230 | Leadership Communication and Connection with Ron Wallace

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Today’s guest and author of Leadership Lessons from a UPS driver is Ron Wallace. Ron emphasized the importance of how true connection is even better than communication. An effective leader does not hold back secrets but rather shares them to gain input and feedback from his team. Ron points out the fundamental principle of giving praise to your team- something that is very simple but has been forgotten. Tune into this episode on the principles of Leadership Connection.  

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Target Audience: Ron serves God. He was a leader at UPS for 30 years

 

Ron’s Book: Leadership Lessons from a UPS driver

We ask Ron: Why did THIS book have to be written? According to Ron, in the world of UPS, there aren’t many stars or super heroes, yet anyone could have written this book. However, Ron stepped forward and pulls back the curtain to reveal how the company has inspired generations of motivated employees. UPS has moved steadily up the Fortune 500 while so many other corporations have disappeared.

Leadership is about taking ownership and putting out fires quickly. It is also very much about the ART of CONNECTION. Communication is key, yet Connection goes way deeper!

 

How Does a Leader Teach their Team to Taking Ownership?

Ron says, you identify your teams and give them responsibilities. Hold them accountable. At UPS, people are hired for a Lifetime career- NOT a job! Those people promote the legacy from generation to generation. This is one of the big advantages at UPS and yet something that can be adopted in other businesses.

Some Common Theme of Leadership Lessons from a UPS driver (Ron’s Book)

Ron speaks about being on the front line, being in action; being with people, and asking the right questions. Communication is good. Connection is better. For example, the management community does not operate from an office – they are out in the field connecting with people face to face. Their purpose is gaining understanding and input. Most of the innovative ideas don’t come from the engineers but those employees who are out on the front lines.

The people that get their hands dirty know the job best. Many shortfalls can be cured via their input.

SO, What is CONNECTION?

Connection is about building a TRUST factor. Holding back no secrets- but rather opening the space for open communication and input. UPS has an open door policy. This provides space for employees to talk about their jobs. It always comes back to engagement, trust, and involvement.

The ability to acknowledge and praise is a serious strength not every leader has. It’s ok to tell people they are doing a good job. There is a tendency to point out faults. If you are a YES leader, it goes a long way. Recognition- a pat on the back is EASY! And yet, It’s not done enough.

 

Practical and Actionable:

In Leadership Lessons from a UPS Driver, Ron talked about using simple principles within the structure. It begins with SHARING the VISION.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do.  I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business.  I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

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229 | What You need to Know About Writing a Book with Tucker Max

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Our Guest today is Tucker Max, CEO and author of Book in a Box. The philosophy at Book in a Box highlights that the best way to get an idea into the world, is through a book. The problem most people face is that books take too much time to write, and the traditional publishing process can be tedious and frustrating. Tucker shares with us the foundational values all authors must have when writing a book.

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Target Audience: Tucker is the CEO of Book in a Box where ideas are turned into books. The company targets Business Owners, C Level Executives, Coaches and Consultants. Specifically, these are people who have important or valuable ideas they want to get out into the world.

Why You Should Not Write a Book

Be sure the desire to write a book is not coming from an egoistic place, says Tucker. Especially if you don’t have anything to say that’s valuable. Publishing a book should have nothing to do with ego and vanity. Also, Tucker warns his clients about having the wrong expectations. If you are doing it because you are planning to create best seller, you’re setting yourself up for disillusionment. It’s not that it can’t happen, Tucker says. It’s just not where you should be coming from. The intention should always be about providing value to your audience.

So Who Should Write a Book?

For a lot of businesses, it is one of or the best marketing tools they can create. Publishing a book has the potential to establish your authority and give credibility for what you know. It differentiates you. Books are the new “college degree.” Trust is another aspect gained. It gives business owners a way to jump ahead of the pack.

BIG IDEA Books vs. Teaching & How to Books

Tucker highly recommends people do not write big idea books. WHY? Because it is not niched. Remember, trying to serve everyone does not work (most of the time). And it is easier and more efficient to talk to 10,000 people than 10 million people.

