3 Phrases To Stop Saying Now!

If you look up any marketing or PR strategy, you will notice that visibility seems to be priority number one. Well, yes. Visuals do help any cause but content is always going to be king. With this said, what you say is important and it can harm you, your reputation, your company, or cause major turnover within your company!

So, what are the top 3 phrases you must stop using ASAP?

1. "I need you to be more like..." Wow, so much for treating people like individuals. People are not the same... not even twins. So, why are you expecting certain individuals to live up to the expectations of others? Don't drag other people into the conversation when you're having a one-on-one with anyone. Be specific and be direct.

2. "How do you think you're doing?" This is a set-up. The person on the other side of this question will become defensive and this will turn into a game that you don't want to play personally or professionally. Instead of asking someone how they think they are doing, tell them how they are doing at a job or as a client regardless if the news is good or bad.

3. "Hopefully, soon." This is not a commitment to anything and a waste of words. Again, be direct with people, employees, and clients. Don't give a rough and round about way of when someone is going to get started on something. It is OK to say, "I don't know when but my eventual plans within the next (months, years... whatever) are to have you...." If you can be specific, do so. If you can't, say so.

Until tomorrow,

Twyla N. Garrett

Learning to Lead

I was recently asked how I became the leader of my industry. Well, thank you! I love being thought of as the industry leader. But, there is always more to learn and more work to be done. This is why my advice for anyone wondering how to become a leader within their industry is to meet regularly. Yes, touch base with your team. Delegating is a tool to use, not a form of leadership. Don’t let delegating tasks replace regular meetings.

Eric Holtzclaw of Lean Forward recently said,”regular meetings create structure, cohesion and a sense of community. They force accountability, not only for the individuals being assigned tasks or providing updates, but for the leader as well. Regular cross-department meetings encourage communication and learning about what others are doing. Well-run meetings are where strengths and weaknesses are identified faster and improved upon.”

I couldn’t agree more. Mico-managing is not a bad thing. If an employee doesn’t like to be micro-managed, they usually are hiding something. Either they lack accountability, don’t want to be part of the team and the constant meetings irk them, or a whole host of other issues exists. Either way, you’re the boss and you decide how work goes down, right?!

You can’t run a business without checking in and having meetings. You can do this virtually now which means you can take a half hour phone call to get updates from the golf course. You can still live your life and have your freedom without being hands-off when it comes to your business.

Until Friday,

Twyla N. Garrett

Peer Referrals …. Do They Really Work?

I recently had someone ask me if I get any ROI from attending marketing events or online symposiums. The truth is ‘Yes’ – I do. While I know many people don’t think marketing events or peer referrals truly work, the bottom line is to understand that referrals aren’t a “sure” thing. You still have to work to obtain the business.

Some people say, “Sure, refer me to your source” only to be nice. This is a lead that you will pitch and pitch and will never come through.

Other people say, “Ok, make the introduction” only to see the cost of your services and run away- no matter how valued the relationship is. This lead was never secure to begin with.

Other people are thinkers. Other people are price comparers. And other people are actually interested. Like any type of business, referrals are simply enquires and you have to earn their business. Just because someone knows you and loves your services doesn’t mean the third party will buy on a handshake or virtual introduction.

So, how do you close a referral lead? Simple – just follow these 3 steps.

First, reward those who send you business. If the referring party has a financially vested interest, he or she will help to follow up and close the leads they do send over. Keep in mind, however, that only about 20% of all leads will actually close.

Second, offer a discounted or rewards program to those who have been referred to you. Even with praise and amazing ratings, an incentive-based offer to try your services for a limited time works better than sending over a large contract or long-term service obligation.

Finally, don’t be aggressive. Stop with the daily “follow up” phone calls, sales-ad emails (sent twice a week), and Facebook ‘Likes’. If a potential lead is annoyed with a pushy sales process right off of the bat, he or she will be skeptical of your services. I know it is hard- but be conservative with your follow up efforts.

Until next time,

Twyla N. Garrett

Communication – Your Relationship with Others

As a business woman, I am required to build different types of relationships with diverse groups of people. Not only does this help amplify my business efforts, it helps my industry grow as a whole. So, I am expected to develop and nurture professional relationships. This is why I wanted to dedicate today’s blog post to the art of communicating / relating with others.

If you want to develop and nurture a professional relationship or communicate something – stay away from social media. Sure, it is easier but there is a lack of personal response that is lost with the medium. It isn’t hard or time consuming to take a person out for coffee… just make sure you stay off your phone when speaking with him or her. A simple communication break over a latte can make all the difference in the world when it comes to your business.

My key point to communication and building relationships is actually knowing the person outside his or her LinkedIn profile. You need to sit, meet and speak with them, not just IM or @ them via social media. Plus, social media is responsible for a lot of misinterpreted tones and failed chances for business deals.

Take the time this week to get to know one new business contact over coffee. I promise you, you will be glad you did!

Until tomorrow,

Twyla N. Garrett

Handling Conflict in Business

Your employees are not always going to get along. In fact, you might not get along with some of your clients. This doesn't mean business should stop, profits should be loss, or people should change jobs. There are many positives that can come from conflict. It is knowing how to spot them that is the key.

The first thing you should when a conflict arises is quickly and professionally address the issue. You want to set aside a time, neutral place, and date to discuss the issues. Send out the invitation to the meeting to all parties involved and set the ground rules in the email or faxed invitation. Basically, setup the agenda, how long everyone has to present their key points, and possible outcomes and conclusions that may be drawn from the meeting. This will keep everyone focused during the meetings, offset a desire for any potential personal attacks, and bring you closer to resolving the issue.

Think about who cares the most about the outcome and also try to listen to the other party. We all can't be right or wrong all of the time You should always look to arrive in the middle with the other party if a conflict is present. If you push to win, you can push away a great employee or life-long client. But, if you meet that person half way, you have developed a loyal employee or client for life.

Being professional and handling conflict don't always go hand-in-hand. If you can grasp the concept and make the situation a win-win and creative learning experience then you're truly a wonderful leader.

Until next time,
Twyla