Can you read a picture? Is a picture really worth a thousand words? Could it have been 500 or 250 words instead? Who in their right mind would sit down and count how many words describes a picture? Where in the world did the phrase “A Picture Is Worth A Thousand Words” come from?
The famous quote, "A picture is worth a thousand words," is one that we have all heard so often that it has truly become a cliché. Although it was originally attributed to Confucius, who lived over 2000 years ago, it was actually the work of a modern-day marketing genius.
First, the quotation was incorrectly translated as “One Picture Is Worth A Thousand Words.” Literally, the translation was “One Picture Is Worth Ten Thousand Words.” It is believed to be a Chinese proverb, which later turned out to be bogus. The phrase was coined by Fred R. Barnard, who promoted the use of images in advertisements appearing on the sides of streetcars. Apparently he called this quote a Chinese proverb, so that people would take it seriously. It’s not surprising that this proverb was immediately associated with and credited to Confucius. This was an interesting marketing ploy, but no doubt one that proved to be successful.
Business is a competitive sport. There can only be so many sales, so much profit, and only so many customers. That means that all businesses who want to have continued success have to focus their energy on creating a corporate image and identity that will attract customers. Think of those companies with the easy to recognize slogans...do you picture their logo when you hear their name? Nike's Just Do It and the swoosh...Allstate's "You're in good hands" and the drawing of the cupped hands...Your corporate identity is the first impression your customers will have on you. It can either make or break your company.
We all have mini-billboards in our pockets. Take a look at the cards in your card file. Which ones stand out from the rest? Usually it is the ones with a logo that makes sense as a match for the company along with well spaced contact information.
You have to start thinking of brochures and business cards as a personal ad you hand directly to customers. Think of a letter as an ad that comes to your potential clients in the mail. When you create marketing materials, make sure all letters, envelopes and business cards have your corporate logo on it. This consistency and professionalism will enhance your credibility. Plus, when a client sees your logo over and over, on your business card, flier and letterhead, they will be more likely to remember you in the long-run. So, a strong visual identity is an important building block for your overall corporate identity.
If you have yet to create your logo, get it done as soon as possible, and get it done by a professional, and it just so happens that we have a professional among us. An amateur logo can hurt your business as much as a good one might help. A corporate identity and logo designed especially for your business needs can attract great business to your company. As part of your overall company brand-building strategy, a good logo is a key piece of the puzzle.
Working Words of Wisdom
"A picture is worth ten thousand words." ~ Fred R. Barnard
Tuesday, August 25, 2009
Tuesday, August 11, 2009
Building a Brand: The Right Tagline
Keep reading for a challenge! I will pick a winner when I return and announce it at the August 26th meeting!
Rhonda Abrams is a columnist with USA Today and wrote an article called "The Right Tagline Can Go A Long Way" back in 2006. I thought that it had just the right message, so I have exerpted some of that here.
Here's a quiz. Can you name the companies associated with the following taglines?
• "Just do it!"
• "The world on time."
• "Breakfast of champions."
• "Melts in your mouth, not in your hands."
Congratulations! You probably guessed all four. That's because an effective tagline or advertising slogan becomes so closely identified with a business, you typically don't need to mention the company's name. Of course, these companies — Nike, FedEx, Wheaties, M&M's — spent tens of millions of dollars advertising these slogans.
But it doesn't take a multimillion-dollar advertising budget for you to create an effective tagline. In fact, a good tagline is one of the least expensive forms of marketing you can develop and use.
If you don't have a tagline for your company or products — and most of us don't — it's time to sit down and come up with one. That's because a well-conceived tagline makes it easier for customers both to remember your company's name and to think positively about why they should use your products or services.
Of course, if you've got a big budget, you could hire an advertising agency to devise a tagline, but few of us have that kind of money. Instead, get some of your creative employees, friends or family members to help you devise a one.
The keys to an effective tagline are:
• It's short and easy to remember.
Keeping a tagline short seems like an obvious step, but trust me, it's not. A tagline must say something about your company but not everything. If it's too long, people can't remember it. It will be a challenge, but boil your tagline down to its essential core message.
• It conveys what's special about you.
This is perhaps the most important element of a good tagline — it helps customers know how to distinguish you from competitors. Avis' "We Try Harder" tagline was effective because it turned one of the company's disadvantages (the fact Avis was not the market leader) into an advantage. The Avis slogan made it seem as if competitors were slacking off on the job.
If you serve a specific or niche market, you can focus your tagline on that. "Legal services for the real estate industry" may seem boring, but it can be an effective tagline if you're an attorney specializing in real estate deals. Remember, a tagline doesn't have to be memorable to everyone to be effective — just those you want as customers.
• It conveys something you want potential customers to remember or feel.
Why is "Just Do It" such an effective tagline for Nike that it's lasted for nearly 20 years? Because it conveys an attitude that Nike wants associated with its products. It both empowers and encourages customers' athletic aspirations. When a tagline succeeds in conveying a feeling, it strengthens the emotional bond between you and your customers.
