Why you need an elevator pitch

Feel free to insert "story" in the place of "elevator pitch."

From the book "Platform" by Michael Hyatt, here are his reasons:

1. It forces you to achieve clarity yourself
2. It helps you understand your customer's perspective
3. It provides a tool for enrolling strategic partners

Here's my take. Whether you are a product or a person, you need an elevator pitch. 

His first point suggests that if clarity of mission is lacking, why should others be interested? Please refer to "Start with Why" for ideas on communicating a clear mission. 

His second point should be slightly modified for career managers by changing "customer's" to "hiring manager's." Does your story resonate with the person you are trying to engage? The best way to find out? Ask them. 

His last point speaks to the importance of having advocates for your cause. Promoting a product or person requires others to speak positively about your offerings. Lack of mission or lack of advocates will leave you stranded in neutral. 

The term elevator pitch is a bit outdated due to the platforms Michael Hyatt discusses in his book. Social media provides the ultimate platform for carrying out your mission of demonstrating uniqueness in a noisy world. 

Advocacy: Who's looking out for you?

Here's the process for most career managers:

Update resume: Check

Monitor online job boards: Check

Build a network: Check

Tell a compelling story about your future: Work in progress.

Advocacy: Huh?

Who will be an advocate for you when you look to elevate your career?

Success in life is often tied to the help you receive from others. You need advocates who will sing your praises and keep an eye out for your interests. Sounds simple, but most of us have fewer advocates than we should.

Advocacy is fascinating because it is related to marketing. If you proclaim: "I am determined to establish a non-profit that will send children's shoes to third world nations" you have begun the process of attracting advocates. You will attract people who believe what you believe. These people will help you accomplish your desired goals.

Here's the catch. Your intentions must be clear in order to attract advocates. Otherwise people walk away confused about your direction.

Take the time to craft a compelling story. Start with why you do what you do. When you build your list of advocates there is no limit to what you can accomplish.

Today We Are Rich

The title sold me. The book by Tim Sanders has been ordered and I can't wait to get started.

Here's an outline of the book from an ad in a trade magazine:

1. Feed your mind good stuff.
2. Move the conversation forward.
3. Exercise your gratitude muscle.
4. Give to be rich. 
5. Prepare yourself. 
6. Balance your confidence. 
7. Promise made, promise kept. 

Words are powerful. So are stories. The outline references his beliefs, something we all have and often defines who we are as we find ways to stand out. 

I'll let you know what I learn. 

Why Ritz Carlton isn't just another hotel

Take a few minutes to watch this video. It will make your day.

Have you experienced a customer service experience like this one? Can you imagine the culture that exists within Ritz Carlton that allows for this type of reaction to a customer inquiry?

There are reasons why people pay a premium to stay at the Ritz. Compelling stories like this one are at the top of the list. It's further proof that if you hire the right people, create an environment that encourages creative thinking and problem solving, you will have an abundance of customers who will be raving fans.

The $2,000 dare

The first time I read it I had to re-read it. The second time I read it I laughed. Soon after I saw the brilliance.

Imagine approaching a new employee during training and offering them money to quit if they are not fully committed to your business? I didn't think so.

When you bring in the right employees who will commit to your mission you will have fewer problems providing high level customer service. If you have a workforce loaded with people "collecting a paycheck"...you will. It's great to be customer focused, it's better to be employee focused.

Tony Hsieh at Zappos.com is a genius. He took the time to calculate the financial hit as well as the customer service cost involved in bringing in the wrong people. He realized that offering $2,000 plus wages earned during his four week training program was less costly than the alternative. Shocking!

Ask your friend who owns a business how much it costs to hire a new employee. It goes far beyond the salary. Ask them to calculate the cost if the employee leaves in the first 90 days. It's staggering.

Tony Hsieh's policy was hard to fathom at first. My hope is that it inspires you to think differently about how you run your business.

Political Marketing: Why not versus Why

Political silly season is upon us. Here comes a barrage of unbearable television and radio commercials. It starts slowly in the summer and climaxes in November just as you volunteer to be water boarded.

Political pundits will tell you that "negative ads sell" proving that this subculture of our society sees the world upside down. It's not why we should vote for Joe Brown, it's why we shouldn't vote for Harry Williams.  And on and on and on. Have you noticed that more Americans can name this year's American Idol winner than they can the Vice-President? Wonder why? 


For the remainder of you in the sane world, craft your marketing message with the purpose, cause and beliefs of why you exist. The reason you shop at Whole Foods isn't because Stop & Shop sucks. You stand for something unlike anyone else. Make sure you tell us about it.

On the rare occasion that a politician states why you should vote for them, and does it with clarity and credibility...it will hit you like a breath of fresh air. Scarcity creates value. And it makes for a rare, desirable politician.

Simplicity in a brilliant marketing message

"Less cancer, more birthdays."

If we were playing Jeopardy it would be the answer to: Why does the American Cancer Society exist?

ACS understands the importance of communicating their "why." They place a positive face on a challenging health issue. Their "why" inspires those who want to volunteer and raise money. The result of these efforts allows more people living with the disease the chance to experience the mission of the organization.

Resist the temptation to use boring, generic terms when defining why you exist. This example is the ultimate proof!

Lessons learned from an informative workshop

Workshops have the most value when you can build on what was learned and apply it in the future.

Rebecca Cohen recently spoke about "What's Your Story? Creating your personal marketing strategy and redefining your story." She shared many valuable ideas with a group interested in better management of their careers. Consider this quote from her presentation: "The thoughts you think and the words you speak determine your level of success." Let that wash over you for a moment.

Rhonda Byrne in The Secret explained the "law of attraction" which says the way you think and feel attracts people, events and circumstances that correspond with your thoughts. There are similarities to each and is fascinating when you take the time to think about it.

Ms. Cohen stressed the importance of clarifying your intentions. Why do you love accounting? Why do you crave independence or recognition in your work? Why do you want to be your own boss....or part of a large, multinational organization? You know the answers...and they are made up of your intentions.

Another key takeaway from "What's Your Story" is that you should have personal discipline when thinking about what you say to others. Do you talk about dreams, passions and aspirations or is a negative story about an encounter with bad luck the overwhelming theme? You must take your unconscious stories and somehow make them conscious. Ask peers to critique your story. Are you interesting or undesirable based on your words?

When the glass is half full you are bound to attract an audience of followers. The alternative will leave you vulnerable to isolation and confusion about your personal marketing strategy.

What came first, the chicken or the...website?

Humor me as I modify the age old question.

A current project that I am working on has multiple dilemmas revolving around the organization's identity. Years ago a website was set up that has content and functionality that doesn't reflect the current mission of the organization. Add to the mix the need to write proposals to secure business and not being sure how to position the organization or reference the website prior to changing it.

Sound familiar? Marketing plays a massive role in organizational identity and business development. When done correctly it eliminates confusion and differentiates your services from others.

When starting a business there are fundamental rules that should be followed. The first is...state why you started the business? The answer isn't "lowest price and best service" because everyone and his brother says the same. You have a reason you know in your heart as to why you chose to go this route. In addition to establishing your "why" is a set of beliefs that you have about your business and the market you serve. Find a way to articulate those beliefs. These critical points will be at the core of your marketing plan.