How Book in a Box Works

Tucker’s company has a Systematic and Algorithmic way of turning people’s concepts into books. No content is added (the way a Ghostwriter may serve an aspiring author).
The system includes Interviewing people for 15-20 hours over the span of 5-6 months. This allows the author to get everything out of their head. They essentially translate it. Then they position it by understanding what result is desired along with what audience you want to get that result. It is then structured and outlined in about 15-20 pages.

Authors are then interviewed based on that outline. The outline is transcribed from the spoken word into book prose. When manuscripts are completed and approved based on the client, the publishing process begins.

 

Practical and Actionable:

The 3 step process to qualify for Book in a Box. Here are 3 questions to ask yourself. Do you meet the requirements?

  1. What result must i get for this book to be worthwhile to me?
  2. What audience must i reach to achieve that goal? There must be a primary audience (those that would book your speaking gigs) and a secondary audience (those people who would attend your speaking event)
  3. Understanding what you have to say that is interesting and valuable to that audience. It should be unique by definition.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do.  I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business.  I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

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How To Get Your First Speaking Gig in 30 Days Without Cold Calling

Getting started as a speaker can be scary and exciting at the same time. Most people make it harder than it needs to be. When you make the decision to speak to grow your business, you will be faced with quite a few challenges.

I will share with you how to overcome these challenges and give you two easy ways to book more speaking engagements. Grab 25 speaking events in your city to help you with ideas.

Watch this quick (less than 5 min video) to get your first steps:

Let’s begin with a description of the three different types of speaking engagements.

  • First is “practice” events. These are the events that are fairly easy to get and will give you the experience of speaking.
  • Then you will move to “client attraction” speaking event. These are the stages that filled with your ideal clients. You might have to travel outside your local market for these events. I call them “client attraction” because these events are more likely to get you new clients with the right speech.
  • Finally, the best stages are the “game changer” events. These are the stages that can explode your brand awareness and your revenue too. Examples include the national convention in your niche or a TEDx talk that gives you massive credibility.

You can work your way up the speaking ladder with experience in each level. Great speakers are only made through speaking and mastering the art of connecting with the audience.

This article focuses on the “practice” events. It can be your very first event. Or it could be more reps to practice the craft of speaking. Don’t be worried about the people sitting in the seats…just thrilled to be speaking your message and getting the stage time.

Let me share with you how to get your first speaking gig in 30 days without cold calling.

Ask Your Network – The people that you already know are your primary sources for speaking engagements. The reason being is one word. TRUST. Trust is essential when you want to get on a stage.

Think for a second if you were the one hosting an event. You are responsible for selecting the right speaker for the event. Your reputation is on the line. You will likely only consider speakers that you know for that opportunity. They have established trust with you. If you don’t know anyone for that event, you would likely ask those in your network that you trust. Think about this when you are reaching out to others.

Your network are the personal and professional relationships that you have right now. When you start with people that you know, you already have a basis of trust with them. You can call or email them to ask a simple question.

“Do you attend any networking events
where they use outside speakers?”

This is not fancy nor does it need to be. It is the starting question to a conversation about the events they attend and about speakers needed for those events. Please remember that this is just one of the many questions that you will ask to find speaking engagements that bring in outside speakers.

Your network (the people you know) will be able to share with your opportunities that are not on your radar at this moment. All you have to do is be proactive and start up a conversation.

Flip Your Networking Script – Beyond your current network, you can attend networking events to meet new people. This is a power tip here that is so simple, and it works like a charm.

It is changing your usual script to get clients. You know the elevator speech or the “who I serve” statement. Instead, you are going to listen to others and ask about other networking that they do. Be curious about the events they are attending and why they like those events.

Your job is not to be interesting with your work…it is to be interested in them. Getting to know new people is easy when you ask questions about them. I start here to make sure you are NOT in “pitch mode” in conversations. Ask questions to build rapport.

Once you know about them and their networking, you can ask if any of those events accept outside speakers (same question as above).

Don’t make this harder than it is. It is simple to find your first speaking gigs when you focus on it.

No cold calling required. These simple strategies will help you find your first speaking gigs.

If you want a tool that I developed to help those seeking practice events. Get this free guide to 25 speaking engagements in your city.

Wrap Up

Now it is up to you to have some conversations with friends and associates to discover local events that are accepting outside speakers. If you have questions about speaking, send them over to me at gene@leadersinthetrenches.com.

