All About You: Top 10 Ways to Lead by Example

Good leaders must lead by example. Through their actions, which are aligned with what they say, they become a person others want to follow. When leaders say one thing but do another, they erode trust, a critical element of productive leadership. Here are 10 of the dozens of ways to lead by example:

1. Take responsibility. Blame costs you your credibility, keeps team members on the defensive and ultimately sabotages real growth.
   
   
2. Be truthful. Inaccurate representation affects everyone. Show that honesty really IS the best policy.
   
   
3. Be courageous. Walk through fire (a crisis) first. Take calculated risks that demonstrate commitment to a larger purpose. 
   
   
4. Acknowledge failure. It makes it OK for your team to do the same and defines failure as part of the process of becoming extraordinary.
   
   
5. Be persistent. Try and try again. Go over, under or around any hurdles to show that obstacles don’t define your company or team.
   
   
6. Create solutions. Don’t dwell on problems; instead be the first to offer solutions and then ask your team for more.
   
   
7. Listen. Ask questions. Seek to understand. You’ll receive valuable insights and set a tone that encourages healthy dialogue.
   
   
8. Delegate liberally. Encourage an atmosphere in which people can focus on their core strengths. 
   
   
9. Take care of yourself. Exercise, don’t overwork, take a break. A balanced team, mentally and physically, is a successful team. Model it, encourage it, support it!
   
   
10. Roll up your sleeves. Like Alexander the Great leading his men into battle, you’ll inspire greatness in your company.

Points to Ponder: Thoughts

1. When you smile, you have just altered a future.
   
   
2. Customer service begins with your introduction to a prospect.
   
   
3. Never talk down enthusiasm unless your ultimate goal is losing.
   
   
4. The most important change you will make to achieve success begins when you understand what you see while looking into the mirror.
   
   
5. When your vision clearly defines your mission, you’ll better understand what road leads to success.

Sales Insight: Getting Those Darn Appointments

In some form, business professionals find that nothing happens until someone purchases something. Whether it is a product or a service, sales help determine whether we will achieve our goals. One critical avenue that leads to sales is having appointments. Very little is accomplished if a business is unable to see or deal with people in an appointment setting. Typically, the more appointments that can be held, the better the opportunity to achieve greater sales results. With that issue being a critical need, what are some key elements of getting the appointment?



First, there are a few basics to always keep in mind: 

1. You need to smile. Whether in person or on the phone, a smile brings out a positive onset.
2. Be sure your communication comes forth in a clear, concise manner. Keep it simple and easily understood. 
3. Clarify concerns and rephrase when necessary.
4. Always test for understanding. Never assume. This can help you avoid embarrassing interchanges and maintain a positive atmosphere.

Second, authentically greet your customer or prospect with enthusiasm. No one likes to deal with an unenthusiastic person. While enthusiasm will not guarantee a sale, it will guarantee that your commitment is recognized as being genuine. 

Third, communicate the purpose and also the value of the appointment you are seeking. What are you attempting to do and how can meeting with you benefit the customer or prospect. The “What’s in it for me,” from the customer point of view is key to success in your potential appointment.

Fourth, clearly communicate the value of your business and you as the professional. What value comes to the prospect or customer in meeting with you? What sets your business apart? This is your chance to sell the “sizzle” that distinguishes you and your business in the marketplace.

Fifth, be sure to set some expectation of how long the appointment will last. Here you might even utilize an odd time such as 57 minutes or 77 minutes as an example versus simply saying an hour. The difference in time virtually always catches the prospect’s or customer’s attention and can bring a smile to their face. Remember, as noted above, keeping things in a positive frame of mind matters.

Sixth, expect objections to arise. When they do, respond with answers that address the concern raised. This will demand that you listen intently to what the prospect or customer is saying regarding your request.

For example, if a response comes that perhaps there is no time for an appointment, you should confirm your understanding of time crunches and that it is not your intent to take them away from critical business or personal demands. Then you might respond with a reply that would explore when they do take appointments, is that done during the day or is it an after-hours event and what days normally work best? After hearing the response, offer an option of days and times the following week to gather possible interest. The key is that you listen and are probing for clearer information from them. Most often, you will find that your process will provide the appointment because you have listened and responded properly.

Seventh, when all has been set or has been decided to be addressed at another time, ask if there might be any questions or additional insights that you should address. This will provide your customer or prospect a confirmation of your interest in them. This confirmed interest is vital for a foundational relationship to begin and develop.

Eighth, close the conversation and input your appointment or follow-up time into your reminder system. Then, be sure to follow up with reminders before the appointment time or to reconnect as agreed if the appointment was not set. Walking your talk is key to success.

As a nice added touch, send a handwritten card to the prospect or customer the same day of your interchange. Very few sales business professionals utilize this powerful confirmation. While email and texting are good and instantaneous, the old fashioned handwritten card of thanks most often sets you apart from other professionals. There is also something about a hand addressed envelope and individual stamp that accompanies a card of this nature that insures your name brings your face to the mind of the prospect or customer.  



Appointments bring opportunities for sales to be made or business retained. Use the above steps to help you grow your appointments and position yourself to achieve the results you need to effectively build your business and brand.

Feature Article: All About Learning 

The famed business guru W. Edwards Deming once said, “There is no substitute for knowledge.” That statement, while simplistic in its appearance, provides great power in its intent. It sets the standards as well as challenges the realities of the mind, to seek out discoveries that can provide answers to pathways yet to be explored. As has long been said, “The best of all things is to learn. Money can be lost or stolen, health and strength may fail, but what you have committed to your mind is yours forever.” 

It was once reported that President Theodore Roosevelt, known for his emphasis on education and learning, told the delightful story of a business person who had consulted an attorney for legal advice. The business person was having coffee with a friend one day, and he recounted the experience. 

“Why did you spend your hard-earned money for a lawyer?“ his friend asked. “The law books in his office contain every answer you could ever want. Why didn’t you just read the right book and find out the answer for yourself? It would have saved you a lot of money.” 

“That’s true,” replied the business person, “but the difference is the lawyer knew what book and what page the answer was on.” 

Even noted British Prime Minister, Disraeli, would have appreciated that response. He said, “To be conscious that you are ignorant of the facts is a great step to knowledge.” Learning provides the pathway for us to always be better positioned to find the “proper” book and “correct” page to examine.

In your business or your role, what steps are you taking to address your learning needs? How are you challenging your mind to explore new pathways or enhancing your current level of expertise? What new frontiers have you explored that will enable you to better offer value to others? What do you think you know that is perhaps preventing you from learning? It is tough to survive in the realm of reality if you do not continuously learn.

To engage your learning mindset, try these simple tips:

1)  Examine and read publications like a Readers Digest. It has a variety of stories on numerous topics and most are very quick reads. You will even find a great vocabulary builder that can enhance your language usage and broaden your word skills.

2)  Explore online sites such as oedb.org (Open Education DataBase). There are over 10,000 FREE courses available on numerous subjects from businesses and college campuses that you can choose. What better “free” way to really enhance your educational process.... Click here to read more

Let's Talk Business: It's All in the Plan