When Rollin King and Herb Kelleher wanted to start an airline 40+ years ago they were told they were crazy because at the time 15% of Americans flew and the market was already over crowded. Their response: "We want to serve the other 85%. We don't want to be an airline, instead a champion for the common man." Today we know that airline as Southwest Airlines, one of the few profitable airlines and country's strongest brands. When you fly Southwest you clearly understand the identity, culture and mission of their business.

Marketing becomes a bit easier when using the model Southwest used. They didn't build their website or marketing strategy prior to establishing why they would come to exist in the first place. It's a lesson for aspiring entrepreneurs and businesses unsure of why they lack growth.

Are you smarter today than....?

Yesterday?
Last week?
6 months ago?

Do you measure your intellect? Are you conscious of the knowledge you gain by accumulating days and experiences on this planet?

Count the ways you can gain knowledge. It may occur when you are online, or when reading a novel by James Patterson, or talking to people on the street or listening to the radio. Learning never ends...it's as intrusive as the air we breathe.

Why is this important?

Gaining knowledge is directly related to your marketability. Being aware of the knowledge and experience you acquire allows you tell a story that enhances your marketability.

The questions posed above should be easily answered. If not, you are losing touch with the dynamics that give you a competitive advantage.

What's worth more?

• 400 LinkedIn connections you barely know or 3 who will drop everything to help at a moment's notice? 
• Receiving birthday wishes on Facebook because your network has been prompted to do so, or getting a hand written card from a good friend? 

Less is more in these cases. In your race to have more friends to aid your celebrity persona you may be losing touch the importance of quality relationships. 

Quality relationships start with genuine interest. Valuable relationships feel good, and are not based on a numerical calculation. 

If you have the choice to have 5 or 200 relationships, start with 5. The depth, quality and sustainability will yield more than you can imagine. 

What are your marketing choices?

I love asking this question to businesses and individuals.

My passion to sustain the Connecticut Re-Employment Group often leads me to think of how the job seeker can better "shop" themselves to find the right job that fits their personality.

Seekers first encounter what I will call structural choices. They are resume writers, career coaches, labor experts etc...who can help them with the tools needed to delve into the wild world of job hunting.

The next set of choices revolve around how to market yourself. What is your story? Who should you tell? Who can help you? Where should you go to tell your story? Should you stay at home and use social media? Is your strategy proactive or passive? Is your strategy yielding results?

CREG is a choice you can consider when you conduct your personal marketing. The CREG "philosophy" suggests being proactive, exploring the uniqueness of your personality through an enjoyable and introspective process, and assessing all of the choices available to promote the entity of YOU.

Make the choice to join us on July 19th. If interested, join us on LinkedIn.

Pay vs. Purpose. What is your priority?

The following question was posed to my LinkedIn community...

"Do we have the discipline to turn down the job that only pays well in favor of the one that leaves us feeling good at the end of the day?" - Simon Sinek

The replies so far are heavily in favor of the latter statement that focuses on feeling good. Not surprising. The next question I beg to ask is...are we matching our beliefs with our actual behavior?

How about these questions? 

When you go to work are you crystal clear on why your company exists? "To make money" is a result, not a reason. 

Do you work among people who are committed to the same company goals and mission that you are? Do you "feel it", or is there tangible evidence? 

What exactly is it that makes you feel good at the end of the day? 

The recession that commenced in 2008 has changed our world forever. Businesses must operate differently. The workforce and job seeking community need to adjust as well. The shift I see consistently is the desire to be attached to a business with clear purpose, beliefs and values. How fast is this happening? Your answers to the above questions will give the best indicator.  

3 cheers for a special group of entrepreneurs

The Connecticut Community Investment Corp. (CTCIC) was kind enough to invite me to speak to an audience of entrepreneurs about the subject of social media Monday evening.

It was a pleasure and a privilege.

Here's what I learned. Being an entrepreneur is a day-to-day struggle. There's the shaky economy, fierce competition, ability to sustain positive cash flow and the never ending challenge of finding more customers. Such is life when you are in their shoes.

There's another side that is worth noting. The group was energetic, curious, engaging and committed to maintain the title of entrepreneur. Some had come from the other side of the tracks (corporate world) and you could tell there wasn't a desire to go back. Most of them shared a story about a specific challenge, while being determined to somehow, someway make it happen.

The part of the meeting I enjoyed most was when I challenged them to tell me why they do what they do.  Not surprisingly there were very different reasons for their motivations. All were fascinating and highlighted their uniqueness and authenticity. Their biggest challenge is not losing sight of why they started their endeavor in the first place.

The entrepreneurial spirit needs to be elevated in this country, even if you have no interest in owning a business. Entrepreneurial people behave differently, tell different stories and approach each new day with a cause and purpose in their lives. Can you say the same thing?

I celebrate the small business owner and wish them the best as they lead us out of our tough economic times!

Marketing advice that will sustain and inspire

If you care about marketing you should do yourself two favors.

1. Absorb everything Seth Godin says. 
2. Absorb everything Simon Sinek says. 

One man's opinion. 

I'm attracted to great leaders. As Sinek describes in "Start With Why" great leaders communicate differently than the rest of us. Read it and you will likely embrace what he calls the Golden Circle, which stresses the importance of telling us why you do what you do.

Godin tells us to tell stories, not recite slogans. Stories will spread...the "facts" won't. He emphasizes humility, generosity and clarity as ingredients in great stories. 

Sinek and Godin arrive at similar conclusions from different perspectives. Their ideas are inspiring, refreshing and seemingly within reach because they are rooted in disciplined, clear thinking. 

Marketing can be a struggle. It helps to have a baseline of beliefs that can be a safe place to begin the process of reassessing your strategy. 

Take advantage of the teachings of these great leaders. I have learned more from them than any text book or manager I have worked for in the past. 

Why should I "connect" with you?

On LinkedIn?
For a cup of coffee?
For a drink at happy hour?

Why do we connect with others? Is it obvious, or is the agenda hidden?

I have changed my personal LinkedIn policy relating to connections. Thankfully I receive invitations to connect with others on a consistent basis. Often they are people I don't know. Here's the new policy.

If you ask to connect with me we agree to a simultaneous phone appointment. Why? So I can speak intelligently about my new friend...if someone asks. I have not known how to handle this situation and often hit "accept" and go on to the next thing. I realize that not knowing my new connection is a lost opportunity. How hard is it to review your new connection's profile and put together a list of questions? It's not hard. Phone appointments may lead to other things depending on mutual interest.

One last favor. If you wish to connect, please tell me why in your invitation. I don't discriminate and would like to initiate a relationship with a basis of openness and trust.

Some of my favorite questions

1. Why did you choose your career?
2. Why is your favorite hobby...your favorite hobby? 
3. Why do people respect you? 
4. Why do you live where you live? 
5. Why did you choose your last vacation destination? 
6. Why did you get up this morning? 

The Grateful Dead, and the definition of customer loyalty

In the book "Start with Why" it defines customer loyalty in this way, "loyalty is when someone is willing to to suffer some inconvenience or pay a premium to do business with you." Do you have customers that fit this description? Are you a customer of someone with this type of loyal relationship?

