When Things Change, Change Things Intentionally

Jul 29, 2014 | Leadership Development

When a change occurs (i.e., new software program, new employee, new product or process, etc) it brings positives and negatives. Often an employee's fears of change (loss of control, fear of failure, fear of letting go, etc) will kick in and the employee will resist the change out of fear. Because of this, it's important to change things intentionally by clarifying what specific processes, behaviors, etc will need to change or end to allow the organizational change to occur. However, it's also...

Little Things DO Mean A Lot!

Jul 22, 2014 | Leadership Development

It doesn't take much. It doesn't take a lot of time, effort, or money to let your employees know you appreciate them and the talents they bring to your organization. Sometimes a simple, sincere Thank you is all that's needed. Sometimes It's the Little Things A few years ago while conducting leadership training, I was meeting with the senior team after having worked with two of their management teams the prior day. I had been brainstorming with all three groups on various things they could do...

Model Solid Leadership By Reading & Communicating with Your Team Members Correctly

Jul 15, 2014 | Leadership Development

Are you communicating effectively? Every effective manager knows: Nothing gets done unless you're able to effectively communicate with and leverage the talents of your team members. However, that's often easier said than done. If you're frustrated with your team members when they don't seem to understand basic things you're trying to convey, remember: Take a breath; remember they're each individuals; and they each believe their way of behaving, communicating, and interacting with others is...

"Sell" the Benefits Your Work Provides – Not the Products & Services

Jul 8, 2014 | Sales, Marketing & Customer Service

Most people buy on emotion: They want something that will make them feel good or take a problem, issue or pain away. People (& businesses) buy products & services because they want the BENEFITS or RESULTS those products & services provide. Newlyweds don't get excited because they "got a mortgage." They get excited because a mortgage will allow them buy their first home. Be able to quickly and clearly identify at least 2-3 benefits or results each product or service you offer...

Don’t Work So Hard: Target to Grow Your Pool of Tier 1 & 2 Customers

Jul 1, 2014 | Sales, Marketing & Customer Service

If you want to increase your customer base, be smart and target the types of customers you really want. Tier 1 Customers are your ideal & highly profitable customers. They bring new needs to you to service -- typically because you have an established track record of successfully helping them. They challenge you to learn, stretch & grow -- profitably. You want to PARTNER with this type of customer for mutual growth. (Identify and share characteristics of Tier 1 Customers...