Category Archives: success

Purpose Part 2: Why Do You Want To Work With Those People?

Purpose does not need to involve calculations or numbers. Purpose is about the quality of life. Purpose is human, not economic. -Simon Sinek

We had a discussion last week about “Purpose”. Here is an excerpt from the discussion: As you can see, “purpose” has power behind it. Purpose gives one inspiration and drive. By its definition, it is active, it is dynamic, and it has the power to pull you out of yourself and become a bigger, bolder you. What I mean by a bolder you is, a purpose which inspires you, allows you to step up and be more than who you know yourself to be right now. Reminding yourself of your purpose each day will set you up to go up the road to success not down the road to mediocrity.

Purpose is not about your numbers. And, yes, measuring sales numbers can be just that– a measurement of success. As Sinek says, purpose has much more weight and importance than numbers. It is what gets you up in the morning to provide your services to people because purpose is about the people you are serving not what you are serving. That being said in order to give you more direction in looking at this valuable question: What is your purpose? Pamela Slim, author of the book Body of Work, has provided us with some valuable questions to answer about what you are up to in your business. Consider answering these questions:

What do you want to create?
Why do you want to create it?
Who is it for?
Why now?
Why you?

As you can see in Slim’s questions, she is pointing to your specific intentions with your target market. As you answer these questions continue to think about your target market. It is useful to have a composite of your target market as one person who embodies the elements of your target market. For instance, my one person is named Chris, he is a small business owner, married with two teenage children. Chris is 50 years old and plays golf. He is stuck on a plateau of working a lot and not making much money. He does not have any idea of what to do to break the cycle of business mediocrity. He wants results now.

Knowing your target market and why you want to work with them is vital for your business success. It is through doing this deep work on your business purpose that your business will exceed your expectations.

I am looking forward to your comments in the space provided below.

What Is Your Higher Purpose?

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I don’t think life is absurd. I think we are all here for a huge purpose. I think we shrink from the immensity of the purpose we are here for.

Norman Mailer

If you are making a business plan for 2015, you have followed some steps to have that plan be brilliant. You have completed on the results and failures of 2014. You may have defined a bold purpose or not even thought about having one. Experience has taught me this: Successful people have a purpose and live their purpose every day.

Yes, you may think. I have a purpose, it is to make more money this year than last year. Really? How has that been working for you?

Purpose is defined as: something set up as an object or end to be attained a.intention b.resolution, determination (Merriam-Webster)

As you can see, “purpose” has power behind it. Purpose gives one inspiration and drive. By its definition, it is active, it is dynamic, and it has the power to pull you out of yourself and become a bigger, bolder you. What I mean by a bolder you is, a purpose which inspires you allows you to step up and be more than who you know yourself to be right now. Reminding yourself of your purpose each day will set you up to go up the road to success not down the road to mediocrity.

In developing your purpose, think about the problems that you are solving for your clients or target market. What is your purpose in solving them? Why are you solving those particular problems? Questioning yourself rigorously will provide you with a solid purpose for the work you are doing and service that you are providing to your target market.

No purpose is too big or too small, neither honorable nor unworthy, as long as it is your authentic purpose. When you discover your authentic purpose, you will know it. You will feel more clarity and energy about your work.

If you get stuck and want some help with your purpose, please feel free to contact me. I am happy to help you.

You can also use the space below to share your purpose. I look forward to hearing from you.

Image courtesy of papaija2008 at FreeDigitalPhotos.net

How is your Overhang for 2015?

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December is an important time of the year for entrepreneurs to plan for the next year. The first part of planning is reviewing what has been accomplished to date. Asking the questions: What worked? What did not work? And why? Each question will give you some answers that provide insight into planning for greater success in 2015. It’s obvious that you will want to continue with what worked, but it is not so clear about what you should do with what didn’t work.

This is where you need to be honest with yourself and decide what to do with what didn’t work. Using the 3 “B’s” can come in handy. The 3 “B’s” is a coaching tool developed by Martha Beck to use when what is not working is staring you in the face. You really don’t want to deal with it. The 3 “B’s” are: Barter it, Bag it, Better it.

My personal favorite is “Bag it”. If something really, really doesn’t work then just stop doing it. Figuratively, throw it away. You will find it’s quite freeing.

However, most items that “don’t work” will be redeemed with either “bartering it” or “bettering” it. Don’t like to post blogs? Hire a personal assistant who is happy to do that for you. Hate working on Saturdays? Then change your schedule so that you have the time off you crave.

