Posted by Dave Lorenzo - Business Coach

Business schools teach the “Five P’s” of Marketing but for small businesses, the “Four C’s” equal money in your pocket. 

Here they are:

Credibility – Everything about you and your company must communicate that you are a professional.  It is not just enough to be able to do the job, you have to be the best firm to do the job. Communicating this to your target audience is of paramount importance.

Consistency – Do not deliver mixed messages.  Being concerned about repetition is secondary to driving your message home.  When people hear your message consistently they know what to expect.  Managing expectations helps develop trust.  Customers who trust you will buy more frequently.

Clarity – Your message must be easy to understand.  People must be able to comprehend and repeat it.  If a customer can’t explain what you do and the benefit they get from working with you, then your message is not clear.  I’m not advocating that you patronize your customers.  Just make sure your message translates well as it spreads.

Compelling Presentation – If you want to win people over you must engage their emotions.  Help them understand how your product or service will make them feel.  Take them somewhere in their mind with your marketing.  Entertain them.  Help them experience a benefit of your product or service with their imagination.

Want to know more?  Check back with me the rest of this week as I cover each of the Four “Cs” in detail. 

Filed under: Marketing
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Posted by Dave Lorenzo - Business Coach

Master persuaders know that people are more likely to agree with them, like them, buy from them, and hire them if they feel they have more in common with them. To encourage this, master persuaders highlight their similarities to the customer or business associate. How can you do this?

1. Talk about what you have in common. No matter how different you may think you are from someone, you are bound to have at least a few things in common with him. Find out what they are, talk about them, and begin to connect. Successful people find ways to click with anyone and know how to get along with people from all walks of life, ages, and areas of expertise. Doing so is beneficial to you in several ways. Not only do you increase the likelihood of the person saying “yes”, but you also expand your base of knowledge and experience.

2. Look the part. If you’re meeting with a banker who dresses conservatively, match the tone of his clothing. If you’re having lunch with someone who’s more trendy and fashion-forward, work a little more verve into your look. People tend to look for what they know in others. I’m not suggesting you forget who you are or pretend to be something other than what you are. All you need to do is lean toward his point on the spectrum.

3. Compliment him. Everybody loves a compliment. This doesn’t have to be artificial. Something about him probably impresses you. Verbalize what it is. We all want to work with people who like us and make us feel appreciated. When someone tells us we’re great, we want to live up to that and show it off.

Filed under: Selling Yourself
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Posted by Dave Lorenzo - Business Coach

Who are your advisors in life? Who do you trust and rely on for guidance and suggestions when you’re stuck? These might be your parents or friends, or a spiritual guide, counselor, or coach. Having a mentor can be very helpful to your career. You get all the benefits of education, training, and wisdom, while the mentor benefits from the help you provide. If you’re not sure where to find such a person, consider doing an internship or volunteering. A relationship with a mentor can open doors for you, provide networking opportunities, and help quicken your journey to success.

Filed under: Accelerants
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Posted by Dave Lorenzo - Business Coach

Most kids in the U.S. can name at least 20 different kinds of candy, but few can come up with the names of five U.S. presidents. This is because candy is marketed aggressively and gets media attention. History may be important information, but there’s rarely much buzz around it. If you want to be noticed and remembered, you have to start managing yourself and your career as a brand. What are your trademarks? Are you efficient, reliable, innovative, persuasive? Identify these qualities and bring them to the forefront of your career. Frame your résumé around them, talk about them, and embody them. Once word spreads that you have a reputation for innovation, those who need an innovator will come to you.

After you have created your personal brand, you have to deliver on your brand promise consistently. While it takes time to earn trust and loyalty, it doesn’t take much to lose it. Every time you reinforce your personal brand, you earn more trust and increase your chances of success.

Filed under: Personal Branding
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Posted by Dave Lorenzo - Business Coach

Rejection is an unavoidable part of life, but it doesn’t have to be painful. We all get rejected—from jobs, dates, cliques, schools. But the successful person doesn’t let any of that get to him. He keeps right on trying to move into situations that are beneficial to him. Try to use rejection and criticism as a tool for self improvement. Reward yourself for taking the initiative to go to that interview or ask that person out. Take away the positives. What did you do well in the interview? How have you improved since the last one? Be glad that you tried, get right back to it, and try again.

Filed under: Performance Evaluation
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Posted by Dave Lorenzo - Business Coach

When making a request, try first asking for more than you actually want. Let’s say you really need a two-day extension on a project. Ask for a week. If the client agrees, great—you’re a hero for finishing early. If the client is hesitant to grant the request, soften it and ask only for two days. He’s much more likely to agree when presented with a less demanding alternative. Don’t be afraid to ask. The worst he’ll say is no. Winning people over to your way of thinking is an important element of Career Intensity. You have to know how to get what you want while making the other person feel as though he’s getting a great deal.

Filed under: Career Commonsense
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Posted by Dave Lorenzo - Business Coach

Your life is the sum of your experiences, and you have the ability to impact every experience. People who make statements like “There was nothing I could do” or “I was a victim of circumstance” do not want to control their own destinies. They would rather believe that their future lies in the hands of fate than grab their future in their own hands and shape it into what they want it to be. Why? Because it’s easier—or, at least, it seems easier.

Taking personal responsibility for your own future may be more challenging than letting life wash over you like a tide, but it’s more rewarding, satisfying, and invigorating. Navigating your own path, learning to dodge potholes, and negotiating roadblocks creates a sense of empowerment and enthusiasm.

I have worked with people who have moved from jobs they did not like to career paths that excited them, and so many of them have told me that as a result of their new situation, they spring from bed in the morning, thrilled to tackle another day of challenges they are passionate about. They leave at the end of the day feeling satisfied and accomplished. People gravitate toward them because they love life and it shows.

Take charge of your life, and make great things happen. Instead of blaming failures on fate, learn from them and use them as tools to improve your problem-solving skills. All experiences are valuable, and you have the power to yield a great life from those experiences.

Filed under: Personal Strategic Planning
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Posted by Dave Lorenzo - Business Coach

Here’s the big offer for the final time:

I’m getting married today!

It’s my big day but you get the gift. 

On that day, and that day only, everyone who orders Career Intensity through my web site will receive a free one-hour coaching session with me. 

