How Can You Join the Winner’s Circle?

All of us are creative. Yes,YOU – even if you don’t think you are! We all have gifts, talents and good ideas. So why are some people always in front, getting ahead, always winning – while the rest of us spend our time trying to catch-up?

Successful people (those who win) act on their ideas and act quickly! They don’t allow second guessing from preventing them from trying something new. They put aside fear of failure and try it anyway. They don’t worry about being turned down or fired – they know they’ll find a more suitable customer or job or another way to make money if this one doesn’t pan out.

Most of us are too timid, blocked by fear and procrastination.

So how can you join the winner’s circle?

1. Capture your ideas. Carry a tape recorder or small journal. Sometimes the best ideas come at the most inconvenient times.
2. Act on your ideas.  Write that plan, make that call, follow that lead - right away
3. Create connections with people who can help and support you.
4. Share your ideas and get feedback.
5. Recognize the “gremlins” in your mind that tell you that your ideas won’t fly and do it anyway!
6. Approach the people who will benefit from your talents with a clear, concise and catchy benefits statement.
7. Be the real you, – don’t put on a persona to win approval from someone else.
8. Use your power of attracting. Once you identify and articulate your ideas and talents, you WILL attract people to you who have need of those talents.
9. Don’t take “no” personally. It is not a judgment statement!
10. When an idea fails (many will), jot down quickly what you learned, then go to your list of great ideas and start exploring another one.

It is said that many of us are waiting for our ships to come in. What we don’t know is that we have to send out a fleet of good ideas, and then see which one comes back in laden with cargo!

Gratitude

As we move from one year to the next, we often focus on goal setting.  I want to encourage you to put that aside for now and focus instead on gratitude for all that is and has been.

I’m visualizing the Santa with the bog scroll that represents the gift wishes of all the children.  But instead, this list includes all the things that we are grateful for.

Here are a few of the things I’m grateful for this year:

• The love and support of my husband, Raymond
• My mother’s 85^th birthday (and still healthy)
• The wedding of son Chris to Kate
• All my family and friends
• A beautiful place in the desert to live
• Great clients and colleagues
• Opportunities to use my talents
• The joys of cooking (and eating), travel, hiking and singing

What do you want to add to the list?  Add it in the comments so we can visualize an even bigger scroll!

Wishing everyone a great year and lots to be grateful for in 2012!

Use your Portfolio Persuasively

I hope my last post convinced you to create a portfolio to showcase your work. There is a balance, however, between punctuating your sales call or interview with illustrations and overwhelming your prospect, losing the opportunity uncover his or her needs.

Here are a few tips on using your portfolio effectively.

• Focus on the Customer!  Use the portfolio after you have uncovered the prospects needs, selecting the few items to show that are most relevant.  If nothing is relevant – don’t mention that you have a portfolio with you.  If you have other, more relevant work samples that you did not bring along, offer to bring your portfolio to a second meeting and include more relevant content when you return.
• Keep it simple!  I have a box of sample writing, training courses, and other materials that I have created over the last 20 years or so. (I print out any web-based work since it is likely to change over time or may disappear).  What I find works best is to include a few (5 or 6)samples and no more than 2-3 pages of each.
• Target your customer! Select the examples that are most relevant to the prospect at hand.  Include work you’ve done for the same industry, business functional area, project or company size.
• Maintain Confidentiality!  Some of my examples have the company name, product, numbers or other identifying details blacked out. Illustrate your commitment to keeping confidentiality.
• Don’t leave it behind! I’m happy to show off my work, but never leave it behind. Let them call you back to discuss or view your portfolio in more detail and ensure that your ideas are not copied internally or given to other vendors who may undercut your prices.
• Let them know there’s more!  Be sure to mention that you are showing them just a small illustration of your work, that there is more that you are capable of doing.

Please add additional tips and success stories.  Or if you have been the  prospect on a call where a portfolio was presented, let us know how it worked either for or against the sale.

Create a Persuasive Portfolio

What?! You are in business for yourself or looking for a new position and you don’t have a portfolio of your work? You are missing out on a persuasive marketing tool!

