WE ARE THE PEOPLE WE ELECTED

And the constant outpouring of angry words with no consideration of other perspectives is the precursor to bullets.

There is not, nor has there ever been, one elected official who has ever garnered enough votes to be able to say that they speak for all Americans.  Anyone who does so is like the teenager who argues that everyone is doing it.

Governing bodies exist to find solutions in either proactive or reactive mode, per current situations and events, and this is not a zero sum game.  There are not and never should be winners or losers.  All opinions and ideas are welcome and great discussion and debate are encouraged. Arguably, the better the discussion; the better the decision, provided, the discussion includes thoughtful questioning followed by some respectful listening.

Just as there is not one elected official who represents all, so too will be the case with decisions made.  Never will everyone be pleased with a decision.  Never.  And I know well enough “to never say never”, but in a world of 7 billion and a country of 320 million, never will everyone agree on any one thing. 

The rule of the majority is no longer indicative of anything other than this is the best we can do at this time.  There really is not any other way for a democracy to come to a decision.  Without the opportunity to “call the vote”, analytical paralysis would set in.  We need deadlines, be they contrived or not.  At some point in time, after we have heard from all quarters, call the vote and make the best decision we can for now.  We can change it later if it doesn’t work.

A zero sum game is a kind of change that takes place in a closed system within which the winner derives their winnings entirely from the loser.  Closed systems are very rare and examples of not-closed systems include business and government.  There are always new inputs, new opportunities and new challenges.  For example, every second 1 or 2 new people are born into the world.  Each one of these births causes a varied amount of change.  And yes these changes may be small parts of the whole (what is 1 divided by 7 billion?) but they never stop.  The system is not closed and it is not static.  The world we live in is an ever-changing system of events beginning, expanding, closing and contracting.  The forever constant is change. 

If the majority vote concept exists mostly for the purpose of making decisions, towards what objective are we striving?  How do we stay somewhat consistent in our decisions?  If we don’t stand for something, if we don’t believe in some values or principles, towards what end are we making these decisions? What is the ultimate objective?  Though we may never achieve it, is it not helpful to believe in something, such as certain unalienable rights for all men and women?

  

These unalienable rights were written in a brief not too very long ago. They are a simple statement of an idea (or ideal?) that has given rise to a unique country full of diverse and independent characters.  We the people are the product of this document.  With this document at our core, what did you think Americans might become? 

We have had some challenges interpreting some of these foundational words, beginning with “we the people” and “all men”, but we’re working on it.   We have evolved to perhaps now know that these words refer to “diversity”, which was not part of this word’s definition back then.  And though we are all remarkably similar, we are all also very and completely different.  No two Americans are alike and we are extremely proud of that!  These foundational documents gave us not only the permission, but also a self-definition of “an American”.  And yes we can be ugly!

Americans are free to pursue life, liberty and the pursuit of happiness, as long as we do not harm or infringe too much upon another person.  And perhaps we have evolved to know that harm is as much mental as it is physical. (cyber-bullying)  Our thoughts and beliefs are mental events and we are each entitled to our own.  Forcing ideas and beliefs upon another is just as harmful as beating them with a big stick.

We have instituted government upon ourselves so that we might be able to adapt to the changing world and create, and adjust as needed, some guidelines as to what is and is not acceptable behavior.  But in a country that now exceeds 320 million proudly independent people, finding the right words for these guidelines is tricky.  For example, the 2^nd amendment; how many different interpretations are there to these 27 words?  Putting them into a complete sentence might have helped, but would that have been better?

Could you do better?  If not you, who?

As proudly independent individuals we all have opinions regarding these recent shutdown and debt ceiling events but few if any of us know the full complexities involved.   We choose to take our information from the sources we like and we disregard and degrade the sources we don’t like.  We choose, to state and restate our opinions repeatedly and with more volume, thinking that we can force someone to agree.  We think we can talk, threaten and or beat others into submission. 

The constant outpouring of angry words, without any consideration of other perspectives, is a precursor to bullets. 

What we, we the people, are not doing is asking why others think as they do?  We, not those we elected, but you and me, we are not open to debate and discussion.  And until we are, so will our government be.

How’s that go again … a government by the people, of the people and for the people.    

--- Steve Gatter                             

Charlotte, NC

PROSPECTING PLAYBOOK 1.11

[PHOTO: Picture of Vincent Van Gogh 1886.  I'm sure he would have used one of his own paintings for his Linkedin profile, but this is the first photo I've ever seen of him.].

Linkedin Self Portrait

People today are amazingly talented and amazingly open to sharing such.  Spend some time on Pinterest and see what I mean.  Some of the discussions on Linkedin include brilliant ideas and insight and the contributions to Wikipedia are inspired.  Yes, today we have more opportunities to share our genius but share it we do, freely.

