Backwards In High Heels

Famously said of Ginger Rogers: She did everything Fred Astaire did but backwards and in high heels.

Not so different from boutique firms and independents competing against the big guys. Like Fred and Ginger, the best make it look effortless while working constantly on their footwork.

The key is to play to your strengths and highlight the things you deliver that the global behemoths can’t touch. For example:

Make technology work for you. Gone are the days when big meant the best technology. Small means nimble (not to mention you can squeeze a nickel until the buffalo screams.) Embrace new (cheaper) technology while the big guys waste months hammering it out in committee. You—if you’ve got the chutzpah—can now be first to market.

Inject your personality. You can afford to be a little cheeky in order to stand out. Don’t fall into the trap of saying “it’s our service, our people, our technology”. Blah, blah, blah. Show them instead. Let potential clients see you and your team as real people. Demonstrate who you are and what they can expect from you.

Put your stamp on everything. Whether you work solo or lead a group, make sure your beliefs and practices are woven into everything you do. Proposals. Social media interaction. Blogs. Referrals. Billing. Making calls. Responding to help requests. High touch means high regard (and deeper relationships).

So give it a try: release your inner Fred or Ginger.

Boost Your Presence

Presence. That indefinable but immediately recognizable quality that compels you to pay attention.

It’s not about being loud or self-centered, but about quiet confidence. Clarity. And knowing your value without having to convince everyone you meet.

Increasing your presence is actually easier than it sounds. Master these simple habits to boost your presence:

Speak thoughtfully. Instead of--live or online--jumping into every conversation with your point of view, choose wisely. “A fool may talk, but a wise man speaks”. Being thoughtful is good, perhaps more so with so many channels now surrounding us with noise.

Engage. When you do speak, make your primary goal to understand the other person. Even if they never ask you a question, they will remember you as “that brilliant conversationalist”. That’s how rare and valuable it is to have someone listen to and understand us.

Align your outside with your inside. Quiet, studious, technical professional? Wear sober, great-fitting clothes (no wrinkles, spills or tatters) appropriate to your industry. Add one unusual detail as your signature. An eye-catching pair of glasses. The perfect pair of statement shoes. A bold pocket square. Just be sure it truly fits you.

Boost your presence, boost your impact, boost your audience.

Don't Be That Blackberry Guy

You’ve met him. Or her. Glued to his Blackberry, iphone or new gizmo. Addicted to the ability to know what is going on—anywhere and at anytime. Key word here? Addicted.

Meet the quintessential Blackberry Guy. A big firm partner, he invited me to lunch to compare notes on our businesses. As we walked to lunch (10 minutes) he checked his Blackberry—twice. As we were being seated, he checked it again. Finally, he put it in a pocket and there it stayed while he talked about his work and his practice. He responded to my questions and we dug a bit deeper. He engaged.

Eventually, the talk turned to my work. It didn’t take long for the Blackberry to reappear. Not once, not twice. I lost count of how often he looked down at it. The message it sent to me was that talking about him was important enough to leave the Blackberry stowed. Listening to me? Not so much. The irony is that his practice requires a high level of client intimacy to be fully effective as an advisor.

Right now, I’m not inclined to refer anyone to Blackberry Guy. I know others in his specialty—just as smart and capable—who exhibit far more interest in those around them. What could Blackberry Guy do differently to earn my respect?

Focus completely on who you’re with. We underestimate the power of our full, undivided attention, especially in a world with so many distractions.

Explain extenuating circumstances—they do happen. If you are waiting for deal or life-altering news, say so. Ask for permission to check your incoming. Most everyone says yes and your candor may actually build a stronger relationship.

Put your Blackberry where it can’t distract you. Shut it off before putting it in your pocket. Vibrate mode will grab your attention every time (Ladies, turn the sound off and throw it in your purse. Better still, shut it off).

Should I give him a 2nd chance? Maybe. But will a potential client? I doubt it…..

Growing Your Practice: The Rule of 5

Consultants and advisors are a bit schizophrenic when it comes to focus. We’re hard-wired to deal with client deadlines and address problems as they crop up. But focus on the non-urgent spadework of building our practice? Not so much.

