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Be Cool in Your Business

These days I'm hearing a lot of discussion about the importance of being authentic in your business practices.  You'll hear different language, like being transparent, being real - but in short, it all means one thing --- Be Yourself.  In the 70's we called this being cool.  It means not trying too hard - having fun whenever possible - and generally just being someone that others want to associate with.  If you think about it, this is one of the keys in both life and business.  If people don't want to be around you, then you are going to have a tough time growing your business.

   

How can you be cool?  Well, cool is more than being a trend setter, although that's a nice quality to have.  Everyone appreciates originality.  In many ways, we are all originals - but we are practically trained to follow the herd in business - so our great ideas never see the light of day.   The people you associate with help bring out your best qualities - IF you give them a good look at who you are.  All you really have to do is show people who you really are.  These days, that's not tough to do.  You can start blogging - as I am now, or get on Facebook, or start Twittering, or put up some videos on YouTube.  The beauty of the social media marketing tools we have today is you can control the message that's out there.  Why do you think celebrities and politicians were among the first to embrace blogs and now Facebook and Twitter?  They put you in the driver's seat. 

Anybody can be cool these days.  Though I laugh when I recall a scene from the film Almost Famous, in which the lead singer of the rock band Stillwater, Jeff Bebe, who is played by Jason Lee, groans..."Is it that tough to make us look cool!" -- after he gets the word from Rolling Stone Magazine that they were about to print the stuff that really happened on that tour.  It was the truth, and when it was printed, nobody was any less cool.  So, there you go - just go out there and be yourself and have fun and don't worry so much and you will be cool.  In fact, when you get more active on Facebook and your blog, you'll discover your life has become a little less exciting and interesting than it used to be.  As a result, you'll start to make an effort to have fun again.  Sometimes we just need a reason to get off butts and get back in the game.   So, if that reason is growing your business, cool.  If it's making new friends, that's cool too.  No, Jeff Bebe, these days it's not hard to make anyone look cool - which is great news for you and me.

Environment Shapes Successful Behavior

This past week I had the privilege of hearing the remarkable story of Bill Strickland at the annual convention of The National Speakers Association in New York City.  Mr. Strickland has transformed the lives of thousands of inner city kids and their families by creating a center right in the heart of the poorest part of Pittsburgh where he grew up.  As he pointed out - "because that's exactly where it had to be."  Bill Strickland raised the funds to create a world class - and I do mean world class center that takes the natural abilities that we all have and nurtures them by training these kids to go on to successful careers, even as Ph'd's and physicians.  Mr. Strickland believes that environment shapes behavior.  I couldn't agree with him more.  As a landscape architect for the last twenty years, I'm always amazed at how peoples lives and lifestyles are transformed by enhancing their environments.

What exactly did Bill Strickland do?  Well, in this beautiful center he began to bring in original artwork.  The naysayers said that wasn't a good idea because it would might get harmed. In 24 years they've not had one incident.  So he has brought in more original art, which happens to be one of his passions.  He did the same with jazz music.  His center soon attracted the attention of gourmet chefs, who now help train the students in the culinary arts while also create amazing food that everyone enjoys.  There's more.  Every day they bring in fresh flowers - every day!  I don't know how he pulls it off, but now there are other centers like this being developed across the country with a goal to create 200 of them.  Organizations like Dell are donating computers. Steelcase donated furniture.  Paul Simon brought in his engineers to help develop the recording studio that attracted world class musicians like Herbie Hancock that have even recorded Grammy winning work there. I think you'll be hearing more about Bill Strickland's story now that he has put it into print.  Check out his book - Make the Impossible Possible.

