by Kirby Hasseman
“Busy” is the most over-used word in our culture today. It’s become the default answer for many people about how anything in their life is going.
How are you doing? Busy.
How is the family? Busy.
How is work? Busy.
Because of that, “busy” has lost it’s meaning. What does busy even mean?
I don’t want to be busy. I want to be productive.
This may sound strange if you read this blog a lot, because I spend a lot of time talking about “activity.” The idea in this blog from yesterday, is that you need to focus on the pro-active activities that lead you toward your goals. If you focus on those, every day, you will make steps toward success.
You might be thinking, “But won’t doing that make you busy?”
I can speak from experience when I say “yes.” But more importantly it will make you productive. I was reminded of this when I went on sales calls recently with another seasoned sales pro. We visited several customers. We dropped off samples. We had great conversations. We talked about new sales offerings. It was great! After the group of meetings I asked what we needed to do to follow up with these customers. After some thoughtful consideration, the answer was “nothing.”
I wasn’t sure why at the time, but that answer made me uneasy.
Then I figured it out. There was no next step. There was no call to action. We had some great conversations and engagements, but there was nothing we had decided to do to move the conversation forward. If that’s the case, then those calls were just “busy work.”
Action is important. But action for the sake of action is not the goal. The idea is to create action that moves to an outcome. Now don’t get me wrong. I am not suggesting we had to sell something right then. I just wanted to know what was next. It might have been:
*Sending a presentation with ideas.
*Calling to set up another appointment
*Writing an order
*Sending a sample
*Or even sending a note for taking the time time meet.
There needs to be a specific next step. And here’s the thing, your customers and prospects want that too! They have just taken time out of their day to engage with you. They have plenty of other things to do! So if they have given you the thing they can’t get back (time), what was the point of it?
So the next time you create a list of prospects and customers to call on, make sure to determine what you hope to make happen. What is the goal? What is the next step? Especially if you are going to call on me. If not, I will probably be “too busy” to see you.
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by Kirby Hasseman
I stopped in the office of a friend the other day to talk to him about the latest and greatest offerings we have.
It was a sales call…and it was unannounced. I had hoped to “pop in” and chat with him quickly before moving on with the rest of my day.
But when I walked in I could tell his energy was pretty low. His eyes looked tired. So I asked him what was going on. He proceeded to talk to me about some tough things that were going on in his personal life. The more I listened, the more I realized that he did not need for me to solve anything. I just needed to listen. So we just talked. During the half hour conversation, I tried to offer some words of encouragement, but mostly I just was a person to talk to. Then we discussed getting together later for a coffee or a beer. I left without trying to sell him anything.
Sometimes as a salesperson or an entrepreneur, we can get caught up in chasing our goals and trying to create the life of our dreams. It’s a noble pursuit. But sometimes the best thing we can do to create the life you want is to just “be human.” Take a moment. Take a breath. Listen. Be a friend.
Sometimes that’s the best sales strategy of all.
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by Kirby Hasseman
If you are in sales, you need to read this. If you are not in sales, remember this…everyone is in sales.
I remember it like it was yesterday. I was at the PPAI Expo in Las Vegas several years ago on education day and had stepped into a class led by Greg Muzzillo from Proforma in hopes of being educated and enlightened. Greg did not disappoint. Years later, I still remember a question he asked. “In every business there is $15 an hour work, $50 an hour work and $500 an hour work. How many of you want to do the $500 an hour work?”
Without exception, the room full of people (including me) raised their hands. “LIARS!” he yelled at us. “All of you say you want the $500 an hour work, but every day you go straight to your desk to start on the $15 an hour work.”
For me, at this moment, this was a wake up call. His point was, there is nothing wrong with the administrative tasks in a business. They are vital. But as a salesperson, you bring the most value to your organization by getting in front of clients. When you are meeting with clients, you get the most return on your time. He finished with this statement, “There is no money behind your desk! Stop looking there!”
I love this. The fact is, it is easy and comfortable (as a salesperson) to do the non-sales activities. As I said above, they are important. They need done. But they are not the activity that brings you and your organization the most value on YOUR time. And that is the key, I think, regardless of what role you play in the organization. What is the role that you do that brings the company the most return?
*If you are in billing, it might be sending invoices.
*When you are at the front desk it might be answering the phone quickly and with a smile.
*If you are in sales, it is most likely meeting (face to face) with clients.
Anything you do instead of that is costing you money. In his new book, Clockwork, Mike Michaelowicz explains a concept called the QBR (Queen Bee Role). The idea is, the QBR is the most important role in a business. That needs to get done. Everyone needs to either serve the QBR or protect it. Figure out your QBR and focus your time and attention on that.
And remember sales team…there is no money behind your desk!
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by Kirby Hasseman
I love to go to educational events. Whether in or out of my own industry, I enjoy digging in and getting new ideas…and getting inspired. So this week, when the Commonsku gang put on their 2nd Annual SkuCamp event, I was in my element!
