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Category: Management

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Growth Management Skills

The Dirtiest Word In Business – Multitasking

There is one word in Corporate America that makes my blood boil. It’s not the typical clichés like synergy, think outside the box, right size, paradigm shift, or leverage. It’s a word used in job descriptions as a positive skill and one used as an excuse too many times to count for why someone is not listening during a meeting.

The word is “multitasking”! I hate this word more than any other word in business and in life for that matter. “Multitasking” is what society has decided means it’s OK to stop listening to those you are talking to. When did that become a skill to be proud of?

Keep reading if you feel that you or your team could be more productive, but you are not sure how. Let’s talk about why multitasking is not real, why it’s not an asset to your organization, and then examine what you can do about it so that you and your team are more productive and more effective.

“I’m sorry can you repeat yourself? I was multitasking,” was a phrase I would hear at least 5 times on each call with one particular client. As a consultant I politely said sure and repeated myself while in my head I was screaming, cussing, and thinking, “How rude are you to waste my time and everyone else’s time on this call by making us repeat ourselves because you have more important things to do. Well excuse me for interrupting your day with what I believe is your job.”

That’s an example I’ve experienced on phone calls, but it happens so often in conference rooms too. There is the one person sitting in the conference room with you and your team looking at their phone whether for text or email. They look up when someone says their name for the second time to blank stares of the people waiting for them to answer a question. They of course say, “I’m sorry, can you repeat that? I was multitasking,” and the person repeats the question.

If you are going into a meeting and you are not responsible for keeping the lights on or the network running there is really no reason to have your phone. I’ve heard the excuse, “Well, I have to look at my calendar so I know where my next meeting is.” Great, then look at it between meetings or write it down on a piece of paper like we used to. 99% of the time you don’t need your phone during the meeting. I believe there should be a no phone rule in all meetings and that goes for everyone in the room.

It seems that people have turned to technology for everything, but most business problems are really people problems. That means technology cannot always solve our problems and it is time to put the technology down and step away. It is time to get back to the human connection that built this country and economy. It is time to start communicating and respecting each other again and that cannot be done behind the screen of your phone, tablet, or laptop.

When people say they are multitasking, they are typically talking about doing two things like reading and listening or listening and writing at the same time. They make claims – to themselves and others – like, “Keep talking, I can listen while I type this report,” “I can be present on the conference call while reading the email that just came in,” “I can write this presentation while watching the news.” Can you really do those things simultaneously? The answer is that you cannot and there is a scientific reason why.

The reason you cannot do these things at the same time is because all those activities are being handled by the same part of the brain and your brain cannot do multiple things at the same time that are processed from the same place.

Yes, you can walk and talk, or read and walk on the treadmill, or listen to music and clean the kitchen at the same time. You can use different parts of your brain at the same time for those activities. But you cannot use the same part of your brain for multiple tasks at the same time.

It might feel like you are doing them at the same time, but in reality your brain is switching back and forth between the two tasks. One moment you are writing and the next you are listening and then back and forth. That means you are hearing half of what is being said and slowing down your thoughts around what you are writing or working on. You are most likely increasing your error rate while decreasing your effectiveness and productivity, neither of which are benefits to you or your organization. Don’t forget the fact that you are being rude in the process.

Did you know that on average people look at their phones nine times an hour and 110 times a day? That’s once every six to seven minutes! That is not my definition of productivity. If you stop what you are working on that frequently to look at your phone, how long does it take you to get back on track once you stop looking at your phone? If an employee is working on a project, how much is your company spending on them to check their phone when they could be working on the project, delivering it faster and for a lower cost? How about you? How much is it costing the company when you do the same thing, at your salary?

This is not just about work and meetings; it’s also about life and how we treat our family and friends. Nowadays, it’s commonplace for people to look at phones while at the dinner table; to hold their phone during a conversation indicating that something more important might show up in the form of a text, email, or call; or to read email while chatting on the phone. I am guilty of this, and I am working to do better. The first step is admitting that something needs to change and then observing our patterns so we can change the actions.

Start to take inventory every time you stop to look at your phone. When you think you are multitasking, what is it costing you and your company? What about the conference call that could take 20 minutes that ends up taking 40 minutes because people have to keep repeating themselves? How much focus and money are you actually losing to multitasking?

Every time you catch yourself saying “what?” to someone, check in with yourself to see what happened. Were you truly unable to hear or understand what they said, or were you not paying full attention? Become more self-aware of your own habit around multitasking.
Decide what kind of leader do you want to be and then be that leader. Be the change you want to see in your organization and then lead by example, walk the talk and create an organization of respect where everyone is more productive and more present. Only good things can happen if you chose to take this journey, so will join me in debunking the multi-tasking myth?

For more resources or to contact me please visit www.c-suiteresults.com

Categories
Entrepreneurship Human Resources Management Marketing Skills Women In Business

Homage to the Master Storyteller

Nope, it’s not Steven Spielberg, or even Dr. Seuss. It’s Hans Rosling.

Never heard of him? After today, you’ll not only have heard of him, but you’ll wish you’d done so years ago.

The late, great Dr. Hans Rosling passed away on February 9, 2017. A professor of public health, he was the master of taking arguably mundane data – and lots of it – and one of the most boring forms of visual presentation – the graph – and transforming them into a mesmerizing story that made you forget you were learning.

So for anyone out there who uses the excuse that the information you have to share “isn’t all that exciting” to defend why their presentations are uninspiring, after reading this post, that excuse no longer exists.

See for yourself in this BBC video where he analyzes the life-expectancy-to-income ratio of 200 countries over 200 years… in about four minutes. As you watch, you’ll be amazed at not only how much he accomplished in those four minutes, but at how much you actually learned… not to mention how much you enjoyed the experience in the process.