Once you have thoroughly reviewed your business actions, you are ready to start planning for the new year. A tool that is very useful for business owners is to chart their overhang for the next year. Charting overhang is best done on a spreadsheet. Although it seems similar to the Sales Forecast, it is different in that you are charting already closed business not projected closed business. In very simple business terms, “overhang” is the monies or sales you have already closed and the work and payment for the work is expected in a certain time frame during the next year. For example: A client closes a sale at mid-December, the work is scheduled to begin in February 2015 and the invoices will be paid in 2015. The payment for the contract is overhang. Charting your overhang for 2015 will begin to inform you about actions to take now in order to cause the greatest amount of overhang for your business.

In the space below, let me know if this way of planning your business for 2015 is useful to you. If you already chart overhang, please share how it is useful to you. I look forward to hearing from you!

What Is Your Vision For Your Business?

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What is the vision you hold for your work in the next 10 years?

-Pamela Slim, Author: Body of Work and Escape From Cubicle Nation

We often have tunnel vision in our work. We diligently focus on and take actions toward achieving our daily, weekly, monthly and yearly goals. What if we take a different approach as is suggested by Pamela Slim?

Slim suggests that we look at the “vision you hold for your work in the next 10 years”. Note that she uses the word Vision as opposed to what actions are you going to take.

Let’s consider the definition of the word Vision. Vision: the act or power of imagination (1): mode of seeing or conceiving (2): unusual discernment or foresight (Merriam-Webster)

When looking from the place of imagination, conception and foresight, how do you see your work in the next 10 years? Another way to say it is: how would like your work to be seen in the next 10 years?

This inquiry gives you some space to play, to create something extraordinary, something stimulating and motivating, rather than a bunch of “have to’s”. You can develop steps that are fun and rewarding.

It is also important to share your vision with people who are committed to you and to your success. This will expand your vision. Those people will be there for you, cheering you on from the spectator stands. In fact, they may be inspired to develop and share their own vision. When that happens, you will have a marvelous game to play together.

Now, that we have explored a way to answer the question with the emphasis on vision, please use the space below to answer the question: What vision do you hold for your business in the next 10 years? And what step should you take right now to realize that vision?

I look forward to hearing from you.

Why In The World Would You Hire A Business Coach?

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Indeed, why in the world would you hire a business coach? There is no simple answer to questions like these as there is for why you would brush your teeth or exercise. To answer this question requires some personal reflection and then a certain amount of courage to act on it. Yet business people do hire coaches. And there may be several compelling reasons for taking that action, which is probably an atypical action for an entrepreneur.

By definition of entrepreneur, you are “one who organizes, manages, and assumes the risks of a business or enterprise “merriam-webster.com

You are a risk taker, an explorer, riding into the undiscovered plains and mountains of the business world. In other words you have courage, “guts”, and there are times when you fail. When you fail, you are resilient—you go back at it again. You don’t need anyone telling you what to do, “I want to do it myself—thank you very much.”

So then the question: Why hire a business coach?

You are committed to accomplishing something that seems bigger than your expertise.
You have reached a plateau in your business and are trying to figure out what to do next.
You want to quit but feel like you still have something great to give and can’t figure out how to do it.
You have tried and failed, but after the independence of owning your own business you know that you don’t want to work for anyone else. But still, how can you make your business successful?

Hiring a business coach is an investment in success.

So, why would YOU hire a business coach? I look forward to hearing from you. Please comment in the space below.

When Is The End Not The End?

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Everything will be all right in the end so, if it’s not alright, it’s not the end. -Deborah Moggach, The Best Exotic Marigold Hotel

One of my clients contacted me this week, downhearted and very sad. “I thought I did a good job with my guest event but I failed.” Why? He only registered two people immediately after the event. The gloom was palpitating through the email.

And if that was the end of the sales opportunities, that certainly would be a failure, however, it wasn’t the end. It was only the beginning of causing a success to occur by addressing the alleged failure.

In looking together at the statistics of the event, we found that only a third of the people who attended qualified for registration. What is meant by qualification for registration is: have the money to pay for the offering and hadn’t already taken the program. The number of participants at the event was inflated by a majority of alumni of the offered course. They were not taking it again but got so much value from working with the client, they came to hear what he had to say.

