life

Forest Quandaries

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“If a tree falls in the forest and there is no one there to hear it, does it really make a sound?”

I get the riddle, I really do.  But I honestly don’t care much about the darned tree and if it makes even so much as a peep.

I do have some things in that forest I do care about though.  You should too. 

  • If you completely rebrand yourself but there is no one there to notice, does it really make a difference?  Think hard about inviting more people into the forest.

 

  • If you spend hours learning about a product but no customer ever asks you a question about it, will you ever sell anything? Grab some stump and tell somebody what you know in an interesting way.  

 

  • If you spend time to get smarter or stronger but never feel a bit stretched or sore, will you ever be either smarter or stronger?  Lift some heavier deadwood.

 

  • If you want to live in the best tree in the forest but never have a plan to find it, will you ever be so lucky to stumble upon it?  Get a knife and carve out a plan.

 

  • If you post a blog in the forest and there is no one there to read it, does it really matter?  Write something so interesting that people care to hike in once in a while. 

 

Till next time,

Grow The Business.

Mark

Mullet Over

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mark mullet years

Sales and Dating just don’t mix.  But when they do, there are lessons to be learned.

Tonight you are super sales guy Rock Ledger.  You are single and in a bar.  Good Times.

And lucky you, it’s also 80’s night.  This feels good.  This was your time.  This was where the Rock Ledger legend began.  So even though you are not much of a dancer, it’s flashback (and Flashdance) fever tonight so you have got it going on!

You Rock Ledger, you super sales man, you  did your pre – party research, and prepared well for this 80’s night.   And holy leg warmers, you spy someone you think you’d like to talk to.  You remember her name is Tiffany.

Excellent.   Time to make your move.

A bit sweaty now because you just had to break out some moves to the blaring tune Safety Dance, you are comforted knowing that the rusty Aquanet hairspray you found buried in your dresser drawer (literally from the 80’s you suspect), had enough juice to keep hair  securely shaped into that “oh so cool” Mullet.  You amble over to Tiffany in your now ill – fitting Members Only jacket and say:

“Well Hello there.” 

“Well Hello to you.”  She says.  She looks at you coyly.  She’s curious.  You look back.   An awkward pause ensues, but you are ready.  Conversation is your game.

“I was wondering” you say, (knowing full well how good your John Stamos Full House Mullet looks)….  “Are you happy with growth of your family or are you just looking to keep the family you have?”

 “Whaaaat?” She cries.

 “No, I ‘m sorry.  What I meant was, how happy are you recently with things?  Is life going well for you?  Are you really happy with your current boyfriend or do you want to be happier?”

“Listen Skippy, I barely know you..”, she says. (And of course you’re thinking that “Skippy” was Michael J Fox’s dorky friend on Family Ties and you definitely do not, look like Skippy)

“Ok I’m really sorry this is not starting off well.  All I want to know is why can’t I have a serious conversation with you?”

WHAP!! Your face, ego and hair sprayed Mullet all get whacked at once.  Face and ego bruised, the Mullet surrenders too and snaps back from whence it came.  Your 80’s night is now over.

**

Mildly entertaining?  Sure.   But Rock Ledger’s conversation with Tiffany is not that much different than some of the early conversations we have with our business customers and prospects.  Though we are well intentioned, many of us launch into some very deep questions right off the get go.

We are quick to ask these deep and frankly quite “personal” (especially when speaking with small to med size businesses) questions that while your customer won’t likely literally “slap” you like Tiffany did, they sure as hell might want to.

Think about what many of us ask after a few moments of introduction or in our first meeting.

  • “Are you focused on growth or maintaining your customer base?
  •  “How is the economy treating you, are you guys doing OK?”
  •  “Are you happy with your current supplier?
  •  “What’s the biggest challenge you are facing this year?
  •   “I want to understand your needs better, so I have some  questions..”

Should we be asking these questions of our customers?  Yes we should.  But should we take some time to buy the prospect a metaphorical drink or two and build a little trust and value about ourselves or our company first?  Prove we care about really helping the prospect first?   You bet.  Tiffany would have appreciated it.

This doesn’t have to take too long.  It can take as little as a first date but more often than not (especially today in this low trust competitive environment), you shouldn’t ask these types of “personal questions” till you’ve had a few dates or you might get whapped.  It’s tough, the pressure is on.  You need to perform.  Rock Ledger wants to close the deals right quick too, but you saw what happened to him.

You can dance if you want to.   And I suggest you do.  But dance the long dance version please first.

