How Would You Feel if Your Competitor Watched You…All Day?

Here is an interesting question to ponder: If our competitor was standing right next to you all day, looking over your shoulder, how would they respond?

Would your competitor be nervous? Shaking in their shoes? Completely overwhelmed?

Intimidated?

Would they be taking notes furiously to gather information, techniques, and strategies on how to better their business?

Would they consider throwing in the towel and closing their doors knowing they could never compete with you?

On the other hand, would they experience the complete opposite?

Would they be relieved? Laughing at your processes?

Would they walk away ecstatic knowing they do not need to worry about you?

It is certainly an interesting concept and little bit scary to imagine that a competitor was truly peeking over our shoulder. 

Especially with every customer interaction. 

Well, guess what?

They do. 

They definitely have access to our every move and decision. 

How? 

With your Webpression. 

What is a Webpression? 

So glad you asked…

Webpression is defined as “The judgment one makes when viewing a website for the first time”.

All a competitor needs to do is check out your online presence. 

You only have one chance to make a Great 1st Webpression. 

Poor website and your competitor is letting out a huge sigh of relief. 

No social media, no LinkedIn, no videos, no instructions, no online educational strategy for customers, all equates a making a poor 1st webpression. 

Bad webpression = happy competitor. 

As you strive to make a positive impact on new customers and prospects as well as new hires, making a great 1st Webpression plays an absolute critical role to your success. 

Check out this extremely helpful Jam Session on “How to Make a Great 1st Webpression”: 

Creating Unhappy Competitors with a Great 1st Webpression 

You have a fantastic story to share. The trials and tribulations.

Your company website needs to tell that story.

Let’s think about how you browse or shop other websites as a consumer or for your business.

What important traits on a website do you look for?

You look for websites that resonate trust.

Display their expertise.

What red flags pop up that instantly turn you off or encourage you to abandon that site quickly?

The Weary Traveler 

As a traveler or tourist, trying a new restaurant for the first time can be risky.

Especially if you have hungry and tired travelers with you.

Checking out customer online reviews typically plays a significant role with your decision. 

Social proof.

When eating at a local restaurant, particularly a mom & pop, many customers enjoy reading the company history on the menu.

It personalizes the eating establishment where you are about to break bread.

Reading about how the owners plunged into entrepreneurship for the first time. Started their restaurant on a whim. Took a big entrepreneurial  leap of faith.

It’s great to learn how grandma and grandpa started the business decades prior during difficult financial times.

Only to have the business to flourish for years with the third generation now running the show.

Either way, does this make the food taste better?

Not really. 

Yet, it helps establish a connection.

You imagine the founder’s dream coming to life.

All of the blood, sweat and tears that allowed this venture off the runway. Just so you could enjoy the upcoming meal at that moment.

You feel connected and part of their journey. 

Are your customers any different?

People don’t do business with businesses. People do business with people.

Let your potential customers in on your history. Your background.

Make that emotional connection.

Demonstrate your expertise.

Show the problems that you solve.

Reveal your commitment and dedication to your customers success.

Let’s Stop Being the Best Kept Secret.

Company Information 

Clearly Communicate

Clearly communicate to this new potential customer who just landed on your website for the first time that they have an incredible opportunity in front of them.

Let them know that they WILL be a better business by teaming up with you. 

Pretend you are at a trade show or on the phone. Sitting next to a prospect on a plane.

What company information would you share?

What critical pieces about your business does a prospect need to make a buying decision?

About Us 

What do you do?

Describe the problem that you solve.

If you were single and looking on a dating site, would you contact a prospect with little to no information about themselves.

Probably not. 

You certainly have certain criteria, priorities and interests.

Share your superpowers and let this new visitor in on the secret that you deliver powerful solutions to their challenges. 

Company History

How did this party get started?

Similar to the restaurant example, tell your story.

Did grandma or grandpa start the company? 

Are you the founder?

Share how you took that leap of faith to start this exciting new venture.

Establishing a connection and start building trust immediately. 

Contact Us

Make it as easy as possible for a potential customer to contact you.

Unless you are Amazon and find it unnecessary to list contact information, post your phone number and relevant emails.

By the way, a crucial component for your website, make it mobile friendly!

Meet the Team Page

Who are the key employees at your company?

Once again as a quick reminder, people do business with people. 

Shine a bright light on the AMAZING team that you put together. 

Social Media Buttons 

What social media platforms are you using? Where do your customers hang out?

At this stage, you are focusing on making your company as accessible as possible.

Wrapping it Up 

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Working Really Hard, But on the Wrong Things. How Depressing!

Working Really Hard, But on the Wrong Things. How Depressing!

Well, I spend my time Working Really Hard on being super positive.

On a quest to be half-full at all times. 

So, why I am being Mr. Negative today? 

In the spirit of continuous improvement and striving to get better every day, let’s explore Working Really Hard on maximizing time management. 

So, only speaking for myself, let’s take a look at reality. 

Actually, I am curious how much time and energy I have wasted throughout my career working really hard on the wrong things.

I bet if I accumulated all that  time spent on unproductive activities, it could potentially rattle up to a number of years in total. 

Ouch! 

 Fact: we are all gifted with 24 hours in a day.

Nobody has a competitive advantage often time.

Why is it Jeff Bezos and I both launched an eCommerce businesses the exact same year with “slightly” different results? 

Jeff Bezos owns a trillion dollar evaluation with Amazon and I’m typing this while hanging out in my 10′ x 20′ basement wearing my workout clothes. 

Maximizing Your Time by Doing the Right Things

So does it really just come down to better time management and choices? 

