The Need for Speed

Posted by Dave Lorenzo - Business Coach

Speed Kills.  That’s true in driving and in sales.   The difference is that in sales, speed kills your competition.

If you are the first to return a customer’s call or the first to make an offer to help a customer, you stand a better chance of closing a deal.

Click Here to Read the Entire Post

Create Buzz with Alumni

Posted by Dave Lorenzo - Business Coach

Ron McDaniel highlighted one of the most under-used resources available to just about everyone – the Alumni Network.  

    Here are Ron’s thoughts and my comments:

    “When you are thinking about new ways to create a little buzz, it is easy to overlook the obvious.  Many Alumni Associations have alumni magazines and publish news about past students.  They are often interested in any kind of change or achievement.

    I usually look through mine to see if anyone jumps out at me as someone I would like to contact.  It is probably as easy as going to the college website, clicking on a link to the alumni association and finding the contact page.  Many are moving to eMagazines as well, so you can look through and find some interesting people.”

Ron is exactly right. 

This is a great opportunity and what makes it even more attractive is natural human curiosity.  It is natural to want to know what your former classmates are doing.  Few people can resist the opportunity to look up an old friend (or romantic interest).  Why not use that to your advantage?

 

Money Quote - February 28, 2007

Posted by Dave Lorenzo - Business Coach

“I work hard because I love my work.”

– Bill Gates

What Are You Grateful for?

Posted by Dave Lorenzo - Business Coach

Taking control of your future begins with giving thanks for what you have now.   If nothing else:

You have a roof over your head.

You have a computer.

You have the ability to read.

You have ability to learn.

Start by being grateful for those things. Take time each day to reflect on the things you’re grateful for. 

Think about the people in your life.  Think of their best qualities.  Write them a note thanking them for bringing those qualities into your life.

Share your note with that person.

Do this regularly and it will change your life.  It works like magic.

Money Quote - February 27, 2007

Posted by Dave Lorenzo - Business Coach

“In reading the lives of great men, I found that the first victory they won was over themselves… self-discipline with all of them came first.”

– Harry S. Truman

Do Groups Make Us Stupid?

Posted by Dave Lorenzo - Business Coach

Interesting information from an MSNBC article by Abigail W. Leonard of LiveScience:

    People have a harder time coming up with alternative solutions to a problem when they are part of a group, new research suggests.

    “When a group gets together, they can miss out on good options,” study team member H. Shanker Krishnan told LiveScience. This could mean ordering from a pizza place advertised on television even if there’s a better option, or making a poor decision in the boardroom. “Whether it’s with family or a group of co-workers, we could very quickly fixate on things and all come up with the same options.”

This is one reason why I recommend that you do some thorough research before sharing your ideas on major decisions with members of your work group or your family.  The key is to be prepared for the feedback people offer and always reflect upon the FACTS before finalizing any major decision. 

Refreshing

Posted by Dave Lorenzo - Business Coach

During the past couple of weeks we have seen two cases of CEO’s taking responsibility for their companies errors:

Jet Blue CEO David Neeleman went on You Tube, the Today show and everywhere he possibly could to tell passengers that he was sorry for the mistakes his company made on Feb. 14.

Here’s a quote from Jim Davis, CEO of New Balance, in the Boston Globe (from Seth Godin):

Q. What was wrong with New Balance’s approach to apparel?

A It was my fault. We just didn’t do it right. We didn’t have the right people. We tried to be all things to all people and didn’t do anything right.

There are two guys standing up to take the blame when things went wrong. 

I would buy their stuff just because they showed some backbone. 

Money Quote - February 26, 2007

Posted by Dave Lorenzo - Business Coach

“Be, and not seem.”

– Ralph Waldo Emerson

This Week’s Dose of the Carnival

Posted by Dave Lorenzo - Business Coach

Please check out this week’s Carnival of Career Intensity.  Here are the posts highlighted this week:

Take the Positivity Challenge

Check out the 10 reasons why you should become more positive and how to implement them.

Click Here

Twenty Questions to Change Your Life

Answering this collection of 20 questions might help achieving professional and financial success, or even find your way into a completely new and unexpected life.

Click Here

The Power of Dreams

If you can dream it, you can achieve it.  It might not come easy.  There are always obstacles in life.  That’s just the way it is.  But Dreams are the high-octane fuel, the premium ice cream and the combustible electricity in the game  of life.  They keep you going, they sweeten it up, and  they serve up the energy.

Click Here to Read the Entire Post

How to Find an entry Level Job

When you are first seeking employment and have no work experience, whether you are right of high-school or college, you are going to need to start in an entry level position somewhere. Not everyone can jump to a six figure income right away. You might be able to if you are a doctor, but otherwise, that’s just not very darn likely. Hopefully by following these tips you will be able to get into that perfect entry level job.

Click Here to Read the Entire Post

Branding You as a Unique Leader

Anyone that reports to you is a customer of your leadership talent. They are your market. You are competing with other managers within your business or externally at competitors to win the war for talent. If you think about yourself in this way as a personal brand that needs to deliver value to the people who consume your services what is your Unique Selling Proposition? What do you offer them that is special, so special that they give you your career to look after?

Click Here to Read the Entire Post

 

Thanks to everyone who submitted a post.

The Carnival of Career Intensity appears every Saturday on The Career Intensity Blog

Send your posts in by 5PM Friday evening to be eligible. I select and print, in full, the five posts that I feel best exemplify Career Intensity.

To enter e-mail your best article to Carnival at CareerIntensity.com.  (Replace “at” with @). 

If you’re looking for an easier way to enter the carnival, just fill out the form at http://blogcarnival.com.

Money Quote - February 25, 2007

Posted by Dave Lorenzo - Business Coach

“Ask, and it shall be given to you; seek, and ye shall find; knock, and it shall be opened unto you.”

– Matthew 7:7

Take the Positivity Challenge

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post One

The Positivity Blog presents Take the Positivity Challenge! posted at Personal Development with The Positivity Blog.

I think that one of the most effective ways to improve your life is simply to think in a more positive way.

This is of course nothing new and not that simple. If it was, well, then at least most of us would already be doing it.

So, why aren’t we more positive? I can think of a few reasonable reasons.

We think it is like it is - It´s easy to confuse what has happened to you, the story of your life, with now and the future. The past does not necessarily equal the future. If you believe it does then it does. But if you don´t if you believe it does then it doesn´t. If you change your way of thinking you can change your behaviour, habits and your life.

Social programming – A big reason many think that things are like they are and will always be that way is because no one ever told them that there was an alternative. The school, newspapers and other influential forces tells us we have a life and an identity that is us throughout our lives. And at least in much of the media, negativity is the normal filter to view the world through. We hear this every day when we are young and very impressionable. Then we continue believing it and it becomes a part of our sense of self. And we continue our lives on that path.

Lack of energy – Changing the many negative and neutral thoughts in our day to day life to positive ones can take quite a bit of energy. If you are stressed out by work and your personal life, if you aren´t eating and sleeping well and don´t take time to exercise there will be a lack of energy. And with that lack it´s easy to just feel too damn tired to change your thoughts, to just give up and revert to the familiar way of thinking.

Too reactive and mindful of what others may think – You may think, if I change and become more positive, what will other people say? That I´m weird, hyper, over-compensating or unhappy on the inside? Will they laugh, mock me and question this change in outlook on life? Or perhaps, they will actually like it and it will give me new opportunities down the line. Maybe it will bring success and my relatively comfortable life will be shaken up and change. Yeah, such thoughts can be some scary thoughts.

Lack of motivation –Not knowing exactly what´s in it for me on a personal and beneficial level.