The Grateful Dead understood loyalty. As they roamed the country from coast to coast legions of fans would follow them faithfully. 7 shows in 9 nights. Song selections changing on a night by night basis. Rabid fans wanted to be there when their favorite song was played. A long strange trip indeed. The flock became known as Deadheads...a tribute to the cult-like followers. Driving hundreds of miles from city to city while living out of a van represents the inconvenience. Buying tickets, and a steady supply of a mind-altering substance represents the premium. The "Dead" didn't have customers, they had a loyal, dedicated tribe.

The Grateful Dead didn't compete on price, product or service. You shouldn't either.

Loyal customers buy from you because of a connection they have made with you and your beliefs. One-time customers, or tire kickers don't feel that connection.

Your product or service isn't likely to resemble that of the Grateful Dead. Their ability to establish loyal followers should be a lesson for all who aspire to turn more than one-time transactions.

Why is Memorial Day important?

It depends on who you ask. It's the unofficial beginning of summer, a 3-day weekend, time to head to the beach, family picnic or ballpark. All good things.

I prefer the original reason for why Memorial Day is a holiday. It is a day to honor those who have given their lives in war to protect the freedoms we enjoy everyday. Although it originated after the Civil War when it was known as Decoration Day, Memorial Day honors those who have fallen from all of our wars.

This is a weekend to thank someone in the military for their service. It's a great time to attend a parade where there will no doubt be military representation and special, formalized ceremonies. It's a weekend that should instill pride in all of us who appreciate being Americans.

Relax, and enjoy!

Can we change the hiring paradigm?

Those who participate in the Connecticut Re-Employment Group on LinkedIn have seen this subject come up in the past few weeks.

It's important to think of the goal when contemplating change. Job seekers want access. Access to the right people, often hiring managers or recruiters. Access to the right people that will allow them to engage. Engagement means conversations...asking questions and sizing up each other's credibility. It's the basis for all relationships, whether you're at a Town Hall meeting, a Little League banquet...or a job interview. There's no guarantee that you will find work by just getting access. On the flip side, you will get nothing without it.

Businesses are simply a collection of people. IBM, GE, Apple, Chrysler. Call them what you want. They function effectively when they accumulate the best people with the right attitude.

A paradigm shift is needed to allow job seekers more access. In 2012 the resume is still the primary standard of measurement of one's skills and character. Fair or not, that's the way it is. The world is changing and with the evolution of social media we are entering a phase where the resume is going to present itself in other forms.

Now, and in the future there will be an emphasis on establishing an online brand. An online brand is a reflection of who you are today, not a summation of the past 25 years. Are you smarter today than you were 6 months ago? How about 15 years ago? Are you inspired today by the same things that inspired you in 2002? Have you changed careers at any point in your life? When you answer all of these questions ask yourself....am I getting a chance to make these points in my resume?

The basis of the Connecticut Re-Employment Group is to build relationships with people you can help (and vice versa), create a personal brand using tools available and finding ways through your expanding network to showcase your current skills and abilities. This is a first phase of chipping away at the hiring paradigm.

Here's the next piece in changing the paradigm that I hope will reinvigorate the CREG brand. Let's find ways to increase access to hiring managers and recruiters. Step one is connecting the CREG brand with local businesses. Specifically local businesses interested in playing a role in helping the unemployed by hosting meetings. This process is underway. Your thoughts and ideas are always welcome.

Here's where I see CREG in 6 months (or sooner). In addition to having businesses host meetings, participants can request to demonstrate their skills and abilities to the audience. The audience will consist of business owners, hiring managers and recruiters. Imagine that? Rome wasn't built in a day. Making changes to the hiring paradigm will take some time.

Are you on board? Am I nuts? It wouldn't be the first time. I hope that you will embrace this process!

The most important thing to do today is...

What is it?

Were you expecting me to tell you what is YOUR most important thing to do today? Sorry, it's not my job!

Are you looking to start something new today, or say goodbye to something no longer needed? You may be wrapping up a project, or helping someone in need. Important does not necessarily mean complex. It may be fun...it may be painful.

Whether it is written down as a to-do item or a goal we have something to accomplish today that is important. Once we determine what it is...we should think about why it is important. When you understand why some things are prioritized over others you will begin to uncover what it is that makes you unique.

The ability to differentiate ourselves from others is the basis for effective personal branding/marketing. The next time you think of yourself as an IT professional, or a sales executive, do us a favor and expand your definition. You are one of a kind, not generic. Focus on why you set priorities. It will be the basis for some great stories.

5 Questions that will size up your job satisfaction

1. Do I work for an organization whose mission and methods I respect? 
2. Does my boss authentically advocate for me? 
3. Am I afforded sufficient variety in my day? 
4. Is the work I do meaningful? 
5. Do I feel valued and appreciated for all the work that I do?

Special thanks to Mark C. Crowley and his article in Fast Company. 

Look at the words that stand out....Mission. Advocate. Variety. Meaningful. Valued and appreciated. 

The ability to share news and information through social media is spreading great stories like this one. There is an assault on the methods of the past that lead to dissatisfaction in the workplace. People are demanding change. Only then will the leaders follow. 

The Hammer and the Nail

This is not a story about carpentry or woodworking. Ironically, it is a story about the sales process.

Today's your first day in sales. You are excited, motivated and have endless energy. Everyone has told you how great you would be because you are such a "people-person." Time to get some training then off to find some customers.

Sounds great so far...right?

Enter the "hammer." Here's how the hammer operates. You have a quota of sales you need to make and you hit the streets. Door to door you look for someone who will listen to your story. Let's call that person the "nail." You prefer that the nail listen because you have a lot to say. You are the highest rated...have the coolest product....and suggest that only un-cool people do business with your competitors. You have slick offers, often with expiration dates. "Buy now to get this great low price." In the best case scenario the nail will say nothing, and will sign the contract without too much resistance. And so it goes. You win some, you lose some...and sometimes you get thrown out the front door. Are you having fun yet?

My guess is that 70% or more of sales people use the hammer and nail technique. It is a disservice to the salesperson, prospect and the sales profession. If you are in sales, expect to be trained. Better yet, interview with companies who are willing to invest in your personal development. Say goodbye to the hammer and nail companies. Trust me...there are many better options.

What sales approach do you use? How is it working?

Do you want a millionaire's lifestyle without first having $1M?

Can I see a show of hands from all who are interested?

When I read Tim Ferriss' "The 4-Hour Workweek" a few years back I wasn't thinking about why he wrote it. I was fascinated by his formula for how he created this lifestyle. Enlightened by the teachings of Simon Sinek in "Start With Why" I have gone back and reviewed many of the books I have read to find the "why."

Ferriss' why is in the title of this particular blog. He found a way to create happiness and wealth in a manner that challenged conventional wisdom. He inspires you to believe that anything is possible and that your life can be set up any way you design it. His book is worth reading, even if you approach it with skepticism.

Ferriss proves that people hold powerful beliefs and a sense of purpose in how you can live your life. Most of us don't think consciously about our beliefs, never mind sharing them with others. If you are interested in being inspired by stories that act as case studies from his book, I recommend that you follow his blog. You may read something that will change your life.

