Crux Quick Tip (CQT) #30: Get Outside Your Comfort Zone
CQT #30: Get outside your comfort zone by stepping into someone else’s world.
Comfort Zones
Comfort zones are comfortable. They are where we operate on a daily basis. There is familiarity. Familiarity is predictable. For example, if you are a real estate broker, joining industry organizations, or the local Chamber of Commerce, or networking with attorneys and other professionals, or attending general networking events are likely some of the things you do to meet new people. But remember: everyone is doing that! Your competitors are wise to these methods as well. So—step out of your comfort zone and into someone else’s world.
Stepping Out and Stepping In
Stepping out of your comfort zone from a sales and marketing perspective is easy. Just identify another world that fascinates you and research ways to step into it. An example here would be helpful: My other world is the music industry. For many years part of my practice was entertainment law, and I have also managed musical artists over the years. As such, I became a member of The Recording Academy, which hosts the Grammy Awards. For years now, I have attending the Grammys (included this year) and have met people from around the world through my participation in Recording Academy events. These contacts have provided a brand new sub-set of contacts for me, some of which have yielded excellent business in my core areas of practice. This is a completely different world for me. It is an exciting world with exciting people. I am way out of my comfort zone, but I like it!
Be Creative
When considering another world, be creative. Think about those things you are intrigued by. Are you passionate about something? Have you always wanted to try something, but never made the time? Do you know someone in another world that can be your guide? These are just some of the questions you can ask yourself to help step into someone else’s world, and radically grow your base of contacts.
J.B.
Read MoreCrux Quick Tip (CQT) #28: Have Direct Conversations with Referral Sources
CQT #28: Have a direct conversation with any referral source to whom you have provided value, but who has not returned the favor.
Lack of Reciprocation
Do you have anyone in your network to whom you have provided an introduction to a potential client, customer, or donor, but from whom you have not received any business value whatsoever? Do you have more than one person in your network that fits this description? If so, you are not alone. If you are actively providing value to people (i.e., going out of your way to make their business success greater), then chances are that there are a few people who have not yet returned the favor. You need to take a step back and decide if you should sit down with them and discuss the wherewithal of such a person(s) to remain top of mind with you.
To Have the “Direct Conversation” or Not
If someone has not reciprocated yet, there could be many good reasons for this. The most likely and understandable is that such person is, in fact, looking for opportunities for you, but they simply have not yet materialized. You are top of mind with them, but no opportunity has arisen. Notwithstanding that fact, the person continues to actively look for opportunities. With this sort of person, either you know this is the case already or not. If you already know this, then there is no need to have the Direct Conversation. If you don’t know this is the case, then you should have the Direct Conversation.
The Substance of the “Direct Conversation”
The Direct Conversation need not be that direct. The idea is to have a conversation on the relationship between you and the other person. Start by saying that you value the relationship, and are very much looking forward to growing it in the future. State that your goal is to make sure you are on the same page regarding finding opportunities for each other, so as to maximize your mutual success. Tell the other person about the efforts you continue to make on his or her behalf. If the other person does not automatically start describing the actions he or she is taking on a regular basis to find opportunities for you, then ask him or her directly to do so, because perhaps there is something you can do to assist them in finding opportunities for you. Keep the conversation friendly, upbeat, and non-confrontational. You are not there to give the impression that you are unhappy with how things are going. You want to communicate that you are a person of action, and want to insure that there is mutual value being exchanged in the relationship.
Results of the Direct Conversation
If you are satisfied that the other person is really committed to helping you build your business, then there is no need for further action. If you do not get the feeling that he or she is truly committed to helping you, then do not rule out providing value to that person, but you do need to take a hard look at other potential people within your network to perhaps help first. After all, if there are others within your network who are actively looking for opportunities for you, why wouldn’t you try to help them before someone who has essentially said you are not top of mind or someone who, as it turns out, has a very low likelihood of ever providing you value? Be reasonable. Use the Direct Conversation to insure that you fully know the members on your business development team. No matter what happens, the other person to the Direct Conversation will have a much higher level of sensitivity to what you are looking for in the relationship. This can only work to your advantage. The more top of mind you are to that person, the greater chance of an opportunity arising for you!
J.B.
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2nd Stage: CR Sales Process Paradigm
The second stage in Crux Rainmaking’s Sales Process Paradigm is:
Strategic Lead Generation (SLG): Generate quality leads, more quickly and more efficiently.
Once our minds are reset to be consistent with the three essential characteristics of The Rainmaker’s Brain, we are able to then move forward and generate leads. Having a high level of Passion, Commitment, and Confidence allows us to attain the very best leads, more quickly and more efficiently. Without these key ingredients our lead generation efforts run the risk of degenerating into an inefficient and short-lived pursuit, no better than grasping for business straws.
A solid sales process includes a means by which we can focus subsequent sales process efforts in a way to maximize the returns of our financial resources and our valuable time. We can so focus by implementing the 5 prongs of SLG.
The five prongs of SLG are as follows:
- Niche Play: The recognition and establishment of a niche position in the increasingly competitive marketplace.
