Is Your Business Under The Weather?

Most businesses today have a fatal flaw that will take down their entire client base. It’s the fear of doing something . . . anything . . . NEW. They know it ‘might’ fail — so they do nothing.

I’m here to tell you that doing nothing (most of the time) is worse than failing. Why?

Let me give you an example:

Let’s say you’re quite sick. Now many people will disregard the symptoms, say they are not sick — because they feel that the diagnosis or the treatment will be worse or possibly hurt them more than the illness. So they do nothing. What they don’t understand is that the initial reason why they are sick is not being addressed — and it will slowly grow to infect other parts of their body.

Now if they just tried one type of treatment or just went to the doctor and asked for a complete work-up, they would at least make a positive move forward in treating their sickness. Let’s say it failed – they should try something else. And something else — ad infinitum — until they felt better.

I did this with a recurring allergy. I first went to my general practitioner who gave me LOTS of pills. Nothing happened. So I went to a specialist. They took tests (63 pokes of a needle) and also gave me LOTS of pills. I got a little better, but then it came back. I then finally tried an old, but simple cure (a Neti Pot). Guess what? It worked. And I feel GREAT.

It’s like business. People will just act like nothing is wrong and “stay the course” while they see their clients and profits drain away. The problem is that they are afraid of taking any action — it might be wrong — it might worsen the situation — they might lose the business.

But at the end of the day, they need to understand that what is making their business sick can be cured. Here’s the simple process:

1. Realize that you’re sick. You might get better, but you’re probably going to get sicker. And sicker. And then die.
2. Understand why you’re sick. Get a good diagnosis. Find out what the causal elements are — Get the facts. Work with a partner or coach.
3. Take action. Make a list of possible treatments — list them by how much effort (time, money, resources) they will take and what impact they will make.
4. Pick one and take action . . . NOW. Accountability is key.

It’s that simple. As Nike says: “Just Do It.”

Don't Have A Job? It's YOUR Fault.

I'm not pulling any punches here. Why? Because I think most people who are looking for a job need a dose of reality instead of 'good thoughts' and 'quick tricks'.

Here are Rich Gee's 10 Commandments Of Looking For A Job:

1. It's going to be HARD.

You will push yourself farther than you've ever pushed yourself before — into areas that are uncomfortable — networking, connecting, selling, negotiation, schmoozing, etc. Get used to it.

WHY? Most job-seekers are afraid of the process. They want the limo to pull up to their house and whisk them off to their next position. Guess what? It's NEVER going to happen.

2. You must work 30-40 hours a week on your search.

It's a job to find a job. Any less is just fooling around. You have to put serious time into your search — if you don't you will just prolong your unemployment — turning it from a 3-6 month process to a 12-18 month ordeal. I have my clients do a simple math equation: Take your yearly salary and divide it by 12. That is how much you are costing your family for each month unemployed. Stop focusing on your severance package — go out and find a job!

WHY? Clients that dive into their search and spend a reasonable amount of time (30-40 hours a week), get a job. It's that simple.

3. Stop the whining.

Okay, you lost your job — get on with life. Stop navel-gazing and blaming yourself.

WHY? I encounter a number of clients who are wounded and use their loss as an excuse to bypass the difficult actions of a job search. If you are so damaged, it's time for you to seek help with a therapist. If not, get off your ass and move on. You're an adult and you have bills to pay and mouths to feed. Stop the pity party.

I hate to be blunt here — but you're an adult with responsibilities — get out there and make things happen!

4. Don't focus on your résumé every 5 seconds.

Get it done, keep it concise and powerful (and well-written). If you need help — spend the money and have it written for you. You can modify it for certain positions, but don't obsess about what other people say.

WHY? People get so attached to their résumé. They ask every friend and recruiter for advice and guess what? They tell them it stinks and that they have to totally modify it. Get it done and get it out. Stop looking for distractions.

