Main Page | The Company Rocks

Danny February 12, 2007 Leave a Comment

Questions that Require Answers

The Question & Answer (Q & A) part of your presentation is either an opportunity for you to really “connect” with your audience or… it is a “trap door” that can make both you and your message quickly disappear.

Many inexperienced speakers fear Q & A. Even if they don't fear it, they usually mishandle the opportunity that it presents – to demonstrate that you are truly there to meet and answer their needs. As a presenter, your credibility will either rise or fall depending on how you handle Q & A.

Audiences are tired of “scripted” presentations. They want you to go beyond your 300 bullet points. They want to probe and will not settle for merely being told. Q & A offers the perfect opportunity for you to have a “conversation” with your audience.

I found a very amusing – and useful – post on Seth Godin's Blog (Click here) Seth tells the story of a presentation made without PowerPoint; actually without any formal presentation – it is 100% Q & A. In the right hands and with the right audience that just might work. Of course, as Seth suggests, you should have a “plant” in the audience to ask the first question and get the dialog rolling.

Personally, I encourage Q & A whenever I present. Here are a few pointers to keep in mind to help make your Q & A opportunities complement your presentations and strengthen your message:

1) Always have one question in mind to get things started (should no one volunteer) e.g. “Frequently, my audiences ask me for more examples of…

2) There is nothing wrong with having a “plant” in the audience to ask the first question. This is merely opening up the dialog.

3) Always anticipate the possible questions that might be asked – and… prepare your considered response ahead of time.

4) Always repeat the question so that everyone in the audience can hear it. This also serves to give you some extra time to think about your response.

5) Answer the question – and then move on! Don't offer additional information. Save that for another question from the audience – or offer to respond in more detail after the session has concluded.

6) Give your response to the entire audience – resist the temptation to direct your answer exclusively to the person who asked the question. This is a mistake that many presenters make – and they risk losing the attention of the (rest of the ) audience when they do so.

7) Be especially aware of your body language during Q & A! If you are not “stuck” behind a podium make every effort to move forward toward the question. Maintain eye contact even when being asked tough questions. Do not let your eyes roam (to the floor or to the ceiling) or your attention level drop when you are being asked a question. More than any one gesture, your ability to maintain eye contact reflects your level of confidence!

8) Always signal that Q & A is coming to and end – “We have time for one final question.” And then conclude with a strong restatement of your main message and / or your call to action. Make sure that this is the last thing that your audience hears before they leave. Do not end on a whimper , “Well, if there are no more questions… Thank You.”

In another post I will discuss techniques for handling “trouble makers” or “wind bags” who threaten to hijack your Q & A sessions.

I'll conclude by reminding you to include Q & A opportunities in all of your presentations. They are a terrific way to gauge the level of understanding that your audience has as a result of your presentation. Or, as Coach John Wooden says, “You haven't taught until they have learned!”

Share and Enjoy:

Filed Under: Business Communications, Main Page, Public Speaking

Danny February 10, 2007 4 Comments

The Power of the Pause

I developed a new training program to help clients improve their public speaking techniques. Its called “Make Your Presentations Sing!” Earlier this week I presented it for members of the Long Beach Nonprofit Partnership. As part of the training, I have my audience listen to several musical examples to clarify my point. Points include: story telling, vocal range, timbre, emphasis, breathing, phrasing, etc.

One of the most overlooked presentation techniques is – The Pause. As in “The Sound of Silence.” – You remember that Simon & Garfunkel’s classic song – “Listen to the sound… of silence.”

Far too many speakers talk too much and they lose the attention of their audience because they forget to pause.

Far too many writers use too many words – their text is too dense. They forget to pause – to use the “white-space” on the page to give more power their prose.

Far too many sales opportunities are lost because the salesperson talks too much – they neglect to use the power of the pause.

We are all guilty of this – to a greater or lesser degree. When is the last time you heard someone pause during a television interview or “debate?” Anyone who dares to pause for effect will never regain the opportunity to get another word in during that segment!

Salespeople are their own worst enemy. The can not stand to hear silence! So, rather than pay attention to their customers’ reactions and observe their body language, they barge ahead and fill the vacuum of silence – with their own voice. To what result? Frequently, they end up talking themselves out of the sale!

