Gary Korisko (@RebootAuthentic) writes: Shoot for progress not perfection.
I have heard the term ‘Ugly Sells’ but how do you let go!
I am trained (and by nature) a designer and getting it right the first time has always been the goal when working with my clients - they are paying me to do get it right! Ugly Sells is a foreign concept!
Applying this to my business has been a learning process. I do not find failure or ugly a natural option. To start a project, allowing it to evolve with others watching all its imperfections as it grows and changes is uncomfortable! Arghhhhh.....pride has had to take a back seat! Talk about going against the grain!
Why am I venturing into this uncomfortable world of ugly and imperfect you ask?
So.....What do you need to do to just push the ‘go’ button on your business idea?
Just take the plunge for Progress not Perfection and push 'GO'
There is a caveat to that title.
Your clients need to build a genuine relationship with you full of integrity, trust and honesty. How many times have you felt that you were just a dollar sign to those you have hired to do a particular job for you?
Remember that feeling.
Building a relationship with your client is paramount! DO NOT just see them as income - even if you desperately need it!
Here is my list I try to live by with my clients:
1. Be prepared to give them time ....don’t meet with them and keep looking at your watch. Give them undivided attention. Turn you phone to silent......relax and smile!
2. Remember to listen and ask questions.......dig down to find out what the issue is for them...it may not be yours to solve. E.g. I had someone come and give me time a few weeks ago. I didn’t need their services as it turned out. Amazingly they didn’t ask for payment even though I offered. As you can imagine I have marketed them consistently since because I was amazed at the generosity and wisdom given....and when I do need their service they will be the first on my ‘to call’ list!
3. Create a pathway for them that leads to their solution but starts where they are right now.....not somewhere down the track that they have to magically get to. It may be that they need another type of contractor before you can enter the solution path for them. Don't be frightened to refer them to someone you trust. This will earn dividends by both the other contractor/professional and your 'client'.
4. Find a ‘win win’ way to make yourself or your knowledge accessible for them as they work with you. This may mean producing products or online support that makes your knowledge base accessible to them at the crazy hours they work that you don’t want to.....make it a part of the financial package they buy into. There are many ways to do this that are tailored to your business.
Love to know if you have any other ideas or comments so do leave me your thoughts.
I realised that this can an issue for me but I have to say letting my hands do the talking in a conversation definitely helps this issue.
Here are three easy tips to help you do this……. and no you don’t need to be able to draw!
1. The first thing is to be clear on why you are in the conversation! This could take a bit of honesty here! Some times when we dig down it’s really all about me….well it can be for me! Realise that it’s good to focus on the person you are with to make them feel heard particularly if they have asked to meet with you!
2. Have a note book or iPad / Tablet with you that you can draw on with you. I find that if I have it open in front of me in a cafe or sitting on my lap I begin to doodle words and connectors and very soon we are both looking at it and interacting. What this tends to do is take ‘verbal volley’ kind of conversations and turn them into the kind that goes deep pretty quickly. I find I come away from this type of conversation feeling energised and excited! LOVE that!
3. Give them a pencil/stylus and have them add to what you are drawing/writing….this gives them real ownership in the conversation.
So here is the neat thing you can do if you are using a tablet….you can email the visual thinking conversation to them so they have a copy….and if you are hotwired in a cafe you can do it right there!
So go and have GREAT CONVERSATIONS!!!!!
Leaning styles are based on the senses. This is commonly called the VAK model. (Visual/Auditory/Kineasthetic) The study conducted by the Special Diagnostic Studies found this result (Millar 2001)
Which learning modality do you fit into? Click the following link for the list of Modalities to find out how you learn and communicate best. I am definitely a visual with a touch of the other two…I think we all have a touch of the other two but there is one we use to do our best learning. This includes all discussions and problem solving situations.
If you are managing people….take a good look at the percentages. It maybe you need to change the way you talk to your team!