During this session I’ll help you begin your own personal situation analysis.  Here are just a few of the things I’ll help you with during our call:

• Identifying potential barriers to becoming a superachiever and teaching you how to destroy them.
• Identifying potential accelerants that can propel your career to new heights.
• The three tips that will help you boost your positive attitude and create great career karma.

Here’s how it works:

Go to this page on April 29, 2006 – http://www.careerintensity.com/buy.html  and click the order button. 

You will receive your book in about a week.  In mid-May you will receive some information via e-mail (a career audit packet). Once you fill out the career audit packet, my team will call you and schedule our coaching session.   All of these sessions will take place over the phone. 

We’ll schedule the sessions beginning in early June. We anticipate huge demand so calls will probably take place throughout the summer.  

This offer will be valid for everyone who orders Career Intensity  today –  April 29, 2006.  It’s my wedding day, but you get the gift.

 

Click Here Now to get the Book and the Free Coaching

Filed under: General Information
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Posted by Dave Lorenzo - Business Coach

Here’s an accelerant you can use to boost your productivity and success: Identify an adversary in your life. This can be a difficult customer, a coworker who is mildly disgruntled with your work, or a business partner with whom you rarely see eye to eye. Pick someone who is reasonable and successful himself, not someone who doesn’t have a good grip on his own career. However much this person may annoy you, I want you to use him to help you clarify your own behavior and improve your performance.

Put yourself in his shoes. Look at yourself from his perspective. What are you doing wrong? Where does your adversary’s problem with you lie? What could you do to improve that relationship and make him feel satisfied with your work? Assuming he’s a reasonable person, he probably only expects reasonable adjustments in your behavior. Maybe he’s peeved that you’re always late to meetings. Perhaps he is frustrated because he feels he is not being heard by you and he isn’t seeing his input being considered and brought to life.

Make a list of things you could do to improve this relationship and increase his level of satisfaction with your work. In the coming weeks, try a few of these ideas. If you harbor a grudge toward this person, put it aside and make an effort to improve the relationship. Business is all about relationships, and it’s in your best interest to maximize the quality of all the connections in your career.

Filed under: Accelerants
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Posted by Dave Lorenzo - Business Coach

How often do you follow through on your commitments? If your answer isn’t “all the time”, you need to evaluate your lifestyle and make modifications so you never back out on an agreement.

Trust is a touchstone of success. First of all, you must have self-trust. You must believe in yourself and your talents and abilities and know that you can use them to make great things happen. If you are not confident in yourself, no one else will be, either. When you are self-assertive and proactive, you naturally attract people to you and engage them in your process of goal attainment.

Secondly, and just as importantly, you must have the trust of others. Your word must be as good as gold. If people don’t trust you, they won’t hire you, promote you, buy your products, or use your services. In fact, they won’t want anything to do with you. On the other hand, if your customers and colleagues know they can always count on you, no matter what, their relationships with you will be mutually beneficial, will last, and will strengthen over time.

The way to earn trust is to honor your commitments. Making sure you always follow through on what you promise is a two-fold process:

1. Only make promises you can keep. Never assure a client you can return a project by Friday when you know you won’t be able to deliver until Monday. Saying no—or saying “not now, but later”—is far better than saying yes and falling through. Get to know your working habits, and allow yourself extra time for every project, in case you get caught up in unforeseen snags.

2. Keep your promises. Once you have agreed to do something, do it. If you have to work a few extra hours to complete the assignment, do it. It’s much easier to make up sleep than to rebuild damaged trust. I’m not advocating overworking yourself. On the contrary, you should avoid committing yourself to impossible deadlines and always leave plenty of time to complete your work. However, if you do find yourself in a situation in which you might have to let the customer down, I strongly encourage you to do everything possible to avoid that.

If you absolutely cannot deliver as promised, be open with the customer. Ask her if she can give you an extension. You don’t need to give her all the details of your stressful week, and you certainly shouldn’t make up false excuses. You can simply tell her you haven’t managed to complete the assignment yet and request a little more time. While this solution is not ideal, it is honest and open, and much better than simply running past the deadline with no explanation.

Filed under: Personal Branding
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Posted by Dave Lorenzo - Business Coach

No matter how carefully we plan, we can never know the future. Even the best-laid plans fall through. Successful people are aware of this and always have a backup plan in place. They have a Plan B, Plan C, and maybe even a Plan D. Thinking strategically and always having other options is a critical element of Career Intensity.

The first step in contingency planning is to consider every possibility in any given situation. Next, weigh the likelihood of each of these options. Finally, prepare yourself mentally for each potential outcome, starting with the most likely and working down to the least likely. Decide what you will do in each situation. What will you need? How will you push forward through a less favorable outcome?

Working through all possible outcomes in your mind may sound too time consuming or difficult. However, strategic thinking is a skill that you must learn and develop in yourself. The more you do it, the easier and more natural it will become. Eventually, you will do it automatically, without even thinking about it.

Being aware of potential outcomes grounds you in a place of strength and awareness. If you’re never—or rarely—surprised by events along your way to success, you will experience fewer setbacks and be less likely to be derailed from the track.

Filed under: Personal Strategic Planning
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Posted by Dave Lorenzo - Business Coach

The Cycle of Continuous Career Improvement is comprised of personal situation analysis, value creation, and value demonstration. As an individual dedicated to continuous improvement, you must communicate your growth to your customers and potential customers. How can you do this?

1. Talk about it. Tell people what you’ve accomplished. Work your good news into conversations. Verbalizing your successes and getting positive feedback fuels your progress, makes you shine, and attracts people to you. Everybody loves a winner and wants to get next to her to figure out how she does it.

2. Write about it. Share progress with customers in e-mail and written communication. Start your own blog, and update frequently about your progress. Send out a monthly newsletter to your customers, letting them know how business is going.

3. Show it. If you have your own Web site, update the news section with breakthroughs and new ideas. If you work at a company, post your success statistics in your office or cubicle, in plain view.

Letting your customers know how well you’re doing gives them faith in your commitment to continuous improvement and value creation.

Filed under: Selling Yourself
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Posted by Dave Lorenzo - Business Coach

Successful people break down major goals into smaller increments and take steps every day to achieve them. Writing down your goals and your daily and weekly action items, along with recording your strides forward, are excellent ways of celebrating progress and keeping yourself on task. Create quantitative and qualitative charts for your progress. Set attainment of your goal at 100%, and define benchmarks all along the way. Post progress charts in your work area to keep you motivated.