Wanting to be right – Most of us have an ingrained sense that what we believe is right. Even though a belief we have might not be that useful. Or makes our lives out right miserable. It can be hard to give up a belief because then we have to give up being right.

We tried but failed (once or twice) – Throughout our lives, in school and society we are taught that we should not fail, that it is bad. This can make us very reluctant to take chances and keep trying beyond the initial attempt.

A lack of knowledge/too much disempowering information – You will most likely fail several times at first. You will make mistakes. You may be met with negativity or disinterest. It may take more than a weekend to get the success you envision. It may take longer than you think, perhaps months. And that is ok, that is normal.

Not knowing how the world (most of the time) works can discourage you. And the information about how the world works that you get from media, the people around you and society may not always be that accurate and effective. Instead, seek out relevant information for yourself to set your expectations to a reasonable level. Get information from a variety of different sources. And get it from people that have experience and knowledge about what you are interested in. A good starting point can be your local library, bookstore or amazon.com.

10 reasons why you should become more positive:

  • You will create a better world around you as your surroundings will become affected and change due to your positive thoughts and actions.
  • You will make better first impressions. Everyone stereotypes, whether they want or not. A positive first impression can mean a lot in many situations and have a lasting effect throughout your relationship with that person.
  • You will focus on the good things in people. Not their faults. This will make things much better overall and improve all kinds of relationships.
  • It´s easier to become more productive when you stop laying obstacles in the middle of the road in the form of negative thoughts.
  • Work becomes more fun. Everything becomes more fun.
  • You become more attractive. People like positive people. Positive people make other people feel good about themselves and they don´t drag the mood down. Also, a positive attitude is an indicator – and source - of high self-confidence, a quality that just about everyone is attracted to.
  • Being negative has very little concrete advantages and is not a very empowering way to look at life.
  • It opens up your mind to focus on other ways of looking at things. Sometimes wonderful new ways you might not ever have thought about or experienced before.
  • It puts the Law of Attraction to better use. The Law of Attraction basically says: whatever you think about you attract into your life. As you replace the negative thoughts with positive thoughts you will start to attract more positive opportunities and people into your life.
  • You´ll waste less time. Negativity can be like a self-feeding loop. First you think one negative thought. It leads you to three more. And then you start examining your life in deeper detail through a depressing lens. When you get into a vicious cycles like this it can eat up hours, weeks and years of your life. It can drain a lot of your energy whilst trapping you in paralysis by analysis. And you probably won´t become that much wiser in the process. As mentioned in the Where is you time really going?, we live for about 24-28 000 days. Don´t waste them.

The how to do it – Take the Positivity Challenge:

For 7 days you will try to only think positive thoughts. Whatever happens to you will see the good side of it and what positive things you can learn and take away from it. By the end of the week you will have started to discover the very real benefits of a positive thinking, how much negative thoughts there are both in you and the world (you might be surprised) and begun establishing a new habit to replace your old, less constructive one. And then you can continue from there.

What I suggesting here is not a mindless kind of positive thinking where you pretend everything is ok whilst the house and your bed is actually on fire. Instead it’s you noticing a situation or stimuli and then choosing a positive and useful response to it instead of reacting in a knee-jerk way.

It´s you focusing on what could be a more positive and useful solution for you. Or even better, what could be a win-win situation if the situation involves other people (which many important situations in our lives do). A win-win solution is more often an even more satisfying and beneficial solution than the one where only you win.

Now, how to go about it? Here are three tips for the first week.

Cut the negative threads quickly - Only allow yourself to go on a negative thread of thought for a set time-period, perhaps 30 seconds or a minute. Then just cut it off, drop it and think about what positive things you can get out of this situation. Don´t feed the negative thoughts with more energy or you might trap your mind in a downward spiral for quite a while. If you start going down a negative thread of thought it is important to cut it fast.

Realise that it is possible to choose what you think about and how you react – You don´t have live your life in reaction. Being reactive to everything is not very empowering. You have a choice. But it might take some time to make this click in your mind. Even though I understood this intellectually pretty fast it took a longer time to understand and accept it emotionally and on a deeper level.

Focus on the gap between stimuli and reaction. The more you think about this and try to use it by consciously choosing, over time (for me it was months but it can surely be achieved quicker) the gap will appear larger and larger and that will make the process easier.

Accept your feelings, don´t deny or refuse them – Although it´s often possible to just quickly cut off negative thoughts sometimes it might not be enough. Negative emotions can build up within you over time or you might feel be overwhelmed by a certain situation. Then you can try the counter-intuitive way and not keep the feeling out by fighting it.

Instead, accept the feeling. Say yes to it. Surrender and let it in.

Observe the feeling in your mind and body without judging it. If you just let it in and observe it for maybe a minute or two something wonderful happens. The feeling just vanishes. It sounds weird but give it a try.

In addition, here´s a bunch of other suggestions – some of them you might not be able to use fully within a week but instead over a longer time-span - to make this challenge easier and improve your life.

Get the physical fundamentals down – If you don´t have time to sleep a healthy amount of hours, eat properly and get exercise then you need to reprioritize. If you don´t do this it will be harder to become and stay positive. If you do reprioritize, your general sense of well-being will increase, you will feel stronger and have more energy. Use Where is your really time going? and Prioritize with the Pareto Principle to make better use of your time. Decrease stress using those two articles and the rest in the series How to double your productivity. Also, check out this simple way to feel really relaxed.

Act as if – Smile to feel happier. Move slower to relax. Use positive language. Act as if you are a positive person and you will start to feel and become more positive. It might feel weird at first, but it really works.

Start your day in a better way - Check out these five tips for a better beginning to your day.

Limit your time with really negative people – Some people feed on negative energy and whatever you try it never pleases them or changes their sour minds and moods. If nothing you do works then finally you might have to cut them out of your life or at least limit your time with them.

Model positive people – Find positive people in your surroundings or anywhere in time and space (through documentaries, biographies etc.) and learn from them. Find out how they handle everyday life, problems, setbacks and compare it to your own thoughts and how you would handle similar situations.

Focus on the now and future, not the past - A lot of people spend a lot of time thinking about on the mistakes they made in past. A better way is to think about the mistake you made and what you can learn from it. Then stop wasting your time and shift your focus to the present and the future where you can actually make a change.

Redefine “failure” and “proof” - You don´t have to learn much about successful people to realize that one of their key-strengths is that their way of looking at failure is widely different from more common one in society. As Michael Jordan said:

“I’ve missed more than 9000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.”

Also, in a similar vain, thinking one example represents the whole world might not be the most helpful belief to hold. Yes, someone may have cheated on you, treated you badly at work before you were fired and your first business venture may have gone down in flames. But applying one or two bad examples to the whole world and the rest of your life will cause suffering for you long after those hurtful events happened. And could set you up for even more pain and disappointment through self-fulfilling prophecies and the Law of Attraction.

I don´t think these all these words are the truth about how the world around you and me works. Just as a pessimistic (or realistic) view of the world is not the truth either. I don´t believe there is one truth, but rather that the world changes due to the beliefs you have about it and the actions you take based on your beliefs. I do believe that this is a more useful model of how to view and interact with the world than a pessimistic one and that it´s a more enjoyable way of thinking. It is a way of thinking that increases happiness and joy in life. Something I think just about everyone wants.

Twenty Questions to Change Your Life

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Two

Dennis presents 20 Questions to Change Your Life posted at A Pile of Coins.

Answering this collection of 20 questions might help achieving professional and financial success, or even find your way into a completely new and unexpected life.

