Things That Make You Go Hmmmm

st peter's churchWhy is it that when a person is dressed in a suit and looks like a successful professional, people address them as Sir or Madam and treat that same person differently when they go out dressed in jeans and a t-shirt?

How Do You Wished to Be Seen?

The answer is really rather simple. If you look like a professional, and you act in a professional manner, people in general will treat you accordingly. How people “see” you will dictate how people treat you. The question you have to ask yourself is, “How do I want people to see me?”

Thomas Jefferson’s Ten Commandments

  1. Never put off till tomorrow what you can do today.
  2. Never trouble another for what you can do yourself.
  3. Never spend your money before you have earned it.
  4. Never buy what you do not want because its cheap.
  5. Pride costs more than hunger, thirst and cold.
  6. We seldom repent of having eaten too little.
  7. Nothing is troublesome that we do willingly.
  8. How much pain evils have cost us that have never happened.
  9. Take things always by their smooth handle.
  10. When angry, count to ten before you speak; if very angry, count to a hundred.

Where Would You Be Today?

Somerset Maugham, the English writer, once wrote a story about a janitor at St. Peter’s Church in London.

One day, a young vicar discovered, that the janitor was illiterate and fired him. Jobless, the man invested his meager savings in a tiny tobacco shop, where he prospered.

So, he bought another shop, and expanded until he ended up with a chain of tobacco stores and a personal worth of several hundred thousand dollars.

One day the man’s banker said, “You’ve done well for an illiterate, but where would you be if you could read and write?”

Well, replied the man, “I’d be janitor of St. Peter’s Church in Neville Square.

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Now That’s Selling

salesHere are three short stories for you to ponder.

Story #1

The other night a radio salesperson was in a restaurant. Business was a little slow, and so he struck up a conversation with the owner, who told him that she had used radio advertising for a restaurant she had owned back in California, and it didn’t work, and she didn’t intend to use radio ever again.

He told the owner that he and his wife had been in another restaurant in town a couple of days ago, and the service and food were both terrible. But, rather than never go to another restaurant again, he and his wife decided to try her place, where they found just the opposite. He suggested to her that just because radio didn’t work for her in one situation, there is no reason why she should conclude all radio advertising doesn’t work.

That radio sales person had a new client by the time they paid for their meal.

Story #2

Another radio salesperson was calling on a jewelry store. She had made several calls on the owner and was in the middle of a presentation when the owner suddenly asked her, “Have you ever bought anything from us?” She replied, “No, because you never asked me to.” She finished her radio advertising presentation. He signed up.

Story #3

Another radio sales person was calling on a car dealer who said, “I don’t like your radio station. I’ve never liked it and I don’t listen to it.” The radio salesperson responded, “I don’t care if you ever listen to us, for you see we have a lot of people who do listen and like my radio station, and right now your advertising isn’t reaching any of them. But we are telling them about your competitors.” The car dealer was a little taken aback, but proceeded to get serious, and is now on-the-air.

Be Confident

Sales is the transference of confidence.

In each of these short stories, each radio salesperson was confident about their radio station to deliver results. They were also prepared for such objections.

Preparation

Prepare, prepare, prepare.

There is no substitution for preparation.

As famed Notre Dame football coach Lou Holtz put it,

“Everything is won or lost in the preparation stage.”

 

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Self-Confidence

self confidencePeople who are the best at what they do, have one thing in common, no lack of self-confidence.

Visualization

Whenever successful people want to accomplish something, they go at it absolutely convinced they will achieve it. Science has shown that when we visualize achieving a goal, making it real in our minds, we enhance our performance and boost our self-confidence.

Improve Your Self-Esteem

Besides visualizing success, there are other things you can do to raise your self-esteem. For example: Reach out to others. Say nice things. Lend a helping hand.

When we help other people, we begin to feel more in control of our own lives.

Avoid Perfectionism

We all would like to be perfect. However, perfectionism often paralyzes us and can actually keep us from accomplishing our goals.

Respect Yourself

List 20 reason why you should. If you can’t think of 20, think of what people who admire you would say. (They’re right, you know.)

Your Values

Act in accordance with your own values. Choose the path that feels right for you.

Treat Yourself

Be good to yourself. Do something, just for you, that makes you feel good every day.

Challenge Yourself

Pick up an encyclopedia, or go online to Wikipedia, and read one new entry at random. Take a course at your local community college. Travel to a new place. Eat a new food.

As you meet new challenges, you gain new confidence.

Practice Being Optimistic

Fight pessimism. Think of setbacks as temporary and one of a kind, not permanent and “complete” failures.

