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Archive for the category “business development”

Do you like miracles? 2 ways initiating your own predictable miracles


Do you like miracles? 2 ways initiating your own predictable miracles 

Miracles occur when needs and solutions converge seemingly serendipitously. Convention says that miracles happen coincidentally. Is there such a thing as coincidence though? Most people just accept a matter as coincidence and do not think twice about it. Really smart folks dig a little deeper and follow up with the people involved. There are an increasing number of people who believe that it may even be possible creating circumstances leading to predictable miracles. Here are two ideas of how you can initiate them.

  1. In order to be able to creating a conduit for needs and solutions to emerge in front of you and still maintaining the element of coincidence (this is truly organic growth), you will first and foremost need to ponder what your purpose is. The moment you ask yourself this question, you will be on the path to a better and brighter future.
    Imagine what gives you energy and what you really want to be and do. Think about your future needs that will help pave the way to get there. Journal about this daily and reflect upon this list frequently. Develop a mental picture what the final result might look like in 9-12 months from now.
  2. Now comes the part that you need to feel comfortable with: Share this picture with acquaintances, friends, co-workers, family, etc. Do this freely. The more you think and talk about it, the more you think and solidify your own mental picture. You become intensely focused on what truly matters to you.
    Make a list of 9-18 people you look up to. Meet with these folks for breakfast, lunch, or dinner. Do not ask for favors; ask for them to listen to you and to be candid with their feedback. Share your vision and mission, your purpose freely. Bring the future into the present by bringing it alive. Keep your journal up to date.

Now you have tilled the ground and sowed the seed of synchronicity – that is coincidence at its best. Because you know your intentions and you have shared them, people and opportunities will start crossing your path. This may not happen immediately, but in the long run this is a recipe that you can follow with almost guaranteed success.

What are you waiting for? Give it a go, you cannot lose here and how cool is it to create your own predictable miracles?

Ralf

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6 ways making deadlines work for you


6 ways making deadlines work for you 

Photo credit: Ralf Weiser

It may not always come down to a few minutes until a deadline comes your way, but have you noticed how much activity goes on leading up to one? It proves one thing: No deadline means that very few goals would ever get achieved. There is a way channeling this phenomenon working for you.

There are some famous instances where last minute deadlines brought on an unbelievable amount of work. I was vividly reminded of this visiting the Air and Space Museam near Dulles Washington DC Airport (see photos). Many artifacts were the product of super tight deadlines – the planes and rockets etc were essential for the war efforts. I remember one particular experimental plane took 100 days from concept to being ready to physically taking off. Imagine this today where so many project run over their allotted time and cost goals.

Now look at examples from work or your social life and I venture saying that you will not have to look far for finding similar situations. Have you ever gone through a planned software change at work? Fun stuff, huh? Not really, but there is usually one faction who would like to make sure that the switch over is flawless and hence they are never done. It typically takes someone drawing a line in the sand declaring a time and place when it finally will occur. Trust you me, most places will not get into overdrive mode much before about a month or two are left until the start deadline.

How can you make this work for you?

  • Make sure you always think about having a deadline with any project that you want to kick off.
  • Have a few checkup dates leading up to the due date
  • Plan on needed about 20% more time than what you thought initially
  • Have a backup solution handy in case anything goes wrong
  • Define a point of no return
  • Clearly communicate if and when folks are expected telling you when things go off course

No matter how much you may dread significant up and coming changes and their inevitable implementation due dates. Instead of fighting them, embrace them. Don’t be the problem, instead try finding solutions and then make sure there is a deadline. Without a commonsensical solution and a time challenged implementation plan success will likely never find you.

Ralf

If you are in sales then you had better read this about making calls


If you are in sales then you had better read this about making calls 

Don’t miss the link at the end of the post – it’s a game changer.

The vast majority of sales folks still think that “cold” calls on new prospects is a necessary evil – it just comes with the territory of being a professional sales person. Wrong! That is absolutely incorrect unless you are part of a meat grinder called “call center” where your job consists of pestering unsuspecting professionals at work, or families at home during dinner. There is no such thing as a cold call unless you want to go in cold.