5. Get out and meet people.

If you stay in all day and surf the web, that's not looking for work. It's vacation. To find that perfect position, you must be visible and expose yourself to A LOT of people.

WHY? It's a very simple equation: If you meet new people, you will make new opportunities, you will connect with hiring managers, you will be introduced to hidden positions, you will be offered a job. On the other hand, if you don't meet new people, less opportunities, less hiring manager interaction, less position options, and less job offers. It's that simple.

Hit the library. Make friends with the librarians — they can help you find information on organizations, industries, and people not found on the web. And it's fun — they start rooting for you to find that next position AND it gets you out of the house. One suggestion — try the smaller local libraries — they tend to focus on the serious researcher and not have a 'get em in/get em out' attitude to the masses.

6. Make yourself extremely marketable.

Hit the gym everyday. Eat well. Get an up-to-date haircut. Get new glasses. Dress in style and dress up every day. Act as if you are going out on a first date — first impressions are SO important.

WHY? Be Your Best — you are selling a product . . . YOU. You have to polish it until it shines and catches the light. Any less and you might be passed over for a single errant, inconsequential reason that you could easily fix. Take a few dollars and improve your wardrobe, your body, and your look. You want to hit them hard when they first see you.

7. Study your industry and market.

Don't sit around and surf. Immerse yourself where you're looking for a job. Learn what has happened, what is happening, and begin to predict what will happen. So many job-seekers look for positions but neglect to fully understand what's happening in their industry. When you have a job, you live in a bubble. Take the time and seriously dive into what is happening out in the world. It will come in handy during interviews.

WHY? People forget that this time is for you to apply and work for a BETTER company.

8. Pick companies you would LOVE to work for.

I get so much grief for this one. When looking for a job, so many people give in and make themselves like a company/position rather than targeting organizations they would kill to work for.

WHY? It's easier to find open positions than to LOVE a company, target key individuals, and build your own position.

9. Learn how to interview, ask questions, and negotiate.

Don't wing it. You need to practice and get out there and interview. The more you hone your image, your patter, your answers, your body language, your questions, and your negotiation skills, the faster you will land that primo position.

WHY? So many applicants feel they can rely on their strengths and forget when they're in tense situations, their weaknesses start to show. You need to be 'buttoned-up', secure, and ready for anything a key interviewer throws your way.

10. Be Positive, Smile, and Watch Your Body Language.

This is a big one. Get up every day and start out by rewarding yourself with a motivation.

HOW? Work out, listen to music, do yoga, read, meditate . . . anything. You have to begin each day with a positive mindset. Too many job seekers hit the snooze alarm or get indexed into multiple family responsibilities (not that it's a bad thing) in the morning. Make sure you have time for yourself. Get up early (I get up at 4-4:30 every morning) and make time for yourself — stop staying up late and watching reruns of The Mentalist. Go to bed early (I hit my pillow at 9:30 PM) and get in some real sleep time.

Smile! Stop frowning at everything — remind yourself frequently to smile with people, on the phone, and in unexpected situations. You'll find it brings up the good juices within and you actually feel more positive.

Take an proactive stance on your body language. Walk 20% faster (catch any Bourne Identity movie - watch how Matt Damon walks) - it livens up your system and tells everyone you mean business. Lean forward when you speak and use your hands — it engages the listener and shows them you are passionate about what you do.

11. Surprise! Extra Credit.

Focus on four areas. What are they?

1. Job Boards/Company Sites - This is the easiest area to attack and the most frustrating area to encounter. There might be jobs here, but most of the time, it's a major time-suck for higher level positions. But don't discount it — do it — but don't hold yourself back — access all four areas.

2. Recruiters - Reach out to them, but don't expect a lot to happen. They are focused on obtaining the best employed candidates, poaching from the competition, and keeping their retainers healthy and growing. There might be a perfect alignment of your need and their deliverable, but it rarely happens. I'm not down on recruiting, just don't put all your eggs in this basket. And don't get frustrated when they don't return your calls — it's the nature of the beast.

