I got a call from a client. “I’ve got an appointment tomorrow to talk to a prospect about the biggest deal I’ve ever closed!” “Congratulations!” What are you thinking about as you go into that call?” “I’m terrified that they are going to say no. I really think they will cut the price, and I’m going to have to say yes, and then I’ll over-deliver and won’t make any money!” I understand getting nervous before a big call; it’s normal. When things are important to you, when you care about the outcome, our bodies react with sweating palms, rapid heartbeat, or cotton mouth. Those are normal bodily responses. But your brain doesn’t have to follow your body! When we feel fear, … [Read more...]
Why time off makes you MORE productive.
In the US, we have this concept of earning vacation time. Your HR system accrues so much vacation time for every pay period. It does that for accounting reasons. I’m not saying that’s “wrong” – it’s just a misunderstanding of time-off. When we work hard, we deplete ourselves. That’s why, no matter how engaged you are in meaningful and fulfilling work, you’re tired at the end of a long day or week. When you run a growing agency, you get paid for your creative problem-solving. No one comes to you with routine, straightforward problems. They come to you to solve the big, hairy ones that don’t have a clear right answer, and your ability to do that work well takes a lot of energy. … [Read more...]
I feel guilty about taking time off.
When I ask my clients, “Why are you working on vacation?” They tell me that they feel guilty if they don’t. Their staff is hard at work, they don’t want to let clients down, and there’s just so much to do I have to keep going. I'll let you in on a little secret…your team loves it when you get away on vacation and really rest. They want you to come back relaxed and rested. They are not pining for the overstressed, uptight version of you. They can’t wait for the creative, easy-going version of you. What about your clients? Sure, sometimes there are time-critical deliverables that they’ll complain about. But they also appreciate the creativity and open-mindedness that you can … [Read more...]
There’s a time to work and a time to rest
Sorry I missed talking with you all last week. It’s not that I didn’t have things to share with you; I’ve got some good stuff brewing. Neither is it that I don’t care about you or prioritize this conversation. I was simply taking some time off to have fun! I could have scrambled around the week before to pull something together (I tried doing that, but my brain wouldn’t cooperate) or tried to scribble something down in between meetings last week. But multitasking is never good, and I was pretty sure I’d be left creating lousy conversations with you and lose out on the fun and relaxation that was available to me last week. Make your time off restful. A lot of folks are … [Read more...]
When you hunt ghosts, you get ghosted!
Thanks for all the replies I got to this week’s emails – it’s easy to see that we are all experiencing similar challenges! One reply to Thursday’s email about eliminating business development follow-up was worth noting. It said, Most people, me included, lie to themselves about why things don’t work out in biz dev… self-blame, not worthy, not good enough… feeding insecurity in self-serving ways. In reality, we aren’t trained to see that the sale wasn’t happening, EVER!Becoming aware of that behavior and breaking that habit is like breaking your own arm. Not all activity is good activity. When we chase after ghosts, leads that are not ready to buy, or opportunities for which we … [Read more...]
Eliminate business development follow-up
An agency owner asked me this question recently. I reviewed the pricing options with my client last week, but I haven’t heard back from them. How long do I wait before I send a follow-up email? The short answer is, you’ve driven into a cul-de-sac; there’s no good way out but to go back to the beginning. When we’re selling creative services, it works best for the sales process and the subsequent project for you to maintain a peer position in the relationship. Follow-up, where I’m chasing the client, undermines that by placing me in a position of need. (I need your business more than you need my services.) So, starting from the beginning, here’s how you make sure you never end up … [Read more...]
Worry is a misuse of imagination.
In August, my family and I are going to a dude ranch. It’s a place I’ve been to before, and I have fond memories of the times I spent there with my parents and my older kids. But it’s been 20 years since I went, and none of the people I’m going with this time came with me the last time. I have no idea what’s changed there in 20 years! Maybe this is going to be a disaster! It’s a hot summer. Dusty horse trails in unbearable heat could be miserable. Yikes, maybe I’ve made a terrible mistake. "Worry is a misuse of the imagination." ~ Steve Chandler Do you see how in 4 short paragraphs, I went from looking forward to taking my family to a place where I’ve had a wonderful … [Read more...]
Go Outside, preferably someplace wild!
Very few things give you the same improvement in physical and mental health as a good dose of nature! If you follow the thread and look at the studies, you'll find Two hours per week outside in nature significantly improve physical and mental health.As little as 10 - 20 minutes of sitting or walking in nature improves mental health.Listening to the sounds of water or birdsongs improves mood and cognitive performance and decreases pain.Feeling awe, for instance from watching a nature documentary, lowers stress! So seeing as it's a Saturday, find a way to get outside today, preferably someplace wild. … [Read more...]
Some ideas take time
There’s a Japanese white pine bonsai in the National Arboretum in Washington DC that is 391 years old. It was planted in 1625, and it survived the bombing of Hiroshima. Six generations of the Yamaki family have cared for it. When I think about that tree, I have tremendous respect for the commitment, skill, and effort that so many people invested over a long time to make something that amazing! So maybe I can be more patient. Many of the ideas that form the core of the leadership principles I believe in and teach were handed down to me from others who may have learned them from a prior generation. I’m sure some of these ideas were planted in the 16th century! So when I’m … [Read more...]
“It’s taken me so long to figure out what my business is all about.”
I was talking with a friend who owns his own business. I often tell him that he’s my business hero – he makes a terrific living for his family and significantly impacts his clients – and does it all in less than 20 hours a week. But that’s a story for another day… Anyway, He and I were talking last week, and he said, “I can’t believe it’s taking so long for me to figure out exactly what my business is all about.” He’s been working on this business for seven years and just last week found the clarity to say, “There’s one thing I do better than anyone else, and it’s the thing I enjoy the most and makes the biggest impact on my clients. I should only have one offer on my website. I … [Read more...]
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