Making a call to a long-term prospect. Having lunch with a future alliance partner. Delegating administration so you can spend more time doing the work you love. How are you supposed to fit these into an already jam-packed schedule?

Try the “Rule of 5”. Every day, do 1 thing that will advance your business in 5 weeks, 5 months or 5 years. Crazy busy? Then do 2 the next day--hold yourself accountable. The important thing is to start.

5 weeks: This is referral territory. These are the calls, the meetings, the posts that get you connected to referral sources and prospective clients. It’s responding to those who ask for referrals to your network. Making time to help someone else is just good business for advisors.

5 months: We’re talking about the time it often takes to turn a warm, connected prospect into a client. Forward an idea, continue the conversation, do a favor, stay connected. Help your contacts with their job searches. Building these relationships takes consistent effort.

5 years: Here is where you dedicate time to learning, writing and long-term relationship and brand building. That book may not pay for itself in the first year or two, but by year 5 it could well be your primary calling card. Ditto that client relationship that was slow to start but is now at the core of your practice. Are you investing enough in your future?

The Rule of 5. Try it. Master it. Pass it on.

Where's The Brand Love?

Brand love is that passion we hold for brands near and dear to our heart. We plan our trips for years (Disney), pay more for beautiful design (Apple) and cross the country for a burger (In-N-Out). It’s more than loyalty—it’s love.

We don’t usually associate love with consultants and advisors--when was the last time you heard someone wax poetic about their accountant? But it does exist: Seth Godin, for example. Yes, a little brand love can make your days happier, your selling easier and your bottom line fatter.

The “secret” is simple in concept, although devilish to execute:

Say no to any project that doesn’t stir your deep interest. The best love is mutual and you need to enter into it with excitement and purpose.

Assume your clients will be with you for life. Continually investing in your relationships creates ideal conditions for love to flourish.

Get comfortable with being direct AND empathetic. The advisor who can tell the truth with integrity and consideration is highly valued.

Why settle for a good project reference? Go for the love.

Hall Monitors: A Short Leash

Hall monitor (Wikipedia): student volunteer charged with keeping order in the school hallways. Typical duties: “preventing running and rowdy behavior” and ensuring punctuality.

You know the type. They grow up and become the Nurse Ratcheds of bureaucracies everywhere. As keepers of the rules, maintaining the status quo is their art form. Sometimes, “he/she who must be obeyed” makes manipulation their stock in trade.

So how do you neutralize the influence of a hall monitor? It took a lobotomy and a feather pillow for Jack Nicholson to escape. Surely there are other options….

Isolate them. Keep them on a short leash and avoid giving them the power to impact your work. Caveat: if they are a critical link to your project, this is a recipe for disaster. He/she who must be obeyed will find a way to sabotage your project if they’re feeling unappreciated.

Charm them. Hall monitors want love too. If you listen carefully, make them feel heard and give them a detailed job that suits their nature, you can s-l-o-w-l-y get them to engage. The right balance of appreciation and tough love could convert them into solid team players.

Kiss them good-bye. If sustained charm didn’t work, it’s time to cut the hall monitor loose. Whether it’s your client, your boss, your teammate, they will be a major energy suck to you AND your team. Let them go.

Life is too short to spend it wishing for a lobotomy.

Conversations That Matter

Professionals trying to grow their business often view “selling” as a necessary evil, a fact of life. But what if you could spend less time persuading (and writing proposals that go nowhere) and more time engaging with the right people?

The key is to focus on real conversations that add value and insight to your clients, your prospects and your referral sources--conversations that matter.

Looking to enrich yours? Try this:

Be real. Don’t waste your time trying to be all things to all people. Being clear about who you are and what you uniquely do (and don’t do) is essential. Aligning your stories, actions, and visuals with your sweet spot demonstrates the real you.

Listen exquisitely. Think about it—what happens when someone truly listens to you? You engage. It changes your interaction immediately. Give it a try next time you want to grow a relationship: make your only goal to understand their needs and wants.

Invest in the good. Once you connect with good people (clients, advisors, friends), invest in them and your relationship. If it helps, think of relationships as your assets--invest based on your risk tolerance and for short and long-term growth. Sometimes you sell and sometimes you buy more. But you’re always invested.