Filed under: Performance Evaluation
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Posted by Dave Lorenzo - Business Coach

An excerpt of  Chapter Eight – Generate Buzz  is now up on the Career Intensity web site. 

Below is a directory to some additional free content.

Click Here for the Table of Contents

Click Here to Read the Book’s Introduction – Take Charge of Your Career

Click Here for an Excerpt from Chapter One – Compete in the Individual Economy

Click Here for an Excerpt from Chapter Two – Channel Your Passion

Click Here for an Excerpt from Chapter Three – Embrace Strategic Thinking

Click Here for an Excerpt from Chapter Four – Attack Your Goals

Click Here for an Excerpt from Chapter Five – Create Your Own Luck

Click Here for an Excerpt from Chapter Six – Prepare for Every Interaction

Click Here for an Excerpt from Chapter Seven – Master Perception

 Click Here for an Excerpt from Chapter Eight – Generate Buzz

 

Click Here to Buy the Book

Filed under: Career Intensity - The Book
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Posted by Dave Lorenzo - Business Coach

However far along you are on your path to success, I encourage you to behave as though you have already achieved your goals. Imagination is a powerful tool that you can use to propel yourself into action and success.

A woman I know, Nadine, had always wanted to run an art gallery. She had worked in several moderately creative capacities but had not found an opening at a gallery. A couple of years ago, she decided to volunteer at one to get some experience and make connections. In her mind, she assumed the role of gallery director, helping out in any way she could, making herself available whenever extra help and expertise were needed, learning as much as she could about the field and artists showcased at the gallery. Though she was not being paid, she was learning and meeting key people.

After a few months of volunteering, a part-time position opened up at the gallery. Nadine applied and was hired. She decided to quit her day job, cut back on expenses, and throw herself into the gallery work. She conceived and organized exciting new shows and had a large role in several sell-out events. Though she was not the director, she imagined herself in that role. She behaved and dressed the part, and even filled in for the director when she was not able to be there.

Eventually, the director was offered an opportunity elsewhere, which she took. Nadine was promoted to director, and she is happy and joyful in that position today. Had Nadine not envisioned herself in that role and behaved as if it were hers, she probably wouldn’t have achieved her goal. Most anything is possible if you set your mind to it. Acting as if you are there gets you there all the more quickly.

Filed under: Mental Sharpness
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Posted by Dave Lorenzo - Business Coach

Over the years, I have found that top performers—those usually thought to be simply lucky by others—share four qualities that attract success to them like a magnet. Anyone can follow these tips and improve their rate of success:

Take Calculated Risks
Nothing ventured, nothing gained, they say, and they’re right. Only by stretching yourself and moving into new challenges will you grow as a person and increase your success. You don’t have to quit your job and dive headlong into a long-shot dream job to take a risk. In fact, you should take calculated risks, attempting things which have a strong chance of working out for you.

Create a Positive Environment
The two ingredients required for a positive attitude are a positive internal environment and a positive external environment. To achieve both of these, you have to master your internal self-dialogue, by eradicating doubts and negative thoughts from your mind. Of course, we all have doubts. However, what sets successful people apart is that they respond to those doubtful inner voices with firm dismissal. For instance, the affirming side of you may say, “I’m dependable,” to which your inner critic responds, “What about that time you were two days late with a deadline?” Successful people remind themselves that nobody’s perfect, but that they do a great job most of the time. They draw from past victories to build future success. Creating a positive external environment is about having a pleasant demeanor, facilitating and contributing to the success of others, and approaching life with optimism.

Work Hard to Make Things Simple
The fewer elements you have in your life, the greater the amount of time and attention you can devote to each of them. Make a habit of discarding unnecessary filler and zoning in on the essential—mentally, physically, and practically. One simple thing I like to do is organize all the e-mail in my inbox into folders I can work with later. The only things that stay in my inbox are items that need quick attention. Get comfortable with saying “no” to things you don’t want interfering with your time and goals.

Follow the 80/20 Rule
Since 20 percent of the work tends to take up 80 percent of the time, make the most of your efforts by cutting the fluff and focusing on the tasks that will produce the best results. Get to the heart of the matter instead of wasting time on the small details.

Filed under: Accelerants
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Posted by Dave Lorenzo - Business Coach

Here’s the big offer once again:

I’m getting married Saturday – April 29, 2006! 

That’s right.

It’s my big day but you get the gift. 

On that day, and that day only, everyone who orders Career Intensity through my web site will receive a free one-hour coaching session with me. 

During this session I’ll help you begin your own personal situation analysis.  Here are just a few of the things I’ll help you with during our call:

• Identifying potential barriers to becoming a superachiever and teaching you how to destroy them.
• Identifying potential accelerants that can propel your career to new heights.
• The three tips that will help you boost your positive attitude and create great career karma.

Here’s how it works:

Go to this page on April 29, 2006 – http://www.careerintensity.com/buy.html  and click the order button. 

You will receive your book in about a week.  In mid-May you will receive some information via e-mail (a career audit packet). Once you fill out the career audit packet, my team will call you and schedule our coaching session.   All of these sessions will take place over the phone. 

We’ll schedule the sessions beginning in early June. We anticipate huge demand so calls will probably take place throughout the summer.  

This offer will be valid for everyone who orders Career Intensity on April 29, 2006.  It’s my wedding day, but you get the gift. 

Filed under: General Information
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Posted by Dave Lorenzo - Business Coach

You must be the only judge of your success. Maybe the people close to you want you to head in a certain direction that doesn’t appeal to you. Plenty of people go through life doing whatever their parents or spouses want them to do. Most of these people are not happy.

When you dive into your passion and pursue the things that matter to you, you naturally devote all your heart and energy to your goals. When you follow the path that someone else has laid out for you, your motivation usually suffers.

In putting all your energy into creating a fulfilling life for yourself, you better equip yourself to offer more to others, as well as yourself. The most captivating and dynamic people are those who work toward their dreams rigorously and unflinchingly. Set your own objectives. This is the only way to control your destiny.