Skucamp was a 2 day intensive event designed to entertain and inspire entrepreneurs in the Promotional Products business. I know the goal was to provide great education and networking opportunities. I know their goal was to have a packed house, with a cool vibe and an awesome environment. That’s every event’s goal, right? But the culture of people around this event might be it’s real special sauce.
The Commonsku team has created a sandbox where some amazing industry pros want to come and play. But what did I learn? The answer is…a lot.
Here are just a few key takeaways from #Skucamp2018.
There is no “one way” to do it
There are many people doing really cool things in our industry that gathered at Skucamp. But it was amazing how different each business and business approach is. Some people were super focused on e-commerce. Some business owners had no interest in that. Some businesses were diverse and some were niche. There is not one formula that leads you to success.
Vulnerability is cool
You never learn anything (or at least anything good) when you think you know everything. Skucamp was a place where a lot of really smart people admitted that they didn’t know everything. It wasn’t a weakness. It was a strength.
You Grow By Saying No
You don’t have to be for everyone. I talked about that here. Opening speaker Mike Michaelwicz talked about this in his opening talk. He discussed the idea that you don’t need to be for everyone…in fact that might be a bad thing!
Bring A Big Idea
I love this concept from speaker Caryn Kopp. She had a great session about getting the door open to companies and opportunities you wanted. But this simple idea really resonated with me. If you are meeting with a client, bring one BIG idea that could be huge for them and you. Are you doing that consistently? When I asked myself that honest question, the answer was “no.”
Nice People Finish First
In a world where we are under a constant barrage of negative, it was a wonderful reminder that good people are out there doing amazing things. One of my biggest takeaways was just that…good people are doing great. You don’t have to be a jerk. You might not be perfect (I know I am not). But you can be a good person and grow an amazing business.
Finally, it was a true privilege to get the opportunity to speak with my buddy Bill Petrie about the power and importance of Content Marketing. Thanks to the gang at Commonsku for having us…and thanks to Bill for making me look better than I deserve.
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by Kirby Hasseman
I was struggling.
We all have days like that. We have those days that make us wonder why we do what we do. Does it really matter? Does anyone really care? I don’t think it’s just me. So that day I was having “one of those days.” And then I got this message posted on my Facebook wall.
“Like a lot of people, I’m sure, I listen to podcasts while I’m driving. Yours is one that I listen to. Bailey (my 6 year old) generally hates when I “just listen to people talk”, but, the last few times she’s gotten in the car she’s asked if we can listen to Kirby. When I told her you are a friend of mine that I’ve known for a long time, she instantly declared “I want to be friends with him too”. I’m not sure that 6 year olds are the audience you are aiming for, but we are all fans of yours. ?” Sarah
I can’t tell you how much this brightened my day! But it’s not about me…it’s about you.
Though Sara and her 6 year old Bailey boosted my day, that’s not the point. The point is, we all have the ability to spread that piece of joy.
My rule is simple. If I catch myself saying something nice about someone behind their back…I tell them.
That’s an easy rule that we can all take a moment to follow. So give some thought to that person that helped you this week (or this month).
Make a list. Then take a minute to reach out to them on Facebook, or via text or pick up the phone. It’s very likely that you will lift someone’s day (like Sarah and Bailey did for me). And what’s even cooler is that you will likely lift your own spirits as well!
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by Kirby Hasseman
Whenever I find myself stressed and overwhelmed, worried and afraid, the chances are I am not “living in the IS.”
I was reminded of this today when I woke up before the alarm with my head filled with the huge projects on my “to do” list. I need to live in the “is.” Let me explain.
Living in the WAS
Have you ever heard a person that is constantly bemoaning the fact that things are changing? They constantly tell you how good things “used to be.” They can only see the bad in what is coming…and never the progress. These people are living in the WAS. This glorification of the past makes me sad for these folks. As Billy Joel said “The good old days weren’t always good, and tomorrow ain’t as bad as it seems.” Living in the WAS will create frustration and anger. It also fills your heart with regret. As much as you want to, you can’t turn back time. So stop trying.
Living in the WILL BE
The other source of stress comes from living in the “WILL BE.” As you know, I am a big believer in goals. As Jeff Haden says, when it comes to goals you need to “set it and forget it.” Many of us are constantly worried about what our clients will say, what our friends will think, what society will do. But all of those worries are complete fabrications! You (and I) are debilitated by stress and worry about an event that has not (and might not ever) happened.
Living in the IS
Living in the IS reminds you to be centered and present in this present moment. You only get this moment (and this life) once. What are you doing with it…right now? Are you working on projects that matter to you? What are you doing to create memories? Are you being intentional? In addition, living in the IS gives you perspective and happiness. It is the only “real world” we have. The past is a memory. The future is a fabrication. Living in the IS gives you a chance to “be here.” Right now. Take a deep breath. Live in the IS.
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