Friday, November 9, 2012

Create a Culture for Success

What is a culture for success? How do we ensure that we get the best results from the people we work with or for? Many people think of success in organizations as belonging solely to the marketing dept - "we've brought in $10million in sales" or finance - "our stock price has doubled in the last six months." But each of us is responsible for the success of our organizations.
No matter what department we work in.
Creating a culture for success requires that we look at everything we do and see how it fits into the whole. Then, we look to the processes that could be changed or improved in order for the organization to be successful.
These 4 steps can add up to winning big.
Communicate optimism.
Begin by looking at yourself. Do you radiate success? When you come to work do you hum "take this job and shove it" or do you energetically belt out "don't rain on my parade"? Are you optimistic about how the day will go and do you communicate that optimism to everyone you come in contact with? It doesn't take much to communicate optimism. A smile - an encouraging word - a zest for the work at hand - they all help to convey positive demeanor.
Don't blame the competition.
So you've got really tough competitors out there? Sneaky, underhanded, unethical- making up rumors about you- they're just looking for any opportunity to steal your clients away from you. I don't think so. Competition will always be with us. And not everyone will do business the way you want to. did they get it in the first place? What was missing in your product or service? Look at your weakness and confront it. Then do something about it. Your competition can't steal business from you. You don't own those revenues, the clients do. It's up to them to make sure they're getting the best product or service or value for the dollars being spent.
Identify simple improvements.
You don't have to concentrate on just the big jobs that need to be done. Sometimes the best improvements are the simple ones. A rain drop doesn't end a drought but many rain drops will.
Never say "can't".
This is a personal favorite. I've sat in many meetings listening to people say "can't" to the solutions that would create successful products or promotions. For example, you don't know if the marketing campaign you are working on is bringing in the specific type of accounts you wanted because you can't mine the database properly. Well, figure out how you can. Even if a solution is an up-front cost- figure how much will it cost you not to implement. Don't be afraid to use simple solutions. Can't automate a process right now? Figure out how it can be done by hand. There is always a work around solution to a problem.
Creating a culture for success isn't really that difficult. It doesn't always require in-depth market research or focus groups. It does require that each person in an organization take personal responsibility to be as successful as possible. Whether it's a business, social, religious, or fraternal organization, creating a culture for success starts with you.

Friday, November 2, 2012

The Psychology of Urgency

"I'll think it over and get back to you." "Sure, we'll do that someday." "I need to check with my colleagues." "Give me a call next month, then we can set a date."
Tired of excuses? Looking for a more successful way to get others to take immediate action?
For the last century, psychologists have been studying simple persuasion tactics that will allow you to motivate people and get the results you desire. This article focuses on using the psychology of persuasion to create a sense of urgency in your customers.
The Psychology of Limited Resources
The first strategy for getting people to take immediate action is to present yourself or your product as "limited," "scarce," or "in demand."
Why? People want what they can't have. Repeatedly, psychologists have shown that human beings find more value in things that they have a hard time obtaining.
If you tell people that they can't have something, they end up wanting it more! You may have experienced this in your own life. Have you ever found yourself interested in a home or a car and then discovered that someone else may try to buy it first? If you're anything like me, the item becomes even more valuable to you. You are more motivated to get it.
Do You Want It? You Can't Have It!
This is an important point for sales and marketing purposes. Car salespeople are quick to let us know that, "This is the last model of its kind available on the entire lot--after it goes, that's it." Newspaper and television ads constantly remind us that the "sale ends soon," that "supplies are limited" and that "time is running out."
Some retail stores create motivation by putting "sold" tags on merchandise that they have a hard time selling. When customers see the "sold" tag, they become more interested in buying the item.
Infomercials place a ticking clock at the end of the advertisements. They say, "Order before the clock runs out and you will also receive a free set of knives."
Getting Immediate Results
When I first started speaking and consulting, it was hard for me to get business. I made the error of telling potential customers that I would be available whenever they were ready to hire me. Big mistake.
It wasn't until I became so busy that I had to start turning customers away that I was able to charge what I am worth. When they felt as if they couldn't have me, they wanted me more. When I was inaccessible, they became anxious and assigned more value to my service. This sense of urgency has had a huge impact on my business.
Here are three steps that you can use to create a sense of urgency in others:
1. Set a deadline. People are natural procrastinators. Without a deadline--and the potential risk of losing something--people will wait until they collect more information, talk it over with their spouses, or save more money. By setting a deadline, you create an inner drive helps them take action.
2. Remind them that your offer is "limited." Always present your opportunity as being limited with regards to time or quantity. If someone asks you whether you have a certain product in stock, don't say, "Oh, yeah, we have tons of them." The better approach is to say, "Yeah, we have some, but they go fast."
3. Play hard to get. Remember, people want what they can't have. By sounding too available, you're diminishing your value. By sounding somewhat unavailable, you're greatly increasing your value. Never say, "Oh, yes, I'm available any day next week." Instead, use the more powerful and persuasive approach by saying, "Hmmm, I'm very busy next week, but I might be able to squeeze you in."