Conversations that matter produce client engagements that matter.

Tribal Power

Real change (and thriving businesses) doesn’t happen because someone at the top says it must. It happens when a tribe of like-minded people decide it’s time.

A powerful tribal movement starts with a real idea that generates some sparks. Selling books on-line. Giving away a pair of shoes for every one you sell. Saving children from drowning. Free speech. Health care for all.

The leader(s) tells a compelling story to the right people and things start to happen.

Need some tribal power? Connect the right people. Consider:

Who loves you? Who believes in you and your idea? Make a list and keep it in front of you every day. Your job is to deepen your connections with these folks. They are already believers—make them an essential part of your tribe.

Who are you stirring up? Let’s face it, if you’re not upsetting someone, your idea isn’t tribe-worthy. Who does your service model, your pricing, your technology, your essence--upset? Build on that—and unite your tribe.

How are you connecting people? A powerful tribal leader is a connector around their central theme. Are you telling people about your idea or truly engaging them with what matters to your community? Big difference.

Just remember, courtesy of Margaret Mead, “A small group of thoughtful people can change the world. Indeed, it’s the only thing that ever has.”

The Reluctant Consultant

You know one. Maybe you are one. You can’t find the work you really want in Corporate-land and so have hung out your shingle. Buyers are often wary of reluctant consultants—and with good reason. They don’t want you to bail mid-project when a “real” job beckons. So, if you are hoping to launch a successful, perhaps even long-term practice, consider some tips:

Create a clear, compelling niche that aligns with your proven strengths. This is not the time to try something completely different—your experience needs to tell a relevant story and prove you can create real results.

Ditch the brochure. Instead, focus on the results you can deliver to your targeted clients. Keep it simple. Can you describe it in a sentence? Then keep working on it.

Deepen and expand your relationships. Every day. When you’re running a corporate function, people come to you. They call, they email, they ask to see you. But when you’re the one selling? Not so much.

The trick is simple: dedicate yourself to getting better with every single interaction. Who knows? Perhaps you’ll kiss “reluctant” goodbye.

2010: Not For Sissies

Have you felt it? That collective sigh of relief that 2009 is behind us and a brand spanking new decade awaits.

Now the trick is transforming survival activity into long-term prosperity in a “reset” economy. Clients (like consumers) are buying value, simplicity and results. Is your practice ready for 2010? Ask yourself some key questions:

How deep are my relationships? How likely are your clients, prospects and referral sources to turn to you for help? Need a deeper bench? Start now—relationships are organic and take time to nurture. And don’t restrict yourself to those in your town, area or industry. That’s short-term thinking.

How easy is it to find and know me? Are you leveraging social media effectively for your client/referral base? Are you using the right web tools for your business model? Beware of poo-pooing new technology—you’ll come across as a dinosaur.

What are key clients and prospects saying about us? Do they see you as a key leader navigating a new decade or mired in old paradigms? Ask questions. Find out what’s important and create new ways to work that align your talents with what they need.

Now is the time to act…while your competitors are busy congratulating themselves on survival.

Back to Basics For The Holidays?

The holiday season is officially upon us. How will you cut through the holiday clutter to reach your clients?

Electronic holiday card? Tough to be personal or original with that. The delete key awaits you.

List of New Year’s resolutions? Maybe—if you can make it really different. There’s that delete key again.

Client gifts? Only if they are appreciated and memorable—in a GOOD way. No fruitcakes, please.

I propose a simpler solution in this year of “resets”. What if we—consultants, advisors and coaches—simply write a personal note of thanks to those who we appreciate?

Yes, it can be electronic, but it must be genuine and unique to each individual client, referral source, prospect and colleague. What do you think?

Neutralizing Trolls, Vampires and Werewolves (Just Say No, Part 2)

Even after Halloween, the goblins abound: trolls, vampires and werewolves that keep you (and your business) from doing and being your best.

“Trolls are critics who gain perverse pleasure in relentlessly tearing you and your ideas down”, says marketing guru Seth Godin. Trolls can be a time-consuming distraction, especially in social media. The key to neutralizing a troll is to simply ignore them—this is what delete keys were designed for. If you don’t engage, they have nothing to work with. Period.