Businesses people like you and me can learn from this.  Change the work environment and you will change productivity.   A beautiful environment supports high expectations that produce results -whether that means increased sales or better customer service.  But what if you are an employee working out of a cubicle and can't change your environment?   I'm sure you can always do something like bringing in a personal photo.  Yet, we all can change our attitude about our environment by accepting what can't be changed.  In one of my favorite movies, the Jericho Mile, Peter Strauss plays the lead character Rain Murphy who is a convicted felon and also a world class runner.  Running is Murphy's way of "doing his time."  The warden wanted to take Murphy outside the prison to train for the Olympics - good intentions - but not so good result.  Well, the movie ends with Murphy celebrating with his own olympics within the walls of the prison.  It says the a lot about the human spirit and the power of the mind.  And it showcases the Rolling Stones classic Sympathy for the Devil quite well.  Until next week, see what you can do to bring some beauty to your life and the people you work with.  Everyone deserves to learn and work in the right environment.

 

Be Prepared to be Confident in Your Business

Yesterday I was riding my bicycle and was several miles into the ride before I realized I had forgotten my safety helmet.  After years of triathlons and recreational riding this concerned me.  I felt naked after I became aware of it!   However, there was a storm approaching so I didn't want to turn back.  The result was I ended up skidding on gravel or potholes more than once because I felt UNPREPARED to be making that ride.  Interestingly enough, while most of the time nearly everyone I see out riding isn't wearing a helmet - today nearly everyone was!  Go figure!

There is a great business lesson here.  You need to be prepared to do what you do - meaning, you need to have a system, method, or process in place to serve your customers or you'll never have the confidence to do what you do well.  You'll always be worried about skidding on that next patch of gravel, so to speak.  When you have confidence in knowing you have a process in place to "protect" you and your business in your endeavors, you are more able to put forth your best efforts because nobody performs well under the pressure of worry and doubt.

This incident reminded me of the movie Breaking Away in which the lead character Dave is played by Dennis Christopher.  Dave is an avid cyclist who gets his chance near the end of the movie to perform for the home crowd in Indiana University's Little 500 Bicycle Race.  Well, Dave is lapping the field at the start until he has an accident.  His teammates aren't much for cycling, save for an effort by Mike - played by a very young Dennis Quaid.  So, Dave eventually gets back on the bike, but this time his teammates tape his feet to the pedals with duct tape.  These homemade 'toe clips' resemble the equipment of a professional and this gives Dave the CONFIDENCE he's used to when he is properly prepared for a race.  He is now able to commit himself to using his talents to win the race - which he does.

Do you have the right structure in place to serve your customers?  If not, then give me a call and let's talk about how easily this can be done.  It's a simple matter of breaking down what has worked in the past and building a reliable process for you AND everyone that serves your customers.

A Flexible Sales Process - It's Great for Your Customer

It's paramount in any business to have a reliable process that delivers your solutions for your customers.  However, every customer is different and the application of that process needs to be carefully executed.  Many of  my customers are like me in that we enjoy learning about the personal lives of each other.  This makes business more relaxing and relationship based.  It's one of the reasons I left the corporate world to start several successful businesses in the green industry.  I like to get to know people!

This week though, I was working with a customer that likes to get down to business.  And that's what we did.  Everything is moving along well and I believe we will successfully develop a solution that not only fixes the problem he hired me for, but also enhances his business operations so that he can operate that much more effectively in the future.  What did I do?  Well, first, as I said, I've learned over the years get to the point quickly with him.  Secondly, I quickly sized up the situation and offered that I could easily fix the problem -- though also suggesting this might be a nice opportunity to take advantage of new technology and rebuild this so that it lasts longer and works better.  Of course there is a cost involved.  But then, what is the cost of putting a band-aid on a problem?  Eventually you have to make the investment.

And that's we are likely going to do.  We're going to make an investment for the future.  I think it's a great solution to give your customers your best.  This is the approach I like to take in all my business dealings  - "It's great to be here!"  That's why I love my job.  It reminds me of the character Damone, in Cameron Crowe's classic film Fast Times at Ridgemont High describing his five point plan for picking up girls to his buddy Rad.  No. 3 in that plan is ...."act like wherever you are, that's the place to be.  ISN'T THIS GREAT!", he says.  If you do that, it's impossible for you not to adapt to the differences - the quirks, the peccadilloes, the unique characteristics of each and every one of your customers that make your business a lot more interesting for you, and hopefully, profitable too.