The key lesson for our purposes here is something he states in the first few seconds of the video: “I know that having the data isn’t enough. I have to show it in ways people both enjoy and understand.”

Talk about a one-two punch; let’s face it, most people are satisfied if they can get people to understand their data. The idea of combining that with having the audience actually enjoy hearing about it… that seems almost as likely as finding a unicorn.

There is huge differentiator that most people fail to grasp: the amount of information you present in no way naturally correlates to the amount of information the audience absorbs. That part is 100% up to you to make the information both comprehendible and ideally interesting, so it’s not just that the audience can understand what you’re saying, but they actively want to understand it, and then ask for more.

That’s why Professor Rosling was the master. For most of us, we’ll claim that of course global public health is important to us on a general level, but it’s not something we’ll go out of our way to learn about. But from the moment he starts talking, we are practically compelled to keep watching, genuinely curious to see where he goes next.

So what’s the secret sauce to being this good?

I’ve worked with a lot of people in this area, and there are some really important commonalities regarding the challenges that they face, and where Professor Rosling excels. Let’s break down the ingredients into three categories: Visual, Verbal and Vocal.

First: Visual. This one’s easy. As the adage says, “A picture is worth 1000 words.” When graphs or other visual aids are easy to see and understand, the audience just “gets it,” allowing you to share more information much more efficiently. His body language also flows with the picture, and matches his level of enthusiasm as he speaks, which makes it all feel very natural, and draws you in.

Second: Verbal. He’s a globally-renowned expert, but he doesn’t try to prove this by using lots of technical terms or speaking over the viewers’ heads. He uses language everyone can understand, and breaks his points down into distinct sentences with a clear beginning and end. It’s not a rambling stream of consciousness as he figures out what he wants to say. He is crystal-clear on what each point needs to be, and he delivers them on a silver platter, one by one, making it easily digestible for the audience.

Third: Vocal. Without looking at his script, how can you tell where sentences (and points) start and end? Because you can hear it. At the end of his sentences, you can hear where there is a period or exclamation point based on the intonation changes in his voice: there is a low drop for periods, and the sentence or last word may rise in pitch until the very last second and then quickly fall to indicate excitement, i.e. the exclamation point. Where a phrase is not the end of a sentence, his pitch often goes up to indicate a comma, and then the rest of the sentence follows, culminating in the voice-drop. And at the end of his sentences, there is a brief pause, which allows you to process what he just said, and prepares you for the next nugget to come.

(For those of you who need to hear/see some examples of these vocal concepts and the ones that follow, check this short little video here.)

Intonation contrasts – otherwise known as tonality, i.e. where you put the high and low pitch points in your speech – have an additional value beyond implying punctuation and grammar: they are chiefly responsible for conveying interest. He “punches” important key words with higher pitch and draws them out a bit in a way that sounds more enthusiastic. It captures the audience’s interest, and even makes it easier for them to cognitively process the key points, aiding in comprehension.

Plus, the audience will feed off the speaker’s energy before they process what they heard. Dr. Rosling genuinely loves his subject, and his passion for it comes through with each fact he shares, and it’s contagious.

As a point of contrast, reflect back on actor Ben Stein’s most infamous character, the economics teacher in Ferris Bueller’s Day Off, who epitomized the world’s most boring teacher. While that was funny in the movie, the sad truth is that he more accurately reflects the typical speech style of people at your average office meeting or presentation than Professor Rosling.

The good news is that the typical standard of mediocrity in how people share data can be raised, and I challenge you to do it. While you may not have all the fancy computer graphics at your disposal, you can use these simple verbal, vocal and visual strategies to tell the story of your data rather than just plod through your statistics one by one.

Better yet, you can also use his software to bring your data to life if you so choose. At Dr. Rosling’s site, Gapminder.org, he gives it to you for free through open licensing, and even shows you how to use it.

So thanks, Dr. Rosling, for inspiring the world in two ways: with all that you have done in the world of public health, and for modeling how to make even the most “boring” data compelling through the art of storytelling.

********

Do you have questions or comments about the issues in today’s post, want to know how to apply them, or how to help others with them? If so, contact me at
laura@vocalimpactproductions.com or click here to schedule a 20-minute focus call to discuss them with me personally!

Categories
Growth Management Personal Development

Nothing to Fear

A great quote from Franklin D. Roosevelt “the only thing to fear is fear itself” rings loud and true today. There are so many people that I hear speaking from a place of fear. Fear of change, fear of failure, fear of speaking up, fear of being judged, fear of public speaking, and fear of rejection to name a few of the fears I often see stop people from reaching their goals.

What are your fears? How much do they affect you and your decisions? How have they held you back?

Have you ever stopped to think about whether fear is real? Can you see, touch, eat, smell, or hear fear? Can fear even hurt you? Since the answer to those questions is no, why do we spend so much time living with it? People and situations can injure you physically or emotionally, that is true, but fear cannot, and fearing situations that are not life threatening and pose no actual harm will stop you from reaching your true potential in life and in business.

Fear makes sense from the fight or flight response that we needed when and bears and neighboring tribes were the enemy. Without laying out all the science of the hormones behind your fight or flight response, what is important is to understand is that your body releases stress hormones when you have to take action around something you “fear.” These hormones increase blood sugar, heart rate, and blood pressure, while shutting down nonessential systems like digestion and immune and hampering our focus on small tasks. This all made sense because we needed the increased blood sugar and heart rate for big tasks like running or fighting, rather than small tasks like digestion or focus on details.

The challenge is that we are now constantly putting ourselves into this state of stress when we create fears around non-life threatening events. You don’t often have to run for your lives anymore, but our bodies and brains do not know that. We still have the caveman part of our brain and our fight or flight response has not changed. As a result, all the fears that do not threaten your life are not only causing you to waste time and energy in reaching your goals, but are also causing physical and emotional issues as well. I am not saying that having a healthy sense of fear is bad, you do need to know when to step back from the ledge, when to jump out of the way of a speeding car, or when to grab a child away from a rabid animal; and fear or the flight or flight response gears us up to do all of that.