If you read or follow Jeffrey Gitomer you probably know about his philosophy of you creating so much value to existing customers in a way that you earn referrals and recommendations. To him there should not be anything like a cold call period. He abhors this concept altogether and often asserts that that practice is only for mediocre sales folks. How does one get enough prospects and then customers in the first place though?

This is where I believe the answer lies in calling prospects in a qualified manner such that you no longer go in stone cold. Preparation is everything:

  • Value preposition: Know what it is and how your prospects may benefit from it. Prior to taking off on any call do your homework. Do not go on ANY call, if you cannot figure out how you and your products/ services can be used and thus provide a significant value to your prospect.
  • Timing: Some customers have a better time to call on them than others. Take entrepreneurs for instance. Better time for most is after hours. They work hard and typically do their best work when they are alone and without interruptions. Calling them during the middle of the work day may not be the smartest thing to do.
  • Existing customers: When you go to existing customers speak with especially the front desk folks and any other “gate keepers”. Be genuine in treating them nicely when you try to get information about the people who work there and if and how you may be able to provide value to them. They will ultimately lead to other people and businesses. The next call will not be cold!
  • New prospects: Turn any call – even the ones that at first were not successful in securing an order – into a future asset for you. You are doing business with people and not businesses. That means every person you meet has the potential for you getting to know other people and perhaps even the prospects competitors you should be speaking with. Referrals and recommendations are fairly easy to get once you learn how to treat everyone with the same importance. It’s your mindset that makes the difference.

Why am I writing about this? I am so fascinated how many ice cold cold calls I receive. No preparation on the caller’s part – none. My least favorite are folks who call to ask me what it is I and our company does. Say what? Unless you are a friend or a customer I should not have to tell you that at this time and age anymore. The Internet is so jam packed with information about companies and people that this should not be an issue anymore.

Be proud being a sales person and turn ANY call into something that provides value and you will never have to worry about making quota. Do you want to read up on this? Check out Chuck Piola’s “Going in Cold – How to Turn in Strangers Into Clients and Getting Rich Doing it

Ralf

You have only one try making a great first impression


You have only one try making a great first impression 

Foto credit: Pablo by Buffer

As a rambunctious adolescent I often proclaimed that how I look on the outside should not matter, not in school and definitely not in business. Well, I found out the hardest way that that is wrong. Your dress code does matter like you wouldn’t believe making your first impression on people.

In our society of today where just about anything goes as far as clothes (or the lack thereof), skin and body alterations and accessories etc are concerned you would believe that our outward appearance doesn’t matter much. Well it does. Let me share the experience of an airline pilot. I am paraphrasing what he shared with me while we were waiting at the gate for our flight to take off.

  • “When I wear my uniform everybody wants to talk to me. I can talk to just about everyone, because they want to talk to me.”
  • “Wearing my nice uniform lets me speak to beautiful women that would not give me a second look in my street clothes.”
  • “People assume that because I wear a pilot’s uniform, I belong with the big airline because the plane carries the logo of it. Not so at all, but they assume that anyway.”
  • “Wearing the uniform people are on their best behavior and usually extremely courteous.”
  • “People think just because I wear this pilot uniform that I am more educated than them. Does that really mean that?”
  • “A pilot’s uniform seems to suggest that I make so much more money than the average person. I make less than my brother in-law who is a truck driver. We are essentially on the road the same amount of time and to come to think of it I am just about doing the same job as him.”
  • “Sir, you wear a suit. I would think – just like any other person – that you are quite well educated and that you have a well-paying career.”

Fascinating, huh? Do not get sidetracked by what he said and that some of you may argue that his points of view may be questionable. The bottom line of all the comments is that our outward appearance (dress code) does matter. No matter how right or wrong the position may be, we will always be judged quietly by others. The others are the judge and the jury and the executioner all wrapped up in one.

Is it impossible to regain lost ground and get people beyond our first impression? No it isn’t, but it takes many an interaction to do that and if your first contact is all you’ve got, well, then what are you going to do? All you have is one time making a great first impression.

Ralf

 

PS: Here is a Wall Street Journal article (click here for reading the article) about how appearance doesn’t matter. That is only true when you are part of a tribe and a certain dress code / appearance is expected of you even though it may be viewed as intolerable by another social group.

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