• You use it repeatedly and prominently.
Once you've chosen a tagline, use it all the time. Naturally, you should use your tagline on all your marketing materials, throughout your website, and in every bit of advertising you do. Don't forget to put it on your business cards and use it as a tagline at the bottom of every e-mail in your "signature."
A tagline is an easy and inexpensive tool to enhance the image and message of your company. Every company should have one. So today, instead of merely thinking about developing a tagline, go ahead, eat your Wheaties, try harder, and just do it.
Rhonda Abrams is author of The Successful Business Plan: Secrets & Strategies and president of The Planning Shop, publishers of books and other tools for business plans. Register for Rhonda's free business planning newsletter at www.PlanningShop.com. Copyright Rhonda Abrams 2006.
The Don'ts of Tagline Creation
Rhonda Abrams is a columnist with USA Today and wrote an article called "The Right Tagline Can Go A Long Way" back in 2006. I thought that it had just the right message, so I have exerpted some of that here.
Here's a quiz. Can you name the companies associated with the following taglines?
• "Just do it!"
• "The world on time."
• "Breakfast of champions."
• "Melts in your mouth, not in your hands."
Congratulations! You probably guessed all four. That's because an effective tagline or advertising slogan becomes so closely identified with a business, you typically don't need to mention the company's name. Of course, these companies — Nike, FedEx, Wheaties, M&M's — spent tens of millions of dollars advertising these slogans.
But it doesn't take a multimillion-dollar advertising budget for you to create an effective tagline. In fact, a good tagline is one of the least expensive forms of marketing you can develop and use.
If you don't have a tagline for your company or products — and most of us don't — it's time to sit down and come up with one. That's because a well-conceived tagline makes it easier for customers both to remember your company's name and to think positively about why they should use your products or services.
Of course, if you've got a big budget, you could hire an advertising agency to devise a tagline, but few of us have that kind of money. Instead, get some of your creative employees, friends or family members to help you devise a one.
The keys to an effective tagline are:
• It's short and easy to remember.
Keeping a tagline short seems like an obvious step, but trust me, it's not. A tagline must say something about your company but not everything. If it's too long, people can't remember it. It will be a challenge, but boil your tagline down to its essential core message.
• It conveys what's special about you.
This is perhaps the most important element of a good tagline — it helps customers know how to distinguish you from competitors. Avis' "We Try Harder" tagline was effective because it turned one of the company's disadvantages (the fact Avis was not the market leader) into an advantage. The Avis slogan made it seem as if competitors were slacking off on the job.
If you serve a specific or niche market, you can focus your tagline on that. "Legal services for the real estate industry" may seem boring, but it can be an effective tagline if you're an attorney specializing in real estate deals. Remember, a tagline doesn't have to be memorable to everyone to be effective — just those you want as customers.
• It conveys something you want potential customers to remember or feel.
Why is "Just Do It" such an effective tagline for Nike that it's lasted for nearly 20 years? Because it conveys an attitude that Nike wants associated with its products. It both empowers and encourages customers' athletic aspirations. When a tagline succeeds in conveying a feeling, it strengthens the emotional bond between you and your customers.
• You use it repeatedly and prominently.
Once you've chosen a tagline, use it all the time. Naturally, you should use your tagline on all your marketing materials, throughout your website, and in every bit of advertising you do. Don't forget to put it on your business cards and use it as a tagline at the bottom of every e-mail in your "signature."
A tagline is an easy and inexpensive tool to enhance the image and message of your company. Every company should have one. So today, instead of merely thinking about developing a tagline, go ahead, eat your Wheaties, try harder, and just do it.
Rhonda Abrams is author of The Successful Business Plan: Secrets & Strategies and president of The Planning Shop, publishers of books and other tools for business plans. Register for Rhonda's free business planning newsletter at www.PlanningShop.com. Copyright Rhonda Abrams 2006.
The Don'ts of Tagline Creation
- Don't brag or engage in chest-beating. Talk to the customer and not yourself.
- Don't participate in tagline fads. Avoid formulas and plays on words based on popular sayings
- Don't use one-word taglines.
- Start with a creative brief: a one page document that identifies:- Your goal- Your target- Your most compelling attribute
- Translate your brand promise into a tagline filtered through your brand personality.
- Decide on a voice, face, personality, and attitude of your brand.
- Find a professional to help you develop a good tagline
- Once you get a tagline, commit to it and put it on everything you do.
And an easy way to think about it? Focus on your TARGET audience, your position. What is their PROBLEM? What is your SOLUTION? You only have 7 words or less to define both the PROBLEM and the SOLUTION. Go.
Working Words of Wisdom
"It is an immutable law in business that words are words, explanations are explanations, promises are promises but only performance is reality." ~Harold Geneen
BNI POINT TO SUCCESS CHALLENGE!
Write a comment in response to one of the following:
1) What is your current tagline? What do you like or dislike about it?
or
2) If you could create a tagline for anyone in our group (you or someone else), what would it be?
