Applying Sunscreen to the Status Quo

It’s summer time…the joys of barbecues, boating and the beach. Except when you fall asleep on the beach without reapplying your sunscreen. I hate when that happens!

The worst part is when you’re showered, refreshed, and ready to relax from the relaxing, the negligence kicks in. BAM! 

The savage tan you were hoping for is replaced with red, blotchy skin that stings to the touch. It’s painful, isn’t it? The raw burning pain is all we think about. We focus on seeking that remedy, that magical ointment, that will relieve the burn.

These ailments are physical…and visible. They can limit us in our mobility because they devour our thoughts with the pain while waiting for the relief to set in. When will the pain stop?

Unfortunately, there are no physical signs when we are STUCK in a RUT. And just like forgetting to apply sunscreen, there is no warning that this rut is imminent or happening as we speak.

To make matters worse, unlike the relentless focus on physical pain, we justify and defend our lack of progress. Isn’t there an ointment for that?

Think about it, the status quo is like walking around with a sunburn and not knowing it. It’s safe; it’s NOT uncomfortable. We aren’t in pain. Or are we?

Overcoming the status quo is like the ointment on the burn. As much as we try to maintain the status quo, the more we find the outside world will force us out of our comfort zone, through no fault (or desire) of our own.

There’s a big, bad, world out there waiting to spin us around in an attempt to try something new, whether we like it or not.

Is your status quo any of the following:

  • Is sales and/or marketing not your forte?
  • Do you think you don’t know how to sell?
  • Do you not like to bother people with asking them to buy from you?

Many of you may feel dread and trepidation thinking we’re intruding on someone’s privacy. What’s up with that?

What happens if YOUR service and/or product is something THEY really need? We only hurt ourselves with missing out on that next new client who wants, nay NEEDS US!!! 

We hurt ourselves by sticking to the status quo; you know, like a sunburn.

Learning how to overcome the hesitation we have about asking for someone’s business is a lot easier than you think. It’s like putting the ointment on the sunburn. Failing to overcome that hesitation results in losing money for no reason other than your awkward shyness. Failing to apply the sunscreen results in that nasty sunburn.

Pretend that sunscreen is merely a shield from your shyness and go burn it up!

Prospecting: TR(Y)AL & (T)ERROR

I’m a broken record when it comes to new business development.

Unless your business never (and I mean never ever) has clients that retire, relocate, downsize or die, you must consider new business development strategies, aka PROSPECTING.

What’s the first thing you think of when you hear the word “prospecting”?

Networking, maybe?

Cold calling? Did you just shudder and break out in a sweat? I don’t blame you. 

Did you know that dictionary.com defines prospecting as:

    • to search or explore (a region), as for gold.
    • to work (a mine or claim) experimentally in order to test its value.

That’s pretty cool even though I know that they are not distinguishing the word in a sales capacity.

Sales & Marketing gets a bad wrap, and prospecting, to me, is the gritty way to say new business development. 

Most people DO NOT have the same reaction (shudder and sweat) when you discuss customer service. Some people think it’s “safe”. We get to respond to clients who are looking for us to help them. Makes sense.

I don’t want to be a party pooper, but customer service involves its own form of prospecting. Every interaction with a client is an opportunity to demonstrate your expertise, solve a problem and….wait for it…remind them why they do business with us. 

Not so fast. That’s the easy part. 

The hard part is not letting them off the hook (literally and figuratively) once you managed the task at hand. Taking a few minutes to ask them for feedback on how you’re doing and reminding them what else you do in your business, gives them a reason to think about why else they need to hire you.

It’s harder than it sounds. In the insurance world, we call that “account rounding” and “cross-selling”.

Without getting too dense, if you’re not getting uncomfortable with how to find new clients, you are not growing. It may not seem like it now, but there will come a time when a shift will happen. The key is, either doing it voluntarily and proactively or reacting to circumstances beyond your control out of desperation. 

Marketing: Woes and Wows

I was thinking about how to outline a proverbial “good news, bad news” message.

Marketing takes on different life forms when you’re deciding how to promote your business. A brief outline can be reviewed in my blog, “Reflections though the Drive-Thru Car Wash”.

I think you’ll be happy to know that I’ve consolidated BOTH the woes and wows as one issue. ONE? Yes, one! For now.

New business development is an under-stated and underrated activity and effort that’s critical to any business. Hoping and eagerly waiting for the phone to ring is not a strategy. You don’t need me to tell you that.

I think we all know that we secretly wish it were a strategy. 

Did you ever “HAVE TO” go to a family or community function because you made a decision and needed to follow through with it, but you dreaded it? WOE MOMENT.

BUT, after going, despite dreading it, you had a great time! It happens, doesn’t it? You bet it does.
You may have even been pleasantly surprised (and relieved). WOW MOMENT!

That’s how new business development works. 