The benefit of making wise decisions and maximizing your time compounds drastically over the years. 

Those little things that are going to move the needle the furthest make a big difference.

If you find that goals are not being met, something is impeding your progress. 

Time wasters and profit killers are preventing you from hitting those goals.

So what are the profit killers that are in your way of reaching success?

More importantly, how can we stop wasting time working hard on the wrong things? 

Are you constantly asking yourself, “Is there a better way”?

On you on a mission to discover new shortcuts or a tactics to be more efficient?

Do you keep an open mind to discovering new technologies?

This is How We Have Always Done It 

That dreaded line, “this is how we’ve always done it” certainly plays a deadly role for businesses. 

Kodak, Sears, and Blockbuster Video are all the companies that serve as leaders that have failed miserably. 

Just think how those companies were Working Really Hard to become completely irrelevant. 

How can you not only stay relevant to survive, but also stop working hard on the wrong things?

In order to thrive, let’s analyze our our daily tasks with an open mind. 

Take a hard look at your schedule and ask yourself what needs to be removed from your plate.

So many people when you want to incorporate a new idea, and say “I just don’t have time”?

Well, it’s not a matter of having time, it’s simply other activities are a larger priority.

It’s based on priorities, not time.

So if yourself saying, “I don’t have time to go to the gym”, “I don’t have time to travel”, or “I don’t have time to read a book”, these activities are just not a priority.

So if you’re finding yourself frustrated with your business, your profession, your career, we just need to take a look at the priorities.

Pursue your passion. 

Give everything you’ve got. 

Laser focus on maximizing your time and efficiencies that move the needle the furthest. 

Wishing you MASSIVE success on your journey. 

Wrapping It Up 

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Always Be Listening, Learning and Helping

Always be listening, learning and helping. 

In 2010, I had sold my eCommerce business and needed to figure out what I want to do when I grew up. 

This was just shortly after the stock market crashed and the Great Recession had begun. 

I decided to help aspiring entrepreneurs with buying a business. 

For full disclosure, I stunk.

Honestly.

I was absolutely horrible!

My first call was with a gentleman in Minnesota who was looking to purchase a business. 

Yet, he had no money to put down on the business.  

However, I embarrassingly went into full blown sales mode.

With little to no sales experience, I had Alec Baldwin ringing in my head from the movie Glengarry Glen Ross when he was ripping apart his sales staff including Al Pacino and Jack Lemmon, with the famous line, “Always Be Closing”!!!

So I had a portfolio of hundreds of businesses to pitch and start pushing the cheapest that only required several thousand dollars to start.

The client said, “ that sounds great but I don’t have any money.”

Ignoring the client, I continued listing various businesses that had the lowest investment doing my best to make Alec Baldwin proud.

Especially since I wanted to do everything possible to avoid being deemed a “Loser” as Baldwin referred to his team. 

I pushed on, refusing to take no for an answer.

Finally the client interrupts me and says, “you aren’t listening to me!”

Ouch!!

I had always prided myself of being a great listener as well as being a good friend with the sympathetic ear.

Here I am offending a client who has no financial resources.

I hung up with the client realizing I desperately need sales training.

Instead of “Always be closing”, I decided a new helpful tip was to “Always be closing…my mouth”. 

I decided on a new approach: “Always Be Listening, Learning and Helping”. 

Always Be Listening, Learning and Helping

It was Christmas time so I spent the holiday and New Year reading every book I could get me hands on and watching hours of Youtube videos on how to become successful in sales.

I stumbled on sales guru, Jeffrey Gitomer. 

Jeffrey Gitomer became a mentor via watching his videos, buying his books and closely following his blog.

The best advice Jeffrey offered, “listen, give value first and ask really good questions”.

So simple, yet brilliant.

I went on a mission to work diligently on asking really good questions.

The better questions I asked, the more engaging and dynamic the conversations became.

It was 2010 and plenty on individuals looking to buy a business were victims of corporate downsizing.

It was very sad.

Some would share their life story, marriage, kids, and upside down career.

Many times their fears and insecurities.

Most were men in their late 40’s and early 50’s with kids in college or preparing for a child’s wedding.

They had mortgages, auto loans and credit card bills to pay.

Real estate prices had plunged, their 401k was down significantly and now they had no income.

They were terribly scared.

Many times I found myself playing therapist or counselor.

The key was to build trust. 

Listen with the intent to understand. Not to respond. 

Examine and gain a full understanding of the situation including…

  • Background
  • Concerns
  • Family background
  • Financial needs
  • Goals 
  • Frustrations 
  • Fears 
  • Motivation

Always Be Closing…My Mouth 

God gave me 2 ears and 1 mouth. 

Therefore, I decided to keep that ratio. 

Always be closing…my mouth helps to accomplish that goal. 

Staying laser focused on: 

  • Listen 
  • Learn 
  • Help 

Once I replaced Always be Closing with “Always Be Listening, Learning and Helping”, then business relationships and life certainly blossomed to an entirely new level. 

Thank God I learned to this powerful strategy before it was too late. 

Wrapping It Up 

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My Embarrassing Story of “Push Yourself VS Pace Yourself”

Well, here is my embarrassing story about rather to “Push Yourself vs Pace Yourself”. 

I had the privilege of being one of the worst rugby players to ever play the game.

Honestly. 

I joined the Ohio State Rugby team in 1987 and played through 1990.

Steve Finkel, a 2017 U.S. Rugby Hall of Fame Inductee was our coach.