Filed under: Goals
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Posted by Dave Lorenzo - Business Coach

Make a list of positive affirmations. Think of all the things you’re good at, and write them down. For instance:

I am a great innovator.
I work well with people.
I am dependable.
I never give up.

You don’t have to be perfect in any of these areas to count it as a strength. Nobody’s perfect. The voice of your inner critic might speak out and negate any of these statements. That’s normal. Simply quiet that voice and continue exploring your winning facets.

We often spend so much time focused on our shortcomings that we forget about our strengths. To move up to the next level of success, we must be aware of our assets and use them to the greatest extent possible. Identifying them to yourself is the first step in using them to achieve your goals, building your personal brand and reputation, and letting the world know what’s so great about you. Once you know and believe that you are a great innovator, you can exercise the skill, become well known for it, and highlight it to others. Doing this on a regular basis attracts opportunity and builds success.

Filed under: Career Intensity Challenge
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Posted by Dave Lorenzo - Business Coach

Here are a few easy tips for getting to know people and making sure they remember you:

You Name It
Address a new contact by name. It makes the interaction more personal, suggests that you are fond of her, and fosters openness and trust.

Third Time’s A Charm
When you meet someone new with whom you want to build a strong relationship, make a point of connecting with him at least three times within the first two weeks. If you do so, he will be far more likely to remember you than if you communicate with him only once. It doesn’t matter if you make contact in person, over the phone, or by e-mail. The point is simply to jog his memory of you and establish a foundation of who you are in his mind.

No Problem
Solve problems for her. No matter how small the problem (“I’ve been looking for a new place to get a quick but healthy lunch”), if you can offer a solution, your counterpart will be much more likely to remember you fondly and call on you in the future.

Filed under: Networking
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Posted by Dave Lorenzo - Business Coach

Please check out the Career Intensity Squidoo Lens by clicking here. 

Special thanks to Phil Gerbyshak for his great work in fixing it up.  He definately knows how to Make it Great!

Filed under: General Information
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Posted by Dave Lorenzo - Business Coach

Joe is an acquaintance of mine who has an amazing reputation and personal brand, as evidenced by a story he told me recently. He woke up one day with a nasty cold and took a sick day—something he almost never does. When he returned to work the next day, everyone in his department told him the place had almost fallen apart without him. The manager of his group actually said, “Last night I prayed that you would come back to work today. We need you!” Colleagues and higher-ups from other groups commented on how much they missed him and how heavily they relied on him to help with their problems. Joe missed just eight hours of work, but because he is so productive and his work has such an impact on processes, everybody noticed—and they celebrated his return.

Now, Joe works for a very large and successful company. His job description matches that of nine or ten other people in his department, but since he seizes every opportunity to learn and grow in his position, he actually performs many more duties and accomplishes much more in a day that most of his Workplace Warrior counterparts. When anyone outside of his group has a question, they come to him. When his supervisor is on vacation, he forwards his phone and e-mail to Joe.

Joe’s move to this position marked a shift to a new field that appealed to him more than his former area of specialty. He has only been with this company for a year, whereas most of his nearest colleagues have been employed with them for many years. Despite these facts, his boss told him in his first performance review that he had been recommended to management as a strong candidate for advancement.

How did Joe become such an asset? What’s so special about him? What sets him apart is that he makes an active, daily effort to differentiate himself by:

Learning. In just over a year, Joe has already taken three in-house courses that relate directly to his work, including a leadership course. In fact, he inspired his supervisor to attend one of those sessions with him. When management announced in a recent meeting that another department would be dissolved and Joe’s department would be taking on their duties, he alone volunteered to learn the new processes. Joe is deeply committed to personal growth and value creation.

Leading. In addition to volunteering to learn new duties, Joe offered to train others in his department. He never has a problem picking up the slack when a coworker is out of the office. He has learned what they do, and he gladly steps in when he is needed. Joe recently solved a problem that his department had been struggling with for months, simply by doing a bit of research and making smart suggestions for solving it.

Having a great attitude. Though Joe is surrounded by many grumblers who complain often about what is owed to them and how they are being shortchanged by management, he seems to find the positive in every situation. He finds opportunities and jumps on them. He is well liked for his sunny disposition and willingness to take on even unsung tasks. He talks to anyone and everyone in the company, asking them questions about where they’re from, what they do, and how he can help them. People enjoy his company and remember his name.

Joe tells me that for most of his life he has been rather shy. When he initiated this career change, he was worried about his ability to adapt to a new field in a large corporate setting. From the get-go, though, he was absolutely determined to succeed. He set small goals all along the way to his main goal, and he took steps each day to achieve them. As Joe proves, anyone has the power to follow the steps to Career Intensity and create a happy and fulfilling life.

Filed under: Motivation
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Posted by Dave Lorenzo - Business Coach

Here’s an easy exercise that’s fun, liberating, and highly beneficial: Make a list, as expansive and imaginative as you want, of everything you’d like to accomplish. If you’ve always wanted to learn Japanese, write it down. If you want to backpack through the Alps or start a film discussion group, write that down. You will probably find that your goals fall into a few different categories (career, travel, innovation, creativity, etc.). You will probably also see a pattern and focal point to all your goals.

Of everything on your list, pick out the single most important goal. Prioritize the entire list. What are the top three?

Those three goals are your overarching goals. Some of the others on your list might be contributory goals, and some may be action items.

Using this pyramid structure to progress toward your overarching goals works because it ensures that you are always taking small steps to work toward big goals, and it keeps the focus narrow enough that you can make substantial progress. Many people who use this pyramid model achieve their goals more quickly than they expect. Taking regular (preferably daily) action toward your aims generates a momentum that increases your level of performance across all areas of life.

Filed under: Goals
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Posted by Dave Lorenzo - Business Coach

I’m getting married next Saturday – April 29, 2006! 

That’s right.

It’s my big day but you get the gift. 

On that day, and that day only, everyone who orders Career Intensity through my web site will receive a free one-hour coaching session with me. 

During this session I’ll help you begin your own personal situation analysis.  Here are just a few of the things I’ll help you with during our call:

• Identifying potential barriers to becoming a superachiever and teaching you how to destroy them.
• Identifying potential accelerants that can propel your career to new heights.
• The three tips that will help you boost your positive attitude and create great career karma.

Here’s how it works:

Go to this page on April 29, 2006 – http://www.careerintensity.com/buy.html  and click the order button. 

