Cold calling works, but not like this. Train-wreck!

If you don’t shudder when you watch this you probably never made a cold call in your life.

It may be acted but the train-wreck that is the cold-call in this video is only funny because it is based in truth.

I stole this post from my friend Tim Mushey so follow his blog too.  It is a good resource for new and renewing salespeople.

Click the image or click here to watch the 2-minute video.

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Returning to the theme of finding your niche – Success story

Hoodies with ears. Yep, that would be a niche product.

Always nice to find a fun story that makes a serious point.  This lady just does one thing.  It may not be forever and she will need to be on her toes to sustain it but Google came calling because she created a niche and stuck to it.  She also got free publicity in a major newspaper.  Good for her!

http://www.vancouversun.com/business/smallbusiness/Small+business+Jumping+into+niche/7400540/story.html

What is your credo? Share to win!

 

Get this book for inspiration on why and how to set a purpose for your company.

I was just reading this awesome book, Built to Last by Jim Collins and Jerry Porras.  It is incredibly well written and researched and it tells me what I have known for a long time but until now had lacked the data to back me up.

Suffice to say that businesses with a purpose, businesses who look beyond profit and businesses with underlying value do better in the long-run than those without.  I can only assume that they are also much nicer places to work.  All of these stellar businesses make profits, huge ones generally but that is not their raison d’etre, something far more compelling and unifying is at their core.

I have  this fundamental conversation with all of my clients.  Some really struggle to nail what their credo (their statement of intention) is.  We work together to build the business as best we can based on their vision but knowing all along that when the penny drops on why they really get out of bed in the morning their results will rocket.  Some still haven’t found it.

It would be poor coaching for me to suggest my own examples for what might be my clients’ credo so I wanted to ask you, my audience of business owners and successful professionals, to reply to me in private with your written statement of purpose or mission so that I may use those as real-life peer-to-peer examples.  These will spark the thought process in my clients both now and in the future.  Your mission may launch many others.  If you would like to state your occupation or sector and have me omit that example when dealing with your potential competition then I will be happy to oblige.

All respondents will receive a copy of Brian Tracy’s e-book Eat that Frog and the winner with the most compelling “I have to work with/for that person/business” statement will win a month’s free coaching from me valued officially by Mastercard as PRICELESS.

Fly-on-the-wall documentary sheds light on poor coaching

Steven Gerrard after Liverpool lose again. Not a surprise having seen the coaching that they are getting.

I recently caught an episode of “Being Liverpool” on Fox.  It is a fly on the wall documentary about this season with Liverpool FC in England.  As a former sportsman myself I was left astonished at the tiny gap in attitudes and clarity of thought between the million pound-earning premiership and the semi-pro (verging on amateur) rugby that I played ten years ago.

The manager/coach Brendan Rodgers is frequently seen giving pep talks to his players during training and before games that leave his players no wiser as to what to do.  He strings together generic, vague platitudes that give no direction.  His players may be among the best in the world but they are operating in a fast paced, dynamic team environment and even they need something to hang onto by way of nuggets of wisdom, themes to work with.  He gives none.

If you haven’t seen it this program is not a reality show and, as far as I can discern, this is not an impression created by malicious editing.  These are talks to the team just before they take the field.  Having been in my fair share of dressing rooms I know that there is little additional time for the manager to get his final points over.  He just abjectly fails to convert that time into anything equating to value.  I was astounded.  I had a coach like that in 1997 and we thought that he was actually suffering from some early stages of a mental disorder his talks were so vague and pointless.  Mr Rodgers is, I hope, not suffering from any condition other than being put in charge of the hopes and dreams of hundreds of thousands of people and just not being up to the task.

I see today that Liverpool lost again in an important match, having been ahead.  My money is on one of two things happening – Brendan Rodgers is quite correctly sacked before the end of October or Liverpool finish in the bottom half of the Premiership for the first time in decades.  Top quality teams simply cannot thrive with such an abject lack of clarity and direction.

I see that he has apparently delivered a 180 age manifesto detailing roles and responsibilities within the team but based on what I saw in the footage I have seen, the fact that he was hired on the basis of that manifesto speaks more to his writing skills (or that his audience were too busy to read it) than his other communication skills.  It would be the right thing to do to get so granular but sadly the execution seems lacking.

But how does this relate to you and your business?  Well, are you being clear with your teams (employees, consultants, alliances) about what it is that you need them to do?  And using terms like “do your best, have fun, the result will be a win.” does not cut the mustard.  What does “step up” mean specifically? (BTW that is a commonly vague management term not a direct Rodgers quote)  No matter how good your team are, unless you are clear about your expectations they WILL disappoint you.

If you are a Liverpool supporter I am genuinely sorry for your loss and I hope to offer a retraction to this post within weeks.  I don’t think that I will have to though.