But most of these people we don’t know.  They’re “strangers”, and what did our mothers say about strangers?  And yet many of us went into sales … to spite our moms, or did we get their okay? I digress.

There are some truly amazing people everywhere and in our own backyards.  You are most likely one yourself.  You all would be fun and fascinating to meet.  And we have an ideal tool with which to meet them …. Linkedin.

With Linkedin we can look at your profile and very likely we can and will discover one, two or three things that we have in common.

From points of commonality an introduction can be crafted and conversation easily begun.  From a conversation relationships begin.

What are your points of commonality?  What have you done, and are doing?  What things make up your career … so far?  If we were to look at your Linkedin profile, would we want to meet you?  Would you want to meet you?

Here’s my point; paint a full and interesting self-portrait with your Linkedin profile.  Do not copy your resume.  Do not go overboard trying to sell whatever it is you’re trying to sell right now.  You as a whole person are much more interesting than whatever it is you’re selling today.

And though your whole person is the more interesting, fascinating and brilliant; strangers are seeking but a couple points of commonality.  And the more points we can find, the more we are likely to accept your invitation to connect.  Give us the full picture.  We’re on Linkedin; we want to connect.

If you are prospecting for new business or networking towards a new job, provide a full menu of interesting details so we who do not yet know you will have a variety of fascinating stuff to consider while deciding if we want to accept your invitation.

Charlotte, NC

Prospecting Playbook 1.10

(PHOTO: This is the image used on the invitation to Street Smart Sales Forum, which was the inspiration and input for this particular blog.)

WHAT NETWORKING FUNCTIONS DO YOU LIKE AND WHY?

This was a question raised at Street Smart Sales Forum this morning.  Here are some of the comments … as I recall;

[] What is your objective for going to a networking event?

[] … too many of these events seem to be all sellers and no buyers, like too many of the parties back in school, all guys, no girls.

[] Are you prepared for a networking moment?  When given the opportunity to “network” do you have a plan, a script … an objective?

[] A professional networker (a connector) will learn at least one thing about each person they meet as to what that person needs or wants now.  Some ask; most tell.

[] If you do not follow up with the people you meet at the event, the connection will be lost and the event a complete waste.

[] There is a protocol here in Charlotte that you need to be seen; showing up matters and your being there is indicative of commitment.

[] How much is your networking costing you … in terms of time, and in actual dollars spent?  What is your return on this effort?

[] It’s easy to compete with price and service; it’s hard to compete with relationship.

[] If you arrive and know no one there, the event is a complete gamble.  You will have no idea whom you are about to meet.

[] Are we “selling to” these people, or “selling through” them?

[] Some networking events are like a grade-school playground, complete with clicques and bullies.

[] Street Smart Sales Forum is a networking event and it is a favorite of all of us who attended today because . . . . . it is a small group and everyone participates in the same discussion and there is no “direct selling”.  It is a discussion during which we get to know each other.

[] Is networking a waste of time?  Is Linkedin the smarter way to network?

[] If I know that there will be more than 50 people at a networking event, I won’t go.  With so many people, too many of them will be hurrying to meet and greet and will deliver their data dump and move on to the next victim before any exchange can occur.

Wow. 

So, what do we plan to accomplish if and when we go to a networking event?  Which events might be better for us?  Can we really accomplish anything at the event?

Or is it simply a starting point of a relationship?

From this discussion, may I offer for debate the following generalization . . . .

As a starting point;

The main reason to attend a networking event is to meet someone who might fill a need for us.

Mostly we will be meeting people for the very first time.

During the first time we ever meet someone, how often do we retain that person’s services?

0% … 1% … 5% … 10% of the time?

It is definitely NOT more than 10%, which means 90% of the people we will meet may be good, better and great, but a “hiring” then and there is going to happen, very rarely.  The more likely result is another meeting … a one on one meeting, during which the relationship or a proposition can be furthered.

And so, meeting people at a networking event is an effort to open the door to a next meeting.

And if so, then, perhaps we should compare the strategy of networking events with other methods of doing the same.

The comparison is how much time and effort does it take to set up a meeting  with 10 quality people? 

  

 Charlotte, NC

 

Prospecting Playbook 1.9

 

[PHOTO: My Kindle eBook cover.  ]

 

 

 

WHAT DO YOU WANT

YOUR LINKEDIN PROFILE

TO DO FOR YOU?

 

Over a year ago I began researching the many ways there are now to initiate contact with new people; call it prospecting or perhaps networking.  The research is still in process but I have been side tracked because Linkedin is proving to be a most effective way.  In fact it is proving to be 80% effective.

