Roy's Blog: December 2011

December 29, 2011

5 easy ways a business can look like every other one

If you want your organization to be like others and avoid being noteworthy and remarkable, practice these five things.

1. Copy. Most organizations are into benchmarking. Trying to match best of breed. You can’t be different and remarkable if you fit in. You must stand-out.

2. Feature creep. The crowd adds product features, believing this will give them an advantage. Doubt it. Easy to copy and not sustainable.

3. Price. Trying to use price to gain advantage runs rampant in the business world. They specialize in discount promotions. Advertising low prices. Price is the LAST place you want to go and compete.
Expect margins to be squeezed and customers to go elsewhere when your prices are no longer the lowest. A “race-to-the-bottom” strategy is doomed.

image

4. Mass advertising. The herd believes that if you push your message out to millions of people you will capture buyers. Whereas this approach will definitely result in sales, it won’t create a loyal stable of advocates for you and what you stand for.

Want to earn loyalty? Focus on long term relationship-building. One-on-one conversations. Engage. Target your communication and make it personal. Listen. Don’t flog.

5. Products. The herd pushes products and services. They see themselves in the supply game. They have something they think is good for you and they flog it. They stress features and a narrow set of benefits.

Product-centric marketing is old school. Its myopic. Get into the value creation mode if you want to leave your customers breathless. Think about their wants and desires and create a package of value to satisfy them.
Treat them holistically. Look for opportunities to make their lives easier. Happier. More enjoyable.

Use characteristics of the common herd to develop your strategy to be different and standout.

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

  • Posted 12.29.11 at 10:00 am by Roy Osing
  • Permalink

December 26, 2011

This is what happens when you think you’re imperfect

The world has pressured us to be perfect.

School teaches us to follow rote and colour inside the lines. Fashion tells us to dress a certain way if you want to fit in.

Most of us walk away with the feeling that we’re flawed in some way since we find it difficult meeting the acceptable norms of the day.

The reality is, however, that no one is flawed.

Rather they are unique.

Different

Special.

Distinctive.

Visible.

Uncommon… in some way.

Flawed in someone else’s context or frame of reference perhaps, but incredible in others.

image

Your challenge is to find a frame that allows you to express yourself.

To realize your potential.

To contribute.

To be happy.

To realize your dreams.

Your frame could be your social network. A skill. A competency. A hobby. A business. A belief. A physical challenge. A community. A profession. A neighborhood. A family.

Channel your emotions and energy away from defending yourself in the wrong frame. Away from feeling bad that you’re not fitting in.

Rather, discover a frame that is right for you. One that describes who you are.

Where you can stand-out.

Where you can make a difference.

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

  • Posted 12.26.11 at 10:00 am by Roy Osing
  • Permalink

December 19, 2011

7 amazing things putterers do to be great leaders

Leadership is about helping people. Making it easier for them to do their jobs. Bashing barriers so they can do what they want to do.

Remarkable leaders are also great putterers in terms of taking care of the basics for people.

What do putterers do?

1. They pay attention to detail.
Detail about people and what’s going on for them. It’s about the “small picture” where things get done. Where people take individual actions to move the organization forward.

At the coal face. If a leader doesn’t know what’s going on where customer meets company, how can they help the people working there?

Comfortable

2. They have an uncanny ability to remember stuff so they can take action later. Being able to remember what has been observed in the heat of the moment for future reference.

3. They make the work environment comfortable for people. Clean. Tidy. Organized. A nice place to work. A Maslov factor I suppose.
A basic need that people have. If they are working in a pit, don’t expect them to deliver sterling results.

4. They take action themselves based on what they observe. Putterers rarely delegate. They get on it. You can’t delegate small picture stuff that needs attention. No one other than you can deal with the situation as well because only you FEEL what needs to be done.
Furthermore, delegation of small picture issues sends the “I really don’t give a damn” message to all, and your currency with the troops takes a plunge.

5. They are always on the move. Always looking for things to improve for people. Don’t forget The small picture has a high resolution and to be able to deal with issues requires a lot of movement on the Leader’s part. Keep your feet moving!

6. They anticipate. Being able to apply what they’ve learned in other circumstances to a situation that is developing in front of them. And, as a result, either avoiding an unpleasant ending OR achieving something extraordinary.

7. They smile a lot. Putterers love what they so. And it’s contagious. And it costs nothing. People around them catch the smile virus. It spreads. Imagine a workplace where everyone is smiling!

How many putter acts do you practice everyday?

Cheers,
Roy

BE DiFFERENT or be dead Book Series

  • Posted 12.19.11 at 10:00 am by Roy Osing
  • Permalink

December 15, 2011

This is what happens when a client sales relationship is great

Building deep trusted relationships with business clients is critical to the long term success of your organization.

But how do you know if you are making any progress?

Here are 4 clues to tell you if you are on the right track or not.

1. You are always invited to your customers’s strategic planning meetings. They value your opinions on the issues facing their organization.
They know that you know their business. They trust your intentions. They honor your strategic skills and experience. They view you as a friendly “expert from afar”. You are a valuable member of their direction-setting team.

Intimacy

2. You have an office on their premises. A physical presence among them.They want you accessible. Close at hand. To bounce ideas off. Test some ideas. The ultimate expression of trust and value is real estate owned by the customer; given to you.

3. Your customer never issues a Request for Proposal when they need a solution. Why bother? They have so much trust and faith in you that going out to get others to submit a bid on what they want is seen as a waste of time.
When your customer needs something, you are already on it.
There is no need to involve other suppliers. You take action. You deal with it seamlessly.

4. You are never referred to as a salesperson from Acme (or whatever). Your currency in their organization places you among their leadership team.
Labels are meaningless. You are their trusted colleague. Their partner. Their friend.

It’s one thing to say that your objective is to develop deep relationships with your clients; it’s quite another to achieve it.

Observe how the client treats you and it will tell the whole story.

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

  • Posted 12.15.11 at 10:06 am by Roy Osing
  • Permalink