6-step Marketing Strategy for your success

I am not suggesting marketing your business...or you is easy. It helps to lay out the steps involved in order to stay loyal to a process. Marketing universally fails without a strategy and discipline to monitor the strategy. Here are my steps:

1. Start with Why. Why are you in business? Why should someone care? The work done at this stage will determine if you have an existence as a commodity (best price, quality and service), or one that attracts people who believe in what you believe. The latter will allow you to sustain. 
2. Who are the people who need to know you are in business? Another term for this is "perfect customer."
3. What is the message you want to communicate to your desired audience? Hint: It is often based on your answer to step #1. 
4. How should you communicate the message? You know your audience...and you know what you want to say to them. The answer here could range from press releases, social media, supermarket sampling, skywriting to network television advertising. Every business is different, one size does not fit all. 
5. Engage. It's the marketing buzz word of the day. You no longer talk "at" prospects, you have conversations. Conversations include hearing something you may not want to hear. 
6. Measure. A marketing strategy is useless without measurement. Some ideas and methods are brilliant, some are duds. A marketing strategy is a living, breathing concept. It needs to be tweaked consistently. There is no such thing as the perfect marketing strategy. 

Marketing is fun if you want it to be. It's from that mindset that you should build your strategy. 

Would you like to communicate better?

I know I would.

On Wednesday May 2nd @ 6:00P I will speak at the New Britain Public Library. I will share what I have learned from the book "Start with Why" by Simon Sinek.

This information will impact anyone who needs to communicate effectively in their job, or in their life in general. We will discuss how great communicators are able to inspire...and how you can do the same.

If you are interested in attending please go to www.meetup.com. Search for the Hartford area "Start With Why" group. Once there you can let us know if you will attend.

If you are interested in starting a business, turning an idea into a social movement, finding a job that is a better fit or learning how to inspire instead of manipulate...please join us.

The value of straight talk

6 months ago I watched an interview where the subject was Simon Cowell and why he commands top dollar in the entertainment industry. This comment stood out:

"Simon is popular because he tells it like it is, even if it sounds mean. People find him refreshing because of his unfiltered candor. Everything you hear these days in our culture is watered down by political correctness or the fear of offending someone." This was an observation that I hadn't considered. It made sense.

Why should you care?

Speaking from the heart is the ultimate form of straight talk. So is telling people why you started your business, or why you love political science, or why you volunteer at the local homeless shelter. Straight talk attracts interest much more so than generic platitudes.

You may not want to become the next Simon Cowell...but it is worth thinking about the value of his communication style.

Why should I do business with you?

Have you been asked this question? There are a lot of possible answers...

Are you the lowest priced? Do you have the best, fastest, trendiest product on the market? Are you new and improved? Greatest taste...and less filling?

Is it possible that you may not be better than your competition? With no offense intended that may be the case.

As you search for an answer, ask yourself this question: Am I better today than I was 6 months ago? If yes...why are you better? This will begin to tell a story about the uniqueness of you. Your beliefs, values and aspirations will rise to the surface.

Competing in a commodity based world is tiring and not fulfilling. You don't have to. When you find the answer to this question you will really like the people who want to do business with you.

The memory of Vietnam, and the need to make things different

I serve on the board of directors of a newly formed non-profit. We will assist returning veterans as they ease back into the workforce after a lengthy deployment. They have asked for my help in marketing their organization for fundraising and other purposes.

What is their message? Why did they set up the non-profit? Why would people make donations?

My new friend and board member Dante had fire in his eyes. "Do you want to know why I'm here? I was in Vietnam and when I came home, no one was looking to help me. We were treated poorly...even spit on. I will see to it that no returning veteran is ever treated the way I was."

Dante is inspired by what was one of the worst eras in American history. He is committed to making things different due to the honor and respect he has for the uniform. I fully understand his why.

There's something inside all of us that effects our beliefs and mission. Tap into it...don't let it lay dormant.

A balanced life...is it important to you?

Twenty years ago I had a job that required an 8:00am arrival. Leaving before 6:00pm was frowned upon. One particular co-worker would chide with the comment "half-day?" if he saw you leave at 5:30pm.

I now have the wisdom to look back and realize that the company culture was one where everything outside of work was secondary. Guilt was a motivating factor. Unless you were extremely "unbalanced" you had a tough time fitting in.

"Sheryl Sandberg leaves work at 5:30 everyday - And you should too!" is an article about having a balanced life. What's interesting about Ms. Sandberg is that she is the Chief Operating Officer at Facebook. Conventional wisdom says that she has the ultimate 20-hour a day job. She had to overcome an insecurity about neglecting work and began to feel confident about her 5:30pm decision because of her desire to spend time with her family. Her priorities are in balance.

My hope is that Ms. Sandberg is part of an evolving trend.

There's no doubt that long hours are well ingrained in the American business culture. Have we calculated the cost of not having balance in our lives? Now is a good time to start.

The best way to create a balanced life is to start with a desire to have balance. The next step is to find work that connects your intellectual and physical assets to a business that has a purpose and beliefs that you can relate. It's easier said than done, but something to strive for nonetheless.

Inspiration from a Major in the U.S. Air Force

Major Joel Bolina from the 375th Civil Engineer Squadron will tell you the importance of starting with why...

http://bit.ly/HQg25H

Champions of "why"...Sandler Training

David Sandler developed one of the most effective sales training systems used by professional salespeople throughout the world. In his book "You Can't Teach a Kid to Ride a Bike at a Seminar", Sandler explains his 7-step guide for successful selling. In my opinion it is a must read for salespeople and business owners.

If you want to know why Sandler Training exists, I suggest you look at what their customers say:

"Sandler makes our sales personnel look very different to prospects than our competition,
who are using a potpourri of classic sales pitches." - David Pendley, President, First Capital Corp. 

"The Sandler Selling System® methodology has made a very positive impact on changing the culture of my district sales force as well as our customers." - Mike Miles, District Manager, LENNOX Industries

Customer comments often have more "why" impact than the mission statement coming from the company's management and marketing teams. 

Why is this important? Sandler doesn't strive to be the lowest priced, shiniest, newest product on the shelf. They don't need to be. They help sales pros "be viewed differently than their competitors" and they "change the culture" which has a positive effect on customers. 

You will hire Sandler because you appreciate their "why". People don't buy what you do...they buy why you do it. Once again, thank you Simon! 

Why did you get out of bed this morning?

Because the alarm went off?

Because you had to go to work?

Because you wanted to change the world?

This may be a tough question to answer some days. Why?

As I get older I take this question seriously. I span my career and think of why I got out of bed to go to various jobs. Some were more inspiring that others. Few had a cause or purpose that served as motivation.

I'm on a mission to raise awareness about purpose in our lives. In our work..in our home...in our communities. Cruise control doesn't work anymore. More and more people are searching for meaning. When purpose is apparent it will naturally raise the satisfaction in what we do.

Imagine going to work at ESPN in 1979? Apple in the 1980's? Twitter in 2006? All of these entities changed the world. Being a part of something much larger than any individual is exciting. We have to take that feeling and make it contagious.

So tell me...why did you get out of bed this morning?