Have fun with it!
Tuesday, August 4, 2009
Building Your Brand: Determine Position
(adapted from an article by Amy Kennel entitled Step By Step Marketing: 5 Steps for Building Your Brand)
Some of the most well-known companies in the world owe their success to building strong brands. They have accomplished this by working to create a brand that consistently defines who they are and what value they provide their customers. A brand is more than just a swoosh and a "Just do it"...branding defines who you are, what value you communicate, how you're different from others offering similar products and services, and why people should choose you over your competition. Your brand is important to your business because it is:
Case in point...I used to think that every woman walking down the street should be wearing my jewelry. And shortly after joining BNI I realized that the men in the group sought out my servies far more than the women did. I satisfied a need that they had to get it right with their significant other. And then I came to the realization that my jewelry is not for everyone. I believe that the ideal audience for my jewelry is an upwardly mobile, double income woman or man who appreciates art, values individuality and is expressive with their personal style. But I also believe that my business appeals to those who have a specific budget in mind and want something to express their unique style without breaking the bank. And recently I have been studying my competition and I can safely say that my jewelry is created with more heart and vision and is finished with a great attention to detail and finishing techniques that my competition just doesn't take the time to do.
That is the position of Tesori Trovati Jewelry.
What is your position? This week I challenge you to clarify your position on the path to your branding. Do tell what you have learned about defining your postion in the comments.
Working Words of Wisdom
A person who aims at nothing is sure to hit it.
Some of the most well-known companies in the world owe their success to building strong brands. They have accomplished this by working to create a brand that consistently defines who they are and what value they provide their customers. A brand is more than just a swoosh and a "Just do it"...branding defines who you are, what value you communicate, how you're different from others offering similar products and services, and why people should choose you over your competition. Your brand is important to your business because it is:
- the verbal and visual expression of your business;
- the shortest and quickest way to communicate with existing and potential clients;
- the easiest way to create and increase awareness about your business; and
- memorable, meaningful, differentiated, sustainable and valuable.
Each of the BNI members in this room has a distinct BRAND whether you realize it our not. And strengthening your brand with the other members, your BNI sales staff, can lead you to even greater success. Following are the first of 5 steps to building a better brand.
Step 1: Determine your position.
Answer this question...who are you and how are you uniquely suited to serve the needs of your clients? The answer to that question is your position. Your position is the place you wish to occupy in the mind of your defined target audience.
Each week the most successful among us at getting referrals passed are the ones who have a target audience in mind. Not just a 'somebody' or 'anybody' but a specific person. The same is true for determining your position. It's important to identify a target audience versus marketing to the masses.
Case in point...I used to think that every woman walking down the street should be wearing my jewelry. And shortly after joining BNI I realized that the men in the group sought out my servies far more than the women did. I satisfied a need that they had to get it right with their significant other. And then I came to the realization that my jewelry is not for everyone. I believe that the ideal audience for my jewelry is an upwardly mobile, double income woman or man who appreciates art, values individuality and is expressive with their personal style. But I also believe that my business appeals to those who have a specific budget in mind and want something to express their unique style without breaking the bank. And recently I have been studying my competition and I can safely say that my jewelry is created with more heart and vision and is finished with a great attention to detail and finishing techniques that my competition just doesn't take the time to do.
That is the position of Tesori Trovati Jewelry.
What is your position? This week I challenge you to clarify your position on the path to your branding. Do tell what you have learned about defining your postion in the comments.
Working Words of Wisdom
A person who aims at nothing is sure to hit it.
Friday, July 31, 2009
Making Testimonials Work for You
Why Testimonials Increase Business
(text taken from an article entitled Get the Most From Your Written Testimonials by Dr. Ivan Misner on Entrepreneur.com)
Testimonials carry a level of credibility because they come from someone who has direct experience with your product or service. Consumers generally place more trust in testimonials than they do in a business's marketing message. They believe that the average person is unbiased and has nothing to gain from providing a testimonial. The business stands to gain--or lose--everything, so its own words are seen as less trustworthy.
Recognizing consumers' skepticism, some businesses make a practice of asking for customer testimonials. Ditto for businesses that serve other businesses. If anything, a business can be an even more demanding customer than an individual consumer because it has its own reputation and ability to function at stake. Thus, a written testimonial on professional letterhead from one business to another is a powerful word in your favor, especially if the business represented on that letterhead is highly credible.
Asking for Testimonials
Make it standard practice to ask clients (or other contacts) for testimonials. At what point in the sales cycle should you ask? This is a tricky question, but in general, don't ask for any testimonial before it's time--which may be before, during, or after the completion of a sale or project, depending on your client, your product or service, and your own needs.Let's say that one month before finishing a project, you call your client to ask how things are going. The client tells you she's very happy with the results and that her life or business has changed for the better because of your product or service. At this point, your testimonial detector should be pinging loudly. It's the right time to make your pitch: "That would be a great thing for other people to know about my company. Would you be willing to write me a testimonial on your company letterhead by the end of the week?" If the answer is yes, the next step is to coach your client in writing a testimonial that fits your needs.