Vampires drain your lifeblood—you give them your energy, but get nothing back. The cringe-inducing prospect who demands your constant attention, yet finds your fees too high? Vampire. Ignoring vampires doesn’t work—it requires a stake through the heart. Or at least a heavy dose of garlic. Delivering a firm “no” to their demands tends to ward them off.

Werewolves lull you into a false sense of security. Easy to work with when things are going their way, they become scary beasts when their “trigger” is activated. And if you are in their sights, dramatic action is in order. A silver bullet—fast, precise and final—is the only sure cure.

No matter which demon plagues you, the key to neutralizing them is to work quickly, with conviction and consistency. You’ll be glad you did.

When to Just Say No

We’ve all had them. A proposal that goes nowhere—sometimes the very one you’ve worked the hardest to win! In this economy especially, you can’t afford to waste time with the wrong prospects. Consider these 3 signs that it’s time to decline to propose.

You can’t get them to their goal

A good advisor always starts by helping the client clearly articulate their goal(s). But if you can’t align your delivery with their vision (and reality), it’s a match doomed to failure. Better to make an effective referral under these circumstances--good for the client AND it builds goodwill for the future.

Their focus is on cost vs net results

Listen carefully when a potential client speaks about costs. Is their focus on fixing a cost issue? No problem—if you can help. But if their focus is on your fees independent of results, you haven’t demonstrated your value. They won’t hire you unless/until you can show them a clear win.

They haven’t tasted success

When most early conversations are littered with all the reasons why past projects or consultants didn’t work, beware. What about you—your team, your process—is going to truly produce success in their eyes? Ask yourself and ask them. If you can’t draw a straight line to their success, refer them to someone who can.

The conclusion? Time spent on no-win proposals is better spent developing your “sweet spot” clients.

How To WIN A Client In 10 Days

After my last somewhat tongue-in-cheek post, I received one recurring response: tell us how to WIN new clients in 10 days. So here you go.

The fastest way to win a client—hands down—is by referral. Powerful stuff, referrals—you walk highly recommended into that first meeting with a client who has already decided they need help. Sounds good, yes? Consider these three keys to increasing your referrals:

BE KNOWN
Before someone can even think about a referral, they must “know” you. But don’t limit yourself to those you know from in-person experience. A referral source might “know” you from reading an insightful article you’ve written or a social media post (think LinkedIn group discussions). You might have only chatted by phone—but if it was positively memorable, it has the ability to spark a referral.

BE LIKED
No shortcuts here. Your referral sources need to connect with you personally and genuinely like who you are. They will look to your willingness to share information and help others, especially them. Do they like interacting with you? Do they learn something or feel better about themselves and their work after speaking with you? Kindness counts, just like your mother said.

BE RESPECTED
This points to your values and your point of view. You can be provocative—ideas are after all an advisor’s stock in trade—but you must also be respectful. Offering your wisdom or insight in a consistently authentic way helps to build respect and trust. Reliability—when combined with talent and likeability—will generate referrals.

The 10-day advice is this: make a list of those who know, like and respect you and ask them to consider referring you. Listen carefully—their responses will tell you if you have work to do. Not a big enough list? Then it’s time to start putting yourself and your ideas out there and connecting with like-minded folks.

How To Lose A Client In 10 Days

Being in the advice business, I’m always interested in hearing hall of fame/wall of shame stories about professional advisors. This time, the story is mine: meet my soon-to-be ex-insurance agent and learn how to lose a client (me) in 10 days.

1. Spend several hours of valuable time listening to your client. And then slap something together that meets 70% of her needs—that’s better than nothing, right? (If you can’t help me, don’t waste my time. Refer me to someone who can.)

2. When your client asks how you how to fix this, don’t return her call. And then, when your client calls you again to follow-up, lose her number. (Make me feel important to you.)

3. Spell her name wrong on key documents. And her address. And then, when you’ve been corrected, invent another creative spelling. (Yes, the little things matter.)

4. When you need additional information, arrange a robo call instead of calling her yourself. (Are you kidding me? Talk to me. Win me over after your mistakes.)

We all have these stories—and I’d love to hear yours. You can post them here or drop me a note and I’ll share the best ones in a future post.