Next we looked at how to reach out to the people who qualified to take the program and didn’t immediately register. We decided on offering an incentive discount to those people for a limited time. That offer resulted in more registrations. Now a little light was showing in the original gloom.

However, there were still people who could register but didn’t, so how could he reach out to them without seeming too pushy? We brainstormed some ideas, which were quickly rejected and gave us some laughs about how absurd we were being. But, we did come up with one idea that sounded sane and would be of value to the remaining non registered guests. We decided that perhaps they were confused about the program and had questions about their individual needs to see if the offering would work for them. The client sent out a third email offering to talk to them in person to answer any questions that they had. This idea was a winner. He now has appointments to talk to each person and discuss their individual concerns.

The project is not finished yet. There is more to go. However, this is something that is sure: “Everything will be all right in the end so, if it’s not alright, it’s not the end.”

I am looking forward to hearing from you. When have you not accepted the end as the end?

Photo courtesy of FreeDigtalPhotos.net

The Four Simple Principles Behind Making Your Good Idea Successful

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First they ignore you. Then they ridicule you. And then they attack you and want to burn you. And then they build monuments to you.

Nicholas Klein, Trade Unionist

What do you think? Seems right on doesn’t it? Apply it to your own entrepreneurial innovations. Is your experience similar? But who is the “they”? Most often it is just you mocking yourself.

And what is your monument? Profit probably—not a concrete monolith in some park.

What does it take to go from a dream to reality? Who do you have to be in order to persevere and go through the stages necessary to achieve your monumental profit?

There are several stages—the first is formulation, putting together the idea. This is the most fun stage, creating something new where anything goes. There are entrepreneurs who get stuck in this stage. It can become an endless cycle of getting ready to get ready. This is the pitfall of this stage.

The next stage is concentration—taking the idea and putting in the hard work needed to make it a reality. Concentration meaning putting all of your attention on implementing your idea. Concentration is hard work. Usually, this stage is when entrepreneurs give up. You have your doubts and sometimes you believe your doubts. Here’s a tip: if you know it’s hard and you are concentrating on making something happen, then you can go forward. We usually think its “weak” to say something is hard. It’s NOT weak. If you see it’s hard as an observation not a sentence to fail, you will be able stay with the process.

Following concentration is momentum. In momentum, people start thinking your idea as valid and they want to work with you. This is the time when you are building at a rapid pace and are beginning to see the finish line. You will still refine your idea and enhance it. However, the slog slowly becomes a jog, then a race to the finish.

In the final stage you reach stability. You have successfully launched your product. You are making a profit. Your monument has been built. Congratulations.

Of course, you are not finished, after all, you are an entrepreneur and have another idea. This one is better than the last. You go back to concentration.

In the spaces below, please comment about your experience in going through these stages. Do you have more stages to add to the conversation? I look forward to hearing from you!

Are You Resisting Change?

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“Failure is not fatal, but failure to change might be.”
Legendary Basketball Coach, John Wooden

There you are looking at your results, knowing once again, clearly you failed. The results are there staring at you, pointing their fingers at the failure sign above your head. What do you do? Once you have determined that something in your approach has to change, do you make the change? Probably not. If you are like me, you most likely try the same thing again, hoping you will have a different result.

What is it about change that we resist so much? I did some research. Lisa Quast, in Forbes, summarized it succinctly:

Fear of the unknown/surprise
Mistrust
Loss of security/control
Bad timing
An individual’s predisposition

Bingo! If you have 3 out of 5 reasons residing in you, you resist change. So what are you going to do about it when you know that change is calling you?

I suggest that you do some work using the above 5 factors to be your guide. Set aside some time and grab some paper and begin to write down your answers.

Ask yourself:

What am I afraid of?
Am I surprised about the change required? And why?
Who do I not trust about making the change? And why?
What about this change makes me feel insecure and out of control?
How does the timing of the change affect me and my business?
How am I about change in general? Do I always resist change? Why is that?

Allow yourself time to reflect on the answers and you may be surprised by them. When you are honest with yourself, you can develop a strategy for the change that won’t be so jarring. You will feel in control, and you can plan the timing of the change. Who knows, you may even begin to like change.

I look forward to hearing your comments about this topic and what happened when you took a look at the change by answering the questions above.

Is It Time To Let It Go?

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We have been investigating the brilliant wisdom of Peter Drucker utilizing the “12 Keys to Entrepreneurial Success “as a path to better understanding what it takes to be successful in our lives and our business.