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How to Grow Your Business By 400%

207 | How to Grow Your Business 400% with Ron Dod

How to Grow Your Business By 400%

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Making the shift to massive growth is not about luck. It is not all about hard work. You can work hard and never get there. Ron shares how he shifted his thinking to take his company to 7-figure success in 12 months. That is a 400% growth. We share how he stopped working some clients and stopped offering some services to get there. Ron Dod is a Co-founder with Visiture. This interview will give you a play-by-play if you let it.

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Target Audience: Ron is the Co-Founder of Marketing for ECommerce which serves entrepreneurs seeking to improve their marketing strategies.

Ron’s company Visiture grew 400% when he experienced a huge eye opening opportunity: He realized he could get away from all the processes he didn’t enjoy doing and let other good people do better work than he could do. The big goal was to become a million dollar company and they made it.

There’s that word again… NICHING!

It’s not about finding customers it’s about finding the RIGHT customers. Once Ron was able to adequately identify who his best customers were, he saw that the numbers don’t lie. He quickly developed a high customer retention rate. He was then able to give a crazy amount of value and received a large amount of returns.

This is because his target market GETS the value of what Visiture does. The Marketing strategy now flowings as a result. Visiture also now has the luxury of capping the amount of customers it takes on. Ron admits that there’s a Fear of not getting all the customers but as a business matures, it can grow smart and profitably with the RIGHT customers.

The Power of SPEAKING!

Although Ron didn’t have much experience at the time, he took the plunge, (and after practicing his speech about 80x) gave his talk at IMAGINE. He gave away a great amount of content and tremendous value. The changes in his business? He was quickly slammed with leads and sales for a long time and the company grew 400%. This made Visiture an Authority in their market.

On New Hires…

He quickly had to hire many new people at once. He knew he wanted to grow rapidly and so hiring those who were experts in the areas he was not allowed for that growth.

rondod207smIn this episode we’ll cover:

  • How Ron grew his company 400% quickly
  • Why Speaking is so powerful for your business
  • The power in hiring a team
  • Why Niching is everything
  • Why your target market GETS the value you bring

Practical and Actionable:

Do what you do best and get people behind you who know what they are doing to take over the other parts of the business. Take Massive Action. Get hyper focused. Ensure the marketing side of things is being driven by an expert in that area.

Resources and Links

How is your business going...would you like to talk about it?

I love my audience of listeners. I really do.  I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.  

Ok, then I formalized the process to offer a Results Roadmap...it is a private one-on-one call with me about your business.  I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

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201 | Why You Should NOT Write a Book with John Corcoran

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201smHave you ever been told that publishing a book is the best thing you can do for your business? Well I have heard it. But in this day and time, consider the other options on not publishing a book (not yet anyway). John Corcoran is our guest. He is with the Smart Business Revolution podcast. He shares 5 different ways you can be seen as the thought leader or authority in your market. We talk about the reason why a book might not give you the boost you want for your business and what you can do instead.

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Target Audience: John has a Blog and podcast called Smart Business Revolution where he shows all superheroes how to build better relationships in business and turn those relationships into more clients, customers and increased revenue.

Why You Do Not Need to Write a Book

There are so many people today who place all their hopes and dreams on writing a book. It may take years for them to write it. And then what happens? Statistically speaking, most authors sell as little as 250 books and then nothing else happens after that. Simply and honestly put, it just doesn’t happen they way people think it will.

Why You Ask?

A book is really just a medium for a message. And today, there are so many ways to consume messages. We’ve got people consuming information via Instagram, Facebook, Youtube, and Podcasts. All very easily accessible through our laptops, mobile phones, and tablets. If you think about it, a book is kind of like an antiquated format.

Strategies more effective and quicker than writing a book (a simpler approach!)

  • Podcasting
  • Writing for Publications
  • Webinars and Small Events
  • Speaking (you don’t need to have a book to speak)

The Power of Live Events:

When you’re bringing people together you become the hub (the authority) in that particular space for your narrowed niche. It gives you exposure to people you wouldn’t have otherwise been exposed to.

Webinars help to build a platform and email list leading to events with more targeted people. You can sell products – and it opens up amazing doors (many times unexpected). Webinars are about building relationships on a massive scale. It’s just about getting started. There are so many people who do not get started because they have blocks around it. Often times they feel they are not “expert” enough. But really, you just need to be able to teach something new.