Grow Your Business and Have a Life Too!

My number one tip to business owners and sales and marketing professionals that are trying to grow their business and have a life is this - Successful People are Happy!  It seems obvious that successful people are happy because they enjoy the money, free time, and flexibility that comes with that success.  However, the real point is you aren't going to be happy if you aren't happy in your work.  Let's face it - if you aren't happy in your work, then you aren't happy.

In one of my favorite films, The Shawshank Redemption, Red (Morgan Freeman) comments on the walls of the prison to explain to his inmates what it means to be institutionalized, "These walls are funny.  First you hate 'em, then you get used to 'em. Enough time passes, you get so you depend on them."  What are the walls in your business?   What's keeping you from being successful because you've become so accustomed to what you used to struggle with that now you practically depend on it?  Just ask the question.  Don't worry about the answer as that will come.  You can't fool yourself.  Eventually, you'll break out of that prison and start achieving the success that was meant for you.

Well, Red also comments in the movie, when finally is ready to break out of his dead-end parole job - "Get busy livin' or get busy dying."  All it takes is a decision to be happy - to be successful.  You can even debate which comes first, because the truth is they both come at the same time.

True Nature of Success Works

Today I enjoyed an easy 5.5 mile run on a bright, sunny afternoon - which is bit surprising because quite frequently my usual 3 mile training run is a challenge.  In addition to the temperatures in the 70's being cooler than normal today for a Fourth of July in Chicago, there are many fragrant plants in bloom in the prairie where I run.  Clovers, coneflowers, compass plants, and many others I cannot immediately identify are all showing their faces.  Yet it was the fragrant combination of each and every one of them that was especially invigorating.  It made me feel more alive and happy to be doing exactly what I was doing, which of course made my workout that much easier.  Hmm, I wondered, does this have any relevance to accomplishments in a work environment? 

Is that a ridiculous thought?  What does nature have to do with our work anyway?    The environment we live and work in is vital to both our lifestyle and the quality of our actions in play and work.  Sure, I know some of you may suggest this theory is the musing of someone that spent too many years working in the green industry and hugging trees.  O.K, then how do you explain the the fact that people are motivated to levels of greater productivity by a visually stimulating work environment?  _ Or even by the energy of music that they happen to enjoy?  Isn't it then possible that fragrance could motivate behavior and encourage action?  Absolutely. Since we have other senses in addition to sight and sound, then isn't our true nature as human beings a function of all them combined?  Then wake up and smell the coffee (or roses)!    

One of the reasons I travel around the country giving presentations on the true nature of success is that I know it works.  Artists, athletes, even people like you and me know that we have been placed on this earth to make a unique contribution to humanity - and most likely in a unique way.  For some reason I'm especially tuned into nature, but I also love to work and accomplish something every day.  And I find there are many similarities between productive work and the nature that is around us.  I don't believe that is an accidental occurrence.  Show me someone that is successful in their work and I guarantee you much of that success can be explained by natural systems.   Nature is balanced, integrated, takes a rest on a regular basis, and then gets up the next day to work (and play) with the same energy that you see in people who exhibit those same qualities.  The bottom line is the true nature of success is second nature to us! And if you want to improve your bottom line, you'll want to consider not just what you do every day in your work, but why.   If you like the answer you get, then I'm sure my thoughts here made sense to you.

Indiana's Got Me - w/exceptional Marketing and Service

The song says "Indiana Wants Me..." but in my case, they've already got me - actually my daughter.  I'm talking about Indiana University in Bloomington, IN.  My daughter will be attending their Kelley School of Business this fall as a freshman.  Besides being one of the top-ranked business programs nationwide, IU as an institution did an absolutely phenomenal, high-touch, marketing campaign that sealed the deal.   How?  -- with laser focused personal service. 