3. Connecting/Networking - As I said before, a good bet is to reach out to strategic friends, family, and colleagues who might connect you to the right people. You need to move up the food chain and play tennis with the big boys and girls. Don't make all your stops with unemployed networking groups — you're trying to sell a car when everyone else in the room are selling cars too. You need to mix with accomplished, employed, and upwardly mobile people who GET IT. You've hit a road bump in your career (we all have), stop holding yourself back and reach for the gold ring.

4. Targeting - You need to pick the best companies that you would LOVE to work for (remember this?). Act like a private investigator — research what's going on, who's making headlines, where they're going, and who you need to target. Then build a dossier about that person — where they went to school, what do they do, where they worked, are they on social media, etc. Then go after them and introduce yourself to them. Now the hard part begins.

I know this has been a rough post to read — but my goal isn't to sugar-coat my coaching, but to tell the truth and get you to take action ASAP. Let me know if you found it useful.

Stop Being Scared On The Job.

I coached the head of sales of a Fortune 500 company yesterday and we had an interesting conversation. 

She had a recurring issue with some of the executive board members she reports to — they are frequently challenging her management of the sales force because sales have dipped slightly over the past six months.

Sales performance is a highly subjective area in business because if it is dropping off, many factors can come into play such as pricing, marketing, product management, distribution, the marketplace . . . I can go on forever. During these meetings though, it all seemed to fall right on her shoulders. Why?

Initially, she was a bit complacent. She saw the numbers falling slightly, but didn't really see any reason to change strategy. Then when they really started to turn downward, she became gun-shy. And then right before the next board meeting, she was scared.

I call it falling down the rabbit hole. Complacent to gun-shy to scared — it's a disturbing vortex many managers go through (especially in today's marketplace). We feel the market will have it's ups and downs and then something bad happens — and we are afraid to do anything because we are gun-shy — we don't want to make things worse.

Ultimately, we move to being scared because we don't know where to turn. Here's how we solved her problem:

1. THINK - Develop a series of strategies to solve the issue. Predict outcomes and impacts for each of the strategies.
2. TAKE ACTION - Choose the best one.
3. COMMUNICATE - Massively communicate your decision to your peers and superiors with your logic before they begin to complain.

The board wasn't concerned about her strategy or performance — they were concerned about her lack of communication, perceived interest, and action. Once you show people you are ON IT, they usually back off. In addition, if you show them your thinking around the problem, they see you've taken the time to work the issue. Only certain 'evil' people will take this as a chance to sabotage you. In addition, she also engaged all the other areas impacted for their input — which pretty well ameliorated any sabotage from the 'evil' people.

So don't fall down the rabbit hole — Think, Take Action, and Communicate.

POST YOUR QUESTIONS OR COMMENTS BELOW

P.S. Are you getting complacent at work? Let’s talk. I’ve worked with thousands of executives and have helped them manage difficult situations — call or email me to schedule a complimentary session.

Two Secrets From Leonardo da Vinci That Will Rock Your World.

 "I have been impressed with the urgency of doing.Knowing is not enough; we must apply. Being willing is not enough; we must do."  — Leonardo da Vinci

That da Vinci character was a pretty smart guy. These words, uttered over five hundred years ago, are still true today.

We go to school for 16+ years and we think we know everything. "We Must Apply." or in other words, "Get busy applying what you know to your life and work."

We dream, wish, hope and pray for things to happen and nothing does. "We Must Do." or in other words, "Stop sitting around waiting for something to happen, you need to take action, NOW."

I see it happen to many of my clients. They talk a really good game about their situation. They know all the players and obstacles holding them back. They understand their inaction is actually hurting them. But they are still stuck in first gear and are afraid of taking the first step to begin the process.

Secret #1

We Must Apply — take what you know and develop a simple plan to take you forward. A lot of people think a plan should be hundreds of pages.

