Entries Tagged as ''

Listening is not simply waiting for the other person to stop speaking

Too often people spend most of their time while the other person is talking formulating their response or waiting impatiently for the other person to stop so they can get their turn.

If more people would take the time to simply sit back and listen when others are talking and if/when it’s time for them to speak they can then take a moment to formulate their thoughts, things would go much better.

When you are thinking of your response, you aren’t concentrating on what the other person (or people) are saying. Even if you hear the words, you will miss some of the gestures and mannerisms.

The next time someone else is speaking, clear your mind and just listen to them. Don’t think about your response. Don’t think about your next meeting or meal…just listen. You might actually learn something!

Have a great day!

Lawrence

Do you know where your line is?

Some people cross the line.

Some people straddle the line.

Some people toe the line.

Some people stay clear of the line

Most people have no clue where their line really is.

In each part of your life, you have to determine where your line is.

Do you know where your line is?

Have a great day!

Lawrence

Low Hanging Fruit

Sometimes we get caught up looking for the “big score” that we ignore the low hanging fruit.

Occasionally take a few hours and look at what you are doing and see if there some small but easy ways to optimize your operation.

This low hanging fruit might not give you the big result you are looking for but first of all, small progress is better than no progress and secondly, these small steps frequently help you lay the foundation for the big successes.

It’s great to work toward the big win but don’t ignore the small wins along the way.

Have a great day!

Lawrence

Build then Modify

Many people try to build something perfectly. This might be a business, a team, a house or an organization. In this pursuit of perfection they frequently end up creating nothing. Or, they spent so much time with this initial pursuit of perfection, when it’s done (and most likely not perfect) they aren’t willing to make changes because they have so much invested in this initial build.

The alternative is to realize our initial attempt at perfection is almost never successful so we must be willing to modify as the need arises.

When one builds while knowing there might be modifications later, it’s much easier to ship initially and to modify when needed.

This is the recipe for successful

Have a great day!

Lawrence

The world revolves around me

If you are trying to sell me something it’s important to know my world revolves around me. Don’t tell me about the features of the product or service. Don’t tell me hypothetical benefits. Tell me how it will make my life, or me better and I will most likely buy it.

In the same way that my life revolves around me, your life revolves around you and the other persons life revolves around them. If you treat us all the same, you will struggle in making the sale. Each of us is different and those who realize we are all different and sell to us as individuals based on each persons traits will succeed.

Some people think that with social networking, our lives revolve more and more around others. If that was true, your facebook page would show all activity on your wall and not just the activity of your friends. You would see all tweets and not just those of your followers. Instead it shows the people you know, the people you care about because you don’t want a generic page you want one about you and the people you care about.

The other day I saw the first online advertisement I have seen in years. This doesn’t mean I have some special way to block advertisements online but rather, they might appear on various web sites I visit but I never notice them. The ad I saw was for Zappos and instead of showing some random sets of shoes, they showed the shoes I was wearing at that time. It’s not some “big brother” concept they are using and it was somewhat lucky but the shoes I was wearing were ordered from them and was the last thing I had searched for on their site. They were able to customize their ad based on a cookie on my computer to show the last thing I had searched for. Because it’s a company I have used and trusted, I didn’t find this intrusive at all. The ad had a link explaining how they did this and allowing you to remove yourself from this advertising. They understood the concept that my life revolves around me and because of this were able to customize their marketing to appeal to me based on my wants and needs.

Are you treating all your customers or clients the same? Are you telling them all about you or are you talking about the topic they care most about…themselves?

You can either deal with the fact we are all, in some way or other, narcissistic or pretend we aren’t and lose most of our interest.

Have a great day!

Lawrence

Will you pay for free?

Will you pay for something that is offered for free?

This might seem like a ridiculous question but if you think about it, is it really? As an example, a coffee shop offers free entertainment on Friday and Saturday evenings. You could attend, bring your own drink or drink nothing and experience the entertainment without paying for anything. Or, you could purchase a drink or two at the coffee house in order to help offset the costs of the entertainment. You don’t have to do so but should you?

The other day I was following a discussion about Pandora (online radio). In the past Pandora was available for unlimited use with no cost. Now, you can use it for 40 hours a month but if you want unlimited use (and some other benefits such as no advertising) you can pay $36 a year. In this discussion people were mentioning ways to get around the cost such as clearing their cookies and creating multiple accounts. Are you willing to pay $36 a YEAR for great service even if you might be able to get it for free in order to help a great service continue.

There are many other examples of things that are free but could use your support in order for them to continue.

Will you pay for free?

Have a great day!

Lawrence

Deliberately uninformed, relentlessly so

Today’s post is copied (with permission) from Seth Godin’s blog. It’s such an important message I emailed him to ask if it would ok to share on my blog. In typical Seth Godin fashion, he responded both quickly and positively. To see his blog please go to http://sethgodin.typepad.com/ (I do everyday)

Deliberately uninformed, relentlessly so [a rant]

Many people in the United States purchase one or fewer books every year.
Many of those people have seen every single episode of American Idol. There is clearly a correlation here.

Access to knowledge, for the first time in history, is largely unimpeded for the middle class. Without effort or expense, it’s possible to become informed if you choose. For less than your cable TV bill, you can buy and read an important book every week. Share the buying with six friends and it costs far less than coffee.