Till next time,

Grow the Business.

Mark

What’s Your Trigger?

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Louis Oosthuizen won the British Open Sunday.   And a little sharpied red dot on his golf glove had something to do with it.

That little red dot on his hand was what he looked at before each and every shot.  That glance, that focus on the red dot helped get him “into the zone” and to “dispel the distractions”.   It was and is his trigger.

  Triggers, as any sports person knows, are a big deal.   They can be a stare, a move, or even a thought but regardless of what they are, it is what they do that matters.   And for Louis, that trigger was something that helped him execute in a very tough job under a ton of pressure.

What’s your trigger?

Playing sports, mine was a tap of my left foot before the pitcher began his wind up.  My younger brother (a much better player) would slam his bat to the plate at the beginning of each at bat; a trigger that worked for well for him (and as an added plus, intimidated the opposition). 

But what’s your trigger at work?  We do great things.  We need to perform under pressure and just like Louis we’ve got to execute difficult tasks well (often repeatedly) without much room for error.

For some folks it’s a phrase or a word they say to themselves before the presentation starts, before the call comes in, or before they push that door open that says “no solicitors”.  For other folks it’s forcing that image of a mentor or a respected boss into your head, or it’s a quick look at your kid’s picture on your desk and the thought of who you are really doing this for.

But more often than not, I’m guessing there isn’t a trigger at all.

More often we just do.  We think hard and we work hard for sure, but I doubt many of us consciously while at work have a “trigger” that helps us get “into the zone” or “dispel the distractions”.  

I think we should find one.  One that helps you instantly lock into that zone.   Maybe it’s a head nod with your eyes closed for half a second as you hear the words or see the face that is your trigger.  Maybe it’s something you wear on your wrist you can cast a glance at 15 times a day. 

I have one.   I have a trigger.  I’ll admit I’ve gotten away from using as often as I once did but Louis inspired me to bring it back.  And yesterday (Monday) was the first day I employed it throughout the day in a quite a while. 

Grew the damn business I did.

Till next time,

Grow The Business.

Mark

Thank You Tom Watson

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Caught Tom Watson’s likely last walk over the historic stone bridge at St. Andrew’s yesterday.  A class act Tom is.  And what a thrill he gave us last year at the British Open. 

Here’s a look back.

Originally published 7/20/09

***

Thank You Tom Watson

Years ago I heard someone say the difference between soap operas and sports is the “audience” that watches them.   At first pass, some might think the point is that one gender likes soap operas or sports more than the other but the point really is that soap operas and sports are so very similar.

In both lie often incredible and transfixing stories. 

Susan and I couldn’t take our eyes away from Tom Watson’s golf performance at the British Open this weekend.   In the space of 48 hours, we ran a gamut of emotions sitting in our living room and watching this story play out.

And I am so thankful for that. 

As I write this a few hours after he lost in a playoff to Stuart Cink on the final day of the Open; I realize how lucky I am to have invested here emotionally.   At 59 years of age nearly 25 years removed from his last major championship, Tom held the golf world ( and I suspect a whole lot of new weekend TV converts) captive.   Could he be the oldest man to win a major championship?  Could this gentleman, this statesman for the game sit atop the golf world once again and live for real, an improbable heroic story?

There was chest tightening nervousness in my living room as we watched him tee off on hole after hole on Sunday.  At times we refused to watch some of his short putts (his long time nemesis) for fear of either seeing him miss or like a jinx, by watching we might just influence that putt in a bad way.  We literally jumped and cheered when he sank the few birdies he made Sunday and there were tears when we realized he was going to win… and tears again when we realized that he wouldn’t.

It was exhilarating.  It was exhausting.    

I don’t think it matters much whether your deep emotions come out though a fictional story or a real life story, rather, that they just do.   It feels good this collection of intense feelings, a bit like a mental cleansing.  It feels good to have all those emotions across such a broad spectrum, be let out.

And who knows, maybe going for a ride on a wild emotional story once in a while has other benefits too.     Not for nothing, but after watching that tournament; I went downstairs and had one of the best workouts I’ve had in a long time.  I then mowed the lawn in some of the most artistic patterns ever and I swear at my grill, the beer was colder and the cheeseburgers tasted better than they have all summer. 

Thank you Tom Watson.

Till next time,

Grow The Business.

Mark

Easy Still Needs To Get Easier

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Fax machines ain’t dead yet.   Especially in small businesses.  But of course it’s not the machine itself that matters; it’s what it still does really well that does.   I got a neat lesson about that not long ago.  