You may ask how you can be personal when you are seeking the attention of tens of thousands of students.  Well, as you can see from the attached image of a postcard she received early in the process, there are ways to do this.  (Click on the image to enlarge and take a look at the sign and license plate).  Additionally, they were quick to respond in every way, whether it involved scholarships, receipt of test scores, personal phone calls, whatever.  The truth is, my daughter was sold for a number of reasons that came out of her visit to the university last year.  Yet, if there had been any doubts, they were eliminated long ago. 

But it doesn't stop here.  Yesterday my daughter received a personal, hand-written note from one of the orientation coordinators (a student).  She wrote to thank Ali for her participation in one of the presentation activities during the orientation program last weekend.  Just one more little bit of extra effort that adds up with the others to create an enormous mountain of "glue" that holds together a well-orchestrated marketing effort.  I can honestly say it just may be possible for me to enjoy emptying my wallet for the next four years to support IU as they prepare my daughter for the future!  Hmm... maybe that was part of their plan? :)

Perseverence Works in Business (and it Rocks!)

Now that the U.S. Open at Torrey Pines is finally history, you can't help but wonder who is the big winner.  I think both Tiger and Rocco Mediate gained some serious stature in this battle of staying power.  Sure, they both blew some easy putts.  But they also won clutch holes when they needed them most - and in very different ways.  Isn't that how business works too?  You've got to use what works for you, regardless of the circumstances.   In my mind, someone rocks that shows us how to do something  that we can admire, and possibly emulate and learn from. 

Every "economy" presents different challenges.  Right now there are businesses that are prospering, and some that are struggling.  Some of those prospering now have successfully come out of past struggles.  Why?  Perseverance.  Nobody can stay on top all of the time - not even Tiger Woods.  His injured knee only goes to prove that he too is vulnerable and has a limited amount of time to accomplish his goals.  He also proved he's willing to make the best of his present circumstance and work through some pain - literally.  Rocco Mediate has worked through years of back pain and came to enjoy one heck of a tournament against the best of the best - when he least expected it - and while others his age are counting the days until they can join the, ahem, Champions (used to be called Seniors) Tour.

In my book they are both winners.  They both rock.  Tiger achieved his goal of a 14th major on his home track in what he called possibly his best tournament yet.  Rocco leapt 110 spots from 157 to 47th on the world rankings.  That has to be sweet as it will likely attract a sponsor or two.  You couldn't ask for a better outcome - two winners.  It only goes to show that when you hang in there, and do what you know you have to do, you and your business - whatever it is - will work.  And it will rock.  And that means others will win too by learning from you.  And that's alright, isn't it?

Grow Your Business - Stick to What Works

Today Sergio Garcia captured his first "major" golf tournament, the lucrative and prestigious TPC at Sawgrass.  How did he do it?  He went back to the putter that worked for him eight years ago.  It's a simple concept - stick to what works.  Or as I've said many times in one of my keynote presentations - Grow from What You Know!  We know what works for us but we are often encouraged to try the newest flavor of the month.  The truth is life is full of things we can't control.  Sergio and the other PGA players had their hands full this week with the windy conditions on the challenging TPC layout, but he was able to prevail.  Somehow that putter gave him the confidence when he needed it most - especially on his final putt of regulation play.

When you are in a business situation you need to know what works FOR YOU.  When you need to get the results you are seeking, isn't CONFIDENCE the best thing to have on your side?  Growing a small business requires the confidence that everything will work out today, despite...the competition...the current conditions of the marketplace.. or whatever you think may be holding you back.  Having the right mindset is vital.  That is everyone's challenge.  We all have to do what only we know will work for us. 

So, here's my question.  What gives you confidence when you are doing what you do best in your business?  Isn't it the knowing that you've been there before and succeeded - or you are working with a team that has mastered similar challenges - or you are serving up the product or service that is the best solution to your prospects needs?  Your mindset has to be fortified with confidence - anchored by what produced that confidence in the first place.   Think about what got you here.  I guarantee it will take you where you want to go!  Stick to what works in your business.  Life (and business) doesn't have to be complicated - just do what works and stick with it.