Webinars and Live Events Establish Market Research

You find out a great deal about your niche through surveys, the comments people post in the chat, and through emails pre and post webinar/live event. Think about it!!

201- John Corcoran

In this episode we’ll cover:

Why books are antiquated
The many other ways to be an Authority in your Niche
Why you are good enough to host webinars
The power of Live Events
& Other effective ways to build relationships with your target market

Practical and Actionable:

You don’t have to do all of them (webinars, live events, etc). Start with one. Focus on one and get good at it!

If you’re not sure what your next step is, brainstorm about what you want to do. Write down as many things as you can think of and let’s get on the phone and chat it out! Click here.

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

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Become a Thought Leader

Using Facebook Advertising to boost your Thought Leadership

Become a Thought LeaderThought leadership is about showing up with the right message to the right person at the right time. It is about relevancy, value and trust. Deciding to be a thought leader in your market means that you are willing to put your point-of-view (POV) out there on the platforms where your audience hangs out.

Let me share with your an example of using Facebook’s power of paid placements.

Think for a moment about getting a referral from a client. YEAHHH! We love referrals. That client is likely going to look into you by visiting your website. They might click around on a few pages and even watch a video. They are intrigued.

Before they even get a chance to meet you, a short video shows up on their Facebook timeline that gives them another perspective of you. As they watch the video and it addresses a pain they have right now.

They are beginning to add to the trust that they already had. Now every two or three days between the introduction and the first meeting your videos show to give them even more touch points with your brand.

As they watch these videos, they can visit the website again or just smile knowing that you “get them.” Either way you connected with them with your message (aka positioning yourself as a thought leader).

Ok, that story may sound like crazy stalking kind of stuff, but it is not really anything like that. It is a feature of the Facebook ad platform. It gives you the power to bring visitors back to your message with the frequency and trust (when you do it right), you begin to connect with the prospects at deeper levels.

There are 4 important parts to thought leadership you must understand if you want it to work for you.

1. The Right Person

The right person means you have a clear understanding of that person (the prospect). You might even know them better than they know themselves because of the experience with others just like them. This is another way to say you are focused on a specific audience instead trying to cast a wide net to see what you can catch.  

Here is a free training on how to find your ideal client.

2. The Right Message

Delivering the right message to them allows you to connect emotionally and logically. If you have a generic and non-specific message you will likely lose them. Your ability to dive deep into their own thinking to their pains, challenges, opportunities and aspirations is what separates you from the others in the market. Your message connects directly to the person’s journey so that they receive it with a single thought “he gets me”.

3. Valuable

When you have the right person and the right message, it is perceived to have something of value. It is perceived to address a concern they have been stressing over. Value is in the eye of the beholder which means you have to know them so well that your thought leadership is perceived as useful and relevant to them. I add this to stress the importance of this being of real value to those that you want to connect with. Don’t assume it is valuable…be sure by your research and testing your messages with those right people.  There is not a substitution for having conversations with your audience to refine your messages.  Most people are not willing to do this enough and this causes a struggle in finding the “market to message” match.

4. The Right Timing

There was an old adage that someone must be exposed to your brand message 7 times to get their attention. This is the effective frequency of your message. It is also referred to as the Rule of 7.  

Do you know these slogans?   

  • Got milk?
    (used for 21 years, starting in 1993)
  • Just do it.
    (used for over 26 years, starting in 1988)
  • What happens here, stays here.
    (used for 10 over years, starting in 2004)
  • Tastes great, less filling.
    (used since the 1970s)

These have been used for decades to imprint a message to the audience. When you read them, you can probably picture the brand that produced them, right?

What if you had that level of consistency in your market?   You would likely be thought of as a leader just because of the longevity.

The First Step in being a Thought Leader

You must know your ideal client to be a thought leader. Your ideal client is that one client that if you have two dozen of them they would radically change your ability to make money, create systems and even position yourself as a leader in your market to all the others like your ideal client.

Here is a free training on how to find your ideal client.

Facebook is a powerful platform for thought leadership because of its ability to be a vehicle for your images, text, and videos. Facebook allows you to target the exact people you want to see the ad and when you want them to see it.   Here is an interview I did with Valerie Shoopman on my podcast Leaders in the Trenches. Podcast Episode 152 Lead Generation with Facebook Ads.