You only need one page. Take out a piece of paper and on one side start writing down all the things you need to do. Don't worry about priority or placement, just get them down on the paper. Use circles, lines, arrows, or boxes to fill in the whole page with many of the steps.

Don't over-think this part — try to get everything down within 20-30 minutes.

When you have exhausted your page with activities, turn the paper over and begin to take all of your ideas and prioritize them into sequential groups. Add timing to each activity or task and ensure any additional resource should be involved.

Now you have a plan.

Secret #2

We Must Do — when the time comes, take the first step, the second, and the third until you complete your plan.

Find out what is holding you back. Is the first step too big? Is it too hard? Do you not know how to start? Are you afraid? Are you lazy? Be honest with yourself and take the necessary steps to move forward slowly.

When we are in a dark room, we tend to move slowly, shuffling our feet forward, sometimes bumping into furniture. But we make it to the other side of the room and then we turn on the light.

Our success relies on applying our knowledge to a problem and taking action. Any less will keep you in the same state you're currently in.

There's no better day to start than RIGHT NOW.

What is your favorite obstacle that frequently holds you back?

How To Make Wonderful Mistakes.

Over the past week, someone I’ve been working with let me know that they made a pretty big mistake. One that might affect me and my business. Don’t worry - it’s not that big. I’m okay.

It’s how she let me know. In her email, she alluded to missing a critical requirement, but never formally apologized and said it was ‘her fault’. Although we discussed this in-depth over the past few weeks, it ultimately (in her opinion), was my fault for not catching this.

In addition, she pretty well closed the door on any possibility of reversing her mistake. And she didn't provide any options moving forward.

Story over — now let’s get to the meat of the post:

Mistakes are natural, occur frequently, and are a part of life. Once you acknowledge this, you'll be a much happier and stress-free person.

In fact, with my teams, I encourage mistakes, because they promote learning and forward movement. If you or your team makes no mistakes, you probably aren’t taking risks, venturing into unknown territory, or pushing yourselves harder to deliver faster, better, and with more quality.

So here are some of my rules about mistakes:

1. Expect that they will happen. If you tip-toe around everything you do, afraid of making a mistake, you will never accelerate you team, project or career. Trust me on this.
2. When a mistake occurs, treat it as a learning opportunity. Get your team to acknowledge the mistake, understand how it happened, and come up with their own solutions to ameliorate it quickly. And also, how to make sure it never happens again.
3. Don't get angry. If it is a serious mistake, still handle it as listed above, but let the team understand the gravity of the situation factually, but not emotionally.
4. Take responsibility for your screw-up immediately. Acknowledge it, say you’re sorry, come with solutions, and a process (and promise) that it will never happen again. You will be instantly respected by your superiors and peers.
5. Don’t point fingers or bring a cadre of fellow players into the mistake. You made it, take responsibility for it. And don’t blame your superiors, your customers, or anyone else ‘if they didn’t catch it’. You are accountable, it your problem now.
6. Stop talking about it and take action. Most problems or issues can be fixed or turned around immediately. There were many times I went to my boss and said that I screwed up, this is what happened, and I’ve already fixed the problem. All I got from him was, “Nice work.” Boy did I feel great afterward.

Now go break some eggs!

Have you or your team ever made a mistake? How did you handle it? How did others react?

Image by Plindberg at Flickr.

10 Ways To Guarantee Clients.

Okay — let's get down and dirty with this post. You want clients, you know they're out there, and it's just a matter of getting them to see you and closing them effectively. Here are 10 ways you can get A LOT closer to some of your best clients, pull them in, and make them YOURS:

