Accomplishment Coaching

For many of us, we collapse these two concepts.  Not by our own fault, but by our training.  Most days, our bosses and colleauges are expecting us to “better manage” the processes and outcomes of our jobs.  Frequently when we get advice on how to manage, it’s about controlling, driving or measuring more.  No wonder we struggle to lead.

Leadership isn’t about controlling, driving or measuring.  It’s about courage, inspiration, intimacy and service.  It’s about setting situations and people free to do their own work – even inside the walls of corporations.

Want to learn more about the difference between management and leadership?  Join me tomorrow, July 23rd at 11:30am for “Fundraising 3.0 – Stop managing and start producing results” hosted by the Association of Fundraising Professionals Greater Detroit.  Learn more by watching the video and clicking here for reservation details.

Looking forward to seeing you Friday.

- Coach Preston

www.technobizcoach.com

Michigan is working through an interesting transition.  It’s requiring much from all of us, especially those in a career search.  It’s requiring that all of us consider a new paradigm, not only regarding the automotive industry, but in ourselves as well.

If we put this in the realm of seeking a new job, one of the old paradigms is the resume.  You know, that piece of paper that we edit incessantly in hopes that we’ll find just the “right” language to use.

But does a resume really do us justice in an economy that continues to view human beings as a commodity?  Does a resume truly communicate who we are?

I’ve found a few things get in the way of effectively communicating, especially when we rely on a resume:

• ego and minimalism (how can I win by doing the least amount of work)
• an emphasis on pleasing or impressing (fluffing the BS)
• focus on the past (jobs, experience, what once was)

As natural as any of these may be, they will cripple any job search.

Rather, what if folks threw out their resumes completely and took on the following:

1. Conducted a job search from the perspective of integrity and well-being. I.e. resumes are EASY, but typically ineffective in promoting yourself.  I’ve never met someone who’s been hired from their resume.  I’m sure it happens, but you’ll likely be hired because of the relationships you form. That takes work and that work takes stamina.  Focus on scheduling your time effectively, doing what you say you’ll do, and make time EVERY day for your spiritual, physical, mental and emotional well-being.
2. Spend 90% of your time networking with EMPLOYED people who can introduce you decision-makers. Stop “tricking up” your resume – what a waste of time.  Spend that time meeting folks and sharing yourself.  A good TIP = find out where movers and shakers volunteer their time and get involved with those organizations – you’ll meet all the decision-makers you could dream of AND help out great causes.
3. Brainstorm and present ideas that make difference. If I’m hiring someone for my company, I don’t care what they’ve done in the past.  Just like the financial services TV commercials say, “Future results are not indicative of past performance”.  What I do care about is “what ideas do they have and are willing to implement that will make a difference for my organization?”  Come up with solutions to current problems.  Better yet, come up with solutions to problems that aren’t yet uncovered.  You’ll set yourself miles beyond all other job seekers.

If you invest more time creating relationships and solutions vs. word-smithing your past, you’ll land that ideal job in no time.

Happy Resume Shredding,

- Coach Preston

http://www.technobizcoach.com

A colleague asked an interesting question recently… one that resonated with me personally as it pointed to an area of my business that once did NOT work and now DOES work. 

He asked, “When making sales calls, are the questions we’re asking offering up the right answers?”  Much depends on how we each define “right answers”, but who really has the those anyway? 

As a technical expert, it’s likely your professional training didn’t prepare you for the world of sales.  That’s a challenge if you own your own a business or have been promoted to a business development role in your organization.

Many technology professionals (and even die-hard salespeople) will say that cold-calling or sales calls don’t work in their business or industry.

B.S. – they can work.  You just need to make a small shift in Intention and Process.  Here’s what I’ve learned:

Challenge – In my own experience, cold-calling isn’t the most effective way to generate leads. Likely, the biggest reason is that I just stink at it.  However, I’m in the sales business, so at the very least, staying on the phone is a key practice for me and it CAN generate results.

Learning – First, I’m facing a losing battle if my intention in making sales calls is to get immediate business.  Second, I need to come to grips with the fact that whether I stink at sales calls or not, I have resistance to making them.  Third, my services require a depth of intimacy with clients that are best initiated through a trusted source (i.e. referral).  It’s critical that I create a system in which folks I’m calling: a) feel comfortable with my call, b) are willing to assist me, and c) qualify themselves right away as decision makers.

Application of Learning – I’ve  created a business feedback interview.  It’s nine questions that focus on three areas: a) what does the person with whom I’m speaking know about my industry/business, b) what do they feel are the best ways for me to market my services including defining possible objections, and c) what events or people do they know about that I should be aware of.  I now use this system exclusively when making cold-calls / sales calls.  I simply ask for 10 minutes of time and proceed.  My intention is no longer seek immediate business, but simply seek a gift from each person I speak with – usually at least one introduction to a prospect, speaking opportunity or networking event.