Champions of "why"...Hospital for Special Care

When a company knows its WHY, you can feel it. I did last summer when visiting the Hospital for Special Care in New Britain, Connecticut. My mom was recovering from cancer surgery and needed to have extensive rehabilitation. It was good fortune that allowed her to be referred to such an outstanding facility.

When I made my first visit, my mom's room was filled with her doctor, nurse, physical therapist and social worker. One by one she introduced me to her new "friends". My mom is a relationship person...but I didn't hear her use that word at the hospital where the surgery was performed.

I observed the behavior of her friends and it was astonishing. This collective group of caregivers were in lock step with making certain my mother had every thing she needed. It almost reached the point of me asking; "what are you guys drinking?"

Scarcity creates value, and this behavior is scarce in service businesses. It wasn't long before I was on a first name basis with a dozen members of their staff. I envied the sense of purpose that these professionals showed each and every day. I'm sure they had bad days, but they were not questioning their mission in life.

Not surprisingly, here's their Vision Statement taken from their website: "Center of Special Care will always be the community's answer for people who have special health needs." That's why they exist and they live it every day. 


They were the answer for my mom...for which we have much gratitude!

Do you hire for skills...or attitude?

Interesting question, regardless of the industry.

Hiring for attitude is a worthwhile pursuit with two conditions:

• Does the HR department and/or hiring manager have the ability/interest to see the value of an applicant's attitude? 
• Does the company clearly display their workplace values and culture in a way that would attract individuals with aligned values and attitude? 

The resume is still the predominant factor in determining who gets in and who doesn't in the interviewing process. Unfortunately this process discriminates against the individual who has a clear sense of why they would fit well within a company but may not have the appropriate credentials. 

This blog focuses on the importance of knowing why you do what you do. When you become clear on your "why" you should find ways to tell stories about how your sense of purpose and attitude would be beneficial to an employer. Your stories can become viral by using a blog and other social media options. 

The goal: Harmony, passion, purpose and success in the workforce, for the employee and employer. 

Thoughts? 

Champions of "why"...Wounded Warrior Project

"People don't buy what you do, they buy why you do it." - Simon Sinek

In the case of the Wounded Warrior Project their mission statement summarizes their "why":

"To foster the most successful, well-adjusted generation of wounded service members in our nation's history."

On the heels of the Vietnam War era it's understandable why an organization would have this mission. 

I selected the Wounded Warrior Project as the first of many organizations I will feature who have a clear sense of why they do what they do. The goal of most organizations is to be successful, and sustain for the long term. Wounded Warrior Project didn't want to be "just another charity asking for money." Have you heard that sentiment before? 

Never underestimate the importance of having clarity about why you do what you do. "Why" separates you from the pack. It attracts people who believe what you believe. The veterans, WWP staff, donors, volunteers and corporate sponsors are crystal clear on why they work together. 

My goal for this blog is to initiate a conversation about the importance of "why" and how it can inspire us to take action. 

Do you want to find inspiration and happiness in work and in life?

Can I hear a resounding Hallelujah from the congregation?

Reality check: Are you inspired and happy now?

I'm not a psychologist. I'm a realist and very passionate about inspiring others whenever I can. When I am honest about my career I can say that I had many interesting jobs, some with prestigious companies. Feeling inspired on the other hand was in short supply. My career managed me, not the other way around.

I'm on a mission to impact as many people as I can about the importance of being inspired and happy in your lives. Understanding WHY you do what you do is at the core of this process. I don't appreciate the idea of being a robot on Monday morning going to a "job" to waste the next 8-12 hours of my day...to collect the paycheck. Is that all there is to life?

Here's my belief about finding your WHY. When you understand why you do what you do you can begin to take control of your career and personal life. It's not an overnight sensation, it is a self discovery process to connect with your purpose, beliefs and values.

This blog focuses on three areas:

1. Breaking down and understanding how to find your WHY. 
2. Showcasing businesses who have a clear WHY, and how it impacts culture, hiring and success. 
3. Highlighting individuals who live with a clear sense of WHY and their impact on the world. 

Thank you for your time. Your comments are appreciated. Inspiring stories are cherished. 

I laugh when I think of how I met Simon

I was involved in an email volley with my friend Chris Thompson back in January. The email topics ranged from taxes to wealth. Out of nowhere he sends a link to a YouTube video that he had recently seen at a seminar. He thought it was worth 18 minutes of my time.

He was right.

Life has defining moments of varying degrees. This was one of them. Simon Sinek was making a presentation in this video about the concept of "starting with Why". Since then I have looked at the world, and my life quite differently.

The hook in his presentation has to do with the manner in which some of us communicate versus others. He focused on Apple Inc., the Wright Brothers and Martin Luther King and their unique style of communication. He explained why they have been successful in their respective missions. If you watch the video you will agree that it makes sense. The part that intrigues me most is that so few people have the insight and discipline to communicate in this manner.

In the future this blog will delve into the deep mysteries of "why". I will share inspiring stories. Other posts will relate to business and personal successes tied to the why. Why do we choose the careers we are in? Why are our favorite hobbies what they are?

I'm convinced the world will be a better place if we care to understand this phenomenon. I hope that you agree.

A blog with impact

You never have to figure out Southwest Airlines' mission. It is integrated into almost everything they do. Look at their blog for further evidence. 

"Making a Difference in the Lives of Families Facing Serious Illness One Ticket At A Time"

Here's a brilliant example of how Southwest reinforces their company mission, while using social media and their blog to build a strong public relations brand.

"People don't buy what you do, they buy why you do it" - Simon Sinek.

Southwest is more than an airline. In this instance they choose to embrace the idea of helping others who are experiencing adversity in their lives. Not only is it noble, it serves as a way to unite their employees, vendors and customers around goals and objectives of the company. Did you notice I didn't say profit or shareholder value?

Once again, Southwest Airlines shows you what they do well, and reminds you of the importance of demonstrating why you are in business.

Email marketing...a thing of the past?

How will we communicate 6 months from now? Who knows. It wasn't long ago that email was believed to be one of the world's greatest communication inventions.

Today, email is being scrutinized as a marketing platform. With the ongoing evolution of social media as a marketing tool email has become another form of "interruption" marketing. We use TiVo and subscribe to HBO to avoid commercials on TV. Sirius and the iPod are alternatives to the frequent interruptions of commercial radio. Email marketing is slowly falling into that trap. I follow my favorite brands on Twitter and Facebook. Do I need the daily prodding through email to remind me where I can find coupons and other promotions?

By no means is this a blanket suggestion that everyone abandon email marketing. It's simply another example of why we need to be conscious of where our customer wants to hear from us. Are you tracking the "unsubscribes" from your campaigns? Is your email marketing generating the ROI you expected?

This aspect of Twitter surprised me

Athletes tweet. The President tweets. Your friend Sally tweets from Starbucks as she sips her mocha latte. Sally kept me from joining Twitter because it appeared to be one big mosh pit of irrelevant information.

I was WRONG.

After reading a few books and dipping my big toe in the water I saw the light as it relates to the value of Twitter. Twitter became a place to research my favorite topics and engage with experts. Marketing, social media, leadership. You name it...it's there. Twitter for me is a place to become educated.

Twitter is better than your best class in college. You learn from people just like you. They share, inspire and give you a unique perspective. You are welcome to do the same. If you want to jump in and get started I will be happy to assist.