However, how many times have you worried about or feared a situation, conversation, or outcome, only to find that what ended up happening wasn’t even close to what you had created in your mind? I’ve spent more time than I would like to admit having made-up conversations in my head, causing stress and fear out of nothing and wasting precious time and energy that I could have used being happy and productive. I have also been able to trace digestive and join pain issues to stress caused from fears that I created in my mind as well.

One of the things I have learned to do is to observe the fearful thoughts and stop them in their tracks the minute I notice them happening. When you observe your thoughts you can change them. The next time you start to worry or fear something ask yourself “what evidence do I have of the outcome?” What’s another outcome or story that could be just as true as the one you are telling yourself? The old acronym for FEAR is good to remember – False Evidence Appearing Real.

Because your brain translates what you see into perceptions based on the filters you have created, you really do create your reality. The filters are the stories you use to explain the world around you. These perceptions feel like reality, but they are only as real as you want them to be. You can always change the story.

Some people see a rain cloud and think, “Oh man, it’s going to rain and ruin my day,” while someone else sees a rain cloud and finds gratitude because their garden is dry. Different perceptions = different realities. Someone gets on stage excited because they get to share something with a group and make a difference while someone else sees the same group and the same stage as a place of judgment and thinks, “What if I mess up and look stupid? What if I fail?” The events are the same, speaking on stage and sharing information. The only difference between these two speakers is their thoughts. My bet is the person who is excited will be a much better presenter than the person who is afraid of failing or looking stupid even if they have the exact same information to share. They are indeed in control of their outcome and through their thoughts create their reality. Just like I said before the more you start to observe your thoughts and ask meaningful questions of yourself, the more you can change your thoughts, change your story, and change your reality.

The reason I like the quote “the only thing we have to fear is fear itself” is because it is the fearful thought itself that is debilitating not the thing you fear. Of course bad things can happen that you cannot control. You can make an investment that goes south where money is lost, you might loose a job, not get the second date, and great opportunities are sometimes missed. While you can’t completely control these situations you can control how you respond to them, how you might plan in the event that they happen, or use them in your basis for making decisions. And since you cannot predict them or completely control them you should not live in fear of them.

When you stop doing new things because of a fearful thought, now that is something to be afraid of. When you are able to let go of the fear and live your life, magic happens. Or you can decide to “feel the fear and do it anyway” as Susan Jeffers discusses in her book with the same title. Whether you let go of the fear or do something despite the fear, your results are going to include more fun, more joy, more love, more abundance, and more wealth. You are going to continue moving forward and towards your goals and dreams.

When you live in fear you question those around you and you don’t let new people or new experiences in. You miss out on the journey and experience of life and when you really think about it that is the purpose of being here. You don’t get to take any of the material things with you when we go. Most likely we will only be remembered for a few generations at the most, I honestly cannot tell you my great grandparents names, so why spend the precious time you have in this beautiful life fearing anything that is not real?

None of us know what the future holds, we never will, regardless of how hard we try to predict the future by creating scenarios in our head. So if you are going to spend time trying to predict the future by telling yourself how something is going to turn out, change the story so the ending is one of happily ever after. After all you do create your own reality so choose one that is fun and fulfilling.

For more resources or to contact me please visit www.c-suiteresults.com

Categories
Growth Management Personal Development

Startling Revelation! Tell More Jokes To Get Ahead in Business


When I was a kid, my teachers labeled me the class clown. I wasn’t one for long winded jokes, but I was always ready with a snappy comeback, a sarcastic comment or a funny observation. My classmates loved my wisecracks, but I have to admit that I spent more time honing my sense of humor than reading my textbooks.

As I’ve gotten older, I’ve held onto my wisecracking ways and yet, I’ve been successful in business.

Research confirms that my success isn’t just an accident (though of course I like to think that I am exceptionally witty). According to a study conducted by the Harvard and University of Pennsylvania business schools, using humor effectively can actually bolster your status at work. If you can make people laugh, they’ll think you are more competent and confident than you might actually be.

“If you are brave enough to tell the joke you want to tell, whether it succeeds or not, people ascribe confidence to you because they see you as efficacious” for taking the risk, considering all the ways a joke can go poorly, said one of the study’s co-authors, Allison Wood Brooks of the Harvard Business School.

I’ve experienced this firsthand. Back when I had a corporate job, I showed up for one of my first senior level meetings and sat waiting for the meeting to start. The room was silent. It was weird, and I felt uncomfortable, so I said something funny. I asked these senior level execs how their weekend was. They looked at me like I had two heads, but I ignored them and went on to tell a funny tale about my own weekend. Lucky for me, they laughed, and the funny remarks I made during that meeting made a big difference in my career.

Since then, I’ve learned that it’s good to use your sense of humor in business. I don’t think people do it enough. If you can make people laugh, they’ll enjoy being around you, and they’ll want to do business with you.

The Harvard and Penn study bears this out. Interestingly, though, the study found that telling a joke that flops doesn’t hurt your status as much as you’d think because you’re still seen as a confident risk taker. But if you use humor inappropriately – say, making a joke about 9/11 while visiting a Manhattan skyscraper – your status can fall dramatically!

My Tips for Using Humor When Conducting Business

After a lifetime of wisecracking my way through business meetings, presentations and the like, I have some advice on when to use humor for the greatest impact:

  • When you’re building a relationship. Bantering with clients helps “break the ice” and create a better rapport. If someone likes you, they’re more likely to trust you and want to do business with you.
  • When you’re giving a speech. People remember things better when they’ve had a good laugh, so I try to get the audience laughing at my keynote speeches. Since I work in the customer experience field, I’m always able to find a funny story of a customer’s terrible experience!
  • When you need the audience to focus on something serious. This sounds counter-intuitive, but if you’re making serious points, audiences can start to tune you out. Throw in a joke and they’re more likely to stay engaged long enough to take in the real message. In our Customer Experience Management Training, we use stories of truly horrendous customer experiences to get them laughing while also absorbing a key concept.
  • When you want to create a better work environment. No job is fun all the time, and humor can do a lot to lighten the workplace atmosphere. And a happier environment means a more engaged, cooperative and productive team.