Guiding the Content
Ask your client to tell why she chose to work with you, how she benefited from your products or services, how you solved a problem for her, and what other people should know about your business. What things are most people concerned about when using a business like yours? Ask her to address those issues. Don't be afraid to offer suggestions; you'll make it easier for her to write an appropriate testimonial, and the result will be more valuable for you.
Displaying Testimonials
Written testimonials can be used in many ways to enhance your credibility and set you above your competition--on your business's website, for example. Some websites have them strategically sprinkled throughout so there's at least one testimonial on each page. Others have a dedicated page where a browser can view several testimonials at once. Either way, scan each testimonial to keep it with its letterhead. This will enhance its credibility--and yours.
If your business attracts a lot of walk-in clients, it's helpful to display your written testimonials, each encased in a plastic sheet protector, in a three-ring binder labeled "What our customers say about us" or "Client Testimonials." Keep this binder on a table in your reception area, where your customers can browse through it while they're waiting for services. It's a good way to connect with your prospects and enhance your relationship with clients.
Another way to stand out from the competition is to include testimonials with your business proposals. This strategy works best if you have a wide variety to choose from; you can include a section of testimonials that are most relevant to a specific proposal.
Updating Your Testimonials
Finally, review your testimonial file or binder at least every two to three years to identify testimonials that are no longer valid or credible. Specifically, you may want to discard or re-file a testimonial that:
Is from a company that's no longer in business
Is/was written by someone who has left the company
Represents a product or service that you no longer offer
Has begun to turn yellow with age
Needs to be updated with new statistics from the customer
Now that you understand what testimonials can do for your business, try asking for three written testimonials on company letterhead this week. Make it easy for your advocates--specify what you would like their testimonials to cover, based on what you know of their satisfaction or successes from using your product or service. Ask for them to be typed on company letterhead, signed and submitted by a certain date.
One more thing: Remember the law of reciprocity. If you want to truly motivate someone to write you a testimonial, write one for him or her first.
Working Words of Wisdom
"The only way to know how customers see your business is to look at it through their eyes."
~Daniel Scroggin
(text taken from an article entitled Get the Most From Your Written Testimonials by Dr. Ivan Misner on Entrepreneur.com)
Testimonials carry a level of credibility because they come from someone who has direct experience with your product or service. Consumers generally place more trust in testimonials than they do in a business's marketing message. They believe that the average person is unbiased and has nothing to gain from providing a testimonial. The business stands to gain--or lose--everything, so its own words are seen as less trustworthy.
Recognizing consumers' skepticism, some businesses make a practice of asking for customer testimonials. Ditto for businesses that serve other businesses. If anything, a business can be an even more demanding customer than an individual consumer because it has its own reputation and ability to function at stake. Thus, a written testimonial on professional letterhead from one business to another is a powerful word in your favor, especially if the business represented on that letterhead is highly credible.
Asking for Testimonials
Make it standard practice to ask clients (or other contacts) for testimonials. At what point in the sales cycle should you ask? This is a tricky question, but in general, don't ask for any testimonial before it's time--which may be before, during, or after the completion of a sale or project, depending on your client, your product or service, and your own needs.Let's say that one month before finishing a project, you call your client to ask how things are going. The client tells you she's very happy with the results and that her life or business has changed for the better because of your product or service. At this point, your testimonial detector should be pinging loudly. It's the right time to make your pitch: "That would be a great thing for other people to know about my company. Would you be willing to write me a testimonial on your company letterhead by the end of the week?" If the answer is yes, the next step is to coach your client in writing a testimonial that fits your needs.
Guiding the Content
Ask your client to tell why she chose to work with you, how she benefited from your products or services, how you solved a problem for her, and what other people should know about your business. What things are most people concerned about when using a business like yours? Ask her to address those issues. Don't be afraid to offer suggestions; you'll make it easier for her to write an appropriate testimonial, and the result will be more valuable for you.
Displaying Testimonials
Written testimonials can be used in many ways to enhance your credibility and set you above your competition--on your business's website, for example. Some websites have them strategically sprinkled throughout so there's at least one testimonial on each page. Others have a dedicated page where a browser can view several testimonials at once. Either way, scan each testimonial to keep it with its letterhead. This will enhance its credibility--and yours.
If your business attracts a lot of walk-in clients, it's helpful to display your written testimonials, each encased in a plastic sheet protector, in a three-ring binder labeled "What our customers say about us" or "Client Testimonials." Keep this binder on a table in your reception area, where your customers can browse through it while they're waiting for services. It's a good way to connect with your prospects and enhance your relationship with clients.
Another way to stand out from the competition is to include testimonials with your business proposals. This strategy works best if you have a wide variety to choose from; you can include a section of testimonials that are most relevant to a specific proposal.
