Janet Powers, President, DivaToolBox
Janet Powers had a great idea. She wanted to bring an online community of women together for education and inspiration and her website, Diva Tool Box, provides what she calls “kitchen table” advice to women on everything from business tips to family life. Her website services include a weekly radio show, articles, and blogs.
Her website: http://divatoolbox.com
Identify Your Web of Influence
Years ago, I went through a training program on customer retention that emphasized the importance of identifying a web of influence within a client account. The web of influence not only included the main contact or champion, but other individuals within the company that could “influence” your success. Having more than one contact is of the utmost importance to maintain stability and ongoing communication to retain the account and hopefully expand the current business. After all, what if your main contact leaves the company? Without more influential contacts in that organization, you are very vulnerable.
Of course, the same web of influence approach is vital for client acquisition as well. Early in any sales activity with prospects, identifying the key players and communicating consistently with all these individuals broadens your scope of influence and enhances your chances of landing the account.
Now let’s transition to the corporate world and the topic of career advancement. Identifying your own web of influence at work is key to your own success. What are your career goals? Who a re the major players in your organization that you need to be in front of consistently to advance your career?
Identify those key players and create your own personal sales plan for promoting yourself. In your plan, include action items that will create credibility and visibility with these individuals.
Carefully craft your message and practice the delivery of your message. What information do you want to communicate? How often? Like any other sales activity, your personal sales plan requires consistency and follow up.
Continue to look for opportunities to add to this internal network through special committees or projects.
The strength of your web of influence is determined by the individuals you select, how often your communicate, and the content of your message. Maintaining this web of influence is key to advancing your career.
Karmen Gardner, Realtor, Keller Williams Realty
Karmen is a licensed Realtor who provides exceptional service for her clients. She has recently become certified in affordable housing. Her experience in business management and customer relations has taught her that building a relationship with her clients is the key to win-win deals and positive results.
Her website: http://karmengardner.yourkwagent.com
Karmen
Gender Equality: Who Needs to Change?
Many companies in the United States and abroad have embraced the need for increased gender equality over the past couple of decades. As a result, gender diversity initiatives were formed to address the issue of fairness and equality in the workplace.
Traditionally, gender diversity programs have involved setting up networks for women and specialized assertiveness training to empower their female managers. Why? Because the traditional approach to gender diversity has been to “fix women”, recognizing the fact that to be successful in a male dominant organization, women must behave and manage more like men.
A new approach to creating gender equality is gender bi-lingualism. This approach addresses the same issue as a business issue rather than one of gender. The basis of this new approach is the acceptance of the fact that it is in the company’s best interests to promote and support female leadership.
The first critical step to gender bi-lingualism is the recognition that a different language exists between the genders and that this difference can, in fact, add tremendous value to the company’s leadership and economic success. Men and women can be equal and different. Women don’t need to change to be more like men to succeed.
Gender bi-lingualism allows men and women to recognize and accept the differences between the genders and see those differences as opportunities. All managers (not just women) are trained on these differences and the adoption of a wider range of acceptable management styles that is more inclusive of women. With this new approach to gender equality, women are not trained to be more like men. They don’t need to be “fixed” in order to be successful. They are accepted for the value that they inherently bring to the organization based on their own unique leadership style.
Tomorrow’s female money (80% of consumer spending decisions are made by women) and talent will go to the companies adapted to their needs, styles and motivations. This will require leadership, conviction and language skills. Getting the best out of women – as customers, employees or shareholders- requires managers and organizations to be genuinely gender bi-lingual. Are you? ~Avivah Wittenberg-Cox and Alison Maitland, Why Women Mean Business, 2008
According to Wittenberg-Cox and Maitland in their recent book, Why Women Mean Business, CEO’s need to get serious about sex and make the decision that embracing gender bi-lingualism is in the best interests of their company. Once this decision is reached and communicated strategically throughout the organization, the difficult ongoing work begins to train all employees in the company. It is not an easy or immediate transition and requires the buy-in of all management to be successful. However, this holistic approach to gender equality is the most effective way to reach the goal.
So who needs to change? Everyone. There needs to be recognition that a male dominant organization is not well positioned for the future and once this decision is made from a business perspective, everyone in the organization needs to adapt and modify their behavior going forward, male and female alike.
Carolyn Parks, President, Outstanding Women Speakers, Inc.
Carolyn Parks started her company, Outstanding Women Speakers, Inc. four years ago and now has over 150 women speakers. Based out of Canada, she places speakers at events all over North America.
Her website: http://outstandingwomenspeak.com
Choose Three Adjectives
Carla Harris, Managing Director on Global Capital Markets at Morgan Stanley, is quoted as saying that she believes the key to success is identifying “three adjectives you want people to use to describe you and then training people to see you that way”.
I love this idea! What Carla is really doing is creating her personal brand message by choosing these adjectives.
So, how do you decide which adjectives best describe you?
Try this exercise.
- List your top 3 personality “pluses” or your personal strengths that have contributed to your success.
- Record 3 of your recent accomplishments and review the list and reflect on what these accomplishments say about you. Write your answers.
- Look at both lists and choose the top 3 adjectives.
Now you are ready to go. Develop your personal brand message using the three adjectives. Incorporate your message into your social media profile, your website, your resume, your bio.
Write a personal affirmation using the three adjectives and keep it visible. Recite the affirmation daily so that you can easily identify with your message and the adjectives that best describe you.