An amazing man. Passionate. Fierce. Intense. He defined carrying yourself with a relentless attitude.

My senior year our team made it to the NCAA final four of rugby.

It was an incredible honor.

During one of our brutal practices, we were running a tough drill.

Sprinting from one station to the next.  

That is when, I made one of the biggest blunders that I have never forgotten.

We were running in packs of four and within my group I made the comment, “Pace yourself Boys”, thinking that this was a welcomed statement.

Well, it was not.

We were blessed to have a rugger from England on the team.

It is a huge help for an American rugby club to have a few foreigners on the team, especially from England.

When we completed the drill, the team came together.

Coach Finkel started giving a motivational talk.

As I recall, the Brit spoke out and completely lambasted the person who made the comment to “Pace yourself”.

He continued on that we should NEVER pace ourselves and ALWAYS “PUSH ourselves to the limit”.

Well said, my friend!

Though I deeply regret saying those words, that would have denied an incredibly valuable lesson and priceless learning opportunity. 

Max Out & Push Yourself 

So strictly speaking for myself, “Pace Yourself”  leads to complacency, slacking, missed opportunities, and disappointment.

I have coped with a lifetime of mistakes and failures. 

However, the chances not taken, going status quo and not PUSHING MYSELF to the limit serves as a much greater blunder.

Ever thankful for how lazy you were or for under-achieving? Push yourself.

Thankful for watching that entire season of reality TV? Push yourself.

Spending every weekend watching meaningless sporting events with teams that you have have no connection. 

Exhaust yourself on social media arguing over politics on Facebook or Twitter.

Could your time have been better spent focusing on your business or family?

Don’t pace yourself! Push yourself.

Critics can point out the threat of burnout.

Loss of a healthy life balance.

If you casually workout at the gym, will you see the positive results that you want?

If you pace yourself and your competitor is relentlessly pushing themselves, who is going to win out?

Be the absolute best outside of work or business. 

Equally push yourself to be the best spouse or significant other. 

Push yourself to be the best family member, parent, or friend.

Be the best board member, weekend warrior, workout partner, bridge player, quilt maker or whatever stirs your heart and drives your greatest passion. 

Just remember, we are not here for a long time, so might as well push ourselves to have a good time. 

Wrapping It Up 

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Capturing a Kodak Moment! Wait, a What?!

“Capturing a Kodak Moment”.

What an absolute brilliant marketing tagline.

If you are a Digital Immigrant (born before 1980) then you most likely recall the importance of a “Kodak Moment”.

Every family cherished a “Kodak Moment”. Actually probably thousands of “Kodak Moments.”

A “Kodak Moment” was a marketing campaign that Kodak, the camera and film manufacturer, launched in 1961. 

The “Kodak Moment” tagline became synonymous with film and picture-taking. 

Snapping a picture to capture those precious moments and making it a timeless memory on film. 

Family events. Celebrations. Vacations. Children’s sporting events. School plays. Graduations. Weddings. Anniversaries. Birthdays. Parties. Boyfriends. Girlfriends. Ball games. Dance recitals. You name it.

A powerful product brilliantly embedding themselves in the most important and vital events in a person’s life.

Talk about making an emotional connection with your customers. 

If you are over the age of 45, did you ever think you would live long enough to witness Kodak disappear?

Kodak completely dominated the film market and was one of the most recognized brand names in the world for decades.

The company enjoyed over 80% of U.S. market share and 50% globally. 

Kodak was founded in 1888. A Dow Jones bellwether.

It is almost incomprehensible that the most recognized brand on the planet is not only irrelevant but has basically vanished from its former self.

The 20th century corporate powerhouse filed for bankruptcy protection in 2012. 

Goodbye Kodak! It was nice knowing you.

Thank you for providing decades upon decades of Kodak moments.

So, what happened? 

New Technology Eliminates the Kodak Moment

Well, no spoiler alert here. 

Kodak lost the market to digital photography which today, most of us take for granted. 

For example, the iPhone makes taking a picture such an afterthought.

No big deal whatsoever. Let alone taking a video.

So simple. So easy. No additional cost. 

Well for those of us old enough to remember, taking pictures may have been just as easy but retrieving the actual photo was not.

First, you had to make sure you had your camera with you. 

It wasn’t attached 24/7 like our phones. 

Next, you had to make sure you had film.

Each roll of film allowed a specific number of pictures.

You may have an incredible “Kodak Moment” and only one chance to capture it. 

A one time event that will NEVER occur again.

A baby’s first steps or a child’s first home run.

Sometimes your proudest moment was in front of you…..only to discover that you are out of film.

You had a roll of film that only allowed 24 pictures. 

If you had a roll of film that allowed 24 pictures, then you were simply out of luck if you wanted to take number 25. 

Oops. No more film. Sorry. Missed it. Maybe next time (for a once in a lifetime event). 

Hoping that you had enough film sounds completely foreign today.

Of course, you also took tons of pictures with absolutely no idea if they were a good photo until the film was dropped off a the film developing store.

Millenials are asking, “the what?!”

Yes, you then would have to take the film to a physical store.

Sounds primitive, right? 

Well, how did Kodak miss out on this new and exciting technology called Digital Photography anyway? 

Kodak Founded Digital Photography! 

Here is an absolute crazy fact…

Kodak founded digital photography in 1975.

1975!

Yes, Kodak invented the very technology that caused its own demise. 

At the time, it was viewed as “cute, but don’t tell anyone about it”.

Peter Drucker claims that new technology or new entity within a company is viewed as the “infant”.