Making Humor Part of Your Customer Experience

When you use humor in your customer experience, you trigger an emotional reaction in your customer, whether it’s amusement, surprise or delight. These positive emotions engage customers in ways that add value to your business. Here are some ways to incorporate humor into your customer experience:

  • Find the right time and place. Wisecracks may not be well-received if they come from the representative who handles customer complaints. But your customers may love funny quips from front-line staff.
  • Always be tasteful. Remember that inappropriate jokes reduce your status. That goes for your brand as well as you.
  • Train employees on what’s tasteful and what’s not, and especially avoid jokes that can demean or insult any group of people.
  • Be natural. Scripted jokes don’t go as well as natural and genuine banter that lets personalities shine.
    Laugh with them, not at them. You can joke about yourself, but never make jokes at other people’s expense.

Humor is a great business tool that’s not used nearly enough. It can improve your status within an organization, help you win more business, and strengthen your relationship with customers. And I for one would enjoy having more business people to joke around with.

How do you use humor in your business? Tell me about it in the comments box below.

If you liked this post, you might also enjoy:

How to Succeed at Your New Job

8 Leadership Strategies from an Influencer
5 To-Do’s for any 22 Year Old’s Career
Colin Shaw is the founder and CEO of Beyond Philosophy, one of the world’s leading Customer experience consultancy & training organizations. Colin is an international author of six bestselling books and an engaging keynote speaker.
Follow Colin Shaw on Twitter @ColinShaw_CX

Categories
Growth Management Personal Development

What do you want to be when you grow up?

What do you want to be when you grow up? That is a question most, if not everyone heard when they were kids. Now as adults have you ever asked yourself that question again? Most likely if you have it’s for one of two reasons. Either you found yourself in a career that does not align with who you are at your core or you have reached a level of success that has you feeling “now what”? If you have many days where you are just going through the motions, not feeling engaged or satisfied it sounds like you may no longer be enjoying your work.

Gallup continues to report numbers like 30% for employee engagement and it seems that it is only a rare few who are excited about their work.

If you are part of the 70% who are disengaged at work, you might feel that the other 30% just got lucky and maybe you even feel that it’s not fair. Let me put your mind at ease a bit: it’s not your fault. You can only blame yourself if you continue to do work you don’t like once you understand the paradigm I’m going to share.

A quick caveat, this is not about the people you work with. If you love the type of work you do, but don’t like the people you do it with or the company you work for, that is different from not liking or being disengaged from the work itself. What I’m talking about are those people who are disengaged from the work because of the work itself or the way the work is carried out.

Now let’s get to the new way of looking at the problem and discuss the solution. Most likely, you picked your field of study based on external conditions or pressures vs. an internal understanding of how you are wired. What I mean is that many people go to school and study what they are told to study, what their parents encourage them to do, what teachers encouraged them to do, or in a field that they believe is practical so they can find work after school. That’s what I did, I was told I had to go to college and I picked business and accounting because that meant I would find a decent paying job when I finished, plus at the time it meant that I didn’t have to write many papers. That was a decision that took over 15 years to correct and a lot of disengagement along the way. I won’t call that choice a mistake because I did the best with the tools and knowledge I had when I was 17, but let me tell you, if I knew then what I know now about how I’m wired I sure would have gone in a very different direction.

What do I mean by how I am wired or who you are at your core? What I mean is that you are a unique recipe that makes you like and dislike certain activities, excel or flounder with different skills, and makes up who you truly are. It’s like what Maslow discusses with his hierarchy of needs and self-actualization. Human beings have an inner bent – the innate unchanging part of us that gives us a sense of fulfillment and contribution. Another way to say this is that people have an innate unchanging nature that predisposes them to want to make a certain contribution in a certain way. When you are not working or living in a manner that allows you to contribute in the way you were born to contribute, that can lead to disengagement.

The good news is that regardless of how grown up you are, it is never too late to discover what you are meant do or how you are wired, as long as you want something different. Instead of continuing to live based on chance or what other people think you should or shouldn’t do, you can design the life and career you want.

What would be different for you if you jumped out of bed every morning because the work you do is aligned with who you are at your core? What would be different if you were really excited about your job, your company, and what you contribute?

The first step is to really know who you are and how your innate nature drives you. Are you someone who loves building relationships and teams, and is driven by ideas, but not so much by details? Or are you someone who loves numbers, budgets, research, and all the details? Do you go a little crazy when someone else just wants to wing it? Maybe you like to invent, create, lead, and build; or maybe you like to listen, gather information, and work on creating solutions. These are all valuable, we all have different combinations of these types of energies, and when you get to use the energies that you are wired for, the magic starts to happen.

My personal experience with this comes from the fact that it took over 15 years to align who I am with what I do. I was a very successful information security consultant and I was very good at my job, but it made me miserable. I dreaded Monday and definitely had the Sunday night blues. I had anxiety at times about the work because I knew how much I did not want to write that next report or nit-pick the smallest details with the QA department. The part of the job I liked the most, was the part I got to do the least. When I would get to help my clients actually solve problems and when I got to spend time really getting to understand their businesses and how things work. I did not enjoy the repetitive questions I had to ask every client and the same report that I had to write over and over. I enjoy being creative and fluid, not systematic and sequential. I also know that people assume that I am an extrovert because I am not shy and can talk a lot, but in reality I am really quite introverted. I get drained when spending days on end talking to people and that part of the old job exhausted me. However there were lots of other folks who thrived in that role because they liked and were wired for the tasks and roles that I was not.