1. Develop Value & Status It's simple: The more expensive a product is, the more the prospect infers better quality. The more it makes them successful, more hip or more accepted by their peers the more they value it. How can you build in value and status into your product offering - from the minute they hear of you to the final closing sale statement?
2. Be Prepared Know who your best prospects are, where they are located, where they go, what they do, when you can approach them, how you can approach them, and the most important — why they need you. If you have these answered (I've taken many of my clients through this in about an hour), your success rate will double.
3. Look Professional You are in business. The more that you define 'business' and the less you define 'hobby', the more successful you will be. Bottom line — you have to spend money to make money. Look the part, dress professionally, carry professionally designed and printed cards, have a professionally produced web site — play the part.
4. Act Confident & Composed First impressions are key — you need to have the right attitude and appearance. Smile, approach the prospect, be the first one to speak, welcome them, smile, look into their eyes, be interested in them, stand straight and tall, stand up/no sitting when meeting, don't carry a lot of bags and SMILE. You know your business cold — act like it.
5. Take Action . . . Frequently So many people get themselves all ready to go out and conquer the marketplace, but are afraid of taking the next step by actually doing it. Get out there and touch your prospects. Make that phone call RIGHT NOW. Send that letter TODAY.
6. Ask Lots of Questions & Listen Make this meeting about THEM, not you. Learn all about their day, their business, their goals, their obstacles, their business interactions, their vendors, their family, and even their shoes. The more that you learn about them, the easier it is for you to position and inculcate your products and services into their life.
7. Deliver Solutions Selectively When I sell a prospect, I don't barrage them with a myriad of offerings and services. I ask questions, listen, and pitch a single solution. If they bite, great. If not, I ask them what's holding them back, and then I either modify my current offering or pitch an alternate solution. Too many people try to show the whole store in one sitting — that's a mistake.
8. Go For The Close Too many people out there don't know how to close. Here are a few simple close phrases that you can use. Remember, once you say it to a potential client, shut up. Let them respond. Too many people blabber on and lose all the power of a perfect sales close. (many of these come from my friends on the LinkedIn Group, Sales Playbook!): - "How does that sound to you?" - "Does that sound fair?" - "When would you like for us to get started?" - "If everything looks good, why don't you go ahead and approve this and I will take care of all the details." - "So, let's do this. I will be here every step of the way to make sure everything goes exactly as we discussed." And my favorite: "Sounds like you want to go ahead with this."
9. Go Above & Beyond Once you get them as a client, don't sit back and catch your breath. This is the most important time to quickly manage their expectations and serve them. Follow up and send them a thank you email and mail a personalized, hand-written card. Endeavor to deliver the first step of what you agreed upon ASAP, exceed their expectations. This one little action will define your relationship for a long time.
10. Be Persistent If they need to think about it, give them space, but ensure that you have a solid follow up date and time to get back to them. If you can, make it an in-person meeting and try to bring additional information or answers they might need to that meeting. If they turn you down, it's usually about fear of spending money or lack of information about your product/service. These are two areas that you can remedy pretty quickly with some basic follow-up sales questions.

Tough Times Never Last. Tough People Do.

I run a high-performance peer-advisory group — a great bunch of people who know what they want and know how to get it. The other day, one member recognized that everyone around the table 'survived' the past recession and are still in business. Some were still skeptical that the recession was over, but most agreed that tough times were behind us. Then one person said, "And this is the time to go for the gold. To think big. To take our businesses where we want them to go before the rest of the marketplace gets wise and catches up."

It's been a hard 2-3 years — we've all had to work  twice as hard to just make the same amount of money. We've seen many fellow friends fall by the wayside, many good businesses close. And many people still out of work looking for that prize job.

The reality is — tough times never last. There is an end to the economic instability. There might be another one coming (shut your mouth Rich Gee!), but for now, most economists (and the market) agree that things are getting better.

So what are you going to do about it? How are you going to 'go for the gold and think big?"

• Has your client base changed? Some gone away - new ones popped up? Do you know how to communicate to them?
• Has your company changed? Many were laid off, projects were cancelled. What rays of sunshine are beginning to stream down?
• What can you change about your business? New products? New services? New positioning?
• How can you grow yourself as an executive? Mobile is exploding. Communication channels are dying. What works? What doesn't?

You survived. Now it's time to step up to the plate and "Get Tough". Take action. Today.