The same thing can happen during presentations. Inexperienced speakers “panic” during periods of silence. They worry that they are having a memory lapse. In their mind, the silence lasts for minutes – not seconds. They dare not look out at the audience for fear that they will see boredom – or people leaving. And so it gets worse. The speaker is now panicked – and they speed up, And, as a result, they lose more of their audience!

“A wise person once said that there is, in any good speech, a greater message in the pauses than in the words that surround them”

– Excepted from “The Articulate Executive” by Granville N. Toogood

To illustrate this point during my training, I play Tony Bennett’s interpretation of the Irving Berlin song, “When I Lost You.” I could not find it at the i tunes store. But it is from Tony’s 1987 Album “Bennett / Berlin” and it is sung “a cappella” which means singing without instrumental accompaniment. It is a great example of “The Power of the Pause” to establish a mood, to emphasize your point, to impart a memorable message. Try to locate this track. If you are not moved by the power of this performance, … Trust me, this is worth worth your time and money!

In Timothy Koegel’s book, “The Exceptional Presenter,” he cites a UCLA Study by Dr. Albert Mahrabian that revealed: Continue reading “The Power of the Pause” »

Share and Enjoy:

Filed Under: Business Communications, Business Practices, Main Page, Marketing, Presentations, Public Speaking, Quotations, Speeches, Training Tagged: Dr. Martin Luther King, John F. Kennedy, Power of the Pause, Presentations, Public Speaking, tone of voice. Dr. Albert Mahrabian

Danny February 7, 2007 Leave a Comment

Motivational Skills are in High Demand

I recently came across the results of a study conducted by Right Management Consultants that should be of interest to any manager, executive or business owner. What traits are you looking for the most as you make succession plans for your senior staff? And remember… the “baby boomers” who hold many of these key positions are starting to retire now – and the rate of retirement will accelerate quickly.

Have you started to “groom” your internal staff to succeed your present leaders and managers? If you are looking outside of your company to attract top talent, what traits are you looking for?

As usual, I found a summary of the Right Management Consultants survey in the April 1006 issue of “The Motivational Manager.” 168 U.S. firms responded to the survey and they ranked these traits as most desirable:

62% – Ability to motivate and engage others.

58% – Ability to effectively communicate both strategically and inter personally.

52% – Ability to think strategically.

51% – Ability to lead change.

47% – Ability to create a performance organization.

45% – Commitment to developing people.

43% – Honesty and trustworthiness.

42% – Ability to develop an inspiring vision.

34% – Decisiveness.

Most telling, on 43% of the 168 firms said that they are providing the necessary development training. So much for the pablum of many companies who proudly say, “Our employees are our most valuable asset.” If that is how you value your assets… well, I would hate to be your client – but would enjoy being your competitor.

Can you train people to be effective motivators? Can you train the next generation of leaders to effectively engage your staff and clients? Can you improve the overall quality of communication skills within your company? “Yes, yes and yes!”

I find it interesting that in this study, 45% of the firms value the “commitment to developing people” when searching for future leaders. Well, why not eat your own cooking? Encourage your current crop of (soon to be retiring) leaders to groom, mentor and coach your younger staff members?

Does your company employ either a formal or an informal mentoring program? Is your company committed to continuous training and career development? If not, why not? What is your philosophy of leadership? If you don't have one, you might consider these words from John Quincy Adams:

“If your actions inspire others to dream more, learn more, do more and become more, you are a leader.”

So my advice to the 57% of these firms who are not presently providing career development training is simply – start developing your own skills to motivate and engage others. If you are having trouble motivating and engaging your present staff, you will never be able to hire leaders to fill this role. It starts with you!

Share and Enjoy:

Filed Under: Business Communications, Business Practices, Consulting, Main Page, Public Speaking

Danny February 6, 2007 Leave a Comment

The Rule of Three in Presentations

Later this week I will be leading a training session on improving your presentation skills called,”Make Your Presentations Sing!” As part of my research I have come across several references to “The Rule of Three.”