You will receive your book in about a week.  In mid-May you will receive some information via e-mail (a career audit packet). Once you fill out the career audit packet, my team will call you and schedule our coaching session.   All of these sessions will take place over the phone. 

We’ll schedule the sessions beginning in early June. We anticipate huge demand so calls will probably take place throughout the summer.  

This offer will be valid for everyone who orders Career Intensity on April 29, 2006.  It’s my wedding day, but you get the gift. 

Filed under: Career Intensity - The Book
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Posted by Dave Lorenzo - Business Coach

In case you missed them, here are the most popular posts from the Career Intensity Blog this week:

Get a New Job Offer Every Month – Each day this week we outlined a different personal marketing tip that will help you climb the corporate ladder or create some new business opportunities. This post kicked things off by outlining the process of continuous career improvement.

Pay it Forward – Create Opportunity by Helping Others – Helping other people is good for them and it’s good for you.  This is a gentle reminder that random acts of career kindness can sometimes tilt the scales of business karma in your favor.

Show What You Know – How Volunteering Can Lead to Big Opportunity – How do you get a job if you have no experience in the field of your desire? Volunteering for a leadership role in a high profile non-profit organization can be rewarding on many levels. It can also provide you with the experience you need to take the next big step in your career.

Make Your Boss and Your Clients Look Good – Two people that are critical to your career are your boss and your clients.  What they think and what they say about you can be the difference between success and failure.  Playing a role behind the scenes can advance your career quickly.

Writing for Show and Dough – Enhance the perception people have of you by providing written guidance on a regular basis.

Master the Random Encounter – Sometimes a random encounter is the best way to make a business connection and help create some buzz. Random encounters are great ways to continue to spread the word about your business or your personal brand. 

Filed under: General Information
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Posted by Dave Lorenzo - Business Coach

We have just posted an excerpt of  Chapter Seven – Manage Perception up on the Career Intensity web site. 

Below is a directory to some additional free content.

Click Here for the Table of Contents

Click Here to Read the Book’s Introduction – Take Charge of Your Career

Click Here for an Excerpt from Chapter One – Compete in the Individual Economy

Click Here for an Excerpt from Chapter Two – Channel Your Passion

Click Here for an Excerpt from Chapter Three – Embrace Strategic Thinking

Click Here for an Excerpt from Chapter Four – Attack Your Goals

Click Here for an Excerpt from Chapter Five – Create Your Own Luck

Click Here for an Excerpt from Chapter Six – Prepare for Every Interaction

Click Here for an Excerpt from Chapter Seven – Master Perception

 

Click Here to Buy the Book

 

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Posted by Dave Lorenzo - Business Coach

We are honored to announce that Career Intensity has been named to the Top 100 Business Blogs by Blognoggle.

The Career Intensity Blog is in prestegious company, joining Seth Godin’s Blog, Lifehacker and Businesspundit among other outstanding blogs in Blognoggle’s RSS compilation.

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Posted by Dave Lorenzo - Business Coach

Can a cup of coffee make a difference in your career?

Sometimes a random encounter is the best way to make a business connection and help create some buzz. I call these opportunities “Starbucks Moments”.  A Starbucks Moment is your chance to meet someone who can potentially help your career or your business or at a minimum just be an interesting person to talk to.  

 

Why a Starbucks Moment? Why that particular name?

 

Starbucks has a powerful brand that attracts people to its shops like magnets. This attraction does not discriminate. Just about everybody goes to Starbucks. Smart people. Rich people. Successful people. They all head into Starbucks for their daily dose of caffeine.

 

The one thing that almost every customer at Starbucks has in common is that most of the drinks must be made by someone behind the counter. This process is unavoidable and, even under the most ideal circumstances, it takes at least two minutes. This two-minute time period represents a moment of opportunity – and possibly the opportunity of a lifetime.

 

While you are waiting for your drink, there are almost always other people waiting in the same area for their drinks.  This is a great opportunity to strike up a conversation.  You have a captive audience.  The other person is not going to leave before they get their drink.

 

There is a sense of commonality associated with a group of people all waiting for something.  At Starbucks, you are all waiting for your drink.  This creates a natural opportunity for a short conversation.

 

I am often asked how people can recognize an opportunity to strike up a conversation with someone else.   After all, these don’t just happen in Starbucks.

 

There are a few key factors that make up a good opportunity for a random encounter.

 

• First - You and the person you would like to meet should, at that moment, share a common purpose such as - waiting for a drink, getting change for a vending machine, waiting for a hair appointment. Having something in common subconsciously builds rapport.
• Next - The encounter should have a definite ending. At Starbucks you receive your drink and you’re gone, or the other person receives his drink and he’s gone.  In the hairdresser’s waiting area, you know you will eventually be called in for your appointment.
• Also, for a short period, your audience is captive – at Starbucks they paid for their drink and they need to wait to receive it.

 

Overall, people don’t have their guard up in a casual environment, and they welcome a distraction from their wait.

 

Making a connection with someone in a casual setting is not that difficult. Once you see someone that you’d like to meet or talk to there are four steps that are important in this type of interaction.

 

1. Allow the other person to assume a position of power. When you ask for advice, directions, or even something as simple as the time, who has the power? The person providing the information has the power and control of the interaction. They can walk away or refuse to answer. Most people, when they have control of a situation, are immediately more comfortable and less intimidated – which means they are more likely to be open and receptive. I have seen frantic businesspeople rushing to meetings on the streets of New York City stop and spend ten minutes explaining to a tourist how to get to a landmark.

 

2. Establish common ground. You can do this by talking about a third party, a neutral subject, or an experience that everyone can relate to. The key here is to establish some sort of small emotional connection with the other person. You want them to feel what you feel.

 

3. Compliment them and ask for some harmless information. You have now exchanged at least two sentences with the other person. The next step is to make him feel good. Say something like, “I could not help but admire your watch. Did you pick it because it is functional or because it looks great?” Now you should be off to the races. The idea is to get them to give you advice. Eventually you can work a question about where they work and what they do into the conversation.

 

4. The “By the way.” After you have had your two-minute conversation and you prepare to leave, say something like, “Oh, by the way, my name is Dave,” and offer your hand for a handshake. Then you can say, “May I call you if I need some advice on _______?” They will most often respond affirmatively. If they don’t, just give them your business card and say that you enjoyed speaking with them.