Print this article and make sure you write down all your answers.

1. Can you describe, in one sentence, what you’re an expert in?

2. In one sentence, what are your advantages — what distinguishes you from everybody else?

3. Do you earn what you are worth? How would you rate your income?

4. Most people only earn money, when they actually work. Have you found ways to make money for a long time once some work already has been done?

5. What percentage of your income don’t you need to work for anymore?

6. Do you earn money with your ideas?

7. How long would it take to instruct somebody else to get your work done?

8. Does your money earn you money? What percentage of your income consists of return on investments?

9. Have you found legal ways to not pay anymore tax than absolutely necessary?

10. Is your job your only means of security or do you have alternative sources of income?

11. How much time do you use each day learning?

12. Do you have a coach or mentor who assists you in your career?

13. Do you have a plan how you could earn 20 % more and 100 % more respectively?

14. Do you really give your best at work?

15. Does your profession really excite you in a positive sense at least 80 % of the time?

16. Do you know your strengths and weaknesses?

17. Do you work in a field where you can enlarge your strengths and where your weaknesses carry no weight?

18. What percentage of your working time do you really spend with activities producing actual income?

19. Do you believe that your income level is important?

20. How would your life be affected if you earned twice your earnings today?

Five Bonus-questions for the self-employed:

21. What problems do you solve better than anybody else? Why should customers buy from you?

22. What exactly is your target audience?

23. What is your mission statement and your logo?

24. Name the greatest benefit your company is offering? Could your customers tell?

25. How long would your company survive if you’d ever drop out?

The Power of Dreams

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Three

Karen Lynch presents Dreams posted at LivethePower.

“Fairy tales can come true, it can happen to you. If you’re young at heart”

I can remember being a kid and hearing that song and getting so excited.  It always reminded me of the magical dreams and all of the fairy tales, princesses and dreams of Disneyland.  At that time there was only one Disneyland, the one in California.  Disneyworld in Florida came a few years later.  Don’t we all still think of Disneyland as that magical place?  And Disney has become a large part of the American and even the International Culture.  Disney has given the world magic, whimsy and optimism.

Walt Disney is remembered as an innovator, a creator, a folk hero and a legend.  Walt Disney was a self-made success in the American tradition.
But apparently it wasn’t always easy.  Walt Disney was forced to file bankruptcy five times on his way to success.  Many people would have given up and quit with the stress and failures of that many bankruptcies but not Disney.  He pressed on and the rest is history. The world is a more magical and wonderful place for it.  Aren’t you glad he didn’t give up?

Ray Croc, the founder of McDonalds was 52 years old when he came up with his idea to sell hamburgers.  He was in need of some investors so he presented his plan to a few people who could help him out.  These two men with their vast business acumen and years of practical experience reviewed his plan.  On a Monday morning as the one came to his office, Ray was waiting for him and his answer.  He took Ray into his office and he told him that they had run the numbers, they had reviewed the plan, and they knew what could work and what was not a good business decision.  After much study they had determined that it was absolutely impossible for Ray to make any money selling hamburgers. Well, Ray disagreed. He pressed on and the rest is history.  

When I was a kid I used to love to read.  Still do in fact.  It is definitely one of my favorite pastimes.  But when I was a kid one of my favorite books was “Little House in the Big Woods”.  It was the first book of the “Little House” series of eight children’s books.  Most of us remember the “Little House on the Prairie” TV show and few are not familiar with these books.  But it is less well known that the author, Laura Ingalls Wilder was 65 years old when she published “Little House in the Big Woods” and of course she was older than that as the remaining seven books in the series were published.  Many people get a nasty notion in their head about life when they get to a certain age that they are too old.  Nope, I refuse to believe in too old!

Okay, there are people who have overcome obstacles on their way to success, but what about ordinary, everyday people?  Well, here’s another story.

Just a few short years ago Lori McKenna was an “everyday, 30-something” stay-at-home mom.  She had married at a young age and she was busy raising five kids and taking care of a household and a husband.  But she still dreamed.  And she wrote down those dreams in the form of music.  Lori is a songwriter.  But she didn’t know how her dreams might come true or if they even could come true.  It seemed impossible.  Her family responsibilities seemed to have taken over her life and there were times I’m sure that she felt the pain of thinking that her dreams and aspirations were in vain.  But a couple of years ago, some of her songs were brought to the attention of Faith Hill.  Yeah, that would be Faith Hill the country music superstar.  Faith is at the point in her career where she can pick and choose the songs that she records.  Well on Faith’s last CD, Fireflies, she chose three of Lori McKenna’s songs- “Stealing Kisses” (a beautiful song but very haunting, haunting lyrics), “If you ask” and “Fireflies”.

Now Lori McKenna is described as an “Acclaimed singer, songwriter” when just a few short years ago, Lori was just a stay-at-home mom trying to get all the laundry done and the house cleaned and only daydreaming of her songs being heard. 

What is your dream?  Maybe in a few short years you can be the one who is acclaimed! It happened to Lori McKenna.  It could happen for you. 

If you can dream it, you can achieve it.  It might not come easy.  There are always obstacles in life.  That’s just the way it is.  But Dreams are the high-octane fuel, the premium ice cream and the combustible electricity in the game  of life.  They keep you going, they sweeten it up, and  they serve up the energy.  Just having dreams makes life better, sweeter and more satisfying to the soul.

Keep on dreaming because “Fairy tales can come true, they can happen to you, if you’re young at heart”.

 

How to Find an Entry Level Job

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Four

Matthew Paulson presents How To Find an Entry Level Job posted at Getting Green.

When you are first seeking employment and have no work experience, whether you are right of high-school or college, you are going to need to start in an entry level position somewhere. Not everyone can jump to a six figure income right away. You might be able to if you are a doctor, but otherwise, that’s just not very darn likely. Hopefully by following these tips you will be able to get into that perfect entry level job.

First and foremost, don’t just wait for that perfect job to come along, especially when you have no work history. Work at wherever will hire you, whether it be McDonalds, Wal-Mart or any place you can convince to hire you. It doesn’t matter if it’s manual labor, because you have some money coming in, and you are building a job history. After a few months of a solid job, then you are ready to start to think about what line of work you would like to do, and then think of a plan as to how you might be able to enter such a position. If you wait around for the best possible job, it’ll never come and you will die of starvation waiting for it.

When you are working on this first job, you should really do everything possible to be the best employee the company ever had. Go far above your job duties, stay late, ask questions, and learn the business. Take extra projects, and try to move up. Practice your customer service skills, make some friends and do some networking. This will help you build valuable business contacts and teach you good work ethics which will do you well for years to come.

Your best bet is to take some time and do some research. Figure out who the largest employers are in your area. Most big employers have all sorts of different positions, so you can start out at one of these places in a very basic position, and then move up the latter to a better position as time goes on. In order to move up though, you will have to really be a diamond in the rough. Always show up on time, work hard, try to learn more, don’t complain, and go above and beyond.

Before you go apply for that big job, head down to the local career center and asked someone there to help you put together a resume. You should also ask for tips during the interview, and ask them how to fill out any applications that you are given. They are the experts in this area, and you should take their advice.

Branding You as a Unique Leader

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Five

Anna Farmery presents Differentiating Your Leadership Brand posted at The Engaging Brand.

Anyone that reports to you is a customer of your leadership talent. They are your market. You are competing with other managers within your business or externally at competitors to win the war for talent. If you think about yourself in this way as a personal brand that needs to deliver value to the people who consume your services what is your Unique Selling Proposition? What do you offer them that is special, so special that they give you your career to look after?

