Just the other day, I was working on a task for a client and had the instructions in an email right in front of my nose. I read through the words, but somehow developed quite a different view of what was actually being requested of me. I went about completing the task, confident that I had given the client exactly what they had wanted and needed. But, a few hours later, I realized that I had completely overlooked an important sentence in the email instructions and (more than likely) confused the client. How did I miss such a key element in the instructions I was given?

I believe there are 3 common reasons you and I don’t understand what is being communicated to us at times:

• Lack of focus or concentration
• Lack of interest
• Lack of knowledge 

When reading through instructions, listening to explanations, or viewing examples the human mind is often multi-tasking. The same words can be read and heard by several people with dramatically varying interpretations. According to the Associated Press, the average attention span for adults in 2012 was only 8 seconds…down from 12 seconds in 2000…and less than that of a gold fish at 9 seconds. Add to that a lack of interest in the particular subject matter and the concentration level diminishes even more, thus the same words can be read and heard by several people with dramatically varying  interpretations…(in case you were multi-tasking).

Perhaps the biggest reason for misunderstanding is lack of knowledge. Possibly the easiest solution for better understanding is gaining knowledge. When we are clueless about what is being discussed, we have no point of reference for understanding and are likely to misinterpret and  misunderstand. I find that researching a topic (about which I know little to zilch) provides insight and broadens my own personal interest, providing benefits on numerous levels, including the ability to focus.

For me, the other day’s lackluster performance on my part, reminded me of a humorous account told by Seth Godin about something right in front of his nose. He and a friend had just finished a delightful breakfast and as Seth walked out of the restaurant, he focused on the door to the street and the weather outside – completely ignoring the interior plate glass door, slamming right into it at full speed! According to Seth, “You get what you focus on. Focus on nothing, and you won’t get much.” (Though, in Seth’s case, he did get a broken nose).

As an entrepreneur or small business owner, you know that understanding your clients and customers needs is paramount. If you find yourself too often missing the point or not understanding what is being asked of you, don’t permit your nose to get out of joint. Instead, take a moment and re-evaluate. I went back to the email instructions and focused on the entire content with no preconceived ideas, no assumptions. I concentrated on every word. Now, I was interested – not specifically in the subject matter – but in my role as the service provider and how to succeed in that role and assist my client in reaching their goal. I researched anything with which I was not completely familiar and gained the knowledge needed to better serve my client’s needs.

Save yourself, and those with whom you work, a lot of unnecessary and time-wasting frustration with these 3 easy solutions that will keep your customers and clients happy and make for much better understanding:

• Re-evaluate What is Right in Front of Your Nose
• Focus and Concentrate
• Acquire the Knowledge

Image: Businessman Cover His Head With Bag by pakorn/FreeDigitalPhotos.net

Consider that a great majority of clients believe that if you’re able to get your own agency, company, or firm to show up in search results for their industry, you are likely to be good at getting them to show up at the top of search engine’s lists, too. Being easy to find online by those looking for what you do, also helps them to see you as the capable one with whom they want to work.

Showing up in Social Media is a good way to establish your company as an industry thought leader. A healthy following on Facebook, Twitter and LinkedIn, for example, speaks to others in your niche market of being one who has something interesting to say, that others find relevant and useful.

Keep showing up at online forums as an active participant by  partnering in marketing campaigns and a content provider for newsletters and blogs…and before long, you could even be looked to as an Industry Insider!

Speaking of active participation, consider being a Speaker within your industry or marketplace. When you have something worthwhile to say, why not say it where it will bring both you and the others who need to hear it the most benefit…face-to-face at conferences, networking events and trade shows (just to mention a few). And why stop there? Host your own event, either online or live and in-person.

There is perhaps no better way to generate leads than to LEAD. When others see you “practicing what you preach”, they have no problem following your lead. You may be showing up to work – but in the end – your work must be showing others that you know what you are doing. If you are showing up in the search engines, showing up in Social Media, showing up at conferences, showing up in others’ newsletters as the one being quoted or referenced – when you are walking the walk, not just talking the talk, in your industry and market – then, you are the professional, the expert, that others seek when in need of what you do, offer, or sell. Those are results worth showing up for!

“A leader is one who knows the way, goes the way, and shows the way.” – John C. Maxwell

I’m thinking about the young baseball enthusiast with a passion for the game, but no formal training. Let’s say that he wants to be a pitcher. He may be a natural – but, odds are, even though he has a deep love of the game, possesses a high level of skill, and an insatiable hunger to play, it will most likely require a lot of work and hours of learning (combined with extra effort) to garner the attention of the pro scouts and eventually make it to the major leagues.