Ten years ago I wouldn't eat sushi...because it was gross! Ironically sushi and Twitter are now two of my favorite addictions.

$64,000,000 question follow up

Two weeks ago I asked you why you do the work you do? Tepid response...most likely because no one has ever asked. (Favor: Ask yourself that question everyday).

Today's question: Did you ever have a job where you went to work inspired everyday because of the purpose, cause or beliefs of the company?

How did that work out? Please share!

Local TV, please embrace the internet and social media

This week's one inch snowfall triggered the usual panic in local media. Frustrated by the lack of opportunities to strike fear in us because of an abnormally mild winter, local TV reverted to their worst, outdated tricks once again.

Local stations could not resist filling 30% of the television screen with their logo, "Storm Center" sponsors name and a scroll of yoga studios, driving schools and bingo halls that were closed due to the inclement weather. 1970's habits die hard. Here's the why: In spite of having highly functional web sites to publish the "closings", they are unwilling to acknowledge where people go to access this information. I rarely watch network television. Witnessing this charade turned the experience of watching their prime time programming into a test of endurance.

If you remember Blockbuster Video, the record store at the mall and the Yellow Pages you realize that life changes in amazing ways. Add to the list the manner in which we watch TV. The changes are starting to occur and soon there will be little need to watch the weather follies.

TV viewers want to watch TV. Someone who is hysterical about whether Chuck E. Cheese is open can either call the business, or check online. No need to interrupt...or distract. Just ask your customers, they will tell you.

Authenticity: It's measured by what you do!

Search #authenticity on Twitter and see what you find...

• Always be yourself; everyone else is taken! #authenticity
• Authenticity is priceless. #authenticity
• “Only the truth of who you are, if realized, will set you free.” ― Eckhart Tolle #authenticity
• Lead while no one is watching and serve when no one expects.  #authenticity

Authenticity is important in social media, no different than in business and life. When you share your beliefs, desires and purpose you will showcase your authentic self. When disciplined to do so you will find others who can relate will be attracted to you. 

There's no need to "leap tall buildings with a single bound", or boast that "your company is the greatest thing...since sliced bread". We can see what you do...and we can see when there is a disconnect. 

What businesses, and which people come across as truly authentic? 

2 months in, are you on track?

On track with your marketing plan.

Does your marketing message clearly define your purpose as a business, or are you still using the tactics of a commodity based business?

Have you implemented all aspects of your 2012 plan?

What's working well...what can you do better? What has changed?

Is there a buzz about your brand?

Are these things important to you?

I'll check in every few months until I become an annoyance.

Brands and beliefs...can easily go viral

Social media has opened the door for authors who seek outlets to share their content. Today I feel compelled to share a few paragraphs from blogger Meagan Visser and her blog "Where Creative Business and Motherhood Unite". This jumped off the page and bit me in the cheek:

"People are so sick of businesses. Businesses aren't living, breathing beings. You can’t connect with a business in a personal way. On the other hand, people are drawn to other people. That’s why being your brand is so important. People want to see you, talk to you, & hear from you. They want to agree or disagree with you. They want to support you. They want to promote & share you with their friends.

Technology has given you the ability to be your brand & to engage with those who want a relationship with you… if you use it correctly."

Amen Meagan! You are taking conventional wisdom and bending it to make sense for many of us.

We are drawn to people who believe what we believe. Meagan would not have entered my world without social media. Today, she has a new believer.

When you take the time to share your brand and beliefs...anything can happen. What's keeping you from doing so?

Redefining "mainstream" media

I am a talk radio junkie. I love monitoring politics and current events.

An over used (and increasingly lame) term is "mainstream media" referring to the old standbys of ABC, CBS, NBC, The New York Times and so on.

With all due respect to these hallowed institutions I take issue with their mainstream label. They were mainstream before cable, mainstream before the internet, mainstream before podcasts and last but not least, mainstream before social media.

If you haven't noticed we have lots of "supply" relating to news outlets. People have choices. Mainstream media had its hay day when consumers had few choices.

What is your first source of news and information when you awake? Why is it your favorite? If you are turning to options other than those listed above they will soon become extinct media.

$64,000,000 Question

Your resume tells us what you have done and in some cases...how you have done it.

Here's the 64 million dollar question:

Why do you do what you do?

"to make money" is a result...not the why.

The key to differentiating yourself will lie in your answer.

With questions...contact me!

Social Media and President's Day

What if social media existed during Pearl Harbor, the bombing of Hiroshima, the Cuban Missile Crisis? What would have been written in the first tweets and Facebook posts?

As we honor President's Day we can ponder how much the world has changed because of lightning fast communication. Would Presidents during the aforementioned eras benefit from social media...or was it advantageous to have a delay in news reporting?

For better or worse, the President should embrace social media because the world has embraced it. "When the people lead...the leaders will follow."

JFK relied on communicating his message through the evening news. As the evening news dinosaur dies a slow death, we now hear from our leaders where and when we want to hear from them!

Are you nuts...about Southwest?

Work should be fun. Marketing should be fun. And now, Social Media should be fun.

Southwest Airlines fits the name of this blog as they are a company that embraces social media. If you don't smile and laugh while reviewing their blog (aptly named Nuts About Southwest)...have your sense of humor checked. They love to engage with their customers. Better yet, their customers love to talk about Southwest.

On my first flight with Southwest the aircraft was barely off the ground and the flight attendants sitting in front began throwing bags of peanuts down the aisle while capitalizing on the pitch of the ascending aircraft. Everyone was laughing and making sure that their neighbor received a bag. I had not seen that before.

Their social media presence reflects the personality I experienced on my first flight. They are the airline of the common man. They use a no frills approach that suits the traveler who doesn't want flying to be a painful experience. They have just been named as America's Most Desired brand by Forbes.

The lesson to learn from Southwest is important. Be clear about the personality of your brand...make sure your marketing, operations and your employees buy in to the personality. It's rare when companies can pull it off. Southwest does it with flying colors...and nuts!

5 Key Words in (Social Media) Marketing

Enhance...Protect...Build...Facilitate...Drive!

These words pop up in most discussions about marketing strategy. It relates to your brand awareness, reputation, PR, customer service and research and development.

The words imply action that will generate a desired result.

When you review your marketing plan what action words do you use? Are you committed to take action? Is your focus on enhancing awareness for your brand, or is building a community of advocates more important?

I love marketing because I see it as an equation. The equation begins using these five words that take the form of action steps (strategy) that will generate a result. When the result isn't good you go back and tweak the equation. When the result is good...you look for ways to make it better and more efficient.

Is your equation ending with a positive result?

Bored?...Start a Movement

It's easier now than ever!

Did you know that tomorrow is Generosity Day? Sasha Dichter had the idea. All he needed was a blog, Facebook page and Twitter account. He asks that the day be about love, action and human connection..."because we can do better than smarmy greeting cards, overpriced roses, and stressed-out couples trying to create romantic meals on the fly."

What is your movement? And why is it important? 

Does your marketing inspire or manipulate?

This question has more to do with marketing strategy than social media marketing. Depending on how you answer this question will determine how you will use social media.

I owe this topic to Simon Sinek, author of Start With Why. His book looks at the tactics used in advertising to motivate consumers to buy.