It took a lot of trial and error for me to figure this out, but there are lots of tools and ways to go about assessing who you are to better determine what you should be doing. This is not something I can go through in this article. I am writing this for you to start thinking about who you are and the work you do. This is a paradigm shift where you start to understand why you have been disengaged for so long. I want you to know that it’s never too late to do something different, something that lights you up.

So if you are like many people (previously this included me) who wound up in a career where there is little to no satisfaction, then it’s time to discover who you are and make a change to the work that aligns with you. I like to remember that the pain of discipline (or the pain of change) is much better than the pain of regret.

This is one of the services I offer my clients and If I can help support you in making a change or identifying your core values and strengths please reach out to me at sharon@c-suiteresults.com or visit c-suiteresults.com

Categories
Best Practices Human Resources Management Marketing Personal Development Women In Business

Looking Confident – Even When You’re Not

Over the last several posts, I’ve been sharing strategies on delivering a great performance in front of the camera – and by extension, when in front of a live audience even without a camera. If you haven’t seen them yet, here’s the link to my series of video shorts, “Capturing Your Confidence on Camera.”

This time, I want to share a couple of other great resources for delivering a confident, compelling, engaging performance, as both demonstrated and explained in two of my favorite TED Talks.

The first is more likely to appeal to the part of your brain that likes to read inspiring self-help psychology related books that explain why you do what you do and how to control your own destiny.

It’s your friendly neighborhood Harvard psychologist, Dr. Amy Cuddy, in her TED talk, “Your Body Language Shapes Who You Are.”

This video had two big take-aways. First are the very-real effects that your posture has on your hormonal balance, which subsequently can influence your psyche and sense of self-efficacy and confidence. If you knew that taking two minutes to yourself to hold a certain pose before giving a presentation or speaking on camera could change the quality of your delivery, you’d do it, wouldn’t you?

Second, her story of needing to project confidence at a time when she didn’t feel it, suffering from what some might call “the imposter syndrome,” (long before she was “THE” Amy Cuddy,) is something everyone can relate to. The way she managed to perform despite that fear, until she had beaten it, is inspiring..

It’s also humbling. After realizing everything she was up against – including severe cognitive damage from a car accident – you have to admit: if she can overcome that, there’s no reason you shouldn’t be able to overcome your fears too, and learn to speak with true confidence.

In contrast, the second video will appeal to the other side of your brain. The part that doesn’t want to have think too hard. Actually, it kind of reminds me of a Seinfeld episode. Why? Because it’s a whole talk about nothing.

It’s a talk about what academics might call “meta-strategies”… but we won’t call it that, because that sort of sucks all the fun out of it, which shouldn’t be allowed to happen after a perfectly good Seinfeld nod.

In “How to sound smart in your TEDx Talk,” Will Stephen steals the show at TEDxNewYork. He paces the stage and talks as if giving a real talk on some specific topic, all the while really just pointing out all the of his own little gestures, mannerisms, and vocal modulations as he does them, explaining why they make his talk engaging… or at least why they would if his talk actually had a more specific point.

It’s six minutes you’ll need to watch twice. The first time you’ll follow along with each point nodding, smiling, and thinking “oh my gosh, that’s so true!” Then at the end, you’ll realize, “oh my gosh, that IS true… wait a minute, I need to look at that again…”

As he uses each little gesture, and explains its value and its likely effect on you right at that moment, take note. The strategies are so simple, but each one engages, endears, and compels. His talk is entertaining and semi-facetious, but every one of his points is relevant, and easily applicable in any presentation preparation and delivery.

Ultimately, just remember that in any situation, you have control over much more than you realize, including how confident you feel, and how confident you look. Strike your pose. Emulate the characteristics you wish you had (i.e. “fake it ‘til you make it”.) Consider the little gestures and vocal cues that connect with the audience in different ways, and deliver them like you mean it.

Once you put it all together, the confidence will flow outward, and when you see how the audience responds to it, you’ll feed off that response and the confidence will become genuine. And there’s no better feeling than that!

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Best Practices Growth Management Personal Development

Self-Confirm the Customer’s Choice to do Business with You

Just imagine zooming all over the world in a private jet. Jordan Zabel, the Director of Sales for Jet Linx, a private jet company that offers their services to corporate and private members, could make that a reality for you.

As you can also imagine, Zabel deals with high-end customers who expect high-end customer service everywhere they go, because anyone that can afford that kind of service has very discriminating taste … and often along with it, sky-high expectations.

But Zabel knows how to do his job well. He knows that he needs to deliver the highest possible level of customer service. Further, once the sale is made, he knows what it will take to keep those customers in their seats, which is to maintain that same level of stellar service he demonstrated through the sales process, while maybe even increasing the altitude a bit.

As you probably expect, high-priced service usually is accompanied by an outstanding customer experience. Just think of the level of customer care that exquisite hotels like the Four Seasons provide. So what is the challenge for people like Jordan Zabel who deal with these high-end clients?

Zabel explains, “Too many times a company’s marketing propaganda just doesn’t match the customers’ experiences after the sale. It’s all just hype. Hot air. At Jet Linx, I always want my customers to know their decision to do business with us was a good one, anytime they think of us.”

To put it another way, Zabel wants to deliver the promises and meet the expectations that were initially promised in the marketing materials he handed his prospects-turned-customers. After the sale, he wants his customers to keep telling themselves that they made the right decision to choose him and Jet Linx in the first place.

As the customer goes through this process of self-confirmation, ask yourself, “What am I doing before, during and after the sale that continuously reinforces the customer’s initial choice to do business with me?”