Well, inventing a technology that is FILMLESS to Kodak in 1975 was considered blasphemous. Repulsive. Insane.

According to the NY Times, a young engineer named Steve Sasson was tasked with dabbling in digital technology in 1973. 

Today, the first digital camera Mr. Sasson made in 1975 is on display at the Smithsonian’s National Museum of American History.

President Obama awarded Mr. Sasson the National Medal of Technology and Innovation at a 2009 White House ceremony.

Sasson was inducted into the National Inventors Hall of Fame in 2011.

Click here to check out the NY Times article: Kodak’s First Digital Moment 

Kodak Just Says No to Digital Photography

How on earth did Kodak miss this massive wave of opportunity? 

Can you imagine being in that Kodak board room?

Did it go something like this…

“We will NOT pursue digital photography and risk destroying print film. This is our legacy! George Eastman would spin in his grave if we ruin the print film market.

This company was founded on film and we will die with film. If we embrace digital photography that will make our legacy obsolete. The golden calf will be slain. There is no chance on earth that we switch to digital.”

Here is a fascinating article from 2012 in TechCrunch: What happened to Kodak’s Moment

So let’s switch gears and look at your business. 

Where is your business right now?

Are you still in growth mode?

On the other hand, have you plateaued and currently struggling to find growth?

Do you embrace change?

Especially when it comes to new technology?

The most dangerous words in business “This is how we have always done it” certainly holds true with the Kodak story. 

Kodak’s decision to blatantly disregard digital photography not only destroyed a major corporation but also devastated the entire community of Rochester NY.

Check out this excellent article: The Rise and Fall of an American Tech Giant 

So, how can we all avoid the ruinous decision and the damaging ramifications that come with ignoring change? 

Let’s make a pact…

Every time you take out your phone to snap a picture and capture a special occasion, treat it as a friendly reminder to not allow ourselves to become irrelevant. 

Bottom line: Embrace change head on with a relentless pursuit. 

This is YOUR MOMENT! Grab it with gusto!! 

Wrapping It Up 

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Are You Familiar with the John F. Kennedy NASA Janitor Story? 

Are you familiar with the John F. Kennedy NASA Janitor Story? 

Please forgive me if you already know this gem.

However, it is SO GOOD, it still great to revisit. 

Well, let’s go here first. 

As an entrepreneur, do you find yourself so focused on your business that you wake up to finally realize that your network is actually really tiny? 

In my case, many years ago, it was almost non-existent. 

This might be especially true if you lean towards being an introvert.

As an entrepreneur caught up in the crazy day-to-day, it is easy to find networking or pursuing self-growth takes a back seat.

I found this to be a serious flaw in my career many years ago.

To compensate, I decided to start getting involved in non-profits.

This turned out to be a huge blessing and incredible career builder. 

It allowed the opportunity to create amazing new relationships and expand my horizons way beyond expectations.

Another huge benefit included being surround by brilliant individuals who were passionate about a cause which delivered a priceless learning experience.

In one particular game-changing moment came for me while serving on a non-profit board. 

JFK NASA Story: Be the First to the Moon

The board decided to go through a strategic planning process.  

I was introduced to a strategic tree that changed my philosophy, my business and career.

While discussing the importance of a mission statement, the facilitator shared a powerful story that struck me like a lightening bolt. 

As legend has it, this story took place when President John F. Kennedy took a tour of NASA during the early days of the Space Race.

You may have heard this story and my apologies if this is not new to you.

Here is a quick snapshot from the strategic planner:

The early 1960’s was the height of the Cold War with communism and Russia.

This time period included the famous Space Race which was on full throttle. 

The U.S. was on a mission to place the first human being on the moon.

This was going to be part of Kennedy’s presidential legacy.

The goal and mission was to “Be First on the Moon”. 

From top management to the engineering team, finance, HR, operations, as well as the folks building the rocket ships themselves. 

Every person at NASA had one concrete goal, “Be First to the Moon”

While touring the NASA space station JFK sees a janitor sweeping the floor.

He walks up to the man and asks what the young man was doing.

The man replies, “Mr. President, I’m helping the U.S to be first to the moon”.

This team member, regardless of rank on the depth chart, beams with pride declaring the mission statement. 

He shares the organizational war cry. 

What is Your “Be First to the Moon”? 

If you Google “President Kennedy and the NASA janitor” you will see a wide variety of different versions of this this story. 

Including this article from Forbes: 18,000 Pages Of NASA Archives Uncover JFK’s Speech Strategy That Inspired The Moon Landing

The message behind the story paints the picture of excitement, enthusiasm, and determination. 

Every single person within the organization working towards a common goal. 

An audacious goal at that. 

Picking a crusade and then rallying the troops presents the opportunity to deliver powerful results. 

The Thrill of Hope. 

Hope: one of the greatest humans needs. 

Giving the gift of hope to your team and everyone around you. 

One small step that led to a Giant Leap for mankind. 

When this story was introduced, I immediately created a mission statement for my tiny business. 

It became my war cry.

I shared it with anyone and everyone who would listen. 

My teammates, my accountant, my attorney, the UPS driver, my dog, total strangers in line at the grocery, as well as the unfortunate person sitting next to me at a ball game or plane. 

So, what is your small step that will create your Giant Leap?

Do you have a cause that’s worth fighting for?

What is your mission?

Can you sum up what you do, clear and concisely in a sentence or two? 

What is your “Be the First to the Moon” war cry? 

Do you have a clear and concise vision?

Do you have a war cry that everyone involved in your company can quickly recite?

Block out all other distractions. 

Take that giant leap.