During the holiday season a noted national retailer featured daily ads with offers such as: "Buy one suit and get 4 shirts absolutely free". The next day it was 4 shirts and 2 pair of pants. By now they must be paying customers to take their goods. The timing and offer manipulate you to act now...while getting used to receiving a lot of free stuff.

When I use the term manipulation I use it in a "nice" way. Manipulation on its face sounds evil. By no means does this advertiser, nor others using this strategy fit that label.

Let's consider a contrasting message. My favorite charity is the Wounded Warrior Project. Their ad, voiced by country star Trace Adkins features our veterans coming home from war with missing limbs and needing a wide range of services to allow them to transition back to society. WWP asks for a monthly donation to help their cause. If you have any appreciation for the military and the sacrifices they make, you may be inspired to help.

My sense is that marketing that inspires will generate more loyalty than marketing that manipulates. Watch this year's political ads and ask yourself...inspiring or manipulative?

What was the last thing you bought solely because you were inspired?

Does this subject Pinterest you?

This is not a typo. The P really should be there.

You may have interest in Pinterest, a relatively new social media platform.

Modeled after the bulletin board in the kitchen or office, Pinterest has emerged as a B2B tool where you can share images of your products in specific categories. It serves as another way to drive traffic to your website. The site has seen massive growth in unique visitors in the past few months. It's worth venturing onto when you have a moment...and sampling to see if you can capture a new audience.

Pinterest is like other social platforms in the sense that is stresses engagement, not aggressive selling and promotion. You will need to set up a profile with the intent that some of your pinnings(?) will go viral. The best part of social media is that you can monitor how others are using the site in order to get ideas.

Check out Pinterest. The visuals will attract you and make you want to see more. Enjoy.

Please share a Pinteresting story if you have one!

Facebook's IPO: The most important lesson

Few news stories have garnered more attention this week than Facebook filing for an I.P.O. The numbers are staggering...845 million users, 5 billion dollars being raised.

“Facebook’s I.P.O. marks another stage of the Internet’s evolution,” said Charlene Li, founder of the Altimeter Group, a technology consulting firm. “It’s so valuable, because it’s not just about content, it’s about our connections.”

Our society is hyper-focused on the definition of fairness in life. 1% vs. 99%. "He or she doesn't pay their fair share." The haves and the have nots. Yada yada yada. 

Mark Zuckerberg skipped all the hand wringing about fairness and developed an idea based on the human being's desire to make connections. As a result of his ingenuity he has changed the world. His grand kids' grand kids will be financially set for life. I still call that pursuing, and experiencing the American dream. 

It's time to celebrate Mr. Zuckerberg's contribution to society. It's also time to look in the mirror to contemplate our freedom and the potential of our own contributions. 

To the good people at JETS...thank you for what you taught me!

When given the opportunity to speak publicly I cherish the chance to learn from my audience. Today, I spoke at the JETS (Jewish Employment Transition Services) group in West Hartford. It was another wonderful learning experience.

We discussed personal branding and social media. We focused on using these tools in your job search and career re-evaluation.

What I learned from the group today was quite inspiring.

• People want to learn how to differentiate themselves from others when competing for the same job. 
• People want to be perceived as having "depth". Depth is often expressed in their unique attributes, passions and interests. We struggle to demonstrate these qualities in a traditional resume.  
• People are intrigued by the importance of telling good stories and being conversational. This aspect of managing your career is often what creates the best opportunities. 

Judy Rosenthal, Ellen Cartledge and the staff associated with JETS create an atmosphere of quality networking and sharing information. These are gifts that they give to the community. Well done! 

Thank you for the wonderful experience. I look forward to having ongoing conversations with all who attended. 

Double your Facebook "Likes" in 30 days

My friend Marcia LaReau is relatively new to social media marketing. Her business, Forward Motion LLC teaches the principles of career management. In a recent 30 day stretch Marcia had the good fortune of doubling her Facebook "likes" on the Forward Motion page. I was curious to know how she did it and she was willing to share her process:

1. She reached out to friends on LinkedIn and Facebook.
2. She contacted her existing clients and those she has worked with in the past.
3. She invited her friends and clients to "like" her by sending a personal note to each person while promising to post content that would be beneficial to job seekers, the underemployed and the disenchanted members of our workforce. 

My favorite comment from Marcia was that her network told her they were "anxious to help her". This reminds me of a critical aspect of marketing...it helps when your business is perceived as credible and authentic.

Here's what I take from Marcia's strategy. She has made a weekly marketing commitment to touch those who have been a part of her life. She understands the opportunity to engage by using social media. She honors the fact that too many marketers bombard their prospects with useless information. She provides relevant content that can be shared with several desired demographics that she serves. She knows that her quality content will be shared with others leading to more potential "likes".

This formula will allow for consistent growth in both "likes" and in revenue.

You are welcome to share your social media engagement success stories.

Ditch the resume. The new normal?

A recent article by Rachel Emma Silverman at the Wall Street Journal gave examples of a new trend in company hiring. Instead of soliciting resumes when posting a job, companies are asking candidates for links to their social media profiles and video depicting why they want to work for the company.

Amen and hallelujah. I have dreamed of this day. It is hardly mainstream but this train has left the station. Ultimately the emotion and depth of social media will trump the static object known as the resume.

This reminds me of one of my favorite sayings..."when the people lead, the leaders will follow." In the past 5 years internet users have poured themselves onto social media sites for a multitude of reasons. Some good, some not. Most are looking for some form of engagement. The business world is now seeing the value of this level of engagement. The resume is not the tell all indicator of someone's worth. Social media allows a business to see a person's collective brand through their profiles, photos, videos and tweets.

The large brick wall of social media resistance is coming down, brick by brick.

Click here to view the complete article.

Your job is easier

Consider this amazing stat: 60% of the "sales cycle" is complete by the time a prospect interacts with your business directly. Social media combined with your website allow consumers and businesses to research every aspect of your offerings without you being involved in the conversation. The catch is that you need to have a presence that can be easily found.

This is mind boggling when you think it wasn't that long ago when we used the Yellow Pages and our local library to get some background info on something of interest.

Are you keeping up with the changes in this new era of marketing? Are you handling the 40% well and converting prospects to customers? Does your marketing strategy (with or without social media) show a measurable return on investment?

Lastly, do you know your cost for acquiring a customer? I will stress this in future posts because the use of social media is making it easier to do so. Anything that can make your job easier should be a priority.

Please share the challenges you have of measuring marketing ROI.

I'm not interesting!

Let me give some context to that statement.

Social media thrives on content. As I type this sentence on this blog post I am generating content. My mother would be proud.

Content is simply your company's, or your personal story expressed in a tweet, YouTube video or as a post on your Facebook page. Content has many dimensions. Often the goal of content is to get someone to share it with someone else.

There are many objections to social media usage. One of the most common is the "fear of generating content". When speaking with individuals about promoting their personal brand it is expressed as "I'm not interesting...what would I say?"

My branding sessions consist of exercises that determine values, mission, unique attributes and ultimately your legacy.  We need to get people and businesses to come to grips with why they are special. This is no easy task.

Simple question: Are you interesting? If yes, please tell why!