 

Random encounters are great ways to continue to spread the word about your business or your personal brand.  Try it the next time you are in a situation where there are other people and you have something in common – like waiting for a cup of coffee.

Filed under: Personal Marketing
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Posted by Dave Lorenzo - Business Coach

Think of an area of your work that needs improvement. Are you always 15 minutes late to work? Do you make small mistakes when working on detail-oriented assignments? Are your colleagues not getting the information they need from you?

Whatever it is, spend today (and the week to come) focusing your effort on doing a great job in that area. Get to bed half an hour earlier, and get up on time. Not having to rush in the morning gives you a sense of peace and control. Check and double-check your work. It doesn’t take long, and you end up saving a lot of time in the long run. Make the calls you need to make to communicate about your project. It only takes a minute, and it introduces a bit of variety and social interaction into your day.

If you’ve been falling slightly short in a particular area for a while now, you may feel that it doesn’t matter anymore and no one notices or cares. This is not at all true. When the person who always comes in late suddenly starts arriving on time, people do notice. If your work is suddenly consistently free of errors, business partners notice and appreciate it. When your colleagues start hearing from you regularly and getting what they need, their opinion of you improves and they enjoy working with you more. All these things help build your reputation and establish your personal brand.

Filed under: Career Intensity Challenge
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Posted by Dave Lorenzo - Business Coach

If you currently have a job you hate, or if you ever have, you know what a serious impact it can have on every facet of your life, way beyond the boundaries of your work day. Forbes has posted a survey that asks, “What’s the worst thing about reality?” Take a look at the choices. Over half of them are, or could be, in some way related to career.

Take responsibility for your life and your future by changing a bad situation into a wonderful one. Pick an option from the following wide spectrum of choices, and make it happen:

• Keep you current job, but make it great.
• Stay with your current company, but transfer.
• Pursue your passion part time, then full time if it works out.
• Cut your expenses, work a “day job” part time, and pursue your passion with your remaining time.
• Save money or take out a loan, quit your job, and pursue your passion.

Nothing is stopping you from pursuing one of these possibilities and transforming your life.

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Posted by Dave Lorenzo - Business Coach

The 80/20 rule suggests that 20 percent of your work on a given project, usually the first and last 10 percent, will take up 80 percent of your time. To get more out of your time and maximize your output, find ways to eliminate the time-draining aspects and focus down on the high-value tasks.

Determine your desired outcome. Make a list of all the steps necessary to arrive at the goal. Analyze which tasks will generate the best results. Once you have identified several, attack those with all your effort. This momentum will push you forward to completion of the project. You will most likely find that you completed the work in a shorter amount of time than you normally would have. Tearing into your goals like this and seeing quick results is extremely motivating. You get the job done, and you propel yourself into future wins.

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Posted by Dave Lorenzo - Business Coach

We all have obstacles to ponder and problems to solve. However, I encourage you to make time every day to ruminate on successes.

Dr. Seligman, author of Authentic Happiness, offers an idea on developing a positive attitude. Each night, just before sleep, think about three things that went right that day, and discuss them with your partner. Additionally, talk about three things for which you are grateful. Describe these blessings in as much detail as possible. Create clear images in your mind.

Try this every night for a couple of weeks. I guarantee you will wake up with more energy and excitement about the day ahead.

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Posted by Dave Lorenzo - Business Coach

You know those people who seem as though they can do anything, who accomplish hundreds of tasks every week and still come out smiling, who never appear to run out of energy? Behind each of these people is an army (or at least a small group) of people helping them accomplish their goals.

Who are the players in your support system? Who helps you personally and professionally? If you think you could use more support, make new connections or hire people to complete the services you require. Wise business people know to hire people smarter than they are in the area of need. For instance, if I need help improving my wardrobe so I can look sharp for important meetings and presentations, I’ll be doing myself a huge favor by hiring a good tailor or wardrobe consultant.

Synergistic relationships are core of business. Get involved with people, and seek out and accept what they have to offer. Services, advice, inspiration, ideas—all these things quicken and intensify your journey down the path to success.

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Posted by Dave Lorenzo - Business Coach

Writing has a magical power.  It can help you stand out from the field regardless of your business or industry.  I know several professionals that have enhanced the perception of their personal brand by providing their clients and potential clients with some form of regular written information.

There are now more ways than ever to showcase your expertise and help stand out from the pack.  Here are three powerful tools to help get your message out:

Blogs

As you can probably tell, I love blogs as a forum to share ideas with others.  There are varying opinions as to what format your blog should take. There are also opinions on post length and weather or not a blog should reference other posts.  I think it depends upon your writing style and personality.  If you are normally a person who is direct and succinct, your blog should follow suit.  If you are descriptive, your blog should be descriptive.

The “voice” or your blog should emulate that of your own conversational style.  Blogs tend to be less formal than magazine articles, newspapers and books and I view each post as a “conversation starter”.  I don’t spend a good deal of time designing my posts with stylistic awards in mind.  I serve it up fresh and move on.

My one unbreakable rule of blogging success is to post early and post often.  I am a big believer in making sure my posts are up and on line in the morning – so that people can read them throughout the day.  I also think it is critically important to post often – a minimum of once per day.  Great content, posted daily gives your readers something they can look forward to. 

Content is king, queen and everyone in-between. Regardless of your style, voice or length of post, you will find an audience if you have content that other people find valuable.

Articles

Writing articles that are posted on line, in a magazine or even in a company publication is a great way to establish yourself as an expert.  There are three keys to using articles to help expand your personal brand.  They are:

Write “timeless” articles – You never know when someone will come across your article.  Make sure the advice or information you include will still be relevant to people who read your writing in a year. 

Known your audience – Make sure you tailor your writing to the reader.  If your reader is a sophisticated, technically advanced, expert you should not include information that would be considered elementary.  Conversely, an article written for a novice should include as many basic points as necessary to allow the reader to understand and enjoy the information. 

Use a positive tone – Nobody wants to read a depressing article or a rant by someone with a psychotic obsession with the price of doughnuts in the cafeteria.  Remember that your writing should be designed to make people want to get to know you.  People want to spend time with others who are positive and upbeat.