I also passionately believe that within your personal branding approach you need to consider not just your value but what your consumers need - what is it that they are looking for from you? To do this you must have an open, honest dialogue to understand their needs and how you can help them achieve their dreams and their growth potential. So 2 things that I work with people upon

  • Do you know what your team is looking for - this is not what you think they need but real facts - and if you don’t understand then how are you going to get that information.
  • How can you develop value to your team, what is your unique USP that will attract and retain talent?

When I work with people they are often quite shocked with the results - they assume it is money. Rarely is this so - it is about valuing them, developing them, stretching them, trusting them, seeing that by growing them you will grow yourself.

Think About Your Leadership Brand

A brand is a promise that is delivered consistently, over time. So here are some areas that you need to develop, to develop your leadership brand.

  • Do you have emotional self control vs Mood swings depending on the amount of “problems” that you are dealing with?
  • Do you agree on actions with you team and ALWAYS deliver on them vs Put them off as you are too busy?
  • Do you have your teams development as one of your key objectives vs An intention but you have so many other things to do that time just gets in the way?
  • Do you have regular coaching sessions with your team vs When HR says you need to fill out an appraisal?
  • Do you look for development tools that are free (Web 2.0)vs Having to put it off as budgets are tight?
  • Do you translate the company objectives to each individual so they clearly understand how they can create value vs Cascading the ones you get from your boss down as that is easier?
  • Do you love talent, seeing it as making your job easier vs A mindset of protecting your job?

 

Money Quote - February 24, 2007

Posted by Dave Lorenzo - Business Coach

“As you go along your road in life, you will, if you aim high enough, also meet resistance… but no matter how tough the opposition may seem, have courage still - and persevere.”

– Madeleine Albright

Thoughts about The Secret

Posted by Dave Lorenzo - Business Coach

There is tremendous buzz about “The Secret”.  This book/video was featured twice on Oprah during the last couple of weeks. 

The Secret is about The Law of Attraction.  In a nutshell the thinking goes like this:

What you think about determines your destiny.  If you focus your thoughts on positive things, you will draw positive things into your life.  Set your goals from a positive perspective.  Focus your thoughts on these goals – at least thirty minutes each day. 

Accept that you are a good person.  Forgive yourself for your past mistakes and make peace with them because they have helped you get to this point in your life.

If you believe you are going to be successful you’re right.  If you believe you will fail, you’re right.  Our thoughts control our feelings and our destiny.

Amen.

Check out The Secret if you have a chance.  You’ll be glad you did.

Technology and a Moment of Clarity

Posted by Dave Lorenzo - Business Coach

My Internet access has been down during the past three days. 

At first I thought I was in deep trouble.  I was worried about my ability to keep in contact with my clients and my list of prospective clients.  I spent several hours worrying about how to reconnect. 

Finally, after I accepted the fact that I was going to have to wait for a technician to come repair the service, I realized that I had become a slave to the technology.  I also realized that I had two options.  The first was to tuck my tail between my legs and feel sorry for the situation I had gotten myself into.  The second was to find other ways – or more likely, remember other ways – to reach out to my constituents.

Once I had this “moment of clarity” I began to make phone calls.  I called people I would normally e-mail.  I followed up with my clients by phone and I even dropped in, unexpectedly, on some prospects.

The results:

  • I have double the amount of meetings scheduled for next week than I have had in any week during the past six months.
  • I connected with a reporter who is now considering using me as a source for a potential story.
  • Several prospects have now met me face-to-face.  I’m willing to bet it will be more difficult for them to say “no” to a meeting request from me in the future.
  • I found a new networking group that will help me generate more leads in the future. 

The moral of this story:  Technology – email, instant messaging and blog posting – should be considered just one tool in your tool kit.  The telephone still works for conducting business.  Fax machines still work well for conducing business.  Face-to-face meetings still have an impact on clients and prospective clients.

I’m not certain when I became so dependent upon technology for business development.  This week I was reminded that a personal touch goes a long way.

Money Quote - February 23, 2007

Posted by Dave Lorenzo - Business Coach

“If you’ll not settle for anything less than your best, you will be amazed at what you can accomplish in your lives.”

– Vince Lombardi

Quality Not Quantity

Posted by Dave Lorenzo - Business Coach

I’m making a conscious effort to focus on the quality of original posts I put up on the blog network.  I have noticed that the reaction from my readers is far more positive when I post good quality original content than when I source information from other venues.

This has been an important lesson for me. 

Linking to other blogs is important.  It helps people find good quality content from the many sites that are available as resources.  It is even more important to share information in an original way. 

I’m lucky to have readers who help keep me on my toes.

Thanks for helping me become more focused on the things that are important to you!

Money Quote - February 22, 2007

Posted by Dave Lorenzo - Business Coach

“I will persist until I succeed.”

– Og Mandino

More About Resumes

Posted by Dave Lorenzo - Business Coach

Yesterday we talked about the Five Things You Should Put on Your Resume. I have received numerous comments about my unconventional thinking in this area.

Most of the comments express concern about the reaction of recruiters to this strategy.  Many people said that recruiters would simply disregard a resume structured like a direct mail piece.

This is 100% true.

This is also an opportunity for me to reiterate a point I have made numerous times in the past:  The worst person to contact about a job is a recruiter.  IN fact, I encourage my clients to avoid the Human Resources Department as much as possible.

Why? 

Because Human Resources Professionals in general (and recruiters in particular) as good at doing a general screening to weed out people who they feel do not belong in the applicant pool for a job.  They do this from a job description.  A job description is a piece of paper that contains the responsibilities of the person who will be filling the position.  If the candidate’s resume does not contain experience that matches the job responsibilities, they are almost always removed from consideration.

Why is this bad?

Because experience is a poor predictor of job success.  Let me give you an example:  I have experience performing surgery.  I could put in on a resume.  This fact might get me through the initial screening for a position as a doctor in a hospital.  In reality, the only surgery I performed was removing a loose tooth from my six-year old niece’s mouth.

Experience means that you did something but not that you were good at it.

Find the hiring manager and send him/her a direct mail letter.  You will be better off.

Tomorrow I’ll give you some tips on how to find the hiring manager.

 

You Object?

Posted by Dave Lorenzo - Business Coach

I often get questions from clients about overcoming objections during the sales process.  There are eight objections that are most common during a business deal.  I have listed them below along with my thoughts on each. I have also included some questions that you can ask yourself during the sales process to help avoid falling prey to these objections in the first place. 

    1. Lack of perceived value in the product or service – Answer the question:  What do they get for their money?  This is the cardinal sin of the sales process.  Your first and only job is to demonstrate value at all times. Always think Return on Investment (ROI).  In most cases this means showing a financial return greater than the investment. Perception is also a key part of this objection. Manage perception and you manage the sales process. 

    There’s more to it than this but these are the basics. 

    2. Lack of perceived urgency in purchasing the offering – Answer the question: Why should they buy this now? To get beyond this objection there has to be an end to the sales process.  The end can be real or it can be artificial.  There just needs to be an end.

    3. Perception of an inferiority to a competitive offering – Answer this question: How is what I’m selling better than what my competitor is selling?  There are three ways to get past this objection.  Your product or service must be first, best or different (in a good way). 

    4. Internal political issue between parties/ departments – Answer the question: Who will this deal benefit and who will it hurt?  You can be sure there will be people on both sides of this equation.  The key to getting past this objection is to work at a high enough level to be above the internal politics.  If that is not possible, you need to pick a side…and hope it is the right one.