 

Imagine reaching out to 10 people and then having 8 of them agree to meet you for coffee or a phone call?  Imagine a week where you spend many hours IN meetings and less than an hour setting them up.

This 12 page thriller of an eBook is about how to design a LinkedIn Profile so that the people you invite to connect with you will want to meet you 80% of the time.  (link to Amazon)

The secret is this ---- stop trying to make a sale and start trying to get the appointment.

LinkedIn is a networking event that goes on 24/7.  And the objective of Networking is .... and this is where so many of us go wrong .... the objective of networking is to meet people.  Too many of us finally get a meeting after untold trial and error, only to then try and make a sale to this person we have just met  . . . . a stranger.

What did your mom tell you about strangers?  Don't talk to them.  Lots of mothers have shared this advice and as a result, 72% of Americans are on the do not call list.  And you can bet that the person you are now meeting had such a mom.  But, when we become sellers (with or without mom's permission?) Aahhh, now it's okay.  Now, not only is it okay to talk to strangers, we want to sell them something. 

Stop.

Instead, during the first meeting, talk about the person you're meeting.  Be curious and ask questions about ..... hmmm, how about that which they put on their LinkedIn profile?  Spend the entire first meeting doing just this.  Start to build a relationship.  Start to build some trust.  Get to know each other.

And then ..... after such a first meeting, now that you are no longer strangers, you might very well be able to call this person and they will take your call.

And it all starts with getting the first meeting, which is what LinkedIn can help us do.  Design your profile so to be interesting and so others will want to meet you.  Imagine that --- others will want to meet you, 8 out of 10 times.

Best Ever LinkedIn Profile for Networking  

 

Charlotte, NC 

 

Prospecting Playbook 1.8

 

[PHOTO: An idea to help businesses to identify themselves.  I am looking for some testers, people who might want to try this simple software.  Answer some questions and the software merges all the answers together to create the verbiage from which mission statements and elevator pitches can be extracted.  If you will provide a critique of it, happy to let you try it for free.]

 

 

LOCAL HEROES AND COMMUNITY VALUE

Business owners are cool.  They who have launched and started their own business --- no matter what kind of business it might be --- are local heroes.  Aside from their “customer value”, they also provide “community value” in many different forms . . .

·         employment

·         a physical presence

·         rented space

·         paying suppliers, so they can pay employees and create customer and community value

·         travel and entertainment, as clients visit, and are visited  

·         tax revenues to local, state and federal government

·         Donating to local causes, directly and indirectly

·         paying their bills … expenses

Every business expense is an income item to another business (or government) entity and this constant flow of cash is the life blood of our economy.  As this blood circulates community values increase.

Business owners are local heroes.  They pump nutrients in and through our local communities.  And they do it more efficiently than non-profits and government. 

In this internet era, it’s not difficult to discover who the owners are.  As consumers, perhaps we could examine from where we buy our stuff and begin to realize the value we actually contribute to our own well being, as we buy from local owners.

We are experiencing a unique market today.  Not because it is good, bad or indifferent, but because it is so internet dominated.  The information available to each and every one of us today is extraordinary and it is changing everything.  That which we used to do may not be best or even helpful today:

Consider these possible anachronisms:

The urge to pay the least – We have vast choices today and many are free.  And we’ve all experienced the “get what we pay for” lament.  Inexpensive does very often equal cheap and cheap rarely if ever lasts.  And with the money saved, we spend it again, or pay off debt, or donate it.    

The global store might bring us back home -- We can now buy our stuff from all corners of the earth.  And we are enamored with the prices, but have you noticed the shipping?  Even when stuff is free, the shipping expense soars.  And how do I return this stuff? … or find restitution when needed?

The internet connection tools -- Many of us are connected to so many other people --- virtually, which is better than being disconnected, I guess.  But, the real value is not the quantity, but actually meeting the people, local people, with whom we connect, either by phone or over coffee. 

Things are not what they used to be.  As consumers we have much more power than before.  Our purchasing decisions can make a difference.  We can support our local businesses and in that process, be a part of our own “community value”.

Business owners are very cool.  They provide incredible value to our communities.  They, more than foreign based conglomerates, deserve our patronage.  We need not buy all our stuff from them, but we need to know these people.  They are truly local heroes.  Their success will do more for our neighborhoods and local economies than anything else we can do.

Businesses who employ less than 100 local people are truly local heroes. 

Charlotte, NC

 

Prospecting Playbook 1.7

[PHOTO:  …the flag of the American colonies first flown in January 1776.  The rattlesnake had become a symbol of the colonies as the colonies were the only place in the world where the deadly rattlesnake was found.  The advised course of action when dealing with either, was to leave them alone.  The flag is still flown on the Jack Staff of all U.S. Navy ships during a time of conflict.]