If you have good sales skills, sure, that can get some people to come through the door. But what about getting those customers to re-enter that door, again and again? What happens after the customer’s buying decision is made is what really counts. That’s the key to continual success and a steady cash flow. You can help to guarantee that success by delivering consistent, amazing customer service after the sale.

Customer experience design speaker and trainer Joey Coleman talks about a concept he calls The First 100 Days. What happens during the first 100 days after the sale can confirm that the customer made a good decision to work with you. We want our customers, at any time, to always be self-confirming their initial buying decision. When they do, it will lead to the next sale, and the next. It will build a stronger relationship. It can potentially lead to customer loyalty and maybe, if we are lucky, even evangelism, where your customers share their positive experiences about you with their family, friends and colleagues. That’s the power of delivering a level of customer service that self-confirms a customer’s choice to do business with you!

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Entrepreneurship Management Personal Development

What does mindset have to do with it?

Have you ever woken up on the “wrong side of the bed” followed by a bad day? Better yet, have you ever felt good for no reason and then had everything that day go perfectly?

Did you know that you created both of those realities? It’s your mindset that creates the world you live in and as Henry Ford said, “whether you think you can or think you can’t, you’re right.”

You might be thinking, “I’ve heard of this mindset thing, but isn’t it just for yogis and hippies?” The answer is NO! It’s for everyone and for anyone who is serious about taking control of their life. So let’s talk about what mindset is, what the right mindset can help you accomplish, and ways to create a mindset of abundance and possibilities.

This is not a concept I was brought up with, so if that’s true for you as well I’ll tell you this is something that can be learned and mastered.

Simply defined by the dictionary, mindset is an attitude, disposition, mood, intention, or inclination. But in this context what I’m talking about it is the power of your thoughts to create the world around you.

Do you see the glass half full or half empty? While that’s a cliché question, it has a lot of merit when talking about mindset. We all know people (family, friends, co-workers, etc.) that see the negative in any situation and assume the worst. These are the people who think the sky is falling all around them all the time. You also know people who see the good in all situations and really know how to make lemonade out of lemons. Actually they see the lemon as nothing more than the opportunity to make a drink they like. You might call them Pollyanna, but in reality these folks are living much happier lives than their “Chicken Little” counterparts.

Your current mindset, whether a half-full or half-empty belief pattern, has been with you for a while now. Your thoughts have been with you for a very long time and the older you are the longer you have held your beliefs. Your beliefs are the thoughts you have been thinking and if you have been in a negative place for a while now these are deep-seated beliefs.

The more I “play” with mindset the more I find that I have so much more control over my life than I could have imagined. Sure, I always knew I had some control, I can make choices, and do whatever I want, but I didn’t realize that I had actual control to create exactly what I want and have the exact perfect people show up at the exact right time. That is the type of creation I’m talking about. When I choose to have a positive mindset, one of abundance, I find positive people and abundant opportunities. When I choose to feel fear, disappointment, overwhelm, guilt, jealousy, or blame, the world around me provides more situations to match those feelings.

Without going into the science of how your brain works, what I want you to know is that you can start creating new thoughts, new neuropathways, new patterns, and new beliefs. Since your current beliefs are just reflections of your thoughts, then it is completely possible to change your thoughts in order to change your beliefs.

When you go to an event with the mindset that it is going to be boring, be a waste of time, and not be of any value, of course that is what you will receive because your mind will do everything to make that reality happen. Your mind needs the external world to match the internal world you have created through your thoughts. So if you have a mindset or attitude that something will be a waste of your time before you experience the event then your mind will get to work finding all the reasons that the event was a waste of time after it is over so that your outside world matches your inside world.

On the other hand if you go into the event with the simple mindset that “I am going to meet one new and interesting person” I guarantee that you will. You are going to create your reality by the words you use in your mind first.

Now don’t misunderstand me, I’m not saying you can make a million dollars materialize in your bank account just by thinking about it. I am saying that you get to create the situations, people, interaction, and opportunities that can lead to the million-dollar idea or partnership. In order for that to occur you have to be ready to see those opportunities when they present themselves because they don’t show up with obvious neon flashing signs that say look at me over here, I’m the million-dollar idea you are looking for.

The question is – what are you doing in order to create the life you want? Do you know why you get up every day and go to work? Do you have a purpose behind what you do or do you just do it because “that’s what people do”? Are you allowing life to happen to you or are you making life happen?

The most successful athletes, artists, musicians, and business people have coaches because they know that the investment will help them create the mindset they need to get the results they want. They also invest in personal development, meditate, and focus on what they want rather than focusing on what they don’t want. They don’t just hope for the results they want; they go after the results they want. They understand the power of mindset.

Here’s an example (I love this story): Back in 1992, before his career really took off, Jim Carrey wrote himself a check for $10 million and on the memo line he wrote ‘for acting services rendered.’ He dated it for Thanksgiving 1995, approximately three years from that time. He stuck that check in his wallet and it was right before Thanksgiving 1995 that he was offered a role that would pay him $10 million. Watch this 3-minute interview on that story.

Do you want to be like Jim Carey and the elite who understand the power of and utilize mindset for what they want? Or do you want to be like the average person that spends their days letting circumstances just happen to them, focused on the negativity, and letting life pass them by.

You have to decide whether you are getting the results in life that you want. If you are not, its time to think, act, and be different because the only way to get different results is to start doing things differently. So how do you do that? It’s the difference between something being simple vs. easy. This in theory is simple; you don’t need to learn a new language, go back to school, or move to a monastery. However, that does not mean it’s easy.

Start small. There is no need to go big, which can quickly make you feel overwhelmed, say “see, I knew this was too hard,” and then quit. That’s a formula for disaster. You want to see success in this so start small and build. Find one thing every day to be grateful for. It can be the sun, your family, or your job. Even if you don’t like the work you do right now be grateful that you have the job. It puts food on the table, a roof over your head, and supports your family. When you know what you don’t want, you get clearer about what you do want. That means use any dissatisfaction at work to allow you to focus more on what you do want.