Creating conversation out of thin air with complete strangers and coming across as a “salesperson” is daunting.
WOE MOMENT

So, you get uncomfortable, coordinate with colleagues, peers, associates, alliances, power through and attend that networking event because you know there will be possible connections and valuable introductions.
At the end of the event, you have a fruitful experience, much to your delight. WOW MOMENT.

One aspect of Karma is that if you venture out of our comfort zone, you will experience something valuable and useful.
If you stay within your comfort zone, you may not have bad karma, but you can’t complain about the status quo because that’s your choice.

Visit my video on prospecting. By the way, spoiler alert this is a WOW MOMENT; I don’t care what anyone says.

Marketing Superpower: Justice League Style

  1. Paying for your kid’s college tuition
  2. Getting the pool in the backyard when it’s LAVAHOT degrees outside
  3. Crossing off a travel destination that’s on your bucket list

Who’s your favorite superhero?

Procrastination: Friend or Foe

It took me almost 6 months to write this. Then, a month to edit…Don’t you love irony?

However, I think procrastination gets a bad rap considering the benefits it can have. Did she say “benefits”?

Yes, I did. Wait, how is procrastination a benefit?

Let’s not wait a moment longer. Let’s begin with definitions. First, there are a few definitions that could lead us to believe the negative aspects of procrastination.

Merriam-Webster has a definition that definitely made me feel guilty:

to put off intentionally and habitually; to put off intentionally the doing of something that should be done

But then, Oxford and Cambridge made me feel a little better. According to their definitions, a delay doesn’t mean “game over”.

the action of delaying or postponing something, and
– to delay doing something

Let’s start with an obvious example of the bold exercise of procrastinating, one with which I’m all too familiar.

As a business-owner, a website is something most of us consider in order to drive traffic and more business our way. But the size of the project can be overwhelming, and so, we delay. You know, a delay in a bad way that validates that procrastination has a negative connotation.

What could be the cost of delaying this website project? The cost of procrastination is the lost opportunity of not being found on the internet. I may be crazy, but I also think that the worst kind of statistic is the unquantifiable amount of how much business is lost by not being searchable and discoverable on the internet.

When you consider the potential cost of a lost opportunity, you return to the idea of getting it done. But it’s still an overwhelming idea and a potentially huge project. But there is a way to deal with the overwhelming part, AKA the thing that leads us to work against our own best interest.

You don’t habitually put off this project according to the first definition listed above. Instead, choose the more positive second definition. Delaying the project doesn’t mean it’ll never get done. And, in the delay of the overall goal of finishing the project, search for the solution you need to get the project done.

What’s one reason that makes this project overwhelming? The idea that you have to do it alone! All those tasks, all that responsibility, it’s a whirlwind of anxiety that builds up a wall of resistance, as described in the first definition.

You don’t have to do it alone. You have control over the delay, you have the power over postponement.

What are the some of the solutions we have control over? We could hire a website expert to assist with some of the mechanical tasks. A professional has the skills necessary to take your vision and to organize and prioritize the project. All of a sudden, that thing you’ve been avoiding is moving along.

With the help of an expert, you can then execute on key tasks such as robust call-to-action tactics, search engine optimization (SEO) strategies, a comprehensive products/services summary, credible blog posts, as an example.

This task list demonstrates expertise and credibility that will attract your target market. Feels like control, feels like something is getting it done.

What happens if you can’t afford to hire someone? It’s a catch 22, isn’t it? We have to build our business to make money to reinvest back into our business, but we have to implement marketing strategies to build our business to make the money to reinvest.

We could get too busy, too busy making excuses. And those excuses bring us back to the negative, inappropriate definition of procrastination. Oh no, we were doing so well!

Excuses don’t affect anyone but ourselves, but let’s be careful about complaining. No one likes a complainer when it’s something within our control of accomplishment.

Now, what have you been waiting for. Let’s get excited how procrastination can work in your favor. It’s not a coincidence that it’s easier and shorter to explain.

One of my mantras has always been “Procrastination is a time management strategy.” What do I mean?

Let’s imagine we have to prepare for a very important meeting or project, it’s a week away. We know what we have to do; we know the date and time of the meeting. Time is of the essence. If you were to leave it until the last day, then yes, we’re guilty of procrastination. Or are we?

Procrastination doesn’t take into account that one must plan, prepare and prioritize to complete a task. The key word is PRIORITIZE. Just because you’re putting off something, doesn’t mean you’re procrastinating.

Maybe you’re pondering…?

One thing I’ve found about my approach is that when I attack a task, sometimes I need a break to let the creative juices flow, to present another perspective. This gives time to create and edit along the way. It’s called PROGRESS. Have you ever gotten the advice to “sleep on it” when you’re unsure about how to deal with an issue?

This is no different, except we can call that Positive Procrastination!

Rushing to finish is stressful, not to mention overwhelming. And, we already know where that can lead. But, if you start in phases, it gives you time to review and edit and triple check your work. Starting doesn’t always mean finishing.

Starting means planning on how to have the best finished product.

Procrastinate away as long as you know how to manage your time and the deadline.