2 Questions With Which to Thrive

 

Consider adding these two questions to your leadership file:

Could someone please share one or two suggestions that might make this better?

This re-phrasing increases the feedback provided.  This is a more specific question than the generic asking for feedback.  It is the asking for a small, specific thing, rather than the broad, undefined thing.

Can someone please present an alternative position?

This question is particularly helpful and useful when an agreement is reached; and especially helpful when an agreement is reached too quickly.  When everyone agrees, someone is either not thinking or not willing to be the outlier.  This question gives permission for another line of thinking.

Agreement can be a problem.  We can drown in agreement.  When we all agree, something is wrong.  When we all agree that our current course is perfect, we’re headed for disaster.  Even though we may not change course, for there is still value in loyalty, consistency and tradition.  But at the very least, we can and will hear an alternative.  Certainly the market conditions are not the same now as they were then, or as they will be very soon.

Mostly today, it’s all grey.  There is no black or white anymore.  There are too many choices.  Unanimous agreement or disagreement is impossible.  Even when the vote is unanimous, guaranteed, there are votes cast due to apathy or pressure. 

 

When we do not encourage and applaud the diverse and the innovative, when we dismiss, and worse degrade, these ideas, we stifle thought, creativity and freedom.  We create a culture of blind servitude, disengaged members and low morale. 

Business moves very fast today.  Just when we think we have agreed or arrived at an objective or a milestone, something changes.  Celebrating is fine well and good and achievements should be applauded and recognized, but, there is always another game on the schedule or voice in the market.

That which we used to do does not work so well today.  Today there are new applications, ideas, concepts and resources being introduced every day.  They may not all be helpful and applicable to you and yours, but one or some of them are.  And if attention is not being paid, these huge differences may not only pass you by, but be caught by that new voice in your market.

There is valid operational value to asking these questions.  Great information and perspective can be acquired … BUT only if the answers are welcomed and appreciated, all the time; even when they are useless.  This is an attitude and consistent response that sets the tone and defines a culture of diversity and innovation.  

The foundational ingredients to this culture are curiosity and courtesy.  The more we ask and the more we appreciate the answers, the more current and competitive we can be.

Right?
Could someone please provide and alternative approach?
Thanks, I needed that.

 

Charlotte, NC

Prospecting Playbook 1.6

  

 

STOP CALLING ME!

72% of Americans are on the do not call list.  Are you one? Why? Why are so many people on this list?

Because . . . .

WE
·      like our privacy.
·      work all day and do not want to be called at home
·      do not like to be interrupted
·     have better things to do

THE PEOPLE CALLING

·    are robotic … sometimes they are robots
·    do not take no for an answer  (well trained to overcome ojections)
·    call at the worst possible times   (every time is the worst)
·    are selling stuff in which we have zero interest
·    are absolute and complete strangers

THE TELEPHONE

·    is no longer trusted
·    too many scams have been perpetrated through this device
·    is no longer the primary means of news

BUT ….. why does the telephone cold call remain the primary tool sales people use to find new customers?

Because . . . .
[1] Sales managers still think sales is a numbers game and every day the number of phone calls made can be counted.  And, they know that 1 appointment or 1 sale results from every ____ dials made.  To hit our number all we have to do is make _____ calls!
[2] This is a very simple and objective way to keep score and make sales
[3] All sales managers were once these sales people making these calls and if they had to do it, so shall you.  (It’s called “hazing”.)
[4] This is the devil we know.  Despite all the new tools and tactics available, sales managers do not want to reinvent the wheel.  Twitter, Facebook, Linkedin, Blogs …. are not familiar to old school sales pros and learning these new fangled things is NOT on their agenda.  They have an image of infallibility that would be tarnished if they had to act a student instead of the all-knowing teacher.

AND ... BUT AGAIN,  I’m not at all sure what if any of the above bullet points are truly factual or purely false, but I do know this.  Unsuspecting people are totally fed up and frustrated with phone calls from strangers at strange times trying to sell strange things.  In fact 72% of us are.  Our efforts to sell our stuff are actually turning our own communities against us.  (The saving grace is that perhaps the recipient hangs up before we say our name.)

Is there a better way?  Yes.  There are hundreds of better ways. 
Here’s one     [Setting appointments with Linkedin]

And if you don’t like that one, share with me your name and email address and I will send you a list of 10 other tactics with which to meet new prospects.

The irony is that just as you may be a prospector, so are you a prospect.  Chances are you are on the do not call list yourself, and yet, you are still making calls.  There is a better way.  Please find one.  And STOP CALLING ME!

 

Charlotte, NC