Peter Drucker was a leader in the development of management education and invented “management by objectives”. He wrote dozens of books about business and management. He was awarded the Presidential Medal of Freedom in 2002.

Key 11: “Most of the people who persist in the wilderness leave nothing behind but bleached bones.”

I don’t know about you but this one is hard for me. I often cling to a business idea or possibility when I know with some certainty that it is a dead end. I stand in admiration of people who can easily change their minds as often as they change their underwear.

And yet, I persist in pursuing the dream. You too? Perhaps it’s time for us to take Drucker’s wisdom seriously.

We actually do have to know when to quit pursuing something that is not working. And yes, it is hard to do. I think we need some guidelines to know when to quit, let it go, and, in the words of Kenny Rogers’ song: The Gambler, “You’ve got to know when to hold ‘em; know when to fold ‘em; know when to walk away; know when to run.”

My guide for knowing the best time is asking myself a key question: Is this the hill I want to die on? And no it’s not. Is this the idea, the possibility that gives you life, or does it deplete you and leave you panting for air?

There is nothing wrong with you for failing and quitting. Failures are good. Failures teach us what not to do. You can always be proud of yourself that you did try. You got results, you just didn’t like them. It didn’t work…so what? Go on to the next thing and create newly.

Key 12: “Finding and realizing the potential of a business is psychologically difficult.”

This key is powerful. We can add the word “self” to this key and see where it fits both our life and our business. Knowing this key gives us the ability to move forward. It also points to surrounding ourselves with mentors, committed friends who are listeners, and who are 100% for us winning. We don’t need many but we certainly need to develop some people who we can count on 100% to be on our team.

Right now, look around your circle of friends and see who you know you can count on. Acknowledge them for being there for you. Look, too, at who you are 100% for. Be sure to let them know that they can count on you.

Now it’s your turn. In the comments below, say how you will apply Key 11 and Key 12. I look forward to reading your comments!

Drucker Says: “Just Say No” !

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We are discussing the brilliant work of Peter Drucker. He was the leader in the development of management education and invented “management by objectives”. He wrote dozens of books about business and management. Drucker was awarded the Presidential Medal of Freedom in 2002. Our discussion is based on the Drucker’s 12 Keys to Success.

We are beginning to look at how Drucker’s 12 Keys to Success applies not only to our business but our lives as well. Consider that your life is not separate from your business. It is central to having your business be successful. One could say that a successful life = a successful business. It is useful to look at life as integral to business and from that point of view, how do the Drucker Keys apply?

Key 9: “All one has to do is learn to say ‘no’ if an activity contributes nothing.”

I don’t know about you but for me “no” is one of the hardest words to say to someone. I am an executive, managing both a home and two businesses. I have to be organized and mindful of my time; but still, I find that often I am saying, “Yes,” to things just because I think I can fit something else in. And… it’s easier to say yes. However, simply because I can fit something else in doesn’t mean I should do it.

I have learned to say “No.” Note that I am emphasizing the word learned. Drucker realized that we are for the most part “yes” machines so he wisely says that we have to learn how to say no. What I think he’s pointing to is being able to say it graciously without diminishing either yourself or another. At least that is where I am on this learning curve with the word “no”, and I suspect that you are there with me.

In order to be good with saying no, I am training myself to thoughtfully consider invitations and requests and decide whether the activity supports my purpose in life and in business. By doing that, I am able to be gracious—most of the time.

Key 10: “In the Next Society’s corporation, top management will be the company. Everything else can be outsourced.”

At first glance, this Key seems to be only related to business but upon consideration I think you could see that it also relates to our lives. We are at a stage in our development of our Society that we can outsource anything from someone buying our groceries to washing the dog.

I am sure that you can come up with many activities that you outsource now when a few years ago, there was no one to do it for you. There are many clever people who offer services, reasonably so that you really don’t have to do something that needs attention, you can outsource it. Essentially Key 9 and Key 10 are wedded. Saying “no” to something and outsourcing the activity that needs to be done are downright compatible.

And “no!” I don’t think that outsourcing activities is self-indulgent. I think it makes good business and life sense. Think about how much more effectively you can get your main job done. You may even find that you will be more creative since you are freed up from doing stuff that needs to be done but that you hate doing!

I am really looking forward to hearing your comments about these 2 Keys. I am particularly interested in where you get stuck saying “no” and what activities you realize you could easily outsource.