I have recently developed this 3-part formula for success. Let me know what you think.
Draw an equilateral triangle. Label each corner “Action”, “Learning”, and “Service.” Place a dot in the center.
1. Actions define successful businesses. Founders and anyone cited in a history book have one trait in common: an obsessive focus on action. Score yourself 1 (low) to 10 (high) on the question “How action oriented am I?” If you are unsure, focus on actual results, rather than intentions.
2. Learning leads to failure, and failures lead to success. I track “Learnings” in digital folders and update them regularly. I regularly attend conferences and take on projects so that I can fail, faster. Yesterday I had lunch with a consultant who repeated the same points I heard him make 12 months ago. He is not learning much. I cut the lunch short and moved on. Score yourself 1 (low) to 10 (high) on the question, “How much am I learning?” Learning is a messy process. If you are not tracking your learning, you are probably repeating ineffective old patterns.
3. Service is a measure of your relationship with others. Humans are social animals. We yearn for relationships. We exist to serve others- clients, loved ones, communities, goals… The most impact-ful businesses track user engagement. The best nonprofits, like Rotary, reward service above self. Score yourself 1 (low) to 10 (high) on the question, “How well am I serving others?” If you are unsure, ask your clients or loved ones. Or solicit more clients.
Now place your scores on the triangle you created. Use the dot to represent 1 (low) and let the corners represent 10 (high.)
What do you notice when you study your self-assessment triangle?
Where do you need to invest energy and resources?
Who can help you develop ?
You may know that action learning is a methodology, using cross functional teams of 4-8 people to solve a key problem. They are tasked with breakthrough, and with a short deadline such as 6 months. They require executive sponsorship and some resources. But the action learning process is a small investment with proven ROI.
In Europe and Australia, the Action Learning methodology is thriving. In the U.S. there is less adoption. One reason for that lagging adoption may be the fact that the business environment does not encourage accountability between cross functional teams. Yet.
We provide individual and team accountability.
How are you planning to share this Action + Learning + Service = Success Formula with others?
Did you know that over 90% of apps are downloaded once, then not used again? That fact bothers me.
We have technology that enables us to BUILD relationships. Look at the use of Linked In and internal social sites for business development. Look at our ability to schedule tasks, and calendar priorities, and key performance indicators… However, lazy people complain about the accountability of Salesforce or any Customer Relationship Management (CRM) system. Or they may complain that investing in technology is like investing in a money black hole, where the value is indistinct and endless. That fear bothers me.
We use technology to build relationships.
Image of apps on any device with a browser
Last week I met with2 attorneys tasked with generating $1.5MM annually for their firm. They stated, “The #1 priority for us is business development. We talk about cross-selling. But we rarely do it.” Like any firm with specialized skills, they track billable time (BT) and working time (WT).
I asked, “How valuable would it be for you to develop new business with your existing clients in other practice groups throughout the firm?”
They said, “Invaluable. If you can help us develop new business you will solve a massive problem.”
During lunch, I shared an app that I had created for them. They downloaded it immediately. Their comments were like popcorn: “This is a no brainer. We can start with our practice group. Imagine monthly business development workshops at the larger offices. Teams of 3-4 pay $100 to play for the day in a business development contest. Each team member must be in a different practice group. Corporate finance will be forced to talk with real estate, or environmental, or product liability. Those teams will upload content throughout the day. And answer questions based on a client case study. And populate or CRM system on Sharepoint. And then at 4:00 we will score the teams on a question like “Which of these teams is most likely to generate new business for our firm?” Recurring monthly business development workshops. Facilitators in the conference room for scheduled BD sessions. Technology designed to build relationships.”
What is the value to you and your company? $500,000 in new services? $1MM? More?
We provide business development consulting expertise, and customized technology that forces your team to use technology to build relationships.
FYI in 2007 I submitted the following articles to Horsesmouth.com, a digital library designed to accelerate business development for financial advisors.
You can apply any of these articles to your business or service.
1. 10 Tips for Distinctive Client Service Distinctive client service separates you from everyone else who talks about professionalism but doesn’t deliver on it. Take action with these 10 tips from a recognized, distinctive financial professional.
3. How to Act With Courage Excellence springs from courage, but not everyone chooses to be brave. These advisors share how and why they acted with courage, and how it benefited their business. Consider their insights into the nature of courage, and start using it to build your business, too.
4. 5 Keys to Solid Cold-Calling Performance If your prospecting strategy requires you to consistently make outbound calls, you must pay attention to these five vital elements of a strong cold-calling practice.
5. Customer Delight: 8 Tips for Creating It This top producer creates more than customer satisfaction. He creates customer delight. You can too, with these eight tips.
Call me at 704.895.6479 to discuss HOW you can apply these great ides to your business!
www.SlideShare.net is a library of free presentations from “expert contributors.” Once you contribute, you are then an expert. De facto.
Spend some time poking around the search function. Note the variety of topics. Find your topic. Then imagine how you can add your expertise to the submissions already there. The following details may change at any time, so here you go.
I will use the example of “Emotional Intelligence” for two reasons, 1) I have given dozens of trainings to hundreds of business leaders using this content, and 2) I now have over 1,000 followers on slideshare. Check out http://www.slideshare.net/dwg1/emotional-intelligence-101
1. Create something of value. Use Powerpoint or Keynote. Make sure that it is original.
2. For images, do a search such as “image my subject area” or “image emotional intelligence.” Select an image that you like. Click on “view in original image.” Copy and edit as you see fit.
3. Edit the content. Your goal is to present yourself as a polished expert. Typos are inexcusable. Share your content with an audience or critical people. Incorporate their edits.
4. Create a channel at www.slideshare.net. Give it a clever name. For instance, my channel is “Gray Matters” because my last name is Gray, and I wanted to be clever, as if the size of our brains actually matters. (Neural activity is what matters…) Consider how you want to promote your business… Then add a description to your company and a link to your homepage.
5. Upload your valuable content. Click the “Upload” button on the top of your page. Pretty simple. There are probably instructional tutorials on YouTube if needed.
6. Then SHARE your content with your clients. And post onto your blog. And share on ALL social media. Invite people to download and share. Create a contest and reward the person who shares your content with the most people…
7. Then ADD another valuable presentation. For instance, in 2010 I was asked to speak on “How to Move from Passion to Action” recently after publishing my book, Passionate Action; 5 Steps to Creating Extraordinary Success in Life and Work (2007). That SlideShare content is at http://www.slideshare.net/dwg1/serving-with-passion-11210
8. Then add another valuable presentation as your expertise expands. For instance, in 2013 I was recently asked to speak on business changes in the Affordable Care Act. That presentation led to a closed session event. And videos. The content is now at http://www.slideshare.net/JITCoach/healthy-living-business-62713
Periodically, add value to your customers by linking to your SlideShare content so that they know your areas of expertise.
Accountability is a hard task. Most people hate it. Most salespeople really hate it. Most software, like Salesforce or Act or the latest app, is a pain to use. You can use this excel spreadsheet, or a pad of paper. Start now.
Accountability determines success. The three top words in sales are “relationships, relationships, relationships.” Use the attached format to build relationships, be strategic, provide value. Or not.
These 4 roles determine sales: champions, economic buyer, technical users, consumers. You need all 4. Complex sales evolve. They only succeed when you focus on all 4 roles.
All successful sales people have accountability metrics and teams. Do you?
Call me at 704.895.6479 or contact us or subscribe today.
Recent Comments