What do you have to lose?

What is the absolute worse thing that can happen if you throw caution in the wind?

Pick a Cause and Give Everything You’ve Got!!!

Wrapping It Up 

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How Well Do You Understand Your Customer’s Customer? 

How well do you understand your customer’s customer? 

The deeper you understand the needs, frustrations, challenges and goals of your customer’s customer helps take that relationship to an entirely new level.  

Here’s something to think about…

Let’s say you’re sitting in a packed audience. 

The speaker asks everybody to turn to the right. 

As you turn to the right, what do you see?

You are staring at the back of your neighbor’s head. 

Because what are they doing?

They are also looking to the right. 

Let’s say that person to your right is your customer. 

In the supply chain, the person to your right (aka your customer) is looking downstream at their customer.

They are looking out ahead at what problems, challenges and frustrations they face. 

Probably losing sleep, trying to figure out what storms are down the road ahead of them.

The only time that they turn around to look at you is when they need your product, service or solution. 

They might ask, “Hey, can you help me on this journey?  I’m looking down the path and it looks rough.”

Taking the time and energy to look over your customer’s shoulder delivers tremendous value with that relationship. 

When you dedicate yourself to helping your customer’s customer your customer will become a customer for life. 

Wow! That was a mouthful. 

So let’s run through an excellent example.

Understanding Customer 

My dear friends at Saniflow serve the market by manufacturing amazing Baby Changing Tables for public restrooms. 

As a manufacturer of baby changing tables, their ideal customer and buyer persona might be an architect, a facility manager, or potentially an interior designer.

However, though the team at Saniflow needs to fully understand the problems, challenges, frustrations, and motivations of their ideal buyers, looking out ahead at their customer’s customer plays an even more critical role. 

Though their ideal buyers might be leading the charge with a new building or renovation, Saniflow takes special focus on the customer’s customer. 

That’s right. 

They look over the shoulder of their customer to see the end-user.

Who is the ultimate target? 

Parents and their precious cargo who use the Baby Changing Tables. 

As a parent, what is more important to you other than your child? 

Especially when out in a public setting with a diaper that needs changed. Immediately. 

Finding a clean, safe and convenient spot to change a wet diaper brings relief and peace of mind to that parent and baby. 

Happy parents and a dry, safe and clean baby play a key role to success for Saniflow. 

The architects, facility managers and interior designer love the premium solutions that the team at Saniflow delivers on a consistent basis. 

Now that is a winning formula. 

So treat every order and buyer as though you dealing with precious cargo. 

Keep looking downstream. 

Make it your mission and purpose to deliver premium solutions with a relentless pursuit that your buyers adore and appreciate. 

Commit to understanding that customer’s customer and then enjoy your massive success. 

Wrapping It Up 

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How Can You Get Soulmates (aka Ideal Buyers) to Say, “You Had Me at Hello”?

The topic for today, how can we get soulmates (aka Ideal Buyers) to say, “You Had Me at Hello”? 

Odds are that you are familiar with the line, “You Had Me at Hello”. 

In 1996, there was a classic romantic comedy called “Jerry Maguire”.

There’s a famous scene where main characters, Renee Zellweger and Tom Cruise are in a tense moment. 

Cruise is apologizing and pleading for her to forgive him. 

He goes on this huge rant and tirade trying to win her back (after messing up like most of us guys do along the way).

Spoiler alert!

When Cruise finally stops talking, Zellweger looks at him and says “You Had Me at Hello”.

Stop Being the Best Kept Secret

Now for any of you dudes out there from the 90s, who saw this classic movie, I know you’re getting a little choked up.

There’s probably a tear in your eye right now when you think about that scene.

C’mon, admit it! 

That movie is also known for another famous scene with Tom Cruise where he is screaming into the telephone “Show me the money”. 

It’s a great movie if you haven’t seen it.

Well, the goal today is how to win over your Soulmates (aka Ideal Buyers) with a “You Had Me at Hello”.

Then turn that connection into a long-term trusting and a mutual financially rewarding relationship.

Okay, I don’t know about you, but there is yet to for someone to ever knock on my door rang or my doorbell to say “hey, are you looking for work? Could I hire you? Can I please give you money?”

We have to get on the offensive to Stop Being the Best Kept Secret and put ourselves out there.

However, it can extremely vulnerable knocking on doors.

It’s not fun being rejected. 

However, as the saying goes, “Closed mouths don’t get fed”. 

Living in the digital age, we are incredibly blessed to easily make powerful connections with awesome peeps. 

Amazing opportunities exist everywhere we look. 

So how can we start connecting and resonating with these folks waiting for us, when we are the Best Kept Secret?

You Had Me At Hello with LinkedIn

A great way to connect in the B2B space is jumping on LinkedIn.

LinkedIn is no longer a nice-to-have, LinkedIn is absolutely mandatory.

At the time of this post, it will be interesting to see what competitor takes its place or what would make LinkedIn obsolete.

Every thriving powerhouse eventually meets its demise (Ex: Kodak, what happen?). 

However, right now at this juncture, it is hard to imagine LinkedIn no longer relevant. 

Let’s discuss how to get on the offensive to put yourself out there.

Get on the offensive with LinkedIn 

So how do you get an ideal customer to say, “You had me at hello?” 

You can drop a note on LinkedIn when you make a connection request. 

While exploring that person’s profile, share a genuine and authentic greeting.

Comment with extreme sincerity about their background and compliment them on their accomplishments. 

For example, check out their profile to see where they went to college, did they serve in the military, and what companies have the worked for in the past. 

