Rainmaker Strategies

Business Coaching

Help Them Understand You

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Last month, we looked at why you sometimes get misunderstood at work.

This month, we focus on what you can do to keep it from happening.

Personality differences …

Let’s start with the number one bit of advice I can give you to bridge the gap between you and those who think and act differently than you.

It starts with understanding how things go wrong.

People who communicate, process information, make decisions, and interact with others differently than you will often see your style and your particular behavior as perverse and motivated by something other than positive intention.

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Why Don’t They See Me As I Truly Am?

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Sometimes people just don’t get you. You’re misunderstood at work … and it’s frustrating.

After all, you just want what’s best for your organization.

But there’s a mismatch between A) your positive intentions and what you see as your constructive communications and well-meaning actions and B) how others perceive those intentions and actions.

I see it all the time.

Examples: You take the bull by the horns and get a job done and others see you as controlling, non-collaborative, bossy, and competitive.

You listen carefully to what others in a meeting are saying … then take time to carefully consider it before offering any comment or opinion. Others see you as uninterested and disengaged.

Research shows, and our own personal experience confirms, that the way people relate to you is based on who they perceive you to be as a person … an employee … a manager … a  leader.

Your intentions simply don’t matter.

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Bargaining With Your Subconscious

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If you could accomplish absolutely anything you wanted in your personal life or your business … and you knew you couldn’t fail … what would you take on?

It’d be something big, wouldn’t it?

But there are no guaranteed successes in life.

When you take on something big, you know there’s always the possibility you could fail.

Sure, you came up with a great plan, but something unexpected happened and, just like that, you’re out for the count.

That’s life. Nothing is promised. Nothing guaranteed, besides death, taxes, and telemarketers calling at dinnertime.

But here’s the crazy thing.

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What Kind of Pig Are you?

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It’s probably the most important thing you can do every day. And if you’re in the business of serving people as I am, it’s simply essential.

What am I talking about?

Keeping your personal energy up. Being happy and staying focused on what’s good and what’s working … and what’s possible. In other words, it’s important to keep your “vibration” elevated.

It’s not always so easy to do. There are plenty of things you can focus on that’ll bring you down and lower your vibration. In fact, it’s pretty safe to say that if you don’t make it a point of maintaining a positive vibe, mentally and emotionally, on a moment to moment and day to day basis, the bad news the world has to offer and the negativity of certain people around you will affect how you feel and sap your energy.

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Ad People Know How To Influence

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What moves people to action?

That’s the question we asked last month.

The answer?

The people you’re attempting to influence have to THINK you have a good idea. That’s where logic … reasoning and evidence … comes into play.

They have to FEEL in their hearts … and their guts … that it’s the right thing to do. They have to want to do it at an emotional level.

And none of that matters if they don’t TRUST you … if they don’t see you as a credible, trustworthy person, a straight shooter. It helps if you’re an expert with a wealth of experience and a stellar reputation.

But let’s go beyond these abstractions and look at a real life example that clearly illustrates exactly what we mean when we talk about appealing to trust, logic, and emotion.

And who better to turn to than the masters of the art … advertising people.Read More

What Influences People?

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What moves people to action?  

What is it that flips the switch, making someone go from merely considering an idea … even thinking it’s a good idea … to getting behind it and acting on it?

There’s a formula. It isn’t new. Aristotle came up with it 2,500 years ago.

It involves 3 kinds of “appeals.” He labeled them credos, logos, and pathos.

In plain English, what wins people over is a thoughtful combination of the following.  

They trust you.  

What you say makes logical sense and the evidence you present is compelling.

What you say or do speaks to people’s emotions. It has the power to move, touch, and inspire.

Why am I talking about this?  Read More

Silence is Golden

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Shut up!

Oh, that’s not very nice.

Mom would give us a spanking back in the day if we used such indelicate language.

But what if there’s some valuable advice in that imprecation.

