Going Up or Have You Reached the Right Floor?
Why does everyone want you to ‘take your business to the next level’? What does that mean? It surely means something to the writer and probably means something to you but who knows if you’re on the same level in understanding?
I dislike that phrase, as I dislike all cliches used to encourage a sale without understanding the real benefit to the prospect. Does the marketer behind these messages know what level you’re at now? Does s/he know if you’ve just arrived at a challenging level and you’re exploring how to expand its effectiveness? Or maybe you just want to enjoy what you’ve achieved and coast for a while (by the way – that’s perfectly o.k.; sometimes you want to maintain the status quo to discover all its facets or just feel sure you can handle that new level before moving up again). And nirvana: What if you’ve reached the level of business ownership you consider heaven and hope it never changes?
The point is, this kind of marketing message is encouraging you to act before you think; act on a recommendation that guarantees someone else will make money without having any idea (really) if you will; come on – does a marketer with a product to sell know what’s relevant for you or your business? Yet too often they want you to act without encouraging you to compare, assess and choose. Maybe it’s because if you take those steps, you’ll make a choice that’s better for you than it is for them. Huh – interesting.
And that’s the power of looking (or thinking) before you leap, as mom would say. Never assume that because ‘it’ worked for someone you admire that the same ‘it’ will work for you. Not every opportunity is the right one for your priorities; not every opportunity comes at the right time given the context of your current initiatives and goals. Always take the time to consider your priorities, resources and the plan you’re working now before shifting your attention to the next shout out from an enthused marketer. Need to strengthen your resolve to achieve the goals you’ve already committed to, no matter what shiny object flies your way? Check this out, (carefully) my gift to you.
ARE BUSINESS NETWORKING EVENTS WORTH YOUR TIME OR INVESTMENT?
This was recently the title of a forum discussion in which I participate and I had to wonder: is he kidding? The time and energy you put in is how you derive value from a networking group. Following through, learning about others and beginning the process of developing relationships is where you’ll find the benefit. However, the poster of the question went on to say that he had clients who attend these events, have no objective other than to collect business cards, distribute theirs and then wait for the telephone to ring with opportunities.
Well, no wonder he asked the question! Here’s a guaranteed way to enjoy real results from business networking, whether you’re doing it via social media or face to face: always express interest in the other person (in this, as in virtually everything else, Mom is right!) Doing so nets you 3 great results:
- The other person will believe that you’re genuinely interested in what they have to say (as you should be).
- The other person’s remarks will give you insight into their situation and whether you or someone you know (that’s networking, too) is in a position to offer assistance.
- The other person’s remarks will give you insight into whether you know others for whom this person could be the ideal provider.
As a result of asking first, you gain 3 powerful benefits that can possibly expand your relationships with 3 different networking partners: the person you’ve just met, the person they’re able to assist, the person who you can refer, able to assist them.
How do you score this admirable result? Ask some simple questions (in all cases, avoid politics, sex, religion); here are samples:
- How do you happen to be here tonight; are you a member?
- Tell me about your business; how’d you get into this field?
- I’ve read about your industry; what is the biggest challenge you’re dealing with?
- What do you most enjoy about your role every day?
- I’ve read about your industry; did you see the recent article in X publication?
These are all open questions, encouraging conversation, beginning the “trust, know and like” factor for possible future business and creating a relationship that can bring referrals your way. It’s all genuine, it’s all smart and it’s where the power of networking truly lies. So, are business networking events worth your time or investment? Absolutely, as long as you DO invest your time!
Are You a Smooth Operator?
Do you remember your first days in high school? You were moving into a new level of interacting with kids who were nearly adults (or thought they were). You were trying to adjust to a new level of behavior, different kinds of interactions. This happens in your business too as it shifts from new venture to established enterprise. Stay aware of dynamic changes in the role you play in the developing business; at first, it’s all about the product or service you’re bringing into the world. Then things change; you need to establish process, policies and document them all for the benefit of consistency with your team and your customers’ experience. Then things shift again: it’s all about the totality of the business – its reputation, alliances, people, relationships. Your only product is now the business itself.
This is the classic set of leaps described by Micheal Gerber in ‘The E-Myth Revisited.’ If you can’t make the shift from birthing a product to birthing a business, it may be time to consider engaging a CEO who can focus on the vision while you focus on the operations. A business can’t survive and thrive with only a product. The whole context – the business in which that product is developed and sold, the environment which creates the brand recognized by your marketplace, and the values that define you – becomes critical. If you’re all about ‘the great idea’ and not the home in which the great idea is nurtured and launched, it’s time to move on to the next one.
However, if you’re up for the challenge there’s one key ingredient you must have to make this work every time: your mindset.