Or you can watch TV.

The thing is, watching TV has its benefits. It excuses you from the responsibility of having an informed opinion about things that matter. It gives you shallow opinions or false ‘facts’ that you can easily parrot to others that watch what you watch. It rarely unsettles our carefully self-induced calm and isolation from the world.

I got a note from someone the other day, in which she made it clear that she doesn’t read non-fiction books or blogs related to her industry. And she seemed proud of this.

I was roped into an argument with someone who was sure that ear candling was a useful treatment. Had he read any medical articles on the topic? No. But he knew. Or said he did.

You see a lot of ostensibly smart people in airports, and it always surprises me how few of them use this downtime to actually become more informed. It’s clearly a deliberate act–in our infoculture, it takes work not to expose yourself to interesting ideas, facts, news and points of view. Hal Varian at Google reports that the average person online spends seventy seconds a day reading online news. Ouch.

Not all books are correct or useful. Not all accepted science is correct. The conventional wisdom might just be wrong. But ignoring all of it because the truth is now fashionably situational and in the eye of the beholder is a lame alternative.

I know this rant is nothing new. In fact, people have been complaining about widespread willful ignorance since Brutus or Caesar or whoever invented the salad… the difference now is this: more people than ever are creators. More people than ever go to work to use their minds, not just their hands. And more people than ever have a platform to share their point of view. I think that raises the bar for our understanding of how the world works.

Let’s assert for the moment that you get paid to create, manipulate or spread ideas. That you don’t get paid to lift bricks or hammer steel. If you’re in the idea business, what’s going to improve your career, get you a better job, more respect or a happier day? Forgive me for suggesting (to those not curious enough to read this blog and others) that it might be reading blogs, books or even watching TED talks.

As for the deliberately uninformed, we can ignore them or we can reach out to them and hopefully start a pattern of people thinking for themselves.

Patterns and Trends

There isn’t much that happens in life that is completely random.

In most cases, we can see trends and patterns developing that explain the causes.

The key is to have the big picture mentality to look for the trends and patterns.

Those who don’t look for these patterns will regularly be surprised (sometimes pleasantly but often unpleasantly).

Those who look for these patterns will be able to prepare for what is happening next and will be able to prolong the positives and cut off the negatives.

If you see the trend going downhill, you can change what you are doing to hopefully also change the tend. If you see the trend going up, you can look to see what is causing this and keep it going.

Or, just keep thinking it’s random and be surprised by everything

Have a great day!

Lawrence

Pragmatic Team Dynamics

The 10-80-10 Principle is based on the well known Pareto Principle (better known as the 80-20 rule).

The Pareto Principle can be summarized as 20 percent of the people do 80 percent of the work, 20 percent of buyers purchase 80 percent of the product, 20 percent of the land produces 80 percent of the food, etc.

The 10-80-10 Principle takes this concept and applies it to leadership. The concept is one which can be understood easily but which takes a great deal of understanding and patience to apply into a team setting.

The basic concept is 80% of people in any given group are followers. 10% are positive leaders and 10% are negative leaders. Too often people forget about the negative leaders as we perceive leaders all be
positive people.

When looking at a given group or team, we need to figure out who the positive leaders are, who the negative leaders are and finally, who the followers are. The next step is to do everything you can to make sure the followers are following the positive leaders and not the negative ones.

As you are working to make sure the followers are following the positive leaders you also want to make sure the negative leaders are isolated and then work on transitioning them. The reason it’s so important
to try to transition them is one of the biggest complaints we here about today’s youth is a shortage of leaders. There is a good reason for this shortage. Many organizations and teams will try to quickly get rid of these negative leaders and they turn right around and complain about a shortage of leaders. Of course there is a shortage, we get rid of half of them!

The key to remember is it’s extremely difficult to transition a negative leader into the role of follower. They are a leader for a reason so it’s actually easier to transition a negative leader into a positive leader than into a follower.

Take a hard look at your negative leaders and try to determine what makes them a negative leader. Is it a need for attention? Do they not understand something so for fear of sounding “dumb” do they turn things into a joke? Are they lacking in one of the requisite “D’s” (desire, discipline, dedication, determination)? If you can transition some of your negative leaders into positive leaders you will take a big step in the advancement of your team.

To learn more, please check out the book Pragmatic Team Dynamics at Amazon.com

Have a Great day

Lawrence

Keep your eyes on the prize

Your web site page views are up, the unique visitors are up, time people spend on your site is up…and still no sales.

You have thousands of followers on Twitter, thousands of friends on Facebook, millions of people watching your video’s on youtube…and still no revenue.

You’re a college coach who each year has one of the best recruiting classes in the country…and still aren’t winning.

Your TV commercial gets rave receives…but doesn’t increase business.

Your a real estate agent with listings all over the place…but the houses aren’t selling.

At some point, people have to think about what they really are wanting to do. If you are a business, your bottom line matters. If your a non profit, your members are what matters. If your trying to win, winning is what matters.

Don’t get distracted by the things the media might focus on or what others in your industry like to talk about, know what your goals are and keep your eyes on the prize.

Have a great day!

Lawrence