October 31st, 2008
By Scott Tibbels
Several years ago I spent a good amount of my study time reading and listening to some of the founders of the personal development movement.
One particular author recalled his time with Andrew Carnegie, the great steel magnate of the early 20th century. The author described Carnegie’s idea of creating a leadership support team called a “Mastermind Group.” It’s a group of like-minded individuals who get together on a regular basis for the purpose of supporting each other professionally.
A good way to build a foundation for any group like this is to focus initially on a good read. Here in Austin, our little group of four business professionals are concentrating on a book entitled “Total Leadership” written by Stewart Friedman. We assign a portion of the book to each other to read along with the exercises. This gives us a good deal to talk about when we meet and really gets the ideas and discussion flowing.
Mr. Friedman has put together a stellar book on leadership. The core message in “Total Leadership” is that we can manage our lives in such a way that our work and our personal lives are not at odds with each other. What a concept. We all struggle with this at one time or another. And it’s really magic when you work in an organization that supports this type of leadership style.
Pick up a copy of this book when you get a chance and study Mr. Friedman’s ideas. My royalty is zero, but I get the satisfaction of knowing that you may realize a more balanced and productive approach to your work, family, self, and community.
Filed under Leadership.
October 22nd, 2008
By Renn Vara
I’m a news and cable network nut. Over the years, I’ve been known to write a number of letters to the editor along with emails to TV and radio hosts. Yep, I’m one of those guys.
Well last Friday night, I did it again. This time in response to a cable show hosted by marketing guru Donnie Deutsch. He had financial madman Jim Cramer on talking about today’s market reality. Between their overly earnest laments about the down economy, they gave advice to fledgling entrepreneurs.
During one call, a couple in their 50s who owned a cookie company asked what to do during the current economic mess. After a few questions, both Donnie and Jim suggested they “put their business on hold.” I couldn’t believe it. The host of a show called The Big Idea and THE Jim Cramer were telling these hardworking people to quit. That’s right, quit. (more…)
Filed under All.
October 20th, 2008
By Renn Vara
Like with many things, we often hold on to dated perceptions well past their truth. While we have never called ourselves a public relations company and probably never will, we often do provide services that fall under its umbrella, -ella, -ella. Sorry, I couldn’t help it.
And contrary to their often misunderstood role, those leading public relations efforts have had to make a number of substantive changes in recent years. For example, the days of spin are all but over, giving birth to candor and truth. And with the proliferation of social networking, blogs, and online communities, the public face of business has had to embrace the multiple voices and opinions that now radiate their public ecosystem.
This redefined role of public relations has pushed SNP right into the business. You see, we’ve always been about candor and truth, anti-spin, and embracing the public conversations versus trying to control them. So while we don’t like to call ourselves a public relations company, public relations has now become who we’ve always been. Confused? Well, we’re not. We’re pleased to see the world come our way.
So with our new role as public relations communicators, how do we define it? Well, like so many other communication companies, we’re still working on it. But by building on the basics of candor, truth and embracing your audience’s view, we think that’s a good start. What do you think?
Filed under All.
October 2nd, 2008
By Renn Vara
I realize saying shut up isn’t polite. If it makes you feel better, use the term “active listening.” Here’s the format we suggest for shutting up during a sales meeting:
- Once through the initial introductions and pleasantries, begin the substance of the meeting with a dialogue opener. This includes an agenda statement, a reference to time and ends with an open ended question. 30 seconds tops.
- Once you ask the question, actively listen to their answer. Tip: Think of their answer as a list of issues, concerns, or observations. If you can, write the list down.
- When they run out of air, repeat or restate the list back to them eliminating their emotion and agenda. Use common sense. You don’t need to repeat everything, just the top points. And don’t sound like a therapist for god’s sake.
- Always end with another question. Here you can probe on one of their points or create a separate open ended question to lead in a certain direction. But be careful. Don’t drive your agenda unless it ties back directly to their issues, concerns and observations. And whatever you do, fight the urge to pitch.
- Abide by the 55/5 rule. Your customer talks 55 minutes for every 5 minutes you talk.
- Keep your customer talking until given “professional status.” This means you don’t talk about your product or service until they directly ask you for your opinion or ideas.
- You can do this process – common sense prevails – a number of times. But be sure you’re really listening. Don’t pretend.
- Then end the meeting early with a summary, next steps and calendar date if appropriate for follow up and/or a next meeting.
Why do this? Because people value people who listen. Be a person of value. This active listening should result in giving you the type of information and insight you need to better serve your customer. Use it but don’t abuse it.
Filed under All, CommTips.
