A dozen things you better know
1. You better know your Chief Desire
Whether you have a vivid lifelong Vision or a keen interest in accomplishing something important during the next few months, know what you want. Write down what you want in as simple and clear terms as possible. Napoleon Hill used the terms ‘Definite Purpose’ and ‘Definite Chief Aim’ to describe ‘what you want’. He stressed the importance of definiteness of purpose. To get through the toughest times, which you will no doubt encounter…you must make a habit of stoking the flame of your Chief Desire.
Key Resources:
- Napoleon Hill, ‘Think and Grow Rich’
- Spirited Leaders Academy Workshops #1 & #2
2. You better know how to apply your Strengths to work
Some activities invigorate you so much you shine and time flies when you perform them. You perform at your best when you do these activities. These signal your strengths and your personal strengths are your key to business development success.
Key Resources:
- Tom Rath – ‘StrengthsFinder 2.0’
- Spirited Leaders Workshop on Strengths
3. You better know how to manage your Weaknesses for work
You find some activities grating. They drain your enthusiasm. Even if you perform them well you will never excel at them and they will never cause business development excellence. Learn how to manage your work so your weaknesses have minimal impact.
Key Resources:
- Marcus Buckingham, ‘GO Put Your Strengths To Work’
- Spirited Leaders Workshop on Strengths
4. You better know how to make Connections With People
Business is about PEOPLE. To do business you must connect with people. Your good reputation is an essential ingredient. If you are a natural connector then you have a tremendous advantage. If you are not a natural connector then you will need help from ‘matchmakers’ who illustrate strength in making valuable, timely business connections.
Key Resources:
- Malcolm Gladwell, ‘The Tipping Point’
- Spirited Leaders Workshop on Connecting
5. You better know how to Click With People
You must learn how to obtain what you desire while satisfying the needs of other people or, at the very least, not violating the needs of other people. Excellence happens under an environment of aligned, harmonious effort. Work on expanding your pleasing personality. Ask great questions. That’s so important it must be repeated: Ask great questions!
Key Resources:
- Ori Brafman and Rom Brafman, ‘Click’
- Spirited Leaders Workshop on Connecting
6. You better know how to Lead Change
People only do 3 things: Good Habits, Bad Habits, & New Things. And, ‘Constructive Criticism’ is an oxymoron. Remember those two simple facts when you work to cause Clients to feel good about having a long term relationship with you…and remember those two simple facts when you want to help other people to become your Clients.
Key Resources:
- Dr. Jonathan Haidt, ‘Happiness Hypothesis’
- Chip Heath and Dan Heath, ‘Made to Stick’ & ‘Switch’
- Spirited Leaders Academy Workshop #2
7. You better know your business development Hedgehog & More*
* Hedgehog, Differential Advantage or Unique Selling Proposition, & Value Propositions
Stand out! Work at a business that can provide simple clear answers to tough questions like:
- What do you excel at doing?
- How are you different from your competitors?
- How are your products & services different from your competitors’?
- Why should I buy from you?
8. You better know your business Target Markets
Do not limit your target market thinking to demographics. That just scratches the surface. Always remember people place the orders. Always remember people’s buying habits are heavily influenced by emotions and justified [later] with logic. Watch what they do. Observe with a clear and open mind. Seek the roots of behaviour patterns.
Key Resources:
- Jeffrey Gitomer, ‘Sales Bible’
- Guy Kawasaki, ‘Reality Check’
- Spirited Leaders Academy Workshop #3
9. You better know your Business Development Pillars
Today, your business development must be supported by several marketing & sales pillars. You need a pillar of social media presence. You need at least one pillar of promotion. You need a pillar of cold calling. You need more than that. And, all your pillars must be pointed in the same direction…your marketing & sales actions must be integrated…your marketing & sales pillars must complement and enhance each other.
10. You better know your business ‘Master Rules’
4 strategic things set the stage for your ‘Master Rules’. Those 4 things are your business’ shared Values, Vivid Vision, key success factors, and key failure factors. ‘Master Rules’ are the link that bonds your strategic thoughts to your practical actions. So, ‘Master Rules’ must be clear and simple. And, ‘Master Rules’ must be repeated. ‘Master Rules’ must also be few in number…this ensures boundaries are set on actions without stifling creativity.
11. You better know your business Goals
S.M.A.R.T. Goals worked well in prior generations ago and they worked well a decade or two ago. Now, Goals must be more textured. When you set goals, it is essential to anticipate people reactions…specifically, you must understand in advance the emotional reactions your goals are likely trigger. This applies to the emotional reactions of your people, your clients, your suppliers, etc. You can do this by adding an ACRE of considerations when you set SMART goals:
A Action
C Conversion
R Repercussion
E Emotions
12. You better know what you must Measure and Measure what you must know
Performance Tracking & Key Performance Indicators: these are pure gold when you have the discipline to establish them and make them Good Habits. This is one area in business where zero tolerance is the best policy: if it’s worth doing then it’s worth measuring. Conversely, if it isn’t worth measuring then why would you bother doing it?
Key Resources:
- Douglas W. Hubbard, ‘How To Measure Anything’
- Brent Peterson and Gaylan Nielson, ‘Fake Work’
- https://rickbaker.ca/post/2010/01/19/CHANGING-FOR-THE-BETTER-Good-Habits-Bad-Habits-New-Things.aspx
- Spirited Leaders Academy Workshop #6
13. You better know exactly how Your Role contributes to your business
There are
3 Steps:
- Ensure role clarity…role descriptions, etc
- Ensure reward clarity…goals, performance, & rewards
- Perform an iterative process: test Your Role against every one of the first 12 Things You Better Know. Do this step now. And do this step at least once per year.