    5. Lack of funds to purchase the offering – Answer the question: Can they afford me/my company/my product/my service? You should answer this question before you ever walk in the door or pick up the phone.  If you write up a proposal and you get this objection, you deserve to lose the sale.  Shame on you.

    6. Personal issue with the decision maker(s)– Answer the question: Does the decision maker like me?  People need to like you before they can trust you.  Trust is the foundation of any productive relationship.  There are enough reasons to kill a deal (or a business relationship) without bringing personal feelings into the equation.  Be charming, if it’s your style.  Be funny if it is your way.  Above all else, be yourself. Unless you’re a jerk, then just keep your mouth shut.

    7. Initiative with an external party – Answer the question: What outside force could possibly derail this deal, and what can I do about it? Many times you will never know that this is happening. Sometimes the company will be sold, or your contact will get fired or the CFO will go to jail.  At the end of the day, you need to keep doing your homework by reading the papers and trade publications.  Try to close the deal before the company goes bust, is sold or they lead someone out in handcuffs.  In other words, after you shake hands on the deal get the paperwork signed right away.  Don’t wait.  Oh yeah, try to get paid quickly too. In advance if possible.

    8. “It’s safer to do nothing” perception – Answer the question: What is the buyer afraid of?  Fear is the greatest motivator.  You need to associate fear with the status quo.  This is the only way to get a client to move off their rear end and spend their money with you.  Find the fear and tie the fear to inactivity.

Every salesperson faces objections.  The rainmakers anticipate the objections ahead of time and cut them off at the pass.  This requires some strategic thinking. 

Study these objections and recall some of the deals you lost in the past.  Would these tips have helped? 

More importantly, how can they help on your next big deal? 

Read more posts like this at  on The Sales Intensity Blog

http://www.salesintensity.com/blog

Money Quote - February 21, 2007

Posted by Dave Lorenzo - Business Coach

“Every day, in every way, I am getting better and better.”

– Emile CouĂ©

Money Quote - February 20, 2007

Posted by Dave Lorenzo - Business Coach

“Victory belongs to the most persevering.”

– Napoleon Bonaparte

Closing Deals and Conquering Fear

Posted by Dave Lorenzo - Business Coach

Please visit Sales Intensity and check out Sales Strategy for Entrepreneurs.

Also take a look at how to overcome the Fear of Success at The Business Advisor Blog.

Five Things to Put on Your Resume

Posted by Dave Lorenzo - Business Coach

I hate resumes.

I coach people at all levels on making a smooth career transition.  In most cases this means helping them get another job. 

Getting a job is nothing more than a sales process.  You are the product.

In sales, the worst possible thing you could ever do is make your marketing materials look identical to the materials everyone else is using to sell their products.  The way to get noticed is to stand out from the crowd – to be different. 

That’s where my problem with resumes comes in.

Every client I meet with for an initial consultation is shocked when I tell them that they will never get a job with their current resume.  They look at me like I just told them that their baby was ugly.  Then they say that their friend/uncle/spouse/cousin just got a great job and his/her resume looks just like the terrible document they put in front of me.  What they forget is that their friend/uncle/spouse/cousin had a friend/relative who introduced them to the hiring manager.  They were not dependent on their lame piece of paper to get them in the door.

If you want to get a job with a direct mail document – that’s what a resume is – you need to get a few things straight.  Five to be exact.  There are five things that will make your resume stand out from everyone else’s.  If you put these five things on your resume you will get more responses than the thousands of others that are pouring in for your dream job.

A Bold Headline

Believe it or not this is the most important piece of this document.  You need to grab the reader’s attention with a bold statement.  Your headline has only one objective: To get the reader to read the sentence immediately after it.  That’s all.  You want it to reach out off of the page and pull the reader into your copy.  Be outrageous if that’s your style.  Example:

“Who Else Wants to Double their Revenue?…Guaranteed”

Testimonials

Every resume should have at least two power testimonials.  One immediately follows the headline.  It is essentially supporting evidence. So after the headline above you should put a supporting testimonial like:

“Dave Lorenzo amazed me with his ability to double our division’s annual revenue year after year.  I was amazed when he did it three years in a row.”
Paul Powerful – EVP Southwest Region, Acme Widget Company

Your second testimonial will come later on in the document.

Testimonials should be from people who are either well known (a locally famous, well respected business person, politician or religious leader) or have a powerful title (CEO, Sr. VP, Managing Director).  Testimonials get you noticed and they provide powerful social proof.  Basically you are short-circuiting the reference process by putting your best two references right up front.

Numbers

You must include how you have contributed to increased revenue or profitability and you must quantify your contribution.  Use percentages, dollars and cents and comparisons (increases year-over-year, comparisons to the industry average, etc.).  Actual numbers are a powerful way to make your case.  Put some solid numbers below your first testimonial.  You should view this as making a case to a jury.

In the case we outlined above you could say:

“Mr. Powerful was kind enough to write the endorsement you read above.  In that case I increased the revenue from 10 million to 50 million while with Acme Widgets.  This was all done while maintaining a profit percentage of 35% – which is three times the industry average.”

An Offer – Show them How They Will Benefit From Hiring You

Now you need to tell the reader why they should hire you.  Show them how the case you have just outlined can work for them.  Give them three (no more and no less) specific benefits that are relevant to them.   You want to give them just enough information to want to hear more.  This way they need to call you into the office for a meeting (interview).  As we follow with the case outlined above, let’s say you are applying for the sales manager job at Sam’s Widget Co.  You could say:

“Sam’s Widget Co. needs a revenue boost.  The current quarterly report has sales numbers well off of the industry benchmark.  I can be of immediate assistance in three ways:

  • By bringing industry clients with immediate needs to Sam’s Widget Company
  • Through my proven sales process – refined over the past 20 years. I know how to develop new business quickly
  • By teaching other reps my system and developing great habits that produce rapid results.”

A Call to Action

You must include a call to action in your marketing document (you can still call it a resume if you’d like).  You need to give the reader something to do.  In our case study example you would say:

“If you’re ready to boost revenue quickly we must speak sometime this week.  I am in the process of finalizing my career decision and I know I can provide Sam’s Widget Co. with significant value.  I will call your office on Tuesday at 10AM to schedule an appointment.  Please ask your assistant <insert assistant’s actual name in here for extra points> to help me schedule the meeting.”

Finally you add your second testimonial below the call to action.  In our case it would look like this:

“Working with Dave Lorenzo was one of the highlights of my career.  He was a co-worker and a friend.  He made everyone around him better.”  Joe Salesman – Acme Widget Sales Professional

If your put it all together here is what it looks like:

    Who Else Wants to Double their Revenue?…Guaranteed

    Dave Lorenzo amazed me with his ability to double our division’s annual revenue year after year.  I was amazed when he did it three years in a row.” Paul Powerful – EVP Southwest Region, Acme Widget Company

    Mr. Powerful was kind enough to write the endorsement you read above.  In that case I increased the revenue from 10 million to 50 million while with Acme Widgets.  This was all done while maintaining a profit percentage of 35% – which is three times the industry average.

    Sam’s Widget Co. needs a revenue boost.  The current quarterly report has sales numbers well off of the industry benchmark.  I can be of immediate assistance in three ways:

  • By bringing industry clients with immediate needs to Sam’s Widget Company
  • Through my proven sales process – refined over the past 20 years. I know how to develop new business quickly
  • By teaching other reps my system and developing great habits that produce rapid results

If you’re ready to boost revenue quickly we must speak sometime this week.  I am in the process of finalizing my career decision and I know I can provide Sam’s Widget Co. with significant value.  I will call your office on Tuesday at 10AM to schedule an appointment.  Please ask Jane to help me schedule the meeting.