Additional resources that will help you with your journey to being a thought leader or an authority in your market.

Here is a podcast I did about being an authority that will help you in your journey to thought leadership.   http://leadersinthetrenches.com/105-authority-with-gene-hammett/

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167 | How You Show Up Matters with Catherine Cassidy

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Catherine CassHow are you showing up in the world and in your business? You may think that style and appearance is an insignificant and maybe even a superficial area to focus on. Catherine Cassidy – founder of U Styled says it is everything. In fact, our presence (mostly made up by our style) makes up 55% of our communication. Meanwhile, our verbal communication only makes up 7%! Catherine shares more on how our style is a representation of our inner attitude and thus why it’s important to start making some tweaks to our style. If connecting with others effectively is part of your business strategy, you’ll want to listen carefully to this episode.

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Flickr-Kevin Dooley

Overcoming the Fear of Sales in 4 Simple Steps

Flickr-Kevin Dooley

This article originally appeared in Entrepreneur Magazine.

Do you procrastinate or completely avoid doing any kind of sales for your business? Or do you think that the whole process of sales is a slimy and shifty experience that you just don’t want to do?

Well, here is a secret for you — sales is a necessary process in having a business. Ok, not much of a secret. The reality is your business depends on your ability to understand sales so that you can continue to serve your clients. Your resistance to this necessary part of your business is only costing you money and adding stress to your life.

If you do have a fear of sales, you are not alone. The fear is quite common. Creative, purpose-driven entrepreneurs like you seldom start a business because they are sales rock stars. You got in the business to do what you love to do.

Unfortunately, there is a myth out there that says, “Being great at what you do is enough to make your business grow.” Being great in your chosen field is only part of the business. The other part of your business hinges on you understanding how to sell your products and services in a way that is in alignment with who you are.

The fear of sales shows up in very interesting ways. I have had many clients who have related sales in their own business with the stereotypical used car salesman. When you dig into it, there is usually the one central fear — “What will they think about me?” This is where the slimy and shifty feelings seep into your thinking. You avoid sales in every way possible, even if that means not selling at all.

Let me share with you four simple steps to overcome the fear of sales:

1. Understand the real problem you solve.

Get a deeper understanding of the problem you solve. This means knowing how others approach the same problem. It is also about knowing the real cause of the problem and how the causes are different than the effects of that problem. The better you understand the problem your prospects face, the more likely you are to offer a creative and innovative solution to the problem.

Write a narrative story of the essential problems you solve. Include the root causes and the effects of the problem. Add to it why your approach is different than your peers.

Special Note: Don’t be afraid to break norms with industry standards. Going against the grain is a great way to separate you from your peers.

2. Get to the value you provide.

The value here is the client’s perceived value of what their problem is costing them. It is essential to understand the monetary impact of your work. If you cannot directly compute the “payoff” of your work, it will be hard to communicate it to your prospects.

Value is the root of the sales process. Your product or service addresses a real problem, right? Your job is to use all the tools available to you to see the value from the eyes of your clients and communicate that to future prospects.

Document all the cost savings and financial growth your work provides for clients. Also, document the qualitative parts of your solutions too.

3. Establish a sales process based on integrity.

Sales without a defined process are likely to wander. Wandering sales rarely build a strong business with repeatable results. The flip side of this is a defined step-by-step process for your sales. This includes the invitation to the first conversation, the steps after that conversation and all the steps in the between.

When you have a sales process aligned with integrity you are more likely to remove any points of resistance. This “integrity” part of sales is all about truly believing that your time with the prospect is valuable, versus simply being an interruption. When you believe it is valuable you will minimize your resistance.

4. Learn to love sales.

Loving what you do means so much to your overall results for your clients. Loving the actual process of sales will help you create a powerful business, too. When you accept that your work is valuable, and you know exactly who can get the most value from your work, you will enjoy the sales process more.

You can get by with two or three of these steps on your journey to overcoming the fear of sales but focusing on all of them will give you more confidence in your ability to serve others. In today’s markets, sales are about understanding how to add value to others before, during and after the sales process.

Photo: Flickr/ Kevin Dooley

This article originally appeared in Entrepreneur Magazine.

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