For some professions, such as graphic design, website development or writer, a portfolio is expected and easy to put together. For others , it is more difficult to think of what to include. Here are some suggestions:

• Work samples
• Product samples
• Pictures – Before and After images
• Charts or graphs
• Recommendations
• Thank you notes
• Client or project success stories
• Articles you’ve written
• Articles where you’re mentioned
• Press Releases
• Video clips

Impress your prospect by slipping a little show and tell into your sales calls or interviews. The visual impact will be great and your prospect will be impressed when you illustrate your success stories.

As an added benefit, your portfolio is a great way for you to remind yourself of how good you are and what you have to offer. Look at it when you have a dip in energy to remind yourself of the benefits you bring to the table.

My next blog article will talk about how to use your portfolio for strategic advantage. Meanwhile, if you have other ideas of what to include, or stories of when your portfolio has won you the business, share them in comments.

What Does Your Client List Say About You?

I am editing a website for a new client. It includes a list of customer companies – a good addition to a small business website. I noticed several things about the list that I will point out to my client, however. They may impact how potential customers see him.

1. Several company names are out-of-date. I know for sure that two of them merged with other companies over 10 years ago and the names changed. Has it been more than 10 years since he’s worked with these companies? I expect he wants to show substantive experience, but I would recommend he include the new name with the old in parentheses.
2. The website includes several great quotes from people he’s done work for.  The companies these individuals represent are not on his customer list, however. It’s an inconsistency that made me wonder how out-of-date the list is.
3. The customer list is not in alphabetical order and when I reordered it, I found a duplicate name. It looks more professional to have the list in alphabetical order and will prevent duplication errors.
4. There are over 30 names on the customer list. My client has been in business for many years, so I would anticipate a that he has worked with many customers, but I would recommend showcase a few names and note that it is a partial list. I would recommend he chose those that represent the type of customer that he wants to attract now. He may select customer names from specific industries or company sizes, for example.

Those who read our websites, resumes and other communications develop an impression of us through what we say and how we say it.  It can be helpful to have another person read what you write before you post it or send it out and give you feedback.  I’d be happy to help out!

Get Out of the House!

I’ve had a down couple of days – low energy, too much time alone, questioning what I’m doing working alone as a freelance consultant when I could be safe and secure in a “real” job. I’ve been wrapping up the business I’ve decided to let go of – and as I go through the tasks, I realize why I’m moving on. Its put me in your basic funk. Ugh!!
The calendar is barer than I’d like – purposefully so, I need to remind myself, that time to refocus, rebrand and reenergize is part of my plan. I have lists of things to do that will move me in the right direction and already have a time crunch on new business starting out a couple of weeks from now. No real need to worry.
So, here I am writing in a coffee shop and feeling better. I’m surrounded by chatter and people enjoying all manner of goodies and see others with their computers or notebooks busily engaged in their work. There’s lots of positive energy and I’m catching it! As I write new ideas pop into my head that I jot down for later. My pen flows over the words of my blog – keying it into the computer will come later – I am a pen and notebook writer.
So though an introvert, I know I need to make time to go out every now and again – preferably before a funk sets in!
What do you know about how you regain energy when feeling down? Find a strategy that pulls you up and propels you forward into a positive, productive mood!

Hate Networking – Love Market Research!

You’ve probably heard the word “networking” a few too many times in your job search.  It scares and puts off a lot of people – creating images of begging for a job.

Let’s change the perspective.  You’re looking for a job, perhaps a new career. You want it to be a good fit for you and you want to contribute to your new employer’s organization so you will be liked, paid well, promoted, kept around for a long time.

Even in a tight economy, you are at choice.  You can go after the same old job answering ads and using recruiters, or you can go looking for something new.  You need to do some Market Research:

• Identify industries and companies that interest you.
• Do online research to find out as much as you can about them, their products and services.  Note their web presence both in their website and in the broader press to make sure you like their image.
• Go to networking events where you’ll meet people who are knowledgeable about the industry or company.
• Ask your contacts if they know people who are knowledgeable about the industry or company.
• Call the new contacts and explain that you are researching a possible career change and would like to get together for 15-20 minutes and ask them about their experiences. 
• Have a good 15-30 second pitch about why you’re interested.
• In your meeting, be curious!  Have a good set of questions about the company, their careers and your area of interest. Do not ask for a job!
• Ask them what additional experience or training you might acquire in order to be considered for a position with this company. 
• Ask for additional contacts.
• Make notes about the conversation – what you learned and how you felt about it.