Working with Dave Lorenzo was one of the highlights of my career.  He was a co-worker and a friend.  He made everyone around him better.”  Joe Salesman – Acme Widget Sales Professional

 Keep in mind that you’ll want to format the document so that it looks pretty. 

I know what you’re thinking, that’s not really a resume.  Well, remember what I said at the beginning?  People feel this need to send a resume – so call this what ever you want.  This is the tool that will get you the interview that will land you that dream job.

Money Quote - February 19, 2007

Posted by Dave Lorenzo - Business Coach

“A stumbling block to the pessimist is a stepping stone to the optimist.”

– Eleanor Roosevelt

Subscribe to the Career Intensity Blog

Posted by Dave Lorenzo - Business Coach

Each week I cite Back in Skinny Jeans for the excellent description of how to subscribe to a blog with RSS. 

Stephanie has given me permission to share her information with all of my readers.

Once again here is her great post on how to subscribe to this blog using RSS.

How to Subscribe to this Blog with RSS

We all have busy lives with very little time. Web surfing is fun but can take hours going to visit every single website and blog you enjoy. Wouldn’t it be fabulous if you could just get all the headlines of the most current stories from all your favorite websites and blogs in one place?

Well now you can, and it is called RSS feed.

The technical acronym for RSS is “Really Simple Syndication”, an XML format that was created to syndicate news, and be a means to share content on the web. Now, to geeks and techies that means something special, but to everyday folks like you and me, what comes to mind is, “Uh, I don’t get it?”

So, to make RSS much easier to understand, you can think of RSS as an acronym for “Really Simple Syndication” or I’m “Ready for Some Stories”. It is a way online for you to get a quick list of the latest story headlines from all your favorite websites and blogs all in one place.

Suppose you have 50 sites and blogs that you like to visit regularly. Going to visit each website and blog everyday could take you hours. With RSS, you can “subscribe” to a website or blog, and get “fed” all the new headlines from all of these 50 sites and blogs in one list, and see what’s going on in minutes instead of hours. What a time saver!

That one place where your RSS list is created is called an RSS Reader, and it gathers all the headlines from all the websites and blogs you have subscribed to. In a moment, I will describe how to get an RSS Reader.

Subscribing to RSS feeds

But first, to “subscribe” to a website or blog’s RSS feed simply means that you are telling that website or blog, “Yes please. Send me your story headlines.” It’s like subscribing to a magazine or newsletter. Instead of getting a magazine or email, you will just get a list of headlines sent to your RSS reader. If the headline looks interesting to you, all you have to do is click on the headline and you’ll be sent to the whole story.

In order to subscribe to a website or blog’s RSS, all you have to do is click on an RSS symbol (that orange box on the right sidebar).You can also click to the text link of the words “ Click Here to Subscribe” on the website or blog.

Typically, you can find these RSS symbols or text links in your browser window, on the sides of the website page, or on the bottom of the page. The publishers of the websites and blogs really want people to subscribe to their RSS, so they will make it very easy for you to find the subscription links.

RSS Readers

Now, because nothing is ever standard on the web like dealing with different operating systems, Mac vs. PC, and different flavored browsers like Internet Explorer, AOL, Safari, and Firefox, the way to get an RSS reader will be dependent on what browser you like to use, and how accessible you’d like your RSS list(s) to be.

Just like there are flavors of web browsers, you may see and hear of different flavors of RSS XML feeders like RSS 1.0, RSS 2.0, and Atom. Again, the flavors are only important if you want to get techie. If you stick to looking for an RSS symbol (again, it’s a bright orange square – it looks like a piece if Ckicklet Gum) you will be fine.

If you’d like your RSS list to be accessible from any computer or mobile device you may have like a PDA, laptop, or cell phone, some popular RSS readers include that option (and almost all are FREE):

MyYahoo
MyMSN
MyAOL
MyGoogle
Bloglines
FeedDemon (this one costs money)
NewsGator (there is a cost for mobile accessibility)
NetVibes
PageFlakes
Shrook (For Mac users. Free trial and then there’s a cost.)
Lektora
Attensa (more for enterprise, and there’s a cost)

As you can see, there are a plethora of choices for you. All are good RSS readers, so your choice will simply come down to the style that appeals most to you.

RSS as Live Bookmarks

Browsers like Safari and Firefox allow you to subscribe to RSS feeds through the browser, and it’s called “live bookmarking”. Currently, you can only do live bookmarking in Internet Explorer if you have IE7. 

Once again, thanks to Stephanie from Back In Skinny Jeans for help in describing the RSS subscription process.

Money Quote - February 18, 2007

Posted by Dave Lorenzo - Business Coach

“Time is limited, so I better wake up every morning fresh and know that I have just one chance to live this particular day right, and to string my days together into a life of action, and purpose.”

– Lance Armstrong

Five Great Posts

Posted by Dave Lorenzo - Business Coach

This week’s Carnival is up with five terrific posts.  Here is a taste of what you can find at this week’s Carnival of Career Intensity.

It is Time to Take a Risk

Christine Kane presents It Might Be Time to Take a Risk if… posted at Christine Kane.

Don’t get me wrong. I love the Law of Attraction. I believe in it wholeheartedly. And you know what else I believe in? Taking action, and taking risks. At some point, you have to act. At some point you may have to get a little scared. Maybe even a lot scared. You may have to step forward and give some weight to your affirmations, visualizations and good vibrations. It’s the best way to let the universe (and yourself) know that you’re serious about this dream of yours and about this life of yours.

Click here to read the post.

 

How to Protect Yourself from a Layoff

Steve Faber presents 5 Important Ways to Protect Yourself Against Job Loss posted at Debt Free.

They’re coming in waves now. Large job cuts at some of the biggest companies, while the economy as a whole continues its growth. Alcatel–Lucent announced on the 9th they’d raise the number of job cuts in the next three years to 12,500. Diamler-Chrysler announced this morning they’d eliminate 13,000 positions. On the 8th, Eastman-Kodak revealed they’d get rid of between 28,000 and 30,000 jobs. What’s this mean for you?

Click here to read the post.

 

Measurement Equals Success in a Job Hunt

Clint James presents Quantify to Qualify posted at Static Cure.

Here is a little personal lesson I learned this week:

QUANTIFY YOURSELF ON YOUR RESUME’!!!

Why? Because the person sitting across from you is in business and he/she is a numbers person unless you are interviewing at a daycare and they don’t so much care about your ability to produce as your likelihood for stealing the children. Here is how I found out this one small truth.

Click here to read the post.

 

Why Should We Chose You?

Charles H. Green presents Trust Tip 32: Answering “Why Should We Choose You? posted at Trust Matters.

It happens most overtly in a sales presentation: “So tell us, Mr. Jones, why should we choose you?”

Words vary. You may recognize:

What makes you folks different, what sets you apart?

Click here to read the post.

 

Are You in a Career Rut?

John Lampard presents The signs of a career rut posted at The InterChange Desk.

Maybe the first sign, or symptom, that you are fed up with your job, or career, is the fact you are reading this article.

What time is it? Is this your lunch or coffee break? Or are you desperately trying to “fill-in” time until the close of business? Or until lunchtime? Or, worse still, is your work day only ten minutes old, and reading this article is the first of many “distractions” you have planned for the rest of the (long) day?

Click here to read the post.

 

Thanks to everyone who submitted a post.

The Carnival of Career Intensity appears every Saturday on The Career Intensity Blog

Send your posts in by 5PM Friday evening to be eligible. I select and print, in full, the five posts that I feel best exemplify Career Intensity.

