying to meet some of the key players in that industry. Rather than just ask if my network could introduce me to anyone in the industry, I asked for a contact in a specific company- tomorrow I have a meeting with the number two guy. It took about 2 days- had I tried to get this contact on my own I may never have had a conversation with this person.
  2. Create partnerships- Partnerships can play a key role in expanding your business. Look for folks in your network (add folks to your network) in complimentary and competing businesses. Complimentary businesses are great places to share your information. Take the time to create a genuine relationship with the business owner, learn what their customers want, what the business provides and what you might provide to their customers. Find out how you can help their business- then do it. Then ask for their assistance in getting your information to their audience. Generally they will be happy to help you just as you helped them.
    • Competing businesses can also be a great source for partnerships. Why?
    • They may have no interest in offering a service/product you offer and vice versa
    • You provide value to your customers by sharing a great product with your customers- even if that product is not yours
    • The same goes for the competition- any product they can provide their customers that meets a need will only increase that companies value to the customer (set up an affiliate relationship with them and it is an even bigger win for them)
    • In general, we like to see folks help other folks- sharing someone else’s products or services- especially since you believe in them- will make you feel good and let’s your customers know you are looking out for them.
  3. Get assistance with market research- You are thinking about expanding into a new market? Use your network to meet with some folks within that market. This is one of those rare times it is ok to put out a general call for introductions. You can then qualify that person and get some one-to-one feedback from the market about your potential offering. You can very quickly learn if there is any interest and, if not, move on to your next big thing.
  4. Get assistance with product/service research- You have built a new product/service. Before it hits the market it would be a good idea to do some testing. Put together a focus group to review and use the product. Get their thoughts on look, function, results etc. If the feedback is positive get testimonials. Ask folks about price points, for constructive criticism and what marketing would reach them. This is your opportunity to learn before you craft your big promotion. If you integrate the focus group information your promotion will be much more successful.
    • I have a client developing a new seminar around the topic of transformation. We are using our networks to pull together a focus group. The information will help us rework the training (if needed), understand market requirements, develop a sales strategy and will provide testimonials.

These are just four ways to use the network you have. I’m sure you can think of more ways to tap into the collective.

Decide how you might use your network and start building relationships with folks that can help you meet your goal.

Public Speakers- Practice, Practice, Practice

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To this day I bristle when I hear the words practice- or think about practicing. When I was in high school I played 3 instruments. Every day I practiced 3 instruments. By the time I got to university I never wanted to ‘practice’ again.

Now, I find myself practicing! Not only do I practice but also I preach it to my clients. Ask someone doing public speaking if they have practiced- most of them will waffle a bit and admit they have not. Ask them what they think would make them more comfortable and, after waffling a bit, they will say practice.

There truly is something to this idea of practice. Any elite athlete will tell you practice is crucial- Lance Armstrong, Abby Wambach, Michael Phelps ratchets up his practice as the Olympics approach. You may have natural talent and practice will move you to the next level.

Practice is the piece that allows you to sail through a speech when everything that can go wrong does. You may have forgotten your outline, the PowerPoint is down, only two lights in the room work and 75 people are crammed into a room built for 50 and if you have practiced that speech you will pull off the greatest speech ever! If you haven’t practiced, you may limp along with something that is, let’s say, less than stellar.

Practice will give you confidence, will allow you to ad lib when it is needed, and will keep you going when you feel like everything else is falling apart.

What happens to my clients that practice? All of a sudden they have a sense of confidence they have never had before, I see it and the audience sees it. Everyone practices- don’t kid yourself into thinking the greatest speakers out there don’t have their own way of practicing. They do.

You could be a brilliant speaker too. It is all up to you.

2012 Cometh- Start Developing Your Business Plan

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Now is the time to start planning for 2012. It is not that far away and this is a good time to start thinking about what you want to continue or discontinue in 2012.

Some things you want to consider:

  • Revenue goals- start thinking about what is working well for you and what is not. Look at how you want to continue what is working well into 2012. Decide what you would like your revenue goals to be in 2012 and what you need to do to make that happen. Start crafting your business plan today- you probably will not complete it today but start seriously thinking about how you want the business to move forward.
  • Are you going to raise your rates at the beginning of the year? You need to prepare your customers and should start doing that in late November. If you need to update marketing materials and you website schedule the time to do that now. Keep in mind Nov/Dec are busy months for everyone. Scheduling time with you web master and marketing folks will help ensure a coordinated release of new pricing and that you have the right materials when you meet with that prospect on January 2.
  • Are you going to continue programs/classes you are currently holding? If they are working well and you enjoy doing them it is a great idea to continue. Take a look at the 2012 calendar and decide when/where you want to hold the classes.
  • Are you going to discontinue programs/classes you are currently holding? If you are you can always schedule a ‘last time ever’ promotion. You may pull in those folks that have been putting it off and put some extra revenue into your pocket as you leave 2011.
  • Do you want to create new classes? You have 5 months, put it off and it will suddenly be Dec. 30 and the class(es) will not be created. Put time on your calendar now to devote to creativity. Set a goal to have the class ready to roll out on a certain date. Remember you have to plan time for marketing, beta test, revising content before the class goes live.
  • Do you want to create new product? Follow a similar process to creating a new class. There are other things to consider and build into your timeline- packaging creation, setting up an affiliate program, do you want other companies/venues to offer your product for sale, getting reviews from respected individuals… Plan all of that into your schedule.
  • Do you want to discontinue product that is not selling well? Don’t just toss those left over CD’s into a corner. Have a sale! If the content is still relevant have a fire sale and sell as many of those CD’s/books etc. as you can before you release the new product. Consider using these products as giveaways during speeches, for great referral partners or for great clients.