Updating Your Testimonials
Finally, review your testimonial file or binder at least every two to three years to identify testimonials that are no longer valid or credible. Specifically, you may want to discard or re-file a testimonial that:
Is from a company that's no longer in business
Is/was written by someone who has left the company
Represents a product or service that you no longer offer
Has begun to turn yellow with age
Needs to be updated with new statistics from the customer
Now that you understand what testimonials can do for your business, try asking for three written testimonials on company letterhead this week. Make it easy for your advocates--specify what you would like their testimonials to cover, based on what you know of their satisfaction or successes from using your product or service. Ask for them to be typed on company letterhead, signed and submitted by a certain date.
One more thing: Remember the law of reciprocity. If you want to truly motivate someone to write you a testimonial, write one for him or her first.
Working Words of Wisdom
"The only way to know how customers see your business is to look at it through their eyes."
~Daniel Scroggin
Wednesday, July 22, 2009
A Procrastination Inoculation
Is anyone here suffering from the procrastination syndrome? You have so much to do and there are so many beautiful fluffy clouds rolling by outside the window you find yourself just staring? (Oh. Then it is only me?)
Wouldn't it be great if you could get an immunization against the age-old syndrome of waiting until the last minute? Putting off 'til tomorrow what you should do today? A procrastination inoculation?
This article was posted on a blog that I like to frequent called ZenHabits.net. Chock full of inspiring and useful tips for your life, ZenHabits always has something profound to say. I have a measly 126 followers. ZenHabits boasts well over 127,000. So I kind of think that when this author speaks (i.e., writes), I should listen (i.e., read). Following is a guest article that was written by Karen Leland author of Time Management In An Instant.
10 Ways to Give Yourself a Procrastination Inoculation
You know what you need to do. You know why you need to do it. You even know what steps you must take to get it done. But there’s one small problem: you can’t seem to get moving. It’s a common problem. Maybe it’s chronic procrastination or maybe you’re just so overwhelmed that you feel paralyzed. Either way, the task you must complete is just sitting there, gathering metaphorical (or perhaps literal) dust, and growing more ominous by the day.
A recently study by Dr. Piers Steel, a professor at the University of Calgary concluded that procrastination is on the rise. According to Steel’s research, in 1978 about 15 percent of the population were considered moderate procrastinators. Today that number is up to 60 percent, a four-fold increase. While procrastination is to some degree a natural phenomenon and can’t be completely eradicated, you can use the following ten strategies to to get in the habit of getting things done.
1. Take advantage of your power hours. Are you an early riser who tackles your morning to-do list with all the gusto of a bear eating honey? Perhaps you’re a night-owl and crank through your most pressing projects at 11:00 p.m.?
Either way, knowing and taking advantage of your natural energy patterns will help you steer clear of procrastination by using your power times to tackle the projects you find most challenging.
2. Focus for five minutes. The hardest part of overcoming procrastination is often just getting started. For a tedious task that you have been putting off try setting a timer for five-minutes and get to work. When the alarm sounds, if you feel like stopping – don’t be surprised if that first five minutes turns into 10, 15 and 20.
3. Create cues. Write down the item you need to do and place it somewhere where you can see it – your refrigerator door, car dashboard, calender, iphone, bathroom mirror. Posting prompts on items you are procrastinating about in a highly visible place, helps remind you to get them done.
4. Use the clout of your calendar: Do you have a task that has been lingering on your to-do list for days, weeks or even (gulp) months? If so, use the clout of your calendar to move from inertia to action. Open your planner or PDA and schedule a specific date and time period when you promise yourself that you will work on that item – and that item only.
5. Decide on the next action: One reason people procrastinate is they feel intimidated by the task as it is currently stated and can’t figure out what to do next. To overcome overwhelm, figure out the next smallest, easiest and most comfortable action you could take to move forward. By breaking down the bigger less defined item into smaller more specific chunks, you tell your mind “I can do this”!
6. Give yourself credit all along the way: The moment you take any action (no matter how small) – give yourself credit. Don’t wait until the entire to-do is complete before experiencing at least some degree of satisfaction and accomplishment.
7. Tackle the hard ones first: Almost everyone has more focus, energy and attention available at the beginning of their workday than at the end. When you have to do a hard task, get it out of the way and do it first thing in the morning. This way it won’t nag at you all day long.
8. Be decisive: Putting off a decision on what to do with that piece of paper won’t be any easier tomorrow than it is today. Train yourself to categorize every item that comes across your desk as something to do now, delegate, dump, or defer. Defer does not mean placing it back in the pile and pretending it does not exist. That is the pathway to procrastination. It means putting it in a dated tickler file, scheduling a time to do it, or moving it to a someday to-do list – where the guilt and stress of procrastination don’t apply.
9. Enlist encouragement. Tell a close friend what you’re going to accomplish by when and ask them to check in on your progress. Going public can create a self-imposed pressure to shun procrastination and perform. Having a buddy who can celebrate your successes, and help you maintain perspective when you procrastinate is invaluable.