Follow up!  We like to “buy” from people we know.  Even if a”good-fit”  position  will soon be available, your contact may not tell you about it in a first “information gathering” meeting.

Finally, always have 2-3 target industries or careers that you’re considering.  Evaluate them frequently to be sure you see opportunity and a good fit. If not,  select another target to research.

Fix What Irritates You!

Last week, I finally went to the optometrist and have ordered glasses with a new prescription.  For ages, words have been slightly blurry. Reading had lost its joy. It’s taken longer to proofread documents and I suspect that accuracy has suffered.

I have been tolerating poor eyesight.

“Tolerations” are those things we run up against that are easily fixed, but that also easy to set aside for other priorities. What are you tolerating that drains you of energy and enjoyment? 

• The car battery needs replacing, each time it’s harder to start the car and you get irritated, but you get the car going, so go on your way without dealing with it.
• Your hair needs a cut, but you keep putting it off – and shudder each time you look in the mirror.
• You have a phone call to make that you’re dreading, so put it off.  You get a sinking feeling each time you think of it.
• There are things in the back of the fridge that have been there way too long and are reminded each time you open the door for a snack.

As we go through the day, the things you’re just tolerating, cause you to momentarily stop in your tracks.  Fixing them will give you more time and energy for the things you enjoy.

So…

• Add them, or move them up, on to your “to do”  list.
• Schedule time to address them
• Deal with the easy- and cheap-to-fix things first.
• If they will cost more than you can afford just now, start to put money aside.
• Some things can’t be fixed.  Acknowledge them and choose to accept them as they are, or avoid them if you can. 

Congratulate yourself when each toleration is taken care of!

Follow Your Energy!

Trying to figure out what’s next for you?  Feeling burnt out from the last career, but unsure of a new direction? Watch your energy level.

• Do what gives you energy and avoid activities that sap your energy.
• Be with people who give you energy and avoid people who sap your energy.
• Be in environments that give you energy and avoid environments that sap your energy.
• Read, watch and listen to things that give you energy and avoid those that sap your energy.

You get the idea.  But many of us go on auto-pilot, just trying to make it through the day, especially if you don’t like what you do.

So  turn on your inner observer and notice when you get a burst of energy – and record want caused it. Also note what is particularly energy-sapping – and record it. 

Give yourself a couple of months to record the spikes and dips in energy, then go back and look for patterns. 

If you’re not getting any (or enough) bursts of energy, it’s time to move outside your environment and look for new things to do, new contacts, new topics to read and explore.

The energy you exude affects the impression you create. It is what attracts people and opportunities to you.  Positive energy attracts. Negative energy repels. 

Be curious.  Find and follow where you’re in “flow” and bask in the positive energy that you create.

What are Your Deal-Breakers?

The last blog was about others’ impressions of you.  Now it’s your turn.  Form and record your impressions of the company, the people and the job when you’re interviewing and make sure there are no deal-breakers.

Once again, my thanks to the attendees of the St. Philip’s in the Hills, Tucson Career Transition Group for brainstorming a great list.  Here are a few that may surprise you – and get you thinking about what you really need for a good fit:

• Does the company trust it’s employees or are you micro managed?
• Do they welcome new ideas?
• Are you expected to join the football pool, go out for drinks regularly, contribute to a cause or political action committee?
• Where are they in the product life cycle?  Do they continue to come out with new products?
• Is there a high turnover rate?  Why do people leave?
• What’s really required in terms of hours, overtime and responding to calls and emails from home or on vacation?

How do you find the answer to these questions? 

1. Research online beyond their website. Google the company, products, key executives and anyone you interview with.
2. Try the product, if practical.
3. Ask your market research team (also known as your network).
4. Ask good questions at the interview.

Feel free to share other dealbreakers in the comments section!

Your career is a big part of  your self-image.  Do the research. Get the questions answered.  Make an informed decision based on more than a few hours with a handful of people. 

 This is a decision for how you spend many hours of the day for many years!