According to the “Presentation Helper” website, this “is based on the technique that people tend to remember three things. On oratory it comes up all the time.” Some examples:

1) “Friends, Romans, Countrymen” – William Shakespeare in “Julius Caesar”

2) “Blood, sweat and tears” – General Patton

3) The good, the bad and the ugly” – Film title

And, of course, we all know that the guiding principle for success in real estate is, “Location, Location, Location.” So the Rule of Three is not to be taken lightly. It does appear that there is a natural rhythm or cadence that helps the ear to naturally accept 3 points. As Granville Toogood writes in “The Articulate Executive,”

“Summarize your key point or key points. One or three, but not two or four, because the ear likes the odd number (two anticipates three, and four is too many to remember”).

So if you want the audience to remember your message, put it into a list of three – that is if you simply can not reduce your message to one point! In this case make it one point with three subpoints to reinforce your message. Some additional examples:

1) “Life, liberty, and the pursuit of happiness.” – from the American Declaration of Independence

2) “Government of the people, by the people, for the people.” – Lincoln's Gettysburg Address

3) “Never before in the field of human conflict was so much owed by so many, to so few.” – Sir Winston Churchill

I would never bet against Churchill or Lincoln when it comes to delivering a memorable message. If three points work so elegantly for President Lincoln and Sir Winston… well, that will work for me – and for you, whether you are the audience or the speaker. Use the Rule of Three to your advantage and your audience will remember you and your message. Ignore it at your peril. So start pruning the points on your PowerPoint slides immediately!

If you are still not convinced of the power of The Rule of Three, then tune into Comedy Central or listen to almost any comedian. Here's a quotation from Alison Davis' Insights blog:

As John Kinde writes on his website, humorpower.com, the rule of three is particularly useful in comedy writing because “a funny line . . . is like a train wreck. You know where the train has been, you think you know where it’s going, but then you’re surprised when it goes off track.” So the rule of three sets up the joke and makes it memorable. Like the tee-shirt that reads, “World Class Cities: Paris. Rome. Fargo” The third thing is the kicker that creates the joke.

So, to sum up, here are three things to remember about the rule of three: It creates simplicity, aids recall and makes your job easier. What could be better?

I never try to “top” a good joke, so let me end my post right here.

Share and Enjoy:

Filed Under: Business Communications, Main Page, Marketing, Public Speaking

Danny February 5, 2007 Leave a Comment

Good Role Models

“People seldom improve when they have no other model but themselves to copy.”

– Oliver Goldsmith

Many years ago, I heard one of my mentors say something similar: “Teachers teach as they were taught.” We are all the result of the sum of our experience. If our life / business experiences have been narrow or limited in scope, then, predictably, that is how we will lead, sell, conduct meetings, communicate, etc. If you – as the employer or manager – are not getting the desired results from your staff despite your best efforts, then I have a suggestion for you:

Invest in your employees. Broaden their experiences. Expose them to good role models. Bring in some qualified outside training programs. Send your employees to professional association meetings – you'd be surprised how many are close to home. Set up a book club / discussion group. In short, try different approaches until you find something that starts to work. Just do not continue with the “same old, same old” systems and expect different results – that is the definition of “insanity!”

At many of the association meetings that I attend, we often hear, “If you bring back just one idea from this conference and implement it in your store, you have more than covered the costs of this trip.” How true. Of course, getting the one idea is the easy part. Actually implementing it in your store requires real work – dedication and leadership.

One tip that I have been using with success this year: I delay my first day back to office work. That means that if I fly home from a conference on Sunday, I act as though I am still at the conference on Monday. I use that day to “wrap up” the ideas that I gained at the conference. I enter new contacts into my database, I write notes and send emails to the people that I met at the conference. I set up my action plan for actually implementing the ideas that I want to put to work.

On my first day (physically) back from the conference, I completely resist the temptation to:

1) Open the mail that accumulated during my time away at the conference.

2) Respond to any message or email that is not time-sensitive.

3) Get back into “office mode.”

This small change has helped me to start to achieve much more – the real reason that I wanted to go to the conference in the first place. I recommend that you take some small amount of time (maybe it is only a few hours) to finish up what you started at the conference before throwing yourself back into the “day-to-day” routines. An added benefit – it gives your staff some extra time to actually make decisions on their own.

