Recently I wrote on the necessity of being remarkable. Today let’s talk about the mindset you need to have at all times if you want to win in business: You are in a competition. You may not know what you are up against when you start the day, but you’d better play to win every time.
We compete for dollars. We compete for attention. We compete for talent. We compete for referrals. We compete for publicity. We are always competing. Get used to this idea and embrace it for that’s what it takes to win in any economy, especially this one.
All right, let’s get to some specifics on competing at all times. First thing, look the part. I often see people dressing too casually when they’re working. Why? Because it’s comfortable? Be comfortable on Saturday. Look successful Monday through Friday. When you look successful it creates an impression that you are and who doesn’t want to work with someone who’s successful?
Next, be able to talk about your business anytime, anywhere. You never know when it’s going to be your turn to deliver your elevator pitch. Will you be able to rise to the occasion each and every time? If your answer is no, then fix this fast. Your competition is ready and they will eat you up if you’re still thinking about how best to say what you do and how it can benefit people.
How about your approach to sales? Are you selling with a process or are you simply winging it with prospects and existing clients? I know contractor’s school didn’t come with sales training and neither did law school or medical school. But now that you are on your own competing for dollars you have to be able to sell. Learning a basic and effective sales process will go a long way to help you in this critical area. Continue learning after that.
When it comes to competing for attention do your ads resonate with people? Are you testing different ads? Are you trying out multiple channels of marketing to see what works and what doesn’t? Are you at least marketing consistently? The war for attention is so intense now that you have to be savvy in marketing to get anywhere, or hire someone who is. Otherwise you’ll just be burning up time and resources. What marketing books have you read this year? Please tell me you’ve read at least one.
And now, technology. Are you using technology as a competitive edge over your competition? I’m always looking for new tools to save time or improve service. I’m now seriously considering buying a LiveScribe to better capture notes for myself and my clients. Don’t be afraid of new technology. Adopt it earlier rather than later and it will become your valued ally as you compete to be productive and efficient.
This brings me to the last topic, the competition for improvement. What are you doing to make your business better on a regular basis? I love this thought from the late Peter Drucker, “Look at your business as a customer would and think about what changes you’d make.” So incredibly simple, right? All right, raised hands time, who’s done it? I haven’t. I do listen to feedback and make changes, but I haven’t done exactly as Peter suggests. I am thinking that way now.
Your turn now. What ideas do you have to share in how you compete to win everyday. I’d also like to hear your comments on what I’ve shared. May you win today.
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