Is your marketing plan as sophisticated as the State of Connecticut's?

If it isn't, you need to do some serious soul searching.

I awoke this morning to news that the State of Connecticut's Judicial Branch was beginning to use Twitter. They will post information about public hearings, state regulations, Supreme Court rulings and court closures due to weather among other things. Let's hear it for the state.

While the term government efficiency is an oxymoron you have to take notice of the state's ability to react to what the public desires. Instead of dismissing Twitter as a meaningless tool for adolescents hanging out at Starbucks, the state has developed a presence on one of social media's most effective communication tools. They choose to live among "their customers".

Acceptance of social media is in direct proportion to your business' desire to understand your customer. We are transitioning from "talk at you" marketing (radio, TV) to engagement marketing. Your customer will tell you where they are willing to listen to your message.

I believe that you must embrace the idea of engagement with your customers.  If you don't your competitors will. Do you want to lag behind a government agency when it comes to understanding this phenomenon?

FedUp with FedEx? They feel your pain!

Throughout the year we will highlight the many uses of social media. Here's an example of social media usage for customer service.

The story begins with an unfortunate FedEx delivery caught on video. In 21 seconds we witness a FedEx delivery carried out in un-FedEx like fashion when the driver heaves a computer monitor over the gate of a private home. There are few places left to hide in our well monitored society. For that reason businesses have to be vigilant when it comes to protecting their brand. FedEx's image was tarnished because of an unthinking, irresponsible employee.

FedEx's response is an example of the versatility of social media. Instead of letting one bad apple out of 290,000 employees change the perception of the company FedEx used social media to ask for forgiveness from this customer and the thousands who had seen the video. Take a moment to watch the heartfelt apology offered by FedEx.

If a tree falls in the woods, does anyone hear it? That philosophy is used by businesses who don't monitor how they are being talked about on social media. FedEx did not offer the "we are sorry but" excuse. They chose to offer a sincere apology and make amends with the customer.

How is your business set up to respond to a negative situation?

How do you prepare for Groundhog Day?

Punxsutawney Phil is a big deal in my house. Before that party starts I have an idea for the day before.

On February 1st I will host an event where we will talk about how your personal brand and social media usage can be used to have a major impact on your job search. The job search/recruitment paradigm is changing before our eyes. It's important to understand how today's search process can benefit you.

Jewish Employment Transition Services (JETS) in West Hartford will host the event beginning at 8AM at the Beth El Temple, 2626 Albany Avenue in West Hartford. Please refer to their website as we approach the date for more information.

This will be a highly interactive session. Bring an open mind and desire to have fun connecting with others. I look forward to meeting you!

The reason I love social media

I have given this a lot of thought and here's my conclusion for why I love social media:

I love conversations!

This may not sound like a revelation to you. I will make my case by constructing the elements of an effective conversation:

• Asking questions
• Listening
• Gathering information
• Re-stating others' observations
• Genuine interest in the person and subject 
• Mutual respect
• Discussing solutions or reasons to continue the conversation in the future

Conversations occur throughout the day. How many include all of these elements? Do people talk at you...or speak with you? 

The Connecticut Re-Employment Group on LinkedIn has grown to 500+ members. The number of posted discussions has not grown as the group has grown in size. I see this in other online groups as well. People struggle with initiating conversations. Social media has exposed this issue. 

Social media is a place to work on our conversations. We don't have the advantage of being face to face, but the opportunity to delve into conversations online is greater now than ever. Quality conversations lead to a higher level of engagement and ultimately quality relationships. We have our own reasons for building relationships. Let's take advantage of these powerful communication tools. 

If you like this post...let's have a conversation! 

Customer Service and Social Media

Ever heard this stat? If someone has a bad customer service experience they will tell 22 people. A good experience? The number drops to 7.

I don't have actual data to back that up, but it makes sense. Today I heard of two different stories from a good friend that had to do with poor customer service. In one case he was the customer. In the other, his business has a customer who is livid over one of his policies based on a scathing voice message he received.

In the case of his business he has a plan to accommodate the unhappy customer that will likely save the relationship. What he doesn't have is a strategy to monitor customer comments on social media. He estimates that his business has more than 1000 customers.

Humans make mistakes and customers will be upset. Customers are venting on social media unlike ever before. A bad customer experience can be turned around, thus the need to embrace social media.

If my business has 1000 customers it is likely that some of them won't be singing my praises. Social media represents a chance to save relationships that may have been harmed, especially if they are with reasonable, loyal customers who have helped build your business. For the unreasonable people...give them a list of your competitors.

EMBRACING Social Media: I need your help

Building a community means building relationships. I need to develop relationships with people in these 3 areas:

1. Social Media Experts - They may be consultants, authors, marketers or bloggers. These people can speak with authority about how to be successful using social media as a marketing tool. 
2. Business Development Professionals - Anyone that has responsibility in their business to grow the bottom line by adding customers and increasing revenue. 
3. Social Media Nay Sayers - I want to include the universe of people that have dismissed social media for whatever reason. 

Your help building this community is appreciated. I prefer introductions, otherwise will add names of people you know to my database. As EMBRACING Social Media grows in numbers it will grow in ideas, solutions and revenue for your respective businesses. 

EMBRACING Social Media is currently a LinkedIn Group. It will expand in the spring to monthly meetings and ultimately webinars. 

EMBRACING Social Media - "Educate, Share and Prosper!" 

Thank you! 

New Venture: EMBRACING Social Media

I am kicking the year off doing something that has been stirring around in my head for a while.

EMBRACING Social Media is an initiative that will link social media experts and the business community. Business owners, marketers, salespeople and advertising agencies will participate in discussions about the best ways to use social media, new platforms for engagement and success stories.

There is a void of knowledge in this area. There are too many people passing social media off as something not worthy of being a part of their marketing efforts. They may be right...they may not be right.

This is not a one size fits all community. Every business that has a marketing plan has different needs. We are not pushing one specific platform or method of engagement. We need open minds and a desire to learn something special.

The theme will be educate, share and prosper. 


EMBRACING Social Media will launch as a LinkedIn group, and will subsequently have a monthly meeting and ongoing webinar schedule.

For more information, contact Michael Lynch @ 860-882-2890 or michaellynch@cox.net

Thank you.

Time to Reflect and Envision

Reflect on 2011 1.  Where was I last January 1st?  Who was there with me? 2.  What victories have I had during the last year? 3.  What were my joys? 4.  For what have I been grateful? 5.  What are the most memorable experiences, both good and bad,      from the year? 6.  From what or from whom did I learn and grow the most? 7.  What began the year? 8.  What ended the year? 9.  What remains incomplete that I will carry into the New Year? Envision the New Year 10.  What projects, relationships, beliefs, and/or goals am I letting go of        because they do not serve me as I move forward into the New Year? 11.  What are 3 intentions, goals or projects I will focus on in the        New Year? 12.  Why are these the projects of choice for me now? 13.  How will it feel when I look back next December and celebrate these        achievements? Connect with Powerful Resources 14.  Who will support my development and vision this coming year? 15.  To whom will I lend support? Remember to Celebrate ~                                          If You Don't, Who Will?  16.  How will I celebrate my successes, large and small, as they unfold        this year?