Make your return to work special – set up a time to share the ideas and information that you gathered at the conference with your staff. Try, as much as possible, to have them “feel what it was like” at the conference – share pictures, autographs, etc. Make it special. This is especially important if you sent some of your employees to a conference or training session – have them share what the y learned or experienced with you and the rest of the staff.

Turn your business into a seat of continuous learning. Set up the models that you want your staff to emulate or be inspired by. And don't forget to include yourself – everyone can benefit from a “kick in the pants” now and then!

Share and Enjoy:

Filed Under: Associations, Business Communications, Business Practices, Main Page

Danny February 3, 2007 Leave a Comment

The Need for a Mentor

During the NAMM Show last month, one of the most requested topics for future seminars was “How Do I Fnd a Mentor?” Indeed, this is a topic that many businesses and industries are requesting.

The January 28,2007 issue of Business Week Magazine has an article, “Mentoring Can Be Messy,” which states that more than 50% of the 500 largest businesses now offering mentoring programs. This is up from merely 10% of large firms who offered this 5 years ago according to Mentium – a company who helps to establish these mentoring programs for business.

When there is a good fit between mentor and mentee (or protege) there are multiple benefits that can result. But remember – this is a relationship. And, like any relationship, it takes a certain amount of chemistry for it to click. To quote from the Business Week Article:

Ideally, both people know what they want out of the arrangement. “I haven't seen a real powerful relationship that didn't have specific goals,” says Kim Wise, the head of Mentor Resources. These might include learning how to manage a big project or several employees or a budget, or developing an expertise that makes a transfer more likely. And once any of that happens, it's usually time to move on, maybe to another mentor. The most successful of these relationships last no more than a year.

Speaking from my own experience, the need for a mentor is crucial to your career development. I have been fortunate to have found several mentors who helped me to move my career to the next level. In each case, the mentor found me. I did not seek them out specifically. Each was caring, giving and confident. They saw some potential in me once I entered their orbit and they pushed me to another level – a level that I did not even know existed. They had confidence in my abilities and they pushed me forward – not telling me what to expect, but being behind me for support should I stumble.

For some good advice on finding a mentor, I searched the Business Week on line Archives and found an article from April 17, 2001:

Q: What advice would you give to a person who wants to find a mentor?
A: Go into the relationship with realistic expectations and understand that a mentor is not going to solve all of your career problems, but should provide guidance and be available to be leaned on. Try to ask around the organization: Who has had a good track record of being a mentor? One thing we know is that people mentor for different reasons. Some do it for recognition and other incentives from the organization. Others just because they're altruistic. It follows that if you can identify people who want to help others, their motives may be more aligned with the protégés'.

And from the May 23, 2003 issue:

THE RIGHT FIT. So our mentoring relationship has gelled, which is interesting, because at the beginning, I didn't know exactly what I wanted from it. Two years ago, when I met Rick, I only knew that the issues for Indigo Wild were becoming more complex, taxing my ability to make the best decisions.

Back then, however, I did sense there was a fit between Rick and me. While our companies would appear to have little in common — his is a laser-cartridge manufacturer, mine a maker of soaps and candles — we do, in fact, both take individual components, create products from those parts, and sell the products. In short, our procedures are similar — and Rick understood that.

Rick also took my business seriously, which hasn't always been the case with others. What, after all, could be more frou-frou than a maker of soaps and candles? Add a female founder and the perception takes hold of an entrepreneurial wannabe stirring soap over a stove with children underfoot. Nothing could be further from the truth. Indigo Wild is all about six full-time employees, 15 part-timers, and sales soaring into the seven digits. And Rick understood that, too.

SUMMING UP. Whenever I think about what's in it for Rick to help me, I need to acknowledge that he isn't getting paid and isn't an investor in Indigo Wild. Thus, I conclude that he is simply one of those people with a heart of gold — and one of those entrepreneurs who truly enjoys helping others launch and expand their businesses.

Companies and industry associations can help to establish mentoring networks. There are many individuals who “truly enjoy helping other to launch and expand their businesses,” and they live to serve. Reach out to them and offer them the opportunity to help other people whom they have not yet met. Understand that a mentoring relationship can not guarantee success. Chemistry in a relationship can not be mandated. But it can be “encouraged.”