Do your products make good holiday gifts? Consider putting together packages to encourage gift giving. Put time on you calendar to complete the packaging, marketing etc. or you may find the holiday season is upon you and you missed the window of opportunity.

Start planning today to meet your goals in 2012.

With Victory comes a little Planning

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I got some great news yesterday! The seminar I have been working on for trial attorneys was granted continuing legal education credits by the NC Bar association this week.

This is a huge step for the seminar and opens up an entire world of possibility. My biggest problem is deciding where to start. Which brings me back to a topic that seems to keep coming up in recent blogs- planning.

There are about 5 different directions I could go. If I ran off in all 5 directions at once I would end up with a train wreck at the end of the day and a seminar that was a huge bomb. If you are in that place pick a direction lay out the steps for completion, pick the next then do the same.

Next decide which direction you are either most passionate about or will bring revenue in first. Hopefully those two areas intersect. If not, decide revenue or passion- it is your business you need to decide what is best for the business.

Once you have decided go down that path. Of course, you can work two paths at one time as long as you remain focused on a primary direction and work the other when you have the time.

Doesn’t sound like fun? Well, I would call results fun- but that is just me. I have my plan, I am working it, and I am looking forward to the results.

How well are You Listening to your Clients?

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I am actively soliciting feedback on a program I have developed. In the process I am having conversations with my target audience. The primary skill I need to employ is listening. Really listening. Not waiting for someone to tell me how fabulous the program is or how well it meets the target audience needs.

I need to listen for the points of concern- even the smallest concern. Many people have a difficult time offering criticism – even when they are asked. Think about how many times you have asked for feedback and all you get are glowing reports. I guarantee, not everyone thinks you are great all of the time.

One of the people I was listening to this week casually mentioned that I should come speak to his organization. It was a throw away comment, almost mentioned under his breath and in the middle of a much longer thought. But I was listening.

I circled back to it a bit later by asking who else might be interested in learning about the program. Now we are scheduling a paid speaking engagement at a local University. An introduction to a University program I have been pursuing for a few weeks. All because I listened.

How well are you listening to your clients? What are they telling you that you are missing because you are hearing only the good points? On the other side what are you doing well but not hearing because you are focused on all of ‘the bad’?

Listening is a skill. You can get better at it, you just need to practice.  Focus on the other person, not on formulating a response or on making sure you make your point.  Simply shifting your focus to the other person will make an obvious difference in how well you are listening.

Is Procrastination Hurting Your Revenue?

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I am procrastinating (not something I typically do). Right this very minute. I would like to thank my blog for enabling my procrastination. I have a project with a deadline I should be working on- a self-imposed deadline but nonetheless if you want to hold a class with cle’s (continuing education credits) you need to meet their timelines.

In my endeavour to not do my work I have

  • Looked up directions to a new-to-me mountain bike trail
  • Tried to rub out my shin splint from yesterday’s jog- it feels a bit better
  • Rewritten a list of stuff I need to do tomorrow
  • Eaten a few pretzels
  • Looked up the directions to a UNC campus building and the always hard to find parking
  • Put on a pair of shoes
  • Made a cup of tea
  • And now… I am outside with the dog

I have been able to rationalize everything I have done for the last 90 minutes- yep; I managed to fill up 90 minutes when I could have simply completed the original project (the one I am trying to avoid) in 90 minutes.

The question I keep asking myself is Why?? I love my work. I am interested in and excited about this project…  so why all of the effort to avoid working on it??

If I could answer that question I probably would not be procrastinating.

 

60 minutes later

The work is done; done for today. There will be more refining. But I have done all I can do today- maybe I’ll be inspired this evening, who knows.

I think I needed to empty all of that ‘stuff’ out of my brain. Normally I can make a list and get back to it in the evening. Today, I actually had to do something about the list.

Here is the really important piece of information for all of you procrastinators out there—one way or the other I had to get that work done today. If it wasn’t done today I was going to miss my deadline. I could either

  1. Keep procrastinating and blow a revenue opportunity
  2. Just get the work done

Try thinking about it that way the next time you want to procrastinate.