Last month I had the luck of sharing lunch with one of our operations leaders while on a visit to our Canadian facility.    He had just conducted a tour of his area that morning and was animatedly recounting the response he gave to the question about why there is still a healthy volume of faxed orders from small businesses.

“Here’s why…” he said and deftly picked up an imaginary order form, proceeded to circle an imaginary box, write in an imaginary quantity and then stick it into an imaginary fax machine. Done.

Sweet.  Simple.  Quaint even.  So Easy.

And that is the point.   For a small business, it is easier (and sometimes a heck of a lot easier) to stick with the old than go with the new “Easier Ways”.

Let’s take an online reorder of a product.  Maybe it’s new name plates, or business cards or truck parts or whatever.   And think about the online ordering process experience from just about any company.

In this typical small business you’ve got to find a computer you can use to place this order (it’s not like everyone at a small business has one readily available)…. open up a Browser….find the Vendor…. get past the “Sell” area landing page and find the Existing Customer area (you know up at the top right somewhere…. in the tiny print)….. find that Sign in button….. Enter Email address…. Login name… remember or dig for, the darned Password….. Place the order…. Verify…. Validate…. etc etc.  Is it simple? Yes, for some.

But some find it “easier” to grab the reorder form that was mailed to them, circle a spot, write in the quantity and fax it. 

Others find it easier still, to remember nothing at all other than the bloody company name, pick up the phone, talk to a human and place a reorder.  

This isn’t a knock on web plays for small business; this is a reminder that “Making it Easier” is a critical factor for small businesses.  And always will be.

Warrilow (a leading researcher of small business) often reminds us that the majority of small businesses are not early adopters of technology but I’d contend that is as much about how easy (or not)  something new is to do versus how easy it is to do today as anything else- especially for small business.

So two easy questions to ask yourself when you are trying to provide support and solutions for your small business customer;

  • How can your recommendation “make things easier” than the current product and/or supplier in use today?  Write down those answers for your favorite products and embed them in your contacts and conversations.

 

  • Is the reason a SB won’t budge or buy really because the solution will require “more work” on the clients’ part than they do today? (Even if just in the transition?)  If yes, remove the work!   Invest in whatever it takes to do this; the return you get versus price obsession or proving ROI will be significant.

 

Till next time,

Grow The Business.

Mark

5 New Rules For Book Reading

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After a recent conference meeting, I offered to send out a particular book to any sales leader who wanted one of my remaining stash.  Many folks replied requesting the book and my guess is that others used the link I provided to purchase the book at Amazon. 

Super.  I love people who read business books.  They get it.  

It was a little odd though.

Some sent notes saying things like “Please send the book and I’ll pass it on to each leader” or “I’ll send back it back when I am done with it”.  These notes are from people wanting to invest in themselves and are very well intentioned for sure.  I’m convinced though, that our “Library” experiences and our “Textbook” experiences in school have fostered the belief that all books should be treated as we once were instructed to, or as we might treat fiction books today; That books are to be read and read only; That books are to be passed around, or resold or covered in protective paper and never, ever to be written or doodled in.  

It’s time for the old rules to go.  I don’t think those beliefs suit us well when applied to essential books.  These types of books I’m talking about can change your life at work and at home.   

Here are 5 new rules to go by.

1) Never Share:

It’s yours.  You wanted this book to read.  You will, if you do it right, write in this book including in the Kindles of the world.  In a mad rush some day in the future, you’ll lunge for your bookcase because you know that there is this book or this author who has that idea  and you need to read it again to move this effort forward or make something happen.  Make sure that this book is in your bookcase or on your desk when you need it.  Recommend a book?  Yes.  Share a book?  Never. 

2) Never Borrow:

Never borrow one of these types of books from anyone.  Not your colleague, not your spouse, not your friend.  Borrow means you have to give it back.  Borrow is a complete waste of time.  Think you can read a non-fiction critical book and remember the 10 essential themes or tools it teaches?  If you can, welcome to the tiny percentage of folks with a photographic memory.  The rest of us need to skip the “borrow” approach to books.  Never borrow.  Leave that to the fiction and fun books. 