Then, once you have your gratitude in focus, make sure to state it in the positive. You will say, “I am grateful to know that I want a job that allows me to be
more creative.” Don’t say, “I want a job where I don’t have to make sales calls.” Always state what you are excited about rather than what you are not happy about. This is a subtle shift but will have you thinking with a different mindset.

Positive affirmations also help with a positive mindset. For some people it is a true affirmation with an I Am statement – I Am happy, I Am healthy, I am abundant. For others it may be focusing on positive quotes or prayers.

One of my favorite affirmations is, “today is a beautiful day full of infinite possibilities.”

If you are having challenges with positive affirmations and really believing what you are saying you can start with more general thoughts. You can be grateful for the abundance of sunshine. You can find something general that makes you happy and focus on that. Sometimes the key is to start small and once you get comfortable with this you will start to see abundance everywhere.

Another idea is to keep a journal, write down your thoughts and when one is negative ask yourself for another way to look at it that is positive.

So ask yourself: What am I grateful for? Start and/or end every day with gratitude, whether spoken aloud or written in a gratitude journal. These simple and small efforts are the first step on a journey to the life you truly are meant to live.

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Best Practices Management Marketing Personal Development Women In Business

Navigating the On-Camera Interview

You’ve been invited to be interviewed on camera for TV, a video podcast or other virtual event. Does the voice inside your head say:

A: “Woohoo, this is a great chance to get some major publicity, I can’t wait!”

B: “I think I’m going to throw up.”

Most people get nervous when being interviewed, and even more people get nervous at the idea of being on camera. Put the two together and you have a combo that makes the fight-or-flight reflex kick into overdrive.

Aside from checking to make sure there’s no spinach between your teeth, you need to have a strategy to get the result you want. Check out this quick video for some proactive measures you can take in advance to direct the interview where YOU want it to go.

On the one hand, there are all of the delivery details I’ve discussed in other videos in this series like body language, voice, and how to calm your nerves when on camera.

But for interviews, it’s all about having a game plan.

Creating Your Interview Game Plan

First, who is conducting the interview, and what is their agenda? Do they showcase leaders whose story will serve as an inspiration for others? Or are they more likely to try to shoot holes in your theory?

There’s a huge difference between being a guest on a weekday morning television talk show and an evening television news program. The daytime interviews tend to be friendly and just want an interesting story that their listeners will enjoy. Evening news programs are more interested in getting “the scoop.” They enjoy conflict and putting people on the spot, particularly if you espouse a principle that their following tends to disagree with economically or politically.

Knowing what their intention is in advance can help you determine your own goal.

• Do you want people to pull out their smartphones and order your product or sign a petition right then and there?
• Do you want to educate more people about a growing problem – and solutions?
• Do you need to debunk some myths?

Depending on your desired outcome, you will decide in advance what stories to tell, what evidence to share, and how explicitly or implicitly you want to invite others to act.

If the interviewer is more likely to play a little hardball and ask a few tough questions, prepare your answers in advance. At this point in your career, you know what objections and challenges people tend to raise, so be prepared with how you want to respond.

Most importantly, remember that an interview is a conversation.
• DON’T just go on a monologue of statistics.

• DO take a conversational approach

• DO engage the interviewer by using his or her name once in a while, and

• DO give short, clear answers to allow the interviewer to volley back and forth with you without having to cut you off to get a word in edgewise.

Of course, that’s only half the battle.

It’s Not (Just) What You Say…

Once you have a sense of what information you want to share, you need to practice how you say it. I strongly recommend writing down a few questions – tough ones and lob balls – and practice answering them, but video record yourself while you do it!

The recording serves several purposes. First it lets you see how you look when you’re answering it. Are you squirming or poised? Do you smile at appropriate times, laugh nervously, or never even crack a smile?

Second, it lets you see how you sound when answering the questions. When you listen to the recording, you’ll realize when you’re rambling, when you’ve left out an important detail, or when you’ve given a great, laser-focused answer. Do you say “Actually” in every sentence (what I call the educated person’s “um”), stutter your way through an answer when you aren’t sure what to say, or mumble so quietly that you have to turn the volume all the way up on your ear buds to even hear what you’re saying?

Ideally, you should record your practice several times until you have figured out what information you want to include or leave out, and can answer the easy AND the hard questions smoothly and confidently.

When you are a good conversationalist with engaging examples and confident delivery, that’s when the wider audience will give you points for acing the interview and taking home the win.

Categories
Best Practices Entrepreneurship Investing Management Personal Development

The Most Powerful Skill You Need to Succeed in the C-Suite

Demetri Argyropoulos Avant Global CEO and Founder

Whether you’re CEO of a multi-billion-dollar brand, or a start-up working towards Series A, there is one thing every executive has in common; you want to get to the next level and expand your customer base. Unfortunately, for most companies, it can be extremely challenging to keep up with change.

At the speed of light, corporate cultures are transforming and innovative technologies call for new leadership skills.

The upside is, regardless of how fast the world moves around you there’s one thing that will always stay the same, the most important skill you need to master to prosper in business.

Visionary entrepreneur Demetri Argyropoulos is well-known from New York to Silicon Valley as the king of connections.

His investment firm, Avant Global, has generated over $10 billion in revenue for clients and created strategic relationships for the world’s wealthiest, including Bill and Melinda Gates, Lady Gaga and Bill Clinton.

 

Argyropoulos was an early investor in Twitter, RedBull and DocuSign, and his Venture Capital fund, AG Venture Capital & Investments, has seeded over 50 diverse start-ups.

 

Argyropoulos credits his success to one invaluable skill…Networking.