Well, there is. Let’s just phrase it more politely and talk about it as it relates to your daily conversations.Read More

Marketing Doesn’t Have To Be A Solo Sport

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When it comes to your marketing, I have two words for you:

Partner up.

It’s natural to think we have to do this all ourselves. After all, it’s OUR business. Why should anyone else be interested in helping us promote ourselves?

Because there’s something in it for them too!

That’s what honest commerce is all about, creating that win-win.

It’s just that in the case of your marketing, it isn’t a case of the professional service provider wins and the client wins … it’s you win and your strategic partner wins.

And since you’re providing a stellar service, your client wins too. Yea!  Win-win-win.

There are four variations on theme here when it comes to how this partnering can work.

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More Breathing Room!

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When you become successful, you almost inevitably face a challenge … a limitation.

There are only so many hours in the day … and only so much of you to go around.

So how do you fit everything into your schedule without compromising your performance … and risking eventual physical and mental breakdown?

It’s an important question because too many people, especially the overachievers among us, think we can continue to push the limits of our endurance and not suffer any serious consequences.

But so often, here’s what happens.

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The Ins and Outs of Client Interviews

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Everybody likes to think they’re doing a good job. You probably are. But how do you know?

Because you’re getting few, if any, complaints? Because you get sincere thanks and compliments from time to time?

Okay, that’s nice. But how do you really know what’s going on in the minds of your clients … and what may be stuck in their craws?

Bottom line: You can’t know … unless you ask.

What am I saying?

Conducting structured interviews with your clients isn’t a nice, optional thing to do. It’s essential. It’s really the only way to know how well you’re doing and how you could do better.

In this article, I want share with you what I’ve learned from doing innumerable client interviews over the years … the dos and don’ts … the ins and outs … because it’s easy to make mistakes and/or not have the process yield the results you’re looking for. But when you do them right, the benefits can be substantial.

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It’s A Different Ballgame When You’re Promoted To Leadership

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Why do people typically get promoted to leadership positions … besides having the right connections?

They get the job done.

It doesn’t matter whether you’re talking about an expert who does a great job of handling her assignments or a member of a team who stands out as a solid performer.

And what typically accounts for the good results these folks have achieved?

They worked hard, and maybe more than anything, they sweated the details. They crossed the t’s and dotted the I’s. They were meticulous. They were smart, fully engaged and “owned” their work. You could count on them.

So, they got promoted.

But now, “getting the job done” is no longer about their direct contributions. It’s far more about what they’re able to help their team achieve.

That requires an almost completely different mindset and set of skills.

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The Virtue of Waiting

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“There’s never been a better time to buy.”

“Act now.”  

“Call today.”

The calls to action from marketers are everywhere and come at us non-stop.

And guess what? A lot of times, you’re just as bad as the hucksters with the urgency you impose on yourself.

Gotta make a decision. Gotta get it done. Time’s a wastin’. He who hesitates is lost.

Really?Read More

HELP! I Can’t Take Anymore

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I have client after client telling me the same thing.

They’re overwhelmed.

I know you’re familiar with the feeling. You have a laundry list of things you HAVE to do, but the burden feels so heavy, you can’t get ANY of it done. The neurons get overloaded and we just kinda shut down … paralyzed.

Remember our two-part discussion on cortisol from a few months ago? Part 1  and Part 2. That’s the culprit. Cortisol sets you up to fight or flee.

But you have a business to run.

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Collaborating With The Client

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You’re the expert.

And that’s good, because your clients rely on you to know the ins and outs and do’s and don’ts you need to know to get the results they’re looking for.

But does that mean you know everything? Does that mean you have all the answers or always have the best answers?

Of course not. There will always be gaps in your knowledge, especially when it comes to what’s going on in the head and gut of your client.

What are your clients comfortable or uncomfortable with? What creative ideas do they have that you’re unaware of? What insights do they have that you haven’t gained access to?

Well, I can tell you, you’ll never find out if you make the mistake I see so many people make.

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