In addition, see if you share any interests or hobbies that you can comment on. 

For a greeting, you might just say…

Hi there. Fantastic profile! You’ve built an amazing career. Awesome job!! 

It would be great to join your LinkedIn network. 

Especially since we both share a passion for helping our customers with Digital Transformation Strategies.

Wishing you continued success! 

With a positive greeting like that, you just might have made that person’s day or at least brought a smile to their face. 

Now you have opened the door

However, this is certainly not the time to go into full blown sales mode or smack them with your pitch deck. 

Put yourself in their shoes to see how you can deliver value to their life. 

 This could be an incredible opportunity to share a guide, a resource page, a helpful video, or some valuable piece of free information to let them know that you have their back. 

More importantly, you are someone to trust. 

You could say, “I see you’ve been doing amazing work in your industry throughout your fascinating career. Dropping this helpful free resource to you and would love to explore collaboration opportunities to help keep the fire burning.” 

Coming from a place of curiosity, empathy and trust certainly goes a long way and will have new and exciting soulmates saying “You had me at hello”. 

Wrapping It Up 

Thanks for reading this post. I deeply appreciate it! 

For additional info, check out these helpful posts: 

 

Does Your Team Feel Part of a Worthy Cause…That Creates Misty-Eyed Moments

Does Your Team Feel Part of a Worthy Cause?

Another question to consider…

Does your team get misty-eyed when they see their completed work? 

What am I referring to? 

So glad you asked.

Please allow me to share a quick story…

I once had an experience that hit me like a ton of bricks.

Years ago, I was consulting with a small contract manufacturer.

The company had 40 employees. 

These employees worked hard. Very hard.

These folks were some of the most amazing individuals I have ever met.

Many struggled with a variety of challenges.

Some had done time in jail at one point or another.

Others faced addiction issues that were terribly difficult to overcome. 

Many struggled financially, living paycheck to paycheck.

A number of teammates worked multiple jobs just to get by. 

Yet, these folks possessed incredible work ethic, fighting tenaciously to get ahead.

Well this company was manufacturing components that were installed inside a finished product: ATM machines. 

Their customer provided a completed prototype ATM unit at the company’s facility so they had access to see exactly how it worked.

One particular employee expressed an interest and excitement in seeing the ATM machine which was located in a different building from her station.

This employee is a skilled craftswoman and made a several parts for the ATM machine by hand. 

She was fired up and couldn’t wait to check out this finished product.

Finished Products in Action Create a Worthy Cause 

In particular, she couldn’t wait to see her completed work.

She had worked at this company for 14 years.

Had made literally hundreds of thousands of products over her career.

However, she had never witnessed her work in a finished product. 

She walked over the the building to check out the goods. 

The ATM machine was open so she could finally see her work.

Live in action.

She was just beaming.

She explained that actually seeing her product on a finished item was completely different than just seeing the product as a raw component.

This woman stood looking over the ATM machine grinning ear to ear.

She looked at me, waved her hand and said, “I’m sorry, I’m getting a little misty-eyed.”

She continued to share that it is one thing to hear what your product does or told where it goes, but to actually see it in action was “awesome and overwhelming.”

Witnessing her emotional response and excitement first hand was truly a gift. 

The pride that this woman took in her work was just a thing of beauty.

You couldn’t place a price tag on it.

Enthusiasm is Just as Contagious as Negativity

This particular employee walks to and from work every day.

She always wears a smile on her face, consistently seeking the positive in her department. 

Even when others aren’t feeling as optimistic or even throw out negative comments about the workplace.

This woman always maintains a positive attitude. 

Enthusiasm is just a contagious as negativity.

Fighting off negativity in the workplace is a huge challenge.

Potentially one of the toughest challenges for a business owner.

Especially when employees drop comments such as…

  • “This place is awful”.
  • “I don’t get paid enough.”
  • “Can you believe what the owner did?” 
  • “That’s not my job!” 

As a business owner, unfortunately your every move is under a microscope.

There are always critics.

If you run your business trying to keep everyone happy, you may go out of business trying.

Otherwise simply go insane trying. 

Some days you will feel like you just can’t make anyone happy.

This is why establishing a cause plays a crucial role to building trust.

A goal to try to get everyone to like you most likely is not going to happen.

You cannot control what others think of you or what they say. 

However, focus on building and earning trust. 

Earn someone’s trust and they will join your worthy cause.

Success doesn’t come from sitting in solitary confinement.

It takes a village to build a thriving business. 

Creating and nurturing that village to develop fierce and raving fans who believe in your worthy cause drives success. 

Creating those misty-eyed moments helps your worthy cause to become unstoppable. 

Wrapping It Up 

Thank you for stopping by. 

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What is Your Mission? Because Your Why is Your What

“Your Why is Your What.”

When I heard those words from a mentor, the game definitely changed. 

This evolved into the next question. 

What is your mission? 

If not, let’s dig in. 

What is it exactly that you do?

What problem do you solve?

Do you make or distribute a product?

Provide a service?

To take it one step further, what is your why?

Why does your company exist? 

Your Why is Your What.

When you clearly define your why, that certainly helps clarify your what and your Mission. 

Mission Statement: What is Your Why? 

This may be completely overplayed.

Sorry if this is not original or new to you but this is worth sharing especially if you are unfamiliar with this.

Simon Sinek delivered a fantastic Ted Talk on “How Great Leaders Inspire Action”.

If you have not watched it, please take a moment to watch:

https://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action

It is definitely well worth the 18 minutes to join the tens of millions who have enjoyed this powerful message.