Please share some of your mentoring stores with our readers – were you the mentor or the mentee? How did it turn out?

Share and Enjoy:

Filed Under: Associations, Business Communications, Business Practices, Career, Main Page, Small Business

Danny February 1, 2007 Leave a Comment

Think – But to a Purpose

I maintain an active database of quotations – 3,000 plus. Each is categorized by topic. I weave quotations into my presentations and my articles. Sometimes, they serve as the inspiration for an article or a talk. At other times, they are just inspiration – for me! They help to get me moving or focused in the morning or whenever I need a lift.

Sometimes I just “pick a number” and find that numbered quote – just a random selection. I did that this morning and I would like to share that particular quote with you:

“We can accomplish almost anything within our ability if we but think that we can! Every great accomplishment in this world was first carefully thought out. Think – but to a purpose. Think constructively. Think as you read. Think as you listen. Think as you travel and your eyes reveal new situations. Think as you work daily at your desk, or in the field, or while strolling. Think to rise and improve your place in life. There can be no advancement or success without serious thought.”

– George Adams

The reason that this quote resonates so strongly with me today is simple. I am preparing to approach a few prospective clients for some work that will be a bit of a stretch for me. I have great confidence in my abilities – up to a point. Then, like any human, I need to find that extra boost of confidence – and that comes from others – or from simply thinking – but to a purpose.

As I reflected on the quote from George Adams, another quote came quickly to mind. This from William Safire:

“Never feel guilty about reading, it's what you do to do your job.”

When I am preparing for a speech or a new project I read voraciously. I take in a lot of information. But I also take a lot of time to think – to process and absorb that information. I think while I am on a plane ride. Or early in the morning while I am sipping my first cup of coffee. And I start to think, “Yes, that makes sense. Of course, that makes perfect sense. I knew that – why didn't I think of that before.”

My confidence grows, my tactics and strategy start to take shape, I start to act on my thoughts. Now, I have everything in place to make my proposal to the new client (I already have them booked – in my mind!)

Take time to think, every day – but to a purpose. Even abstract thinking has a purpose – I think!

Share and Enjoy:

Filed Under: Business Communications, Main Page, Quotations

Danny January 31, 2007 Leave a Comment

Great Advice for Successful Presentations

I am preparing several new presentations for a few new clients. Getting the client is one thing. Satisfying the client is quite another thing. How do you know what will work or not? How do you really get to know what the client expects? What standard do you have to meet in order for the client to refer or retain your services?

I always “sweat the details” when I give a presentation. I know that my content is good and I am confident in my delivery and my ability to be flexible in the face of the unforeseen accident. Question & Answer (Q & A) portions of the presentation do not throw me off balance. And yet, there is always something unnerving about working with a new client; delivering my first presentation to this new group.

This morning, I had my “Eureka moment” while re-reading the book, “Present Like a Pro,” by Cyndi Maxey and Kevin O'Connor:

“Your presentation content will only be a part of your success. Real success in presentations is measured by the effectiveness of your connection with the audience. This happens only when you know the audience, why you were selected, and the standard for success set by the person who asked you to present.”

This is the key – It is not about you as the presenter. It is all about them (The audience) And be sure to give them both what they want and what they need. But most important of all, be sure that you know and deliver exactly what your meeting planner (or the person responsible for hiring / firing you) really wants!

To find out what they really want, you have to ask and often probe to find the answers.

Here is how I plan to do this for one of my new clients. I picked up the phone and asked if I could attend the presentation that they have scheduled for this week. The client was thrilled that I showed this much interest in his program (and his success if I deliver as promised.) But, the real pay-off will be for me. I will get a chance to observe – one week prior to my presentation – the facility, the organization and the audience. This will give me plenty of time to adjust my presentation to best accommodate my client's needs. It is a huge benefit for me that I have the time and am close enough to drive down for this pre-visit.

All presenters should make every effort possible to get into the room, where they will speak, ahead of time. Get up on the stage to get a feel for the room. If possible, test the audio and visual effects; try to get the lights set to presentation level. This is standard operating procedure.

What the real professional speakers do goes far beyond this:

1) They obtain a copy of the program ahead of time, to see where they fit into the big picture.