 

C-Suite TV Correspondent Nicole Sawyer caught up with Demetri to talk about the most powerful skill you need to master to succeed in the C-Suite, and the biggest mistakes executives make when trying to build a strategic relationship.

 

Nicole Sawyer: What is the most powerful skill to have at the C-Suite Level?
Demetri Argyropoulos: The ability to bring value to your clients and your team. Typically, this value is brought forth through introducing and fostering unique relationships. All businesses and CEOs, despite how powerful they may be, depend on access to strategic relationships. These strategic relationships should monetize the company’s ecosystem, strengthen its platform and give a competitive edge over others with sustainable differentiation in the marketplace.

 

Sawyer: What personality traits do successful C-Suite Leaders have in common?
Argyropoulos: The most important trait we all have in common is the ability to know what the market wants before it actually happens. This comes from an innate understanding of one’s customers or clients. From there, you must be able to make decisions quickly, execute that vision, while staying one step ahead of the rest. All great CEOs are forecasters and firefighters.

 

Sawyer: When it comes to managing your own career, how do you prepare yourself to reach the next level?
Argyropoulos: I always have my ultimate end goal in mind. If you understand your end-game, you are able to manifest that into a reality. I always measure progress against this end goal and quantify it along the way with revenue, timelines and objectives.

 

Sawyer: How do you know who the right connections are for different types businesses?
Argyropoulos: The key here is to understand the objective at hand – what are you trying to accomplish? What is the client trying to achieve? Once you understand that objective, you need to dig deeper to understand the context. This is done through research and by understanding the current behavior at hand to figure out the next important introduction to make. And always remember, relationships only work if there’s equal or greater value on both sides.

 

Sawyer: You’ve worked with anyone from Bill Clinton to T-Boone Pickens, what is the secret to get their attention and maintain a business relationships with well-known people who are in high demand?
Argyropoulos: When you bring value to a relationship, even if it’s the busiest CEO on the planet, he or she will still make time for you. However, following-up is key, especially for those who are extremely busy. Most people don’t follow-up, which in business, can lead to distrust. You have to always do what you say you are going to do. It’s that simple.

 

Demetri Argyropoulos, Avant Global Founder with client T-Boone Pickens, Chairman and CEO of Hedge Fund BP Capital.

 

Sawyer: Where do business leaders fail when trying to create a relationship?
Argyropoulos: Oftentimes, their approach may be too aggressive and their message may not be clear enough.

 

Every successful relationship and every failed relationship is a consequence of one thing: how well, or poorly, you communicate. Clear communication is important to set from the beginning.

 

Put yourself in the other person’s shoes and ask the question, “Why do I want to work with this person?” Again the answer comes down to the value you can bring. Deliver value and these problems go away.

 

Sawyer: What are some of the biggest mistakes people make when following up?
Argyropoulos: They’re not entirely truthful. Be impeccable with your word. Just do what you say you’re actually going to do. This is so important when building trust in an influential relationship and so few actually do it.

 

Sawyer: What’s your advice for dealing with people you don’t like? Difficult people ?
Argyropoulos: Try not to. Seriously. I have a no a-hole rule. I’ve fired billionaire clients before because it just wasn’t worth it. At the end of the day, a billionaire is not better than someone starting out, and vice versa. You have to always respect others and the unique qualities and differences we all have.

 

Sawyer: If your personality is more of an introvert and networking doesn’t come natural to you? How can an individual make connections if they really don’t like talking to people?
Argyropoulos: For starters, that’s where companies like ours, Avant Global, come in handy. Sometimes we partner with, or get hired by executives who are not very social so we help to manage new relationships and introduce them to the businesses they need to get in front of. Let’s be clear, we’re not a social firm! But for those who are more introverted, we simply want them to be the best at what they excel at and we’ll do the rest. We can’t all be great at everything.

 

Sawyer: What’s one example of a major acquisition Avant Global made that transformed its valuation and what can business leaders learn from this example?
Argyropoulos: In the case of Owl Biomedical, we took its technology that had been developed and in existence for ten years and formed a new company with this technology in mind and capitalized on it. We sold it to a multi-billion dollar medical device company in Germany called Miltenyi.

 

From this example, business leaders can learn that if you know how to assemble the pieces of a company/deal: IP, human capital, and usually a combination of both, you then have all the key pieces … it becomes about execution and creating value to the market.

 

Sawyer: Your investment portfolio includes more than 50 diverse startups. What sectors are you watching to find value now?
Argyropoulos: We want someone who is ahead of the curve in terms of where the market is heading- who is that next big game changer? Right now we like the sectors of machine learning, data science and big data for startups. We’re also always looking for disruptive investments in high-growth companies in tech, energy, real estate and consumer products.

 

Sawyer: What qualities do successful entrepreneurs have that make them stand out from the herd?
Argyropoulos: All successful entrepreneurs are tenacious and never give up. Stay focused on your mission with your goal in mind. Successful entrepreneurs also aren’t afraid to fail because they have the ability to see things others may not. It’s okay to have bumps along the way, but that fresh perspective is what’s going to set you apart.

 

Sawyer: What advice do you have for a startup to break down barriers when approaching a well-known brand about a strategic partnership?
Argyropoulos: It’s a great time to be a startup. We’ve never seen so many large corporations working with startups. I’d advise a startup to think about how its technology could actually benefit the large brand it’s approaching. Many big companies realize that if they don’t change quickly with the times, and evolve, their number may be up. Startups should appeal to the larger brands to evolve with them.

 

Sawyer: You run a very successful VC Fund, what’s the best way for an entrepreneur to network with you if they are seeking funding?
Argyropoulos: Think to yourself “Why would Demetri and the Avant team want to meet with me? How can I bring value to their firm?” If you can clearly answer those questions, you’re already ahead of the curve.

 

Thanks for reading! We’d love to hear from you. Like us on Facebook, Follow on Twitter @NSawyerTV and comment below.