 

3) Always Write In and Highlight In Your Book:

Have a pencil and your favorite color highlighter in hand whenever your read one of these books.  If you are into the electronic readers be careful; you have to get the ones that easily allow you to write, highlight and retrieve (and Nook ain’t one of them).  Books are a collection of moments from great teachers, researchers and leaders and like anything else, offer some moments that are better and more striking than others.  Highlight them or write a note next to that moment.  Your books should be a complete mess of color and notes.  It makes it that much easier a year later or 10 years later, to pick up this book and find what you loved about it the first time you read it.

 

4) Spend Money:

Spend at least $60 of your own money every month on books.  About a $2 dollars a day on ways to be better, be happier, be smarter or be more of whatever it is you want to be.  You decide if you are worth it but if you are reading this, my guess is that you are.  

 

5) Re-Write the Best:

If you take the time to read these types of books (and you must), do so with a small notebook that you’ll never lose (I use a small red moleskin notebook).  When you read, there are concepts that on occasion will make your jaw drop, your eyes widen and your breath quicken as within this book and on this page, a brilliant perspective screams out to you.  These thoughts are so profound that a note or highlight just won’t do and in fact, you should carry it with you. Transfer that tremendous thought to your small notebook.  Carry it with you and look at it often. 

Till next time,

Grow The Business.

Mark

Drawn In

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This post has little to do with work or self development or leadership.

Except, I think, that it does.  

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Why am I so taken by this DVD?  It is nearly 6 full hours of the funeral proceedings for a recent US president.  And all of it draws me in.

I ran it across it a couple of weeks ago while at the Library and had a chance over vacation to watch it.  I spent nearly a day doing so; and don’t regret for a moment that I did.   The video is The Reagan Library’s Tribute to Ronald Reagan.

It’s not the man or the politics I am obsessed with.  That’s not what draws me in.

It’s the ballet and the precision of color guards that are so much the very essence of these services that draw me in.   Even more, it is that beautiful precision interspersed with tightly controlled emotion and tears. That draws me in even further.

It’s the stirring poignant music of choirs and soloists and military bands that draws me in.   Even more, it is that all of that music is juxtaposed amongst non-melodic sounds like the 21 gun salute and cannon fire.  That draws me in even further.

It’s the speeches from heads of states, childhood friends and former presidents that draw me in.  Even more, it is that some of those speeches written with the help of aides and speechwriters while others were seemingly written on a blank sheet of paper the night before.  That draws me in even further.

It’s the thousands of people lining the streets watching the procession of family behind the horse drawn carriage that draws me in.  Even more, it is that you oddly cannot hear a single sound except footsteps and birds chirping as those thousands of people stand in complete silence. That draws me in even further.

I know what it is.   I know why I am so drawn in. 

There is no middle ground here.  It is a palette of only the brightest and the darkest colors standing apart at times, and then, mixing together. 

It’s a place where not only you may cry tears of joy or tears of pain, but you may actually cry both.   There is no middle ground. 

I’m drawn in when you have to invest and where there are, extremes.  The highs and lows in people, places, history and work I think, make it all worth it.  And when these extremes are inexorably tied together, I can’t turn away.

Till next time,

Grow The Business.

Mark

Treat Your Boss Well

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Treat your boss well.  It’s always the other way around, isn’t it?

Kevin Spacey had it rough as the sales boss in Glengarry Glen Ross.  Lots of bosses have it rough.

And I’ve yet to see a book on the shelves, or in a training class, or a webinar,  or darn near even a memo with topics like “How to Treat Your Boss Better” or “Strategies to Engage Your Manager” or “Connecting With Supervision: Unleash The Power”

Nope.  It’s all about what the bosses should do for their employees.  How to be a better manager, coach, teacher, helper or leader of people.

I got it already.

We have to turn the tables.  We’re missing chances to make this third of our lives that is work, just a little bit better.

  • Treat your boss as if you know they once “carried the bag” and like you, had some rough sales quotas to hit, impossible project deadlines to meet or tough service issues to handle.  They had those then and unless I’m missing something, still have them today.
  • Treat your boss as if you know they have a hard time sleeping some nights worried about you or your colleagues, or the business, or even the systems.  Truth is, the lack of sleep isn’t always because they were out too late the night before.
  • Treat your boss as if you know that being a leader or a coach of people (and some bosses in this sales business have 20 + direct reports) is one of the toughest jobs anyone could ever do.  Never doubt for a moment it isn’t, because it is.
  • Treat your boss as if just like you, they have a family at home, maybe a sick child, or an ailing parent or a bill they are worried about having to pay because without a doubt, they do.
  • Treat your boss as if you appreciate they are often anxious and worried about what they are saying to you or the team or even what they will say or will do.  They know they are never ever not on stage and that everyone is always watching.
  • Treat your boss as if you know they took their leader job because maybe they get real joy out of helping someone turn “just a job” into a career or to take a team or a business from “just good” to “darn great”.   Leaders yearn for that job satisfaction too.