To enter e-mail your best article to Carnival at CareerIntensity.com.  (Replace “at” with @). 

If you’re looking for an easier way to enter the carnival, just fill out the form at http://blogcarnival.com.

It is Time to Take a Risk

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post One

Christine Kane presents It Might Be Time to Take a Risk if… posted at Christine Kane.

Don’t get me wrong. I love the Law of Attraction. I believe in it wholeheartedly. And you know what else I believe in? Taking action, and taking risks. At some point, you have to act. At some point you may have to get a little scared. Maybe even a lot scared. You may have to step forward and give some weight to your affirmations, visualizations and good vibrations. It’s the best way to let the universe (and yourself) know that you’re serious about this dream of yours and about this life of yours.

When I was a kid, my neighbors had a wheelbarrow. They’d leave it out in their yard a lot. Sometimes my older brother gave me rides in it. I’d sit in the front of the wheelbarrow while he’d zoom me around in the yard making vrooooommmm noises like little boys do. And then, as boys also do, he’d get kind of obnoxious and go really fast. Then he’d make the little-boy sound for brakes - errrrrrrht! - and dump the whole wheelbarrow forward. I’d tumble out and land on my butt in the grass.

It can be like that wheelbarrow ride the way the momentum of visualizations and affirmations carry you along. And it can be lots of fun. (Yes, I’m stretching a little bit with this metaphor. Just go with me here.) But if you feel like that momentum has stopped, and you’ve been dumped onto your butt surrounded by all of your gratitude journals, visualizations, and affirmations, and you’re just waiting for something to happen, it might be a sign that the momentum needs some help from you. Something needs to change.

Is it time to give up on all of that good stuff you’ve been doing? No. It just might be time to put some legs on it. It’s time to act. To take a risk. All of the visualizing and affirming in the world isn’t going to do anything if you don’t step up to the plate, face some of your fears, and make some kind of move.

When I first knew I wanted to write songs and perform, I wrote about it everyday. But at some point, I had to make the move to change my life. I moved to a place where I could live cheaply. Then I had to find some open mic nights and begin to play in front of people. Then I had to get a regular gig. Then I had to make a CD. Was each risk scary? Ohmigod, yes! But it was necessary. No one was going to come find me in my kitchen plucking on my guitar, no matter how many affirmations I did!

Risk is different for everyone. For some, it’s a simple action, like exploring alternative health options for an illness. For others, it’s a big giant change, like starting a business or moving to another city, or letting go of a dead-end relationship. Starting a blog can be a risk. Taking a vacation can be a risk. Honoring your values enough to let go of a current comfortable living situation can be a risk. Sometimes it’s not really even a risk. It’s just an action. But since it’s not what you’re used to doing, it feels like a risk.

I believe there’s a point when you know it’s time. You simply know that it’s time to take the chance or to take some action. You might not know it consciously, but you do know it deeply.

How?

Well, it might be time to take a risk if…

  • You’ve said, “…at least I have benefits” more than once in the last month.
  • You’ve written “My job has benefits” in your gratitude journal more than five times in the past month.
  • You think to yourself, “I need to just learn to surrender to this place and be present and grateful.” And a few seconds later, you think, “Don’t I?”
  • You keep returning to the Personal Growth section of Barnes & Noble hoping for just one more book that’ll give you the answer.
  • You’re waiting to be discovered.
  • You check your email regularly to see if you’ve been discovered yet.
  • There are more than three empty Ben & Jerry’s Cookie Dough Ice Cream containers in your trash this week.
  • You envy Paris Hilton.
  • You are Paris Hilton.
  • You’ve thought, “Maybe God just doesn’t want me to succeed.”
  • You’ve watched “The Lake House” more than three times in the past month.
  • You’ve used any of the following words or phrases when referring to yourself: “Stuck.” “Can’t.” “Shouldn’t.” “Should.” Or “Maybe I could be on American Idol.”
  • You’ve used the following word when referring to anyone else: “Fault.”
  • You’ve used any of the following words or phrases when referring to your situation: “Wish.” “Sucks.” “Benefits.” Or “Maybe I could be on American Idol.”
  • You sigh more than 8 times a day.
  • You envy your cat.
  • You bit off an entire set of acrylic nails last week.
  • You’ve decided that other people must not have fear.
  • You worry about upsetting your parents.
  • You worry about upsetting your friends.
  • You worry about upsetting your boss.
  • You worry about upsetting the cashier at the grocery store.
  • You’re waiting until you’re sure you can do it perfectly.
  • You think “getting out of your comfort zone” means getting out of bed in the morning.
  • You’re horribly offended by anything I’ve written here.

How to Protect Yourself from a Layoff

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Two

Steve Faber presents 5 Important Ways to Protect Yourself Against Job Loss posted at Debt Free.

They’re coming in waves now. Large job cuts at some of the biggest companies, while the economy as a whole continues its growth. Alcatel–Lucent announced on the 9th they’d raise the number of job cuts in the next three years to 12,500. Diamler-Chrysler announced this morning they’d eliminate 13,000 positions. On the 8th, Eastman-Kodak revealed they’d get rid of between 28,000 and 30,000 jobs. What’s this mean for you? Well, don’t work for companies with hyphenated names, obviously!

Seriously though, it means that, although you may work for a large, supposedly stable company, you can be touched by job cuts at any time as companies struggle to compete in the global economy. There are jobs aplenty available, however. The employment figures for 2006 are very robust. 1.84 million jobs were added to U.S. payrolls in 2006, far beyond expectations. To make it even better, average hourly pay climbed more than expected too, up .8% in December.

One sure way to find yourself deep in debt is to lose your job. To stay debt free, there are a few ways you can mitigate the risk of losing your job.

Have an emergency fund – This time tested bit of advice is sound financial information. Be advised that an emergency fund sitting in a low interest savings account comes with its own opportunity cost. The money in a savings account is earning very little interest in return for its liquidity and comparative lack of risk. So, balance how much you keep parked in your emergency fund against how much you keep in other investments that may give you better return, but retain high liquidity.

Start Your Own Business – You don’t have to begin a fledgling multi-national, or other huge company. If you just start something small it will give you some income diversity. Diversification of income is a fantastic way to mitigate risk in your income, just as in your investments. You can start a business that has minimal barriers to entry, but still offers income opportunity on a part time basis. You want something that offers flexibility and scalability, so you can grow it or keep it small, depending upon your needs. Internet businesses, writing, consulting, and real estate investing are some of these businesses. Running a business is definitely not the choice for everyone, and some haven’t the entrepreneurial vein to pursue that path.

Always Stay Informed as to Other Employment Opportunities – You should be aware of the employment picture in your industry and area. If your job goes away, or looks to be gone in the near future, you should know where you can go for a (comparatively) soft landing. After you lose you job is the too late to start investigating these other opportunities.

Know the State of Your Employer – You should know how your employer is doing so you’ll have a reduced chance of getting blindsided by a pink slip. Keep up, to the extent it’s possible, on how the business is going from many perspectives. You want to be aware of any planned strategic changes, how sales are going, the company’s debts, and very importantly, AP aging. Knowing if the company is having any cash flow problems can be an important harbinger of bad tidings to come. The are many business, large and small, that are profitable on paper, but due to various problems such as poor billing and collections, or credit issues, cannot generate enough positive cash flow to remain viable. In a large percentage of businesses, labor is the single biggest cost component, and one of the easiest to trim. If your company is doing poorly, jobs are one of the first areas you employer will look to cut.