If you have already watched, now might be a great time to revisit and watch again.

In the Ted Talk, Simon discusses the Golden Circle which includes:

  • The what?
  • The how?
  • Your why?

Sinek explores that the key ingredient to business success is not “What you do” or even “How you do it”.

The critical component is your “Why”.

Do You Have a Dream? 

Simon provides several examples where great leaders do an amazing job explaining their “Why”.

He offers three examples with Apple, Dr. Martin Luther King and the Wright Brothers taking flight.

With considering the example of Martin Luther King, it is truly a phenomenon to consider.

In the digital age, getting a message out, joining a cause, or taking a public stand is relatively easy.

Join Twitter, Facebook, Instagram and you are part of like minded individuals who want to fight for a hot social issue.

However, how on earth was Dr. King able to rally 250,000 passionate individuals to Washington D.C. to stand up for equality and civil rights in 1963?

No cell phones or texting.

No Facebook or Twitter.

It is nearly unfathomable that he was able to organize that amount of people at one place, at one time prior to the digital age.

His “why” caught massive momentum.

He then delivered one of the greatest speeches in U.S. history.

Dr. King shared with the live audience and all of America his “I Have a Dream” speech. 

One of the most powerful moments in American History.

Identifying Your Why 

So what is your “dream”?

Additionally, what is your “why”?

Do you have a cause worth fighting for?

It doesn’t need to be as iconic as the three examples that Sinek provides.

Actually for 99.9% of us, it most likely won’t.

We are not all meant to be historical figures defying gravity to take flight, building a trillion dollar company, or able to peacefully rally millions to change society.

However, it’s all relative.

Maybe you are an incredible photographer able to capture the most precious moments for other individuals.

Otherwise, your gift is crunching numbers with the ability to provide the maximum tax return for cash strapped customers during tax season.

On the other hand, maybe you discovered a recipe to make a better burger. 

Additionally, you provide a comfortable and relaxing atmosphere where customers laugh a little harder at your place.

They enjoy themselves a bit deeper.

Customers lose themselves by forgetting their problems and challenges. 

Your why is that you allow customers to escape their stress for a couple hours when they walk in your door.

In other cases, maybe you are the community mechanic that people love to patron.

You are not only the best around but you also have established trust by delivering killer customer service that is unbeatable.

Maybe you have a unique talent styling hair making individuals feel amazingly beautiful when they walk out your door.

Regardless of the product or service, you are selling one thing and one thing only….

Trust! You are selling trust!

Basically, we are all selling trust. 

In the case of a hair stylist, you sell the opportunity that your customers will feel more confident after you are done with them.

With that in mind, are you a hair stylist or are you a confidence builder?

Your customers are invincible when they leave your establishment.

This could be said the same for many if not most entrepreneurs. 

As a consultant, coach, retailer, manufacturer, professional or service provider, you are also selling trust. 

Additionally, your customers attach their comfort and confidence level to you and your business. 

As an accountant, attorney, or financial planner you provide the confidence that your customer is better off each time they walk out your door (physically or virtually). 

If you provide products as a retailer or even a manufacturers, for every transaction, you are selling a level of trust and confidence. 

Not everyone is going to completely disrupt a market.

However, what if you completely disrupt your market?

Your city and your community.

Your industry. 

With unapologetic superior service, people will love handing over their hard earned money to purchase your product or service.

So if you have never really thought about it before, take a deep dive into what is your “why”?

What is the cause that you are fighting for?

What is your mission?

Let’s dig into your mission. 

You may not believe in mission statements or feel they are overrated.

However, here is something to consider.

Let’s go bare bones basic.

What is your elevator pitch?

You might say, wait I am not raising money.

I’m not going on Shark Tank or approaching venture capital, so why do I need an elevator pitch?

So, let’s pretend you were riding the elevator with a total stranger.

You offer each other pleasantries and as they are about to walk off you are asked the common question, “what do you do”?

What is your profession?

What problem do you solve?

How do you contribute constructively to society and make the world a better place?

Why do we want to know?

Are we trying to establish are they better than us?

Or is it simply genuine curiosity?

As an entrepreneur, you are most likely asked that infamous question frequently.

Regardless the motive, as the person is getting off the elevator, how do you answer?

Do you have the one sentence response?

The killer statement where the person walking off the elevator will know exactly what you do. 

Can you recite your mission statement?

If you do have one, are you comfortable sharing it with a total stranger?

Is it short?

Concise?

Straight to the point?

Could it fit in a T-shirt?

A bumper sticker? 

Or is a long diatribe describing customer satisfaction, high quality, competitive prices and saving the world from environmental decay.

Can you drop the bomb in a few words, so this stranger smiles, high-fives you and leaves you with the elevator doors closing knowing exactly what you do? 

They now not only know your what, but they also now know your WHY. 

Mission Statement = Your Why 

Let your mission statement become your mantra.

Your M.O. 

Once I found my mission statement and my why, I shared it with everyone. 

I told anyone who was involved in the company.

Customers. Soulmates. 

My staff. My accountant.

The UPS driver.

The garbage collector.

My minister. My friends.

Vendors. Workout partners.

My dog. 

When you commit to a cause, you search for others to surround you and join the fight. 

You find yourself saying, “You are either with us or against us.” 

For example, I recited it before every staff meeting.

It was printed at the top of every agenda.

The mission statement and our Why became such a powerful tool.

Especially when faced with a critical company decision to make.

For example, every time the conversation was towards expanding our product line or any other major decision, we asked ourselves, “does this decision fit the mission”?