Monthly Newsletter

The world changes quickly.  If you are too busy to update your readers daily (via a blog) then a newsletter may be the best alternative.  A monthly newsletter should contain at least two or more points of information.  These can be articles, an update to your event list or even announcements. 

Format is not as important as content.  The content must be timely, relevant and relatively brief.   Remember that people skim articles and then decide if they are worth reading.  Use highlighting and creative headlines to draw people in. 

Writing is great way to establish yourself as an expert. Give it a shot.  You may find it enjoyable as well as valuable.

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Posted by Dave Lorenzo - Business Coach

Intrepreneurs and Entrepreneurs are value-generating individuals. The main difference between them is that Entrepreneurs have higher risk tolerance. If you would like to make the jump from Intre- to Entrepreneur but fear risk, here are a few ideas to help overcome your fear:

Assess the risk of staying where you are. If you don’t take the leap, what do you risk missing out on? You’re currently employed as a Web programmer for a company. Maybe the work and the schedule have become dry and tedious. You’d like to try starting up your own Web design company so you have more control, flexibility, and creativity in your career. If you don’t go for it, what will you potentially be sacrificing?

Assess the risk of taking the leap. Your current job doesn’t inspire you. You’ve saved up some start-up money, and you already have a strong portfolio. What’s the worst case scenario? If your business flops, you can find another Web programming job, or maybe something you like even more, right? We tend to overinflate consequences in our minds when we are afraid.

Assess the potential rewards of taking the risk. Close your eyes and imagine your new life. Think about your new sense of self. How will your days go? What will you have that you’ve always wanted?

Filed under: Career Intensity Challenge
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Posted by Dave Lorenzo - Business Coach

Successful people are prepared for every interaction. They know what they want before they make a phone call, send an e-mail, attend a meeting, walk out of the door in the morning. Because they are always in command of their wishes, they project an image of ambition and systematic attainment of goals.

Practice preparing thoroughly for interactions. At meetings, no matter what the topic, get involved, express your opinions, and contribute. Anything you can do to inspire reflects well on you. Communicate your great ideas about how to improve work processes. Negotiate and make things work for you.

Let’s say you’ve got a meeting with your supervisor to update her on your progress on an important project. Use this time not only to point out what’s been done, but also to point out how well you’ve done it. Spend plenty of time beforehand making a nice presentation to showcase the information. Go beyond the call of duty. Maybe she’s looking for someone to take over some of her presentation duties, and maybe those will lead to advancement possibilities for you.

Know what you want, and make it happen. Be active and involved. These are simple mechanisms to success and improvement.

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Posted by Dave Lorenzo - Business Coach

The U.S. Bureau of Labor Statistics also reported in 2000 that an estimated 160 million jobs will be available by 2008, but only 154 million people will be available to fill those positions. The labor pool is shrinking, while demand for quality talent is rising. That gives you the upper hand.

The more you can do to differentiate yourself, the better your chances of earning top spots and having a rich and rewarding career. Here are a few things you can do to set yourself apart:

Learn. Whether you undertake in-house training in your field, take night classes to broaden your horizons, do an at-home software training course, or go back to school to pursue an MBA, increasing your knowledge adds to your value. In addition, it fosters socializing and presentation skills, networking, critical thinking, and time management. Training and certifications demonstrate a commitment to your field, and to your personal enrichment.

Lead. When challenges arise, volunteer to take them on. You don’t have to be an expert to do stellar work in any given field. Even if you have trouble along the way, at least you’ve shown initiative, effort, and determination. You are very unlikely to be punished for trying. Many people are averse to change. They like to do the job they know and earn their paycheck. Demonstrate your innovative spirit by jumping on new projects. I have seen many people pull this off beautifully, going on from their initial leap to lead the rest of their team in the new arena, earning respect and personal equity along the way.

Have a great attitude. No matter how inexperienced or wildly skilled you are, your attitude can make or break you. I have seen absolute rookies break into new fields like a rocket, using enthusiasm, charm, and vibrance to work their way in. Enthusiasm can work to great advantage, as it tends to be contagious. Stand out by exhibiting a passion for life and an excitement to take on new things.

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Posted by Dave Lorenzo - Business Coach

These days, according to the U.S. Bureau of Labor Statistics, those between the ages of 18 and 32 years of age will hold up to eight different jobs, on average. Loyalty to the same company for one’s entire working life is a concept that has almost faded out of being, as has company commitment to providing life-long employment. This is the age of the individual.

The core value of any money-making organization is its own best interests and profitability. Therefore, putting your fate in the hands of a self-interested organization is not a wise move. The kind of person most vulnerable to the hiring and firing whims of employers are Workplace Warriors, those who provide essential services but little individual value. Intrepreneurs, risk-averse individuals who thrive in a corporate structure, are the most secure, as they offer unique talents that are not easy to replace. Their loyalties are first of all to themselves. They leverage their skills to provide invaluable services and make themselves indispensable. Even if they are fired (though they rarely are), they won’t have much trouble finding great work in the future, since they spend their careers generating portable individual equity.

Whether you want to strike out on your own and start your own business or you feel more secure in a corporate framework, I encourage you to be primarily loyal to yourself. Develop your skills, educate yourself, grow, and shape yourself into a priceless asset to your company and clients. In this scenario, everyone wins.

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Posted by Dave Lorenzo - Business Coach

Getting people talking about you is good.  Getting the right people talking about you is better. Two people that are critical to your career are your boss and your clients.  What they think and what they say about you can be the difference between success and failure.  

One way to make sure that these two groups of people look upon you favorably is to make sure you focus on them.  Helping them look good is critical to fostering positive buzz.  Here are three ways to help the perception of you by helping the perception of the boss or the client.

If you don’t have anything nice to say, don’t say anything.  Never bash the boss (or the customer) in public. Don’t join others in doing so.  If you don’t feel strongly enough to defend them in the discussion,  don’t participate.  You can vent to your family or a friend who does not work at your company but never bad mouth the boss or a customer to coworkers.

Eliminate Surprises.  Bosses and customers hate to be surprised by bad news.  In most cases it is best to disclose any negative information as soon as you know it. Everyone makes mistakes.  It is almost always the cover-up that damages relationships and leads to negative perception.