Till next time,

Grow The Business.

Mark

Bad Service? Maybe You’re The Problem

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I’ve been watching you.

Yeah, that chill you got last Saturday while shopping was probably me. 

And some of you folks are no treat to deal with. 

But before I get into that, let’s talk about Bad Service.  It gets all the press.  Bad service gets Twitter all atwitter as people write about their bad experiences at Best Buy or with HP or at the local Mini Mart.    Bad service gets all the chatter in the hallways and the lunchrooms as people talk about the rude waitress or the incompetent accountant or the indifferent business owner.

But I’ve been watching you.  And it often takes two to tango.    

A big part of the problem with Bad Service may be you.

I saw you at the check out line in Costco when you didn’t even think to put those heavy items in your cart with the bar code facing up or god forbid, hoist them up on the belt.  Nope, that’s not your job.  Then I saw you get all snippy thinking the cashier lady (who weighed all of about 90 pounds) was being too rough with your stuff as she struggled mightily to lift items so she could scan.   I blame you for that Bad Service experience.  

I saw you never even look up at the gas station clerk as you ignored her outstretched hand and instead placed your $20 bill on the counter for her to retrieve it.  She responded in kind and placed your change right back on the counter where you dropped your cash.  I saw that look as you clumsily collected your bills, quarters and pennies.  I bet you complained about that experience later but I blame you for that Bad Service experience.  

I saw you tell that animated story to your husband about how you showed up “wicked early” Monday morning at the Auto repair shop to get that muffler fixed (early for you being 8:30 am I guess…) and how ticked off you were that “they couldn’t tell me how long it would take” and that you had “to call back like at 1pm and it still wasn’t done!”.   I blame you for that Bad Service experience.

My guess is that a lot of you see this kind of thing happening too.   And maybe it’s not just at the store.  Maybe you see it happening at work.  Bad Service at work gets a lot of attention too.  But maybe people who say they are getting Bad Managing or Bad Teamwork or Bad Advice aren’t totally blameless.   Maybe we should take a closer look at all those “Bad Service” claims altogether.  

Here’s watching you.

Till next time,

Grow The Business.

Mark

Still The Luckiest Man In The World

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I hope you don’t mind, because on Sunday, it will be one year.

So I apologize, no post today on anything that will help you grow the business.  This one is for my wife.  She’s a blog subscriber too. 

I thought about writing something new this year but then I looked at what I posted with all of you last June 11th and thought not.  You see, when I read it again every word is true, except now I truly know what I thought I knew then;  

Susan, I am still the luckiest man in the world.   

*****

Originally published June 11th, 2009

 

The Luckiest Man In The World

 

I admit I’m not an expert on marriage and have the track record to prove it.   But my guess is that you’ll be alright if;

You marry someone who feels it is more important to be there for others who have less or are in need, than to be there for everyone.

You marry someone who works hard, never misses a day, and defines her performance only by the happiness of her customers.

You marry someone who when she first met your child of 6 years old, knelt down, looked at him eye to eye, said hello and then gave him a big hug.

You marry someone who loves with all her heart, the movies from the 30’s and 40’s because they always have happy endings.

You marry someone who cries tears of joy almost daily just upon hearing that a total stranger had a baby or if she happens to she see two toddlers walking, holding hands.

You marry someone, a single mother who from her teenage years has raised a beautiful person in her daughter with the crazy belief that “I want to raise her not to be like me”.

Susan, your daughter is just like you and it is the greatest gift you have given her.  My son has known you nearly half of his life and I swear, he loves you as much as I do. 

Saturday, I get to marry you.

I think we are going to be more than alright.  It’s a trite statement but there is a reason someone came up with it.  Now, I know.

I am the luckiest man in the world. 

Till next time,

Grow The Business.

Mark

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Mark McCarthy
Director, Sales Competency and Training

Deluxe Corporation
500 Main Street, Groton, MA 01471
Phone: (978) 449-3429  
email: mark.mccarthy@deluxe.com

Visit my Internal Blog at  http://blogs.deluxe.com/Mark/

Visit my External Blog at https://growthebusiness.wordpress.com/

Twitter at   http://twitter.com/GrowTheBusiness