10. Play let’s make a deal. To get yourself moving on a hard to do activity, try a bribe. Make a promise to yourself that when you stop procrastinating and take some action on the item, you get a reward. This can be a piece of chocolate, watching a favorite tv show, spending time with your family - anything that you value and will motivate you to get moving.
Karen leland is the bestselling author of the new book Time Management In an Instant: 60 Ways to Make the Most of Your Day. Feel free to excerpt any or all of this article but please give credit to Karen Leland and the book. You can read more at her blog, or order a copy of the book and receive a free bonus of The Essential Email online program.
Working Words of Wisdom (BONUS! Two for the price of one today ;-)
Procrastination is opportunity's assassin. ~Victor Kiam
A year from now you may wish you had started today. ~Karen Lamb
Wouldn't it be great if you could get an immunization against the age-old syndrome of waiting until the last minute? Putting off 'til tomorrow what you should do today? A procrastination inoculation?
This article was posted on a blog that I like to frequent called ZenHabits.net. Chock full of inspiring and useful tips for your life, ZenHabits always has something profound to say. I have a measly 126 followers. ZenHabits boasts well over 127,000. So I kind of think that when this author speaks (i.e., writes), I should listen (i.e., read). Following is a guest article that was written by Karen Leland author of Time Management In An Instant.
10 Ways to Give Yourself a Procrastination Inoculation
You know what you need to do. You know why you need to do it. You even know what steps you must take to get it done. But there’s one small problem: you can’t seem to get moving. It’s a common problem. Maybe it’s chronic procrastination or maybe you’re just so overwhelmed that you feel paralyzed. Either way, the task you must complete is just sitting there, gathering metaphorical (or perhaps literal) dust, and growing more ominous by the day.
A recently study by Dr. Piers Steel, a professor at the University of Calgary concluded that procrastination is on the rise. According to Steel’s research, in 1978 about 15 percent of the population were considered moderate procrastinators. Today that number is up to 60 percent, a four-fold increase. While procrastination is to some degree a natural phenomenon and can’t be completely eradicated, you can use the following ten strategies to to get in the habit of getting things done.
1. Take advantage of your power hours. Are you an early riser who tackles your morning to-do list with all the gusto of a bear eating honey? Perhaps you’re a night-owl and crank through your most pressing projects at 11:00 p.m.?
Either way, knowing and taking advantage of your natural energy patterns will help you steer clear of procrastination by using your power times to tackle the projects you find most challenging.
2. Focus for five minutes. The hardest part of overcoming procrastination is often just getting started. For a tedious task that you have been putting off try setting a timer for five-minutes and get to work. When the alarm sounds, if you feel like stopping – don’t be surprised if that first five minutes turns into 10, 15 and 20.
3. Create cues. Write down the item you need to do and place it somewhere where you can see it – your refrigerator door, car dashboard, calender, iphone, bathroom mirror. Posting prompts on items you are procrastinating about in a highly visible place, helps remind you to get them done.
4. Use the clout of your calendar: Do you have a task that has been lingering on your to-do list for days, weeks or even (gulp) months? If so, use the clout of your calendar to move from inertia to action. Open your planner or PDA and schedule a specific date and time period when you promise yourself that you will work on that item – and that item only.
5. Decide on the next action: One reason people procrastinate is they feel intimidated by the task as it is currently stated and can’t figure out what to do next. To overcome overwhelm, figure out the next smallest, easiest and most comfortable action you could take to move forward. By breaking down the bigger less defined item into smaller more specific chunks, you tell your mind “I can do this”!
6. Give yourself credit all along the way: The moment you take any action (no matter how small) – give yourself credit. Don’t wait until the entire to-do is complete before experiencing at least some degree of satisfaction and accomplishment.
7. Tackle the hard ones first: Almost everyone has more focus, energy and attention available at the beginning of their workday than at the end. When you have to do a hard task, get it out of the way and do it first thing in the morning. This way it won’t nag at you all day long.
8. Be decisive: Putting off a decision on what to do with that piece of paper won’t be any easier tomorrow than it is today. Train yourself to categorize every item that comes across your desk as something to do now, delegate, dump, or defer. Defer does not mean placing it back in the pile and pretending it does not exist. That is the pathway to procrastination. It means putting it in a dated tickler file, scheduling a time to do it, or moving it to a someday to-do list – where the guilt and stress of procrastination don’t apply.
9. Enlist encouragement. Tell a close friend what you’re going to accomplish by when and ask them to check in on your progress. Going public can create a self-imposed pressure to shun procrastination and perform. Having a buddy who can celebrate your successes, and help you maintain perspective when you procrastinate is invaluable.
10. Play let’s make a deal. To get yourself moving on a hard to do activity, try a bribe. Make a promise to yourself that when you stop procrastinating and take some action on the item, you get a reward. This can be a piece of chocolate, watching a favorite tv show, spending time with your family - anything that you value and will motivate you to get moving.