Don’t Take It Personally

Bad encounters often tell you more about how the other person feels at that moment in time, rather than representing a failure on your part.

Don’t Take Things So Seriously

Lighten up. Most of life’s little calamities have two sides. Try to gain a balanced perspective and you’ll bounce back more quickly from disappointments and embarrassing moments. And people will enjoy being around you.

Finally

Practicing these positive measures reinforces your own belief in your self-worth, and increases your self-esteem, which will make you more self-confident.

 

 

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Stay Focused on Your Goals

goalsEveryone wants to see their hard work turn into successful outcomes.

So, why do some people achieve success and some do not?

The reason often comes down to one factor, lack of consistency.

Whether you’re trying to lose weight or play an instrument or anything else you want to achieve in life, each of your goals requires a sustained effort. Let me give you some ideas to help you sustain and focus your energies to achieve success.

Make Sure It’s Your Goal

Nothing will derail your success faster, then trying to achieve someone else’s goals for you. So, if you want to stay motivated, make sure you are the one setting the goal. When you’re excited about the goal, working to achieve it doesn’t seem like work.

Write Down Your Goals

Zig Ziglar always used to promote in his motivational and sales seminars, “You’ve got to have goals.” Sadly, about 84% of people surveyed said they didn’t have any goals.

Remember what Lewis Carroll wrote in Alice’s Adventures in Wonderland, “If you don’t know where you’re going, any road will take you there.”

Writing your goals down turns out to be a critical step. Of the 3% of the people who have written goals, they earn on average about ten times as much as those who don’t.

When you write down your goals, you write them into your consciousness.

Plan Your Work, Work Your Plan

To stay focused and achieve your goals, you need to have an action plan. What are each of the steps you will take to move you from where you are today to where you want to be tomorrow, next month, next year etc.

Expect that as you proceed, things that you didn’t expect will cause you to make changes in your plan. That’s why you should write your goals in concrete, and your plans in sand.

Keep Track of Your Progress

Write down where you started and then keep a record of your actions and progress. Measuring how your changing provides you with a valuable feedback system to keep you focused.

Have a Support System

Read positive books. Keep a success journal. Invite people you admire to become your mentor and make you responsible to someone other than just yourself.

You want people who will encourage you to reach your goals and challenge you to set them higher than you might otherwise.

Work Toward Your Goals Daily

I’m in my 4th year of writing this blog. I’ve now written over a couple of hundred articles. My goal was to write an article a week, not a couple of hundred.

Make sure you break down your goals into bite sized pieces. Also, don’t set too many goals for yourself. You can achieve almost any goal you set, but not every goal, all at once. So, focus on just a few until they’ve been accomplished and then make some new goals.

Celebrate Every Success

Every time you do something that takes you closer to reaching your goal, celebrate. Celebration is a positive motivational tool to help you stay focused, energized and optimistic.

Tell yourself you deserve to succeed.

Here’s to your success!

 

 

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Be Cool

graduation.jpegIt’s graduation time. Invariably, these occasions call for someone to make a speech. Often these speeches are about life and achieving success. Each speech has a way of treading a path of being forward looking and how one can seize the future.

What Would He Say?

Travis Graham was a law student at the University of Tennessee. He had a reputation among his classmates as a hardworking student, but socially quiet. What he would say at the graduation ceremony as class valedictorian was a mystery to all. So, after several typically musty speakers, he rose to deliver his address. Audience attention was then a bit sharper. After the obligatory acknowledgments, he promised to take only two minutes of everyone’s time and got to the heart of his thoughts.

He Had No Idea Either

He started by acknowledging that he had had difficulty deciding what “wisdom” to impart at the ceremony. For inspiration, he consulted quote books and speaker’s guides but came away uninspired. He reviewed the cases and the law he had studied and found nothing he felt appropriate to the moment. In fact, he said, he had no idea of what hard-gained understanding-born-of-study he could share until that very morning when he was sitting at his kitchen table, having a breakfast of made-from-packaged-dough biscuits.

Poppin’ Fresh Wisdom

There, on the newly opened roll of refrigerated biscuit dough, he spotted the lesson he knew he and his fellow graduates had in common, and felt worthy of the occasion.

The package, he said, cautioned “KEEP COOL.”

This advice, he was sure, would stand them in good stead all the rest of their lives. He continued after a dramatic pause, it went this succinct wisdom one better, by also advising, “BUT DO NOT FREEZE.”

And with that he thanked all assembled and returned to his seat.