2) If they can, they actually attend one of the sessions prior to their own. This provides many benefits: the speaker gets a chance to see the stage from the audience's perspective and the audience gets to see that you – the next speaker – really cares about them – you want to know more about them.

3) They ALWAYS attend the cocktail party (even if they don't drink) the night before; they attend the lunch or dinner (even if they don not eat) or any other function that the group holds while they are at the facility.

4) The ALWAYS mingle with the audience prior to going on stage. They chat with the audience – and check in with the meeting planner – to pick up any last minute “hints” or “tips” that could make or break their presentation.

I highly recommend “Presenting Like Pro” for anyone who ever has to deliver remarks in public. It really is a field guide filled with practical information that anyone – regardless of experience – can benefit from.

Even better! One of the co-authors – Cyndi Maxey – has a great website where she has (in her Press Kit) a Pre-Presentation Client Survey. She circulates this to her meeting planner ahead of time. It is a great idea! And… I plan to adapt this idea and incorporate it into my website too. Here are just a few of the questions that Cyndi asks (before she makes the presentation):

1) If my presentation succeeds, what key points will the participants walk away with?

2) What is to happen before and after my talk?

3) Who are a few key people to recognize and why?

Terrific! I really enjoy going to an author's website to find out more details – and this one offers a treasure trove of (valuable) details!

Share and Enjoy:

Filed Under: Business Communications, Main Page, Public Speaking

Danny January 30, 2007 Leave a Comment

Did We Have This Meeting?

Okay, admit it! If you are a meeting leader, how soon after a meeting do you follow-up on action items and key points from that meeting?

a) within 24 hours?

b) before the next meeting?

c) at the next meeting when you ask for a status report?

If you are like most managers and team leaders, your answer is likely to be “b” or “c.” And this one of the key reasons that meetings fail – and important tasks get delayed, detoured or deferred.

To quote from the Harvard Business School Press Pocket Mentor, “Running Meetings”

“Meetings that end without a communications and action plan often have no life outside the meeting room. After all, the point is rarely the meeting itself, but rather the action that comes out of it.”

“Following up energetically is the single most important thing you can do to make the meeting (and any to follow) a success.”

In my years of experience, I have rarely participated in a meeting that concluded effectively. Seldom, did the meeting leader summarize the key points and review responsibilities before concluding the meeting. Yes, there were some assignments made during the meeting. And, sometimes, decisions were reached during the meeting, But I would wager that if you took a quick poll of 10 people in that meeting to determine what was decided you might get 10 different answers or interpretations. Is it any wonder why most meetings are a waste of time?

Most meetings run too long – long past the stated conclusion time. They whimper to conclusion. Far too many people either “sneak out” or they “tune out” – by checking email, doodling, or passing personal notes – while the meeting is still going. Those that remain to the bitter end usually rush out to attend their “next” meeting – or they storm back to their desk to get their “real work” done!

Does this sound familiar? I thought so. So how do you start to change conditions in your business. How do you begin to run effective meetings? How can you make your staff understand that (effective) meetings drive your business; that real work is accomplished during (effective) meetings?

I suggest that you start by putting real energy and effort into making sure that your meetings come to a real conclusion – just like a piece of music! An effective conclusion might include a brief recap of the decisions or recommendations that were reached during the meeting. The meeting leader should be looking at all team members during this recap – paying special attention to “body language” to spot those who do not seem to “buy in” to or seem unhappy about these decisions. (The leader should then seek these team members out after the meeting and ask them to express their real feelings. Leaders who do this consistently have seen dramatic positive energy shifts in their teams.)

If at all possible, a meeting scribe will have written and posted these decisions / recommendations on a white board or large “post-ti” notes attached to the walls. This helps to reinforce the message that this was a group decision or recommendation and not just some subjective conclusion.

Just prior to concluding the meeting, I recommend that the leader review the “action items.” When your team member publicly goes on record – in front of their peers – and commits to completing “X” task by “Y” date with assistance from “A, B and C,” the results are truly amazing and will energize the entire team – plus you will get more accomplished. And that is the real reason that we have meetings!