Karen leland is the bestselling author of the new book Time Management In an Instant: 60 Ways to Make the Most of Your Day. Feel free to excerpt any or all of this article but please give credit to Karen Leland and the book. You can read more at her blog, or order a copy of the book and receive a free bonus of The Essential Email online program.
Working Words of Wisdom (BONUS! Two for the price of one today ;-)
Procrastination is opportunity's assassin. ~Victor Kiam
A year from now you may wish you had started today. ~Karen Lamb
Wednesday, July 15, 2009
Natural Networking
Ivan Misner has a weekly podcast that you can find here that might be just the thing if you are looking for some inspiration. You can listen to it, or download it, or simply read the transcript (which is what I did). His most recent podcast on July 8th, 2009 was titled, "Episode 112: Networking Lessons from Nature." It is from this podcast that I took my Motivational Minutes today.
What do vineyards and redwoods have in common?
Aside from the obvious fact that they are both found in California, they are the subject of Dr. Ivan Misner's latest podcast related to networking.
Dr. Misner and his wife recently visited Napa Valley and toured some vineyards, most notably the Chateau Montelana, which was immortalized in the movie Bottle Shock (which I highly recommend as an engaging and well-crafted film). He found out that there is a particular way of farming the grapes to ensure that they produce quality product throughout the growing season, no matter what occurs in the climate. This became a metaphor for the type of networking that we are each called to do through the BNI model.
Vintners use "dry farming" to produce consistently quality grapes. Dry farming is accomplished through no irrigation. Dry or rainy season, they are not irrigated. That sounds counter-intuitive to producing strong crops, but they do this for a reason. As a result of this type of conditions, the plants are forced to grow deep roots in order to get at the year-round underground supply of water, no matter the climate up above.
We are encouraged in our BNI model to have deep reserves for when the going gets tough. The economic climate right now is decidedly dry. This means that we may have to dig deeper to produce quality referrals. But by workin on our deep-water relationships, we will support growth in our businesses no matter what the economic climate is doing and we will be more successful than the average business owner who doesn't have the BNI network on their side.
The giant redwood tree averages a height of 250 feet. At that towering height, you would assume that they have a deep root system to anchor them to withstand whatever winds may blow. Quite the contrary, they have a very shallow root system. So how do they manage to grow so massive and stand for so long?
The giant redwoods harbor a secret under their soil as well to remain upright even in the windiest of times. Their roots are actually intertwined with the roots of their neighboring trees. They support each other with the winds come to blow them over. When one is under the direct pressure of the wind, the system of the interlocking roots serves to hold them all in place.
Our relationships in BNI are like that intertwining root system. We serve to hold each other up and spur growth in our respective businesses. There are many times when I feel like giving up, but my BNI friends, particularly those that I have most closely linked myself to, have served to not only prop me up but surround me with their love and support and encourage me to grow.
And Dr. Misner said it best..."That's why networking and relationship marketing are so important, especially in a tough economy. These two metaphors, I think, really sit well that you can have your roots go deep through this dry farming concept, and by going deep you are more stable. But at the same time, if you can interconnect with other business people, you can help one another."
Working Words of Wisdom
"The miracle is this - the more we share, the more we have."
What do vineyards and redwoods have in common?
Aside from the obvious fact that they are both found in California, they are the subject of Dr. Ivan Misner's latest podcast related to networking.
Dr. Misner and his wife recently visited Napa Valley and toured some vineyards, most notably the Chateau Montelana, which was immortalized in the movie Bottle Shock (which I highly recommend as an engaging and well-crafted film). He found out that there is a particular way of farming the grapes to ensure that they produce quality product throughout the growing season, no matter what occurs in the climate. This became a metaphor for the type of networking that we are each called to do through the BNI model.
Vintners use "dry farming" to produce consistently quality grapes. Dry farming is accomplished through no irrigation. Dry or rainy season, they are not irrigated. That sounds counter-intuitive to producing strong crops, but they do this for a reason. As a result of this type of conditions, the plants are forced to grow deep roots in order to get at the year-round underground supply of water, no matter the climate up above.
We are encouraged in our BNI model to have deep reserves for when the going gets tough. The economic climate right now is decidedly dry. This means that we may have to dig deeper to produce quality referrals. But by workin on our deep-water relationships, we will support growth in our businesses no matter what the economic climate is doing and we will be more successful than the average business owner who doesn't have the BNI network on their side.
The giant redwood tree averages a height of 250 feet. At that towering height, you would assume that they have a deep root system to anchor them to withstand whatever winds may blow. Quite the contrary, they have a very shallow root system. So how do they manage to grow so massive and stand for so long?
The giant redwoods harbor a secret under their soil as well to remain upright even in the windiest of times. Their roots are actually intertwined with the roots of their neighboring trees. They support each other with the winds come to blow them over. When one is under the direct pressure of the wind, the system of the interlocking roots serves to hold them all in place.