Will this investment help us accomplish our goals?

Can we realistically see a healthy ROI in a timely manner?

Does it strengthen our Why? 

So what is your mission?

What is your war cry?

Can everyone involved in your company easily explain what your company does in a few short words?

Could they recite the company mission?

Can they describe your “why”?

Could they quickly provide the elevator pitch before that total stranger walks off the elevator?

More importantly, would the stranger on the elevator fully understand your business and your why as they walk off? 

Wrapping It Up 

Thanks for reading this post. I deeply appreciate it! 

For additional info, check out these helpful posts: 

Guess What People Love to Talk About?…Themselves

Answer: Themselves. 

Question: Guess What People Love to Talk About?

In a previous post, we discovered every person’s favorite word on the planet:

Their name. 

We also uncovered that everyone has a favorite radio station:

WIIFM (What’s in it for ME). 

With all of this in mind, guess what subject people love talking about? 

You guessed it.

Themselves.

So as you are out hunting business relationships, let’s focus on earning the trust of those people that are just not going to automatically give it to us.

Allowing others to share their stories, discuss their experiences and expertise certainly serves as an excellent strategy to build trust. 

How could you do this?

Allowing customers, clients, soulmates, prospects or anyone else that you are eager to serve, let them talk about themselves. 

An incredibly valuable lesson learned was to commit to asking great questions. 

Asking excellent questions will help you obtain the relevant information necessary to move the relationship forward. 

Being genuine, authentic and intentional with drilling deep into the frustrations, challenges, motivations and goals of your soulmate provides you with priceless information. 

What if you shine a bright light on your prospects and ideal customers?

Think of all the things that you could do to showcase their skills instead of trying to sell them.

A few fun strategies for soulmates to share about themselves to consider: 

  • What if you created an article or blog post about your prospect? 
  • How about putting out a social media post highlighting all of their superpowers?
  • What if you offered a podcast and you interviewed this person to discuss their greatness?

Starting with building the relationship, earning trust and helping your soulmate win the game delivers powerful results. 

Understanding their challenges is just going to make that relationship so much stronger.

Therefore, are you able to communicate clearly that you understand their needs and frustrations without coming across salesy?

What if you contact them and said, “I would love to help you” instead of “will you please buy from me”?

Reach out to your soulmate to say…

  • “Just wanted you to know that I have your back.”
  • “I am eager to help you be the hero of your story.” 
  • “I understand your frustrations and challenges.”
  • “Our team has vast experience, knowledge and expertise with the exact problem that you are facing.”
  • “Having a trusted guide by your side on this journey will make your life so much easier.”
  • “We are dedicated to helping you achieve your Why.” 
  • “Let’s roll up our sleeves and help you out the ball in the end zone, cross the finish line, hit a home, win the game (or any other sports analogy you you feel fits best). 

Stop Being the Best Kept Secret 

 

Wouldn’t it be Awesome to be Someone’s Hero? Even Just for One Day

Wouldn’t it be awesome to be someone’s hero? 

Even just for one day?

Yes, for those of you of a certain age, I am stealing (I mean borrowing) David Bowie’s famous line from his smash hit song “Heroes”. One of my all time favorite songs. 

So, wouldn’t it be great to be somebody’s hero today?

Whether a complete stranger, a friend, colleague, co-worker, customer, a loved one, spouse,  your kids, or whoever.

How could we be a hero for just for one day?

Well, let’s talk about being a hero to a person who you don’t know.

By simply wearing a beautiful smile on your face, you could make a huge difference. 

Whether it’s a cashier at the grocery store, somebody at the gas station, or a clerk checking you into a hotel.

Even if you’re not having the best day.

Well, maybe they’re having a really bad day as well. Even worse. 

Flashing your pearly whites with a radiant and glowing smile could mean a huge difference to the person on the other side. 

Along with a friendly, “Hey, how are you?”

“Happy Tuesday (or happy whatever day it is). You look awesome today. How’s your day going?”

Just think how that simple act of kindness could brighten someone’s day.

To change gears, let’s talk about that a customer, a colleague, a friend, or a prospect. 

How could we be a hero, even just for one day?

My friend Greg Mischio, the founder of Industrial Marketing firm Winbound, does an amazing job of highlighting and shining a bright light on his colleagues with killer blog posts.

Greg will gather quotes from a group of different marketers in his space.

Even some people that he might even cross over or  potentially compete with. But in an extremely selfless and humble manner, Greg will just rant and rave about others. 

For example in this post, 14 Ways to Get Access to Subject Matter Experts and Create Exceptional Content

Another excellent example…

Damon Pistulka, co-founder of Exit Your Way offers his Faces of Business twice a week where he highlights rock stars and heroes in different sectors. Damon does a fantastic job allowing guests to share their value and solutions that they deliver to the market.

This is an extremely positive and powerful way to be somebody else’s hero by offering a platform to talk about themselves.

Especially since what is every person’s favorite topic on the planet? Themselves?

Why not be that hero?

Be their hero and let them talk about themselves allowing them to escape from any of the problems and challenges they face. 

Let them talk about their strengths, their opportunities, and how they save the day for others with their superpowers.

You could put it on a blog post, a video, podcast or even a social media post. 

So put on your cape. 

Leap tall buildings with a single bound. 

Smile bright. 

 Just let them know of how great and wonderful they are.

Be a Hero, even just for one day. 

 

Wrapping It Up 

Thank you for stopping by. 

Click these helpful links below: 

Manufacturing Monday Motivation

Manufacturing eCommerce Success 

Stop Being the Best Kept Secret