The excitement and fast pace of a new enterprise makes it difficult for you to keep your mind on the bigger picture; you become knee deep in the daily details. Sometimes, you can get stuck there and the ‘company environment’ has to fend for itself, getting no guidance from you. And that’s a real problem because each time a customer deals with someone in your enterprise, they may have a completely different experience. Or 2 people who work for you may have differing ideas about how to handle a common problem. Or 3 people who handle a similar function may all believe different elements take priority; wow – what a tug of war that can create!
Before you start pulling out your hair, consider this: keep the big picture in mind always and answer these questions:
- Why am I in business?
- Why this business?
- What do I want people to say about my business?
- What do I want this business to contribute to others?
- What do I want this business to produce for me?
- How will I best apply my strengths daily?
- How will everything else get handled?
- What’s the one characteristic every team member should possess to be a great fit?
Answer all these questions – honestly, you’re not getting a quiz – and your hair-pulling days will end; you’ll have all the answers you need to build your ideal enterprise and a beautiful head of hair.
THINK "CONTROL THIEF" IS A BADGE OF HONOR? I THINK YOUR EGO'S DOING THE TALKING
So often I hear business owners tell me that they’re ‘a control freak’. And they say it almost with a sense of pride, as if their hand in every transaction, decision, phone conversation, email, purchase, delivery, document gives them the daily insight they need to know what’s going on. But come on, that’s not why they do it. They’re a ‘control freak’ because they believe no one else has skin in the game and no one else will give the level of detail and devotion to perfection that they – the owner – will. Is this you? Well, let me help you get over this fatal flaw. Here’s a scary thought that may have not yet entered your brain and will encourage you to give your team the training, responsibility and authority to get it done right: every time you feel compelled to check and double check the work your team is supposed to do, because you're a control freak, you’re robbing your business – 5 ways:
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by neglecting to nurture the opportunities only you can address while you’re otherwise engaged
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by handling lower level activities at your (presumably) higher rate of pay
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by discounting the value you could add to your enterprise by having a capable team
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by losing the more creative contributions an empowered team could make
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by minimizing your own effectiveness due to the stress of over-extending yourself
If you add up all those missed opportunities, the mis-use of resources, the reduced level of contribution from others, the reduced performance or value of your enterprise, how much would that be? (in real dollars, please). Still think you’re really in control? Still think this is a hallmark of a business owner who’s really lavishing loving care on her/his growing enterprise or is this a thief in control freak’s clothing?
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GOT CULTURE?
I was chatting today with a client about company culture and the ways it
can affect business success. He gave me a bit of a blank stare and said‘culture?’
We all work and live in an environment of some kind – light, temperature,
furnishings and equipment may create a sense of our physical environment.
In your workplace, you create a culture with every decision and policy
that’s created; these convey what it might be like to do business with
you, to work for you, to partner with you. Here are just two ways culture
affects your business success.
When engaging potential employees, too often employers neglect to look at
the soft skills (behavioral style, attitude, values, interests) in favor
of the hard skills (training, experience, education, references). Of
course, the repercussions can be felt when 6 months along the line, it
becomes obvious that the employee is not fitting in. What they’re not
fitting into is the company culture. Interestingly, the ‘culture’ itself
is an element worth acknowledging. Yet too many take it for granted as
simply ‘the way we do things around here’ and don’t recognize that what’s
intuitive to an ‘old timer’ is not at all to a new recruit. This is even
harder if your team is virtual and has even fewer cues about the norms you
assume everyone working for you should understand.
A new employee may have done ‘things’ very differently in the past or may
prefer a different style of environment in which to thrive and be
productive. For example, some companies are rigid and formal, maintaining
strict protocols, complete ‘paper trails’, chain of command to keep things
moving (or not); all who work there have to do so within this structure.
If an employee is accustomed or more responsive to a flexible, free
wheeling, creative, brain storming environment, it’s very likely that
person will either fail completely or, at best, diminish her/his ability
to be productive, innovative and collaborative. They may feel left out and
you may think they’re odd.
Another way in which culture presents itself is with you – the owner. As
an example: you may have developed a pattern of being completely
responsible to your business’ needs and have sacrificed other life arenas:
family, health, social responsibility, personal growth, fun, travel, spiritual community, etc. Since employees will naturally take their cues
on appropriate behavior from the leader, they’ll assume similar behavior
is what’s sought if they want to succeed on the job. In fact, this may
cause resentment, diminished productivity and absenteeism among employees
who would otherwise thrive in an environment that respects them as whole
people and not just a bundle of skills that sits at a desk 8 hours a day.
Understanding the impact of culture at your company and nurturing one that
meets your business goals will ensure that employees expectations with ‘the way we do it around here’ will be consistent with what will make them
effective members of your company. These are just 2 ways company culture
is critical. It pervades the general reputation of your business and
becomes part of the experience expected by vendors, customers and
partners. It can be part of your marketing campaign or crafted to be
consistent with the reputation and qualities of your products. Regardless
of how it’s used, as in all things, awareness is the first step to
success; no less than superior products and policies, an environment is an
asset you can cultivate to help achieve your goals for success in
business.
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