This is your “Communications and Action Plan” at work. A tool to help your team deliver results and to communicate key decisions and recommendations. It is not just a fancy way of writing up the minutes of your meeting (which no one actually reads.) It is a vital tool to running a successful business – a business that is successful in part because they know how to meet effectively to accomplish their goals.

The Pocket Mentor, “Running Meetings,” has several meeting forms (Meeting Planner's Checklist, Meeting Agenda, Communications and Action Plan) that you can adapt to fit your company's needs. It is an invaluable resource for any manager or leader to own – and use!

Share and Enjoy:

Filed Under: Business Communications, Business Practices, Main Page, Small Business

Danny January 29, 2007 Leave a Comment

The Formula for Success

“The successful person is the individual who forms the habit of doing what the failing person doesn't like to do.”

– Donald Riggs

It has been said that there are no new ideas. And to a great extent, I believe this. For the most part, I simply discover someone else's idea and find a way to adapt it to fit my situation. This could be an idea for a speech or a presentation – or even a topic on which to post to my blog.

Actually, getting the idea is the easy part. It is the execution of that idea that trips most people and companies up. And developing the habit of successfully implementing and executing these ideas is the secret to success.

Because, as the quotation from Donald Riggs points out, most people just do not like to complete all of the details that will lead to the successful implementation of a promotion, sales campaign, training program, etc.

I am reminded of this admonition to “… form the habit of doing what the failing person doesn't like to do,” because I have just returned from two full weeks of meetings. I head lots of great ideas; I met many interesting people; I had several meetings which could lead to future business for me.

But… unless I work hard at developing the habit of “following up” on these ideas and initiatives, why should I have even bothered to attend the meeting in the first place?

Following-up and following-through are very difficult tasks for most of us to accomplish. It is one thing to attend a seminar and become excited about a new idea; and quite another thing to actually work on implementing that idea in your business – it is all of those nasty details that need to be attended to.

Likewise, it is fun to be introduced to some new people at an industry gathering. It is easy to exchange business cards and say, “let's get together soon to talk,” but… what happens next? If you are like most people, those business cards just sit in a pile gathering dust – piles of good intentions gone for naught!

I admit it – I do not excel at follow-up and follow-through. But I am getting much better at it. I am starting to get into the habit of writing the “thank you” notes; entering the contact information into my database; making the phone calls to schedule the next meeting, writing the article that I promised, etc.

This all takes work – and most of it is hard,tedious work. It is not glamorous work; it is not particularly creative work. But, I have noticed that as I develop better habits of following-up and following-through that I am becoming more successful. I am getting more clients. I feel a lot better personally and professionally.

Several people have commented to me that they enjoy getting my “thank you” notes – via postcards and email. Usually, the add, “It is so seldom that people write to comment. You stand out from the crowd with your follow-up notes.”

Wow! It really is that simple. By simply doing the things that most people do not like to do, you can achieve a great deal of success. When you realize that most people do not like to do a lot of the things they need to do… Well, that opens the door all the way for you. This opening, shows you the path to success:

“The successful person is the individual who forms the habit of doing what the failing person doesn't like to do.”

– Donald Riggs

Or… as the NIKE slogan says:

“Just do it!

The more that I work on forming these good habits, the more success I am achieving. I have a lot of follow-up to do today. Knowing that this is a path to success makes it so much easier to do it. I can envision the good results and it makes something that could be tedious a pleasant experience.

Let me know if you have had similar success.

Share and Enjoy:

Filed Under: Business Communications, Business Practices, Main Page, Quotations, Small Business

Danny Rocks “Training You to Excel”

Questions that Require Answers

The Power of the Pause

Motivational Skills are in High Demand

The Rule of Three in Presentations

Good Role Models

The Need for a Mentor

Think – But to a Purpose

Great Advice for Successful Presentations

Did We Have This Meeting?

The Formula for Success

Locate My Video Tutorials by Category

Seach My Website with Keywords

Podcast Feeds

Blogroll

Blogs for Business Writing

Blogs for Excel

Blogs for Presentations

Register or Log In

Danny Rocks “Training You to Excel”

Follow Danny on Social Media

Locate My Video Tutorials by Category

Seach My Website with Keywords

Podcast Feeds

Blogroll

Blogs for Business Writing

Blogs for Excel

Blogs for Presentations

Register or Log In

Tags