Outlook on the Economy

Here is a link to one of our favorite sales professionals and gurus, Jeffrey Gitomer. We are always talking about the focus on how much of the market is there when sales are down. After reading this article we couldn't have said it better ourselves:
http://www.gitomer.com/articles/ViewPublicArticle.html?key=ajcdMibak3MNmHBSdoygJQ%3D%3D

Compensation for Contribution

So often we fall into this idea that we get paid to show up at work. Really that is true only for a short period of time. In the longer term analysis, as people realize your limited contribution and effort, you jeopardize your position and security. Contribution is really what you are being compensated for. Not just contribution to the widget or service your company produces but also contribution to the culture, contribution to the community and even, on a daily basis, to the energy of the group.

So when you arrive at work each day, how many ways are you thinking about contribution? Are you showing up to manage your coffee and your email? Probably not. Most people are there to give some input and help in some capacity. How committed are you to really contributing to the success of the organization? Do you know what type of contribution is even expected of you?

If you aren’t contributing each day in a variety of ways then you aren’t giving it your all. You need to look at the way you work and the approach you take and ask yourself; am I contributing like this today:

1) To the morale and betterment of the people in my office and organization?

2) Am I giving energy to the people around me?

3) Am I giving energy to the solutions to our problems (or just keying in on the problems themselves)?

4) With new ideas, original ideas or collaborative ideas (you get paid to think)?

5) To the community outside of my organization – independently or with the company?

6) To the profitability of the business or organization?

7) To the improvement of my skills, knowledge and expertise?

Focus on contribution in all of these areas and watch your career effortlessly expand and flourish as you reap what you sow.

You are NOT your business

I was talking with my girlfriend over the weekend and I said, I had not paid the utility bill. She said, I thought we had. I responded, no for one of the restaurants. She said, did you know you always talk about your businesses in the first person?

It was a moment of realization. For a guy that is constantly telling people that their business is a separate entity I had fallen into the same trap of thinking of my business as me. But it's not! She went on to say ... and this is the bad part, that when something good happens in one of your businesses you say its the business. When something bad happens or something gets missed you reference it in the first person. Wow, what an insight into a mindset.

So I am telling me and all the other business owners out there - while loving your business is important and caring for it is critical; it is not you. The same way you separate the accounts and operations (home versus office) you need to mentally separate the business from you. A perfect goal it to grow the business and structure its operations so that it runs without you (that's what our coaching programs are for). Then if you can be absent the business is clearly it is own entity and liveblood. Unfortunately, this separation needs to start between your ears. It needs to begin with recognition of its operation outside of you.

So I am catching my language when talking about all my companies - they are not me. With a little help from my girlfriend as an accountability coach, it will be even easier :o)

What's In Your Name and Message?

I am in traffic the other day and a van pulls up to me with the company name and logo painted on the side of it. Affordable Painting! it says. Instantly I thought this is the worst name in the world. Why? Because the name makes every client interaction about price. Affordable becames one of those words that is subjective but always moves towards the low end of the value and price scale. It certainly doesn't indicate luxury brand or premium pricing.

How does your company name, slogan or brand impact the clients and rates you get paid? What about your sales presentation; do prospects perceive you to be at the top of your industry and are willing to pay you for expertise, experience, knowledge and relationship? No one should start out or move towards operating at the bottom end of the market ... unless you are Wal-Mart and you are going to dominate that whole space.

This poor painter fighting with each prospect to cut his rates, reduce his prices and become more "affordable". How does this translate into his payment terms? Not well I bet. Bad debts, likely. The clientele that you attract start to be attracted to your business and you based on the message you give off. If you want to be getting more and able to offer more then everything about your process and offering has to scream more, more, more. That's more value for more dollars.

Take an outside look at every sentence in your materials, every slogan and every message to customers. Do all those messages match up with your offering, your price point and where you want to be in the market. If not, start making changes today!