Make the best ideas their ideas.  This is often the hardest tactic for people to swallow.  Going behind your boss’s back (or to your client’s supervisor) will almost always be perceived as a power grab.  If you have a terrific idea, present it to your boss (or your primary client). If they chose to adopt it as their own, you should be flattered.  Then make sure you remind them of the list of great ideas you provided them when it comes time for a performance review or contract renewal.  Sometimes this may back fire, but in the end, you will win more than you will lose.

Having customers and superiors say positive things about you is critical to your success.  Manage these relationships carefully.  Always remember that when they look good, you will look good.

Filed under: Personal Marketing
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Posted by Dave Lorenzo - Business Coach

John Richardson raves about Career Intensity as a part of your personal development plan.  John says:

“I received an advance copy of Career Intensity, a new book from David Lorenzo, the other day. This is an amazing work and a great resource for business people as well as entrepreneurs. I found that David has great insight into career building and entrepreneurship.”

John’s blog is called MBA on the Run and I encourage you to make it part of your daily reading.

Filed under: First, Best or Different
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Posted by Dave Lorenzo - Business Coach

Your personal brand can mean the difference between minor and major success. Once people have identified with you, grown to trust you, and begun to spread the word about you, your pool of advocates and customers will expand to oceanic proportions. Here are some guidelines for creating your personal brand:

1. Differentiate yourself. Identify, to yourself and the world, what makes you better than your competitors. Are you faster, more readily available, more adaptable, an expert? Figure out what your strongest selling point is, and focus down on that characteristic. Examine weak spots in your field, and fill them with unique strengths that are in demand.

2. Hit your target. Focus your marketing efforts on your target customers. Who needs what you’ve got? Selling to the wrong people will get you nowhere. If you’re having a hard time identifying your target, think about your best customers. Why do they need you? What service do you provide for them? What do they have in common?

3. Project credibility. Your reputation is everything. Keep your customers happy. Bad word of mouth is a deadly curse. Even if you’re working with an impossible client you can’t do anything to please, at least leave him on neutral ground. Build up a solid reputation for whatever it is that makes you unique—reliability, efficiency, creativity.

Filed under: Personal Branding
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Posted by Dave Lorenzo - Business Coach

Come and get it!

Amazon is offering a 37% discount on Career Intensity pre-orders.  This is the deepest discount we’ve seen so far. 

Reserve your copy now.  Click here. 

Filed under: Career Intensity - The Book
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Posted by Dave Lorenzo - Business Coach

Who is going to take a chance on someone with no experience? 

This is the question I am frequently asked by recent college graduates and seasoned professionals who are looking to switch industries. On the surface, this appears to be a classic “catch 22”.  If you don’t have experience you can’t get a job – yet getting the job appears to be the only way to get the experience.

Volunteering is a great way to beat this “catch 22” and demonstrate the value you can add in a new field.  In many cases, charitable organizations and other non-profits are happy to have intelligent people offer their services even if it is in a field where their experience is a little thin. 

I have a friend who is a financial wizard.  She is currently the CFO for a small advertising firm.  While her “day job” involves some hard-core number crunching, she works with creative people who develop great advertising. The creative aspect of the business has always fascinated her.  My friend has always been interested in developing innovative advertising that moves people.  She has played around with writing short stories as a hobby but she has never written advertising copy. 

Last summer she volunteered to put together a promotional booklet for her church.  She designed and developed nearly fifty ads for the church directory – which was distributed to every member of the congregation.  Several influential people in the community remarked about the design, layout and quality of the booklet.  One gentleman, a marketing consultant, asked the church pastor which firm had produced the booklet.  The pastor gave the consultant my friend’s name and she has received several offers for consulting opportunities as a result.

Volunteering for the job directly benefited my friend because she had the opportunity to develop new business as a result.  Even if she had not received this direct benefit, this would have been a great career move for her.  She gained terrific skills and knowledge in an area that was different and challenging. She has added this experience to her resume – breaking free of the “catch 22” related to no experience – no job.  The interaction with vendors and other professionals in this field may lead to opportunities in the future and she now has the confidence to tackle more advanced projects in this field.

Experience comes in many shapes and sizes. Stretching yourself by volunteering outside of your industry is a great way to broaden your career horizons and create business opportunities.  Show what you know and do some great work by helping a worthy cause – in the end everyone wins.  

 

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Posted by Dave Lorenzo - Business Coach

This week’s Carnival of the Capitalists is up over at Free Money Finance.

Click here to check it out.

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Posted by Dave Lorenzo - Business Coach

Buzzoodle Ron offers us some tips on networking with influential people.  He says:

“To build a target list of influential people you would like to meet, here is what you need to do.

• Know what your goal is
• Know how each person on your list can help you achieve your goals
• Know enough about the person that you can carry on an intelligent conversation
• Read trade magazines and belong to appropriate associations to help identify people of interest.
• Ask other people you know about the people on your list (one at a time, don’t read the list to them.) You’d be surprised how many of the people you know may know someone that can help you get an introduction.
• If you work hard to meet someone, go the the meeting prepared.”

This is good advice. 

Ron closes out his post by saying:  “The fastest road to success is a road well planned”. 

I completely agree. 

Later this week we will discuss preparation for encounters that are seemingly random. 

Filed under: Personal Buzz
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Posted by Dave Lorenzo - Business Coach

We all have problems. No one, no matter how much money, free time, companionship, motivation, or talent he has, escapes that. What sets successful people apart, however, is that they see problems as opportunities and even delight in solving them. Less successful onlookers often attribute their good fortune to simple good luck. Most of the time, though, luck has nothing to do with it.

Winners are positive people. Positive people attract other positive people and opportunities to them with their infectious attitudes and enjoyment of life. The good news is that this kind of “luck” is available to anyone. Nothing is stopping you from turning every day into a positive, productive, happy one. We’re all lucky, in that we’re alive and capable of doing whatever we’d most like to do. The world is boundless and unlimited. All you have to do is figure out what you want most and work toward it every day.

Filed under: Self Awareness
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Posted by Dave Lorenzo - Business Coach

What’s the buzz about your personal brand? What are you known for most of all? Who talks about you, and what do they say? Whether you’re currently a Workplace Warrior aspiring to be an Entrepreneur, a successful Intrepreneur increasing personal equity and value, or an Entrepreneur who wants to expand his business, generating buzz about yourself and your work is a critical