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.