How are these adjectives for a starter?
- Competent
- Self-confident
- Successful
What are your three adjectives? Let everyone know who you are and what you are all about.
Are the “Shoulds” Getting You Down?
As women, we are continuously striving for work/life balance because we believe it’s possible. All the subject matter experts (myself NOT included) tell us that we can achieve balance in our lives and we should make every effort to create this equilibrium for ourselves. It is doable.
We are all superwomen. As a result, we have an ongoing list of things we “should” do for our career and our family/personal life. We seem to punish ourselves with this list of “shoulds”. The “shoulds” contribute to our guilt on a daily basis and we often give more focus to what we “should” have done or “should ” do instead of everything we have accomplished.
I propose that we create a different type of list; a list of things that we choose NOT to do. This new approach is a powerful guilt-free antidote to the “shoulds” for we are CHOOSING not to do the things on the list. I choose NOT to volunteer to make brownies for the class picnic. I choose NOT to do the laundry before work this week. I choose NOT to stay late at work one night a week. I will NOT have the dinner party this weekend.
So many of our “shoulds” actually add very little value to our lives. Take a look at your list and see if you agree. So why do we persist on focusing on them everyday?
Let’s try to let the “shoulds” go. Take back your power and intention and focus on your accomplishments and success. Don’t beat yourself up with guilt. Try a new approach and create a list of what YOU CHOOSE NOT TO DO.
The choice is yours!
Stop Talking Already!
This is a guest post by Laura Caton from The Cornerstone Group Inc. www.thecornerstonegroupinc.com
To listen well is as powerful a means of influence as to talk well, and is as essential to all true conversation. ~Chinese proverb.
On May 21, more than 200 people attended the Sales 2.0 Conference hosted by Selling Power Magazine in Boston; unfortunately I was not one of them. However, a good friend of mine did attend and she came back from this meeting, brimming with enthusiasm. As we sat enjoying a delicious glass of chardonnay Saturday night, she explained her renewed gusto for selling–she was reborn. We talked about social networking and how this was the new way to generate leads. We both bemoaned the lead time for closing a sale and how businesses appear to be paralyzed by spending, any spending!
One of the more interesting observations that apparently came out of this conference for her was from Gerhard Gschwandtner, Founder and CEO of Personal Selling Power Inc. In his opening speech, “7 Key Trends in Selling,” he talks about ditching the pitch. (btw, Bonnie offers a program called Ditch the Pitch). She said, “You know, it’s more about having a conversation. It’s more important than ever before to talk with prospects, as opposed to at them.” Wow, I didn’t know this was a news flash. I was even more surprised to hear my friend, who I also saw at the hunter/sales person personified, say this straight faced—as if this was news to her! Quite frankly, I was more interested in drinking my wine and talking recipes from this month’s Food and Wine.
Curious as to what else happened at this conference, I went on the Sales 2.0’s web site for more information. I stumbled upon this, Barry Trailer, a Partner at CSO Insights, was quoted as saying, “The number one mistake I see in the area of “customer engagement” is that the Sales Reps think they should be doing all the talking”. Okay, maybe doing the stop, listen and listen is a news flash!
As a wholesaler for a large mutual fund company in the early 80’s, the sales approach was the same; product, product, product. Every quarter was devoted to hawking a particular sector. Jam it down their throats whether it fit our audience’s business model or not. It was a matter of shelf space for prospectuses at the Merrill Lynch office and points earned for fantastic due diligence trips. Just pitch the fund du jour and move to the next office. It was an unfulfilling sales position to say the least and I felt, dare I say, whorish at times.
Taking a more customer focused/consultative sales approach to selling is all about listening, and then asking strategic and investigative questions (so you do get to talk!). It applies to every sales appointment, phone conversation, and meeting you have with a potential buyer. Nancy Martini, CEO of PI Worldwide, states, “In a selling situation, the real world is divided into two “worlds” – yours and the prospects/clients. Often, sales professionals only focus on the “world” they are familiar with, their own.” The key is you can’t ask strategic questions if you don’t start by listening to the client or prospects’ needs.
Listening provides you with the information you want to work effectively in the prospect’s world. Good listening means you can link your value proposition to the client’s specific needs. It also means you can have a meaningful, shared conversation, as Mr. Gschwandtner suggests.
Most of us love to talk and listening is pretty hard. Many of us in sales love to share and socially connect with a person; which means talking.
So here’s a question, how well do you listen? Listening does not mean nodding your head in agreement and waiting to say what you want (this is my big listening challenge). It truly means putting your agenda aside. Make a point to practice good listening skills. Good listening is a commanding skill, which can set you apart from other out there. Ditch the pitch, sit back and never stop listening.
With extensive expertise in organizational & leadership development, the Cornerstone Group helps clients to build more productive organizations by better leveraging their most important asset, people.
Their unique approach to assessing people, finding their core strengths, and leveraging those strengths in current and future roles helps their clients to hire smarter, manage more effectively, and develop stronger leaders. Their unique process of assessment, training, consulting and ongoing support allows them to partner with their clients and create a road map for organizational success. www.thecornerstonegroupinc.com
Marcia Bloomberg, The Bloomberg Group
Marcia’s background in the non-profit world led her to develop her latest business venture. She recognized a need for non-profits to have easy access to available resources and so she started the NonProfit National Resource Directory.
http://nonprofitnationalresourcedirectory.com