Make Yourself Indispensable to Your Employer – If you are the only person in your company to have certain skills, or consistently generate new business ideas, bring in the largest accounts, or keep your department running in tip top shape, they’ll usually find a way to keep you. In some companies, cuts are done strictly on a seniority basis. In those cases, avoid making choices that will adversely impact your seniority, such as passing on a job change so you can stay closer to your house and cut your commute. Don’t laugh, I’ve seen that happen.

These 5 rules can help you avoid a job loss, or if it hits you, land on your feet as smoothly as possible. Who knows, you could not only avoid the debt problems created by job loss, you could end up with a profitable business you really enjoy. Now that would be a nice change.

Measurement Equals Success in a Job Hunt

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Three

Clint James presents Quantify to Qualify posted at Static Cure.

Here is a little personal lesson I learned this week:

QUANTIFY YOURSELF ON YOUR RESUME’!!!

Why? Because the person sitting across from you is in business and he/she is a numbers person unless you are interviewing at a daycare and they don’t so much care about your ability to produce as your likelihood for stealing the children. Here is how I found out this one small truth.

Last semester I had the privilege of being selected as a Top 5 candidate for OSU’s Homecoming Royalty. This is a position based on academics, campus activities, service, outside campus activities, and two separate interviews composed of anything from university history to your thoughts on current events and plans for your life. For two years my application had gotten me selected as a Top 15 candidate and this year I finally broke on through to become a Top5 student. Naturally I put it on my resume’ since it is the biggest achievement in my academic career and something that I am very proud of. This one line on my resume’ stated in black and white that I am one of the Top 5 students when it comes to the listed requirements for Homecoming Royalty. This puts me in pretty rare company since generally only the best and brightest on campus apply for this award. (Excuse me while I stretch my arm from patting myself on the back.)

As I submitted my resume’ to different employers on the OSU graduate employment site I was able to track my accepted and declined applications thanks to the good folks at Experience.com (shameless plug). Here is what my accept/decline rate boiled down to when I had my Top 5 Homecoming Royalty line on my resume:

6 Total Applications

5 Invitations to Interview
1 Rejection

That amounts to roughly a 83% rate of success. Not too bad considering that just one of the positions were in my field of study. One oil company, a financial firm, one agricultural company, an insurance agency, and an audio/video company. The one rejection was from a national wine distributor and I somehow get the feeling, judging by their recruiting team, that nerdy and male wasn’t what they were looking for.

For some inexplicable reason, after this run of success I did some tuning to my resume’ and took out my activities section that contained my Homecoming line and replaced it with an expanded skills section. Don’t ask me why I did it but I I have the feeling that reading some crazy blog post and a good deal of Glenfiddich might have been involved (just kidding). With a feeling of panic in my stomach akin to what Julia Roberts must have felt when she married Lyle Lovett I watched the rejection notices pour into my inbox.

5 Total Applications

1 Invitation to Interview
4 Rejections

Uh oh. My somewhat stellar 83% went down to a 20% success rate. OMFGWTFBBQ!!!!!1! To make matters worse I pulled my application from the one position I did get accepted at because it conflicted with an exam on that day. So I was left out in the cold. Great thinking Clint.

Why did I reach such a spectacular low? Because I didn’t do anything to distinguish myself from the rest of the applicants in the pool. There wasn’t anything saying, “This guy is wonderful and he stands out from everybody else.” No tagline or self branding that spoke of the hard work and dedication I poured into my activities. Nothing that blew the person reviewing my application away. In this case I was my own worst enemy and blew some pretty good opportunities at some respectable companies.

My advice to you is to try and attach some kind of percentage or numerical value to your performance in a resume’. If you can code with only 2% of your lines of code containing errors put it on there! If you are in the top 10% of your class, or think you are, go get some proof to back it up and then put it in bold letters on your resume’. Give the business world something to judge your resume’ by and then wow them with the intangibles later on in the interview.

Why Should We Chose You?

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Four

Charles H. Green presents Trust Tip 32: Answering “Why Should We Choose You? posted at Trust Matters.

It happens most overtly in a sales presentation: “So tell us, Mr. Jones, why should we choose you?”

Words vary. You may recognize:

What makes you folks different, what sets you apart? Or,

Why should we believe you’re different from all the others?

When a client or customer asks that question, many things are going on.

On the emotional front, “Why should we choose you?” is almost always spoken as a challenge—an aggressive act, an invitation to spar and to prove your worth. Which in turn means the presumed relationship is combative or competitive.

On a purely logical level, the question is about differentiation. Furthermore, it presumes that the answer can be given verbally, in a few sentences.

And finally, it’s a sucker’s game. Think honestly now: when was the last time you heard a seller answer that question so well that the customer sat back and said, “wow, that really is great! I guess you’ve got the job!” The truth is, people don’t buy because of differentiation—they buy because you can solve their problem.

So—what do you do with a combative partner who’s challenging you to a duel using weapons of his choice, and that he will disavow no matter how well you play?

The answer is, opt out of the game. Don’t meet fear with fear; don’t engage in a competition; don’t accept that one-liners and differentiation are the real agenda. Instead, respond with direct truth and client focus.

Here’s what it sounds like.

“Why should you choose us? At this stage, I don’t know why; it would be arrogant of me to claim I do know. In fact, it’s even possible that you shouldn’t choose us. It depends on some key questions, which I’ve brought along to discuss with you.

“But first, to answer the spirit of your question, 74% of our customers tell us they chose us for one of two reasons. 53% said it was because of our after-sales service. The other 21% cited ease of integration. Those were the main reasons our customers gave.

“Your reasons may or may not map those of our other customers—your situation is unique. One big driver seems to be the level of first-line customer interaction our customers have. Perhaps if we talk about your level of first-line customer interaction, it will become clear to all of us what is and isn’t attractive to you about our solutions.”

In responding this way, you first acknowledge an obvious truth—any blather about why a brand new customer should buy from you is nothing but BS anyway, and even if it were true, would be utterly unconvincing. So—tell the truth.

By answering the customer’s question literally—what are the reasons they should buy from you?—you show respect.

By offering actual answers to the actual question, you validate the customer’s question, and show you have real data to answer it. (BTW—I hope it goes without saying you actually do need real data).

By offering to engage in discussion, you indirectly state the only way customers make serious decisions—by engaging in dialogue. So—tell the truth and start the dialogue.

Finally, by seriously entertaining the proposition that your service may actually not fit 100% of the customers out there, you get points for speaking the truth, and save both you and the customer and lot of cost and pain trying to pretend otherwise.

When asked, “Why should we buy from you?”—tell the truth.

Are You in a Career Rut?

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Five

John Lampard presents The signs of a career rut posted at The InterChange Desk.

Maybe the first sign, or symptom, that you are fed up with your job, or career, is the fact you are reading this article.

What time is it? Is this your lunch or coffee break? Or are you desperately trying to “fill-in” time until the close of business? Or until lunchtime? Or, worse still, is your work day only ten minutes old, and reading this article is the first of many “distractions” you have planned for the rest of the (long) day?

In that case it could be you are just a little disenchanted with your work. So are you really in a career rut? Here are some more indications you could be.

This job is really boring
A lot of people are familiar with this feeling, but you have to determine exactly why you are bored. Just about every job, no matter how exciting, still has its dry or dull aspects.

For example a sales person may love going out on the road, meeting people, making sales, and also relish the challenge of reaching monthly sales targets. On the other hand, he or she may abhor the paperwork that each deal requires.

What exactly bores you? Is some of it great and some of it not so great? Does the good manage to outweigh the bad? Or is there absolutely nothing that excites or challenges you about your work?

Has anyone seen my MOJO?
Another important factor. How invigorating is the prosp