Results – Just this week, I’ve been introduced to two new prospects, one new speaking opportunity, and been invited to two exclusive networking events I’ve been interested in attending.  And it’s only Wednesday morning.

If I had stayed with the two traditional methods (that I was trained in for years) of: a) simply unloading rhetorical questions and a scripted sales pitch, or b) avoiding the calls altogether, I’d end up with what I used to get – nothing.

A simple shift in Intention and Process has opened a huge door for me.  It might just work for you as well.

Leadership Practices:

1. Email me with a request for my business feedback interview – I’m happy to share it and help you customize it for your business.
2. Dedicate at least 30 minutes a day for making sales calls – start slow with just a few and work yourself up to higher numbers.
3. Notice where you deny that you’re in the sales business.  If that’s really true, perhaps another career would be more appropriate (and comfortable).

Don’t let sales calls bother you.  As a business professional, one of your primary jobs is to sell.  Embrace it by having it work for you.

Happy Interviewing,

Coach Preston

www.technobizcoach.com

Send Out Card reps, be prepared – I’m going to stir up the pot.

Yesterday, I received this in an email – it’s the third such email I’ve received in two weeks:

“Hi Preston – I just got your card in the mail and thank you so much!  What a personal way of connecting.”

You’ve got to be kidding.  I’m not sure which is more disconcerting: a) that someone acknowledged a hand-written note with an email, or b) that many of these comments have come from people who are in the same business as me – a business whose foundation is built on intimacy.

In a culture that increasingly promotes “efficiency”, we are rapidly losing touch with intimacy.  You know, that close, familiar, and caring relationship we have with people.

As a technology consultant or professional, you understand the benefit of being more efficient – who wouldn’t want to move through one task more quickly to get to another you’re more interested in?  Plus, you’re perfectly positioned to help folks leverage technology to be more efficient.

But why are we trying to move more quickly through the “task” of creating a close, familiar and caring relationship?  The irony is amazing.  How much time does it really take to write a note, lick the envelope/stamp, and put it in the mailbox?  Is the time saved worth NOT making a deeper connection?

If you’re wondering why more people aren’t identifying themselves as prospects, why clients aren’t buying more, or why your staff seems so resistant to change, you might consider your emphasis on “efficiency” is doing more damage than good.

At what cost are you “benefitting” from efficiency?

Leadership Practices:

1. Get “thank you” notes printed and MAIL them after every sales meeting you have.
2. Stop sending computer generated “thank you’s” (email, computer generated cards, etc).
3. Schedule 30 minutes a day to connect with just one of your staff – leave work out of the conversation completely.
4. Notice where you feel you can’t be yourself in relationships.
5. Notice what scares you most about being vulnerable – i.e. what’s the real fear?

Your technical skill and knowledge is a gold mine – prospective and current clients value it tremendously.  Just beware that the “pull to efficiency” may be doing more damage to the growth of your business than you realize.  Revitalize the concept of intimacy in your business and notice the result.

Think about it,

-Coach Preston

A colleague of mine shared a very interesting perspective with me today.  She said, “Sometimes I’m so paralyzed by the fear, it seems like there’s no way around it.”  Man, did I ever get it.

How many times have we been in a situation with no visible escape hatch from the fear?  You try to run and hide, but the fear is so BIG it’s already moved into your favorite and reliable hiding place.  Crud.

This is an exhausting game I play… the one called “try to dodge my fear.”  Working lots of hours, waking up in the middle of the night, worrying about being worried – these are just several expressions of running away from it.

Then my colleague said, “I’ve gotten exhausted too Preston.  But I’ve come up with something that seems to help.  Rather than try to avoid the fear, I’ve made up a game called ‘Making a game of failing’.”

Huh?

Consider it this way – we spend so much time (and resources) trying to avoid our fears that we rarely stop to ask what we’re afraid of.  99% of the time the thing we most fear is failure.  And the game our culture plays is called “pin the tail on the failure.”  No wonder it’s so frightening.  Who’d want a tail pinned on them?  The thing is, no matter what version of this game I play, I’m always frightened of failing.

So now what? 

Here’s a spin on the game.  Rather than trying to avoid the failure, make a game of failing.  That’s right, actually make a game of failing.  For example, I’m going to call 10 prospects and actually have fun with them saying “no”.  How come?  Because when I turn it into a new game, I take the pressure off.  It’s so much easier to fail!  It takes away 99% of the significance. 

The side benefits of this game: a) I’ll always win because I’ll fail, and b) some of those prospects will actually say “yes”.  I get to feel better and get some new clients.

Leadership Practices:

1. Stop pretending your not afraid.
2. Notice how much you avoid so you can stay away from failure.
3. Ask, “What am I really afraid of anyway?”
4. Turn failing into a winning game by trying to fail.  It’s actually a lot harder to do when you look at it this way.

Remember, all you’re doing is shifting the framework or lens through which you interpret failure.  Like me, you’re still going to fail.  Why not have some fun with it instead of drowning in significance.

Happy Strikeouts,

-Coach Preston