- Old School Spreadsheets: The formal management of contact information, including potential and existing clients, customers, and donors, and referral sources.
- The Org Trifecta: The prudent, yet ambitious use of, industry, charitable, and strategic organizations to foster the development of a wider net in the marketplace to capture desired opportunities.
- Gifting Value to Others: The aggressive provision of value to fellow professionals and business counterparts, in the form of referrals and business introductions.
- Unique Business Networking Groups: The use of a Unique Business Networking Group―the most efficient, face-to-face networking group―based on formal structure and building Unique Business Relationships.
By working with these 5 prongs of SLG, we can focus our lead generation efforts efficiently and insure that we are using our time and resources in a way such that we will procure the best leads possible for our sales process efforts. The key to yielding maximum value from SLG is to start with implementing just one of the 5 prongs. One prong is manageable and will allow you to initiate a personal sales momentum that can ignite an energy within you to start conquering the other 4 prongs with enthusiasm!
J.B.
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Pacing Mind [Re] Set
The first of the three components of Crux Rainmaking is Mind [Re] Set. We need to reset our minds consistent with the essential characteristics of The Rainmaker’s Brain, namely Passion, Commitment, and Confidence. If we do this, then the other two components of Crux Rainmaking (i.e., Strategic Lead Generation and Unique Business Relationships) can be most effectively implemented to maximize our business development efforts. But there is a fundamental aspect of Mind [Re] Set that must be acknowledged and understood before such a mindset change can be made for the long-term, and that is the idea of pacing.
We’ve all heard the saying that life is a marathon, not a sprint. This truth holds equally well with Mind [Re] Set. Resetting our minds to be consistent with the characteristics of a rainmaker’s requires a certain pacing. In particular, it must not be implemented as if it were a sprint. Simply getting all excited about growing our businesses and working really hard for an initial period of time will eventually burn-off. This sort of mentality is like a fad diet. Fad diets do not last, and in most cases the dieter reverts back to his or her old ways. Rather, with a fundamental Mind [Re] Set, such a change must be viewed as a slow and steady endeavor, with long-term results coming in time. If implemented correctly, such a Mind [Re] Set can yield positive results sooner as opposed to later, but whether those changes come immediately or not, the characteristics of Passion, Commitment, and Confidence act as fuel for a long journey on a road filled with many business development successes.
Thus, as you start to implement Crux Rainmaking, start with reasonable expectations. Look at the changes you are making in your business development life as if they were nutritional changes in your diet that will last a lifetime because your business development “health” is of critical importance to you, just as your physical health. If the idea of eating a good amount of vegetables is a good idea now, then it should be a good idea forever. Similarly, if harnessing passion for what it is you do, being sincerely committed to the process of business development, and having the confidence to not only get a new client, but to take care of that person better than your competitors, are things that are important you today, then view then as long-term mindset shifts which will last a lifetime.
A major obstacle to long-term change for most professionals is the failure to remain energized about developing business for the long-term. They start with good intentions, but their excitement decreases fast, especially if they don’t see marked results right away. But there is no need for the excitement to dwindle as such. If you start with and maintain a long-term perspective on your renewed business development behavioral model, then the passion will remain, your commitment will increase, and any lack of confidence will be replaced with an emboldened sense of confidence.
So, adopt a slow and steady wins the race mentality when shifting your mindset with Crux Rainmaking and embark down the long-term path to business development success!
J.B.
Read MoreCrux Quick Tip (CQT) #18: Congratulate
CQT #18: When someone you know changes jobs, send along a note of congratulations.
People are Blazing New Trails
Given the current economic climate, there are interesting changes going on in the workforce. Downsizing, shifts in perceived long-term opportunities, and the quest for new challenges and different responsibilities are causing many business people to take new jobs, start their own businesses, or change careers. No matter what the situation, these major changes are potential opportunities to reconnect with people in your network.
Use LinkedIn and Other Resources to Keep Track of Changes
If you are on LinkedIn or read business publications, you can keep pretty good track of many people within your personal network. Certainly, you will not have to rely on such resources to be informed of changes within your inner circle of friends, but for those beyond that smaller circle, these resources can be invaluable to alert you to changes in the career path of a contact. Follow the notifications, alerts, and sections of business publications that make mention of the movements of business people.
Congratulations and Best Wishes
After you become aware of a career move by a contact, either email or call that individual right away. A nice handwritten note sent via snail mail is also a nice touch. Congratulate her on the move, and wish her the best. Your contact will be extremely appreciative of your thoughtfulness. As an added bonus for both of you, suggest that you get together to reconnect, especially if it has been some time since you last spent time together.
Provide Value as They Get Started in Their New Position
Anyone in a new position/job will want to make a positive impression with his or her new colleagues, superiors, etc. Look for ways to provide value to your contact immediately. Perhaps there is an introduction you can make. Or an idea you can share with them to help them build their business. Making the effort alone will garner material goodwill with your contact, and will make it more likely that he or she will return the favor, thus helping you build your business.
J.B.
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