Congratulations to all the graduates of the Class of 2018

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Repeat Customers Are Key to Profitability

welcome backThe radio advertising business is all about repeat customers. Radio’s power is its ability to deliver both reach (the number of people who will hear your advertisement) as well as frequency (the number of times a listener will hear the same advertisement). Radio, for all of my life has been the medium for delivering the best frequency for an advertiser, but in today’s world, it now is also the best for delivering reach too.

Relationships

It all starts with building relationships with your advertisers. People do business with people they know and like.

When I started out in radio sales, my first goal was to start making friends with each business person I called on. I used to say to myself, “If you can’t make a sale, make a friend.”

Advertising is an Investment

The problem in today’s fast-paced world is everyone wants things to happen immediately. Patience is at an all-time low.

When you’re dealing with people and human nature, things move at their own pace.

Farmers know when they plant a crop, they won’t be going out the next day to harvest it. Likewise, when you put an advertiser’s message on the radio, it will take time to grow in the mind of the consumer. Done correctly, a business can be harvesting sales 52-weeks a year.

Great Radio Ads

Great radio advertising can benefit the listeners of your radio station in addition to growing the business of your advertisers. Great ads speak about the customer’s wants, needs and desires.

Getting Referrals

Make money for your advertisers and they will be happy to refer you to other local business people who could benefit from your radio station’s audience. And unlike cold-calling (knocking on doors of people you don’t know), a referral is like getting a foot-in-the-door. It’s golden.

Fair Prices & Excellent Service

Studies have shown you don’t have to have the lowest price to attract repeat business, fair prices will do.

Combine fair prices with excellent service and you have a winning combination.

Your goal as a radio sales person should be to become a sustaining resource for your customers. A person who they call first when they need help with their advertising or promotions. A person they trust.

You Can’t Do It Alone

Everyone in your radio station that comes in contact with your listeners and advertisers impacts the future relationship your station will have with each of them. Everyone needs to be engaged in delighting your listeners and your advertisers.

It takes a team effort to be successful.

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Clean Desk = Empty Mind

Morley Safer OfficeOne of the snappiest dressers on television was Morley Safer. But if you were to peek into Morley’s office when he was off-camera, you would have seen an office that was quite the opposite.

Depending on your point-of-view, a cluttered desk might have been thought of as a cluttered mind or as the title of this article suggests, a clean desk means an empty mind.

Spatially Organized

Let me offer you a third perspective.

My desk is usually cluttered when I’m deep into a project. (But never quite as bad as Morley’s.)

What I learned about myself was that I tend to be spatially organized and when things get neatly put away, out of sight, in a file drawer, they are also out of mind. Mine!

Productive Workspaces

We’re all different.

When people try to design workspaces for others, it will most likely fail.

In his book, “Messy: The Power of Disorder to Transform Our Lives,” Tim Harford explains how engineered spaces can kill productivity and innovation, while having a messy workspace might actually help us to do some of our best work.

Arbitron

I remember entering Arbitron’s new facility when it opened in Columbia, Maryland. Everything was fresh and new and oh, so very sterile.

One of the managers could be seen chasing people around and chastising them for taping things to the walls or for having a cluttered desk.

This type of order is fine for an automobile assembly line, but not your radio station.

WLAN AM/FM

When I moved WLAN AM/FM from its original location in downtown Lancaster, PA to a brand-new facility, I told everyone that their workspace was theirs to decorate as they wished.

I even let everyone pick out their own style and color of desk and chair.

Everyone was excited for moving day to arrive and had been planning for months how they would set-up their new offices.

Studies have shown that when people are allowed to decorate their work place with the stuff and personal knickknacks they love, productivity can increase by as much as 32%. In fact, people are not only more productive, they are also happier and healthier.

Moves can be really disruptive to a business, but when I moved my Lancaster radio stations, we had a record setting year in both ratings and revenues.

Mix It Up

Another way to stimulate innovation and productivity in your station, is to create spaces where everyone bumps into each other on a regular basis.

When Steve Jobs was designing Apple’s new building, he purposely made sure there would be spaces that would cause employees from all sectors to come in contact with one another.

Diversity of thought and ideas come from everywhere and everyone.

So, break down the silos that walls create to have some space that brings your people together like a tossed salad.

The Take Away

The key thing to know about creating a productive work environment is this, you can’t dictate it. You have to empower your people to create it for themselves.

People who have power over their workspace tend to be more engaged, productive and collaborative.

Just remember, it can get a little messy at times, but that’s how greatness is birthed.

 

 

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