Our relationships in BNI are like that intertwining root system. We serve to hold each other up and spur growth in our respective businesses. There are many times when I feel like giving up, but my BNI friends, particularly those that I have most closely linked myself to, have served to not only prop me up but surround me with their love and support and encourage me to grow.
And Dr. Misner said it best..."That's why networking and relationship marketing are so important, especially in a tough economy. These two metaphors, I think, really sit well that you can have your roots go deep through this dry farming concept, and by going deep you are more stable. But at the same time, if you can interconnect with other business people, you can help one another."
Working Words of Wisdom
"The miracle is this - the more we share, the more we have."
Tuesday, July 7, 2009
Why Your Reputation is on the line
We have passed 4,947 referrals since we have started our BNI Point to Success Chapter in the fall of 2008. That is incredible!
But how much of that actually turns into closed business?
It all depends on the quality of the referral.
I would rather receive one quality referral than a dozen that simply state that they gave out my card. So when is a good time to give a referral?
I would suggest that a good time to give a referral is when you have a person with a specific problem who needs a solution.
We all know that the philosophy of Givers Gain really does work....if you give referrals then you will get them in return. It is just that simple.
Referrals v. Leads
Referrals involve three people and a bit of work.
Leads involve only two people and little work.
Referrals involve the Donor (giver of the referral), Recipient (receiver of the referral) and Client.
Leads involve the Recipient and the Client only.
Referrals happen when the Donor has mutual respect and friendship with the Recipient, believes in the credibility of the service offered and has absolute trust in the outcome of the referral.
Leads are blind faith that a sale will be made. Throwing a dart and hoping it will stick.
When you give quality referrals you refer more than just the business. Your reputation with the Client is too important to risk on someone who won't deliver on their promises. That is why you need to get to know the members as well as you can. How can you know whom to refer if you don't know what they do?
How to give a Qualified Referral
First, know who the potential Client is. It is not enough to simply hand a business card to someone. You need to take the time to find out from that person what their problem is in order to offer a solution and to direct your referral to the right member.
Second, know that when you make a referral you refer more than just the business. You are not only representing the skills and experience of your BNI referral partners but your own reputation. The Client will hold the you the Donor responsible for the outcome of the referral as much as the Recipient.
Third, referrals demand a lot of effort to be successful. But the benefits outweigh the costs. As a Donor you need to not only identify the potential Client, but you have a duty to properly qualify them and then selling the Recipient so well that they seem like the only show in town. That effort, if done well, will make the whole process a no brainer.
When you give a properly qualified referral it is a win-win-win situation. You will win a reputation as someone who can be trusted to help find solutions....your Client will win by having a great service or product that will serve to make their life easier....your Recipient wins by building their business and building trust in you.
Working Words of Wisdom
"It takes 20 years to build a reputation and 5 minutes to ruin it. If you think about that you will do things differently." ~ Warren Buffet
But how much of that actually turns into closed business?
It all depends on the quality of the referral.
I would rather receive one quality referral than a dozen that simply state that they gave out my card. So when is a good time to give a referral?
I would suggest that a good time to give a referral is when you have a person with a specific problem who needs a solution.
We all know that the philosophy of Givers Gain really does work....if you give referrals then you will get them in return. It is just that simple.
Referrals v. Leads
Referrals involve three people and a bit of work.
Leads involve only two people and little work.
Referrals involve the Donor (giver of the referral), Recipient (receiver of the referral) and Client.
Leads involve the Recipient and the Client only.
Referrals happen when the Donor has mutual respect and friendship with the Recipient, believes in the credibility of the service offered and has absolute trust in the outcome of the referral.
Leads are blind faith that a sale will be made. Throwing a dart and hoping it will stick.
When you give quality referrals you refer more than just the business. Your reputation with the Client is too important to risk on someone who won't deliver on their promises. That is why you need to get to know the members as well as you can. How can you know whom to refer if you don't know what they do?
How to give a Qualified Referral
First, know who the potential Client is. It is not enough to simply hand a business card to someone. You need to take the time to find out from that person what their problem is in order to offer a solution and to direct your referral to the right member.
Second, know that when you make a referral you refer more than just the business. You are not only representing the skills and experience of your BNI referral partners but your own reputation. The Client will hold the you the Donor responsible for the outcome of the referral as much as the Recipient.
Third, referrals demand a lot of effort to be successful. But the benefits outweigh the costs. As a Donor you need to not only identify the potential Client, but you have a duty to properly qualify them and then selling the Recipient so well that they seem like the only show in town. That effort, if done well, will make the whole process a no brainer.
When you give a properly qualified referral it is a win-win-win situation. You will win a reputation as someone who can be trusted to help find solutions....your Client will win by having a great service or product that will serve to make their life easier....your Recipient wins by building their business and building trust in you.
Working Words of Wisdom
"It takes 20 years to build a reputation and 5 minutes to ruin it. If you think about that you will do things differently." ~ Warren Buffet
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