Let’s say that same young man makes it into the farm system and eventually gets called up. He still must work for the position he desires and work to maintain that position. Maybe the coaches love him – maybe they don’t. Maybe they’re not sure how they feel about him and are looking to him to help them make up their minds. Whatever the situation – it is his opportunity to prove what he can do there.

I don’t claim to know exactly what determines it – but I have noticed that some rookies can do all that they’ve been taught, go the extra mile and give 100% of their efforts, yet just can’t seem to do anything right within one club’s system, but as soon as they are traded to another team…they light up the field with their ability and become a contributing factor to that team’s success – even becoming that organization’s stand-out player! Sometimes, it is either just a good fit – or it’s not.

Maybe you are experiencing this within your current role on the job or within your profession. You have the training, the education, the skills or the talent, but even though you’ve done all you can to learn and you’ve given 100% and tried to be a team player – no matter what you do, you just can’t seem to perform to the level or standard required by those over you. Why not take a look around for a new team? It may not be a lack of skill or ability – it may just not be a good fit for all involved where you currently are. Instead, look for a team that is able to see your potential and appreciate your hunger and desire to contribute. Once given the opportunity to perform, ask for whatever help you know you need. If it is a good fit – the tools should be supplied you immediately upon request. And when they are, determine to use them to do your best for the team.

Always remember, there is no shame in having the passion without having the tools. The shame is in refusing the tools when offered – while continuing to blame everyone else for your poor performance. The right team provides a good fit with the necessary help, instruction and support for your work, while pushing you to be even more than you thought possible, so that you can achieve your dreams.

Image: by Meawpong3405/FreeDigitalPhotos.net

We know that we must pay attention to our appearance, our presentation and even how our room is set up for our participants, but herein lies the paradox, we must remained focused on our audience, not ourselves. Your audience must feel that you are genuinely focused on them and their wellbeing.

How is this accomplished? 

First, you must feel it from within. If you are only concerned with selling your product, your audience will know it. It isn’t something you can fake. You will, like our misdirected model, come across as not being genuine. So, if you know I am talking about you, and you just can’t drum up that empathy, please pick a different method of getting your message out. Public Speaking is just not for you.

Second, you must be able to present in a manner that isn’t focused on your presentation.  What I am trying to say is that by the time you are ready to present, it should be second nature. You don’t need to think about what you are doing, it just happens. The only way to accomplish this is with much practice. How many times have we heard actors or singers talk about when they were kids they would get friends or family members together and put on a “show?” Well think about doing something like that.  Gather an audience and put on a “show.”  Start by practicing in front of friends or family members with whom you are comfortable so you can really “lay your heart out.” Then, move on to people who you don’t know so well.  Offer to speak for free anywhere and everywhere you can.  Think of it as an apprenticeship of sorts.

Third, invest in some good looking and comfortable clothing. You should be able to dress in something that will make you feel confident. The last thing you want to be thinking about is your hurting feet or your top that wants to slip up or down… again, putting the focus on yourself instead of your audience.

And last, make sure your space and props are prepared. (We will address this in detail at a later date.)

Take the focus off of yourself; place it on your audience. You both will reap the benefits.

Share with confidence,
Cyndi

I might be considered a fuddy-duddy, but if you want to turn me off like a light switch, throw some profanity into your newsletter, blog post, email or even your public speaking. I don’t care if the 4 letter word is one of the “big 7” or not, I still find it offensive.

It is amazing that the same person who would never mention religious or political affiliations for fear of offending potential clientele, is more than willing to throw in a few swear words to look hip or because they want to be real.  Big mistake. Big! Huge! (channel Julia Roberts here). You do not need to use coarse language to make your point. Let’s define the word crude:

crude  (krood)
adj. crud·er, crud·est

1. Being in an unrefined or natural state; raw.
2. Lacking tact or taste; blunt or offensive: a crude, mannerless oaf; a crude remark.
3. Characterized by uncultured simplicity; lacking in sophistication or subtlety: had only a crude notion of how a computer works.
4. Not carefully or skillfully made; rough: a quick, crude sketch.
5. Undisguised or unadorned; plain: must face the crude truth.
6. Statistics In an unanalyzed form; not adjusted to allow for related circumstances or data.
7. Archaic Unripe or immature.

Do you really want to be perceived as Archaic, Unripe or immature? I don’t. And you might want to consider that there just might be a few more people out there that are like me. If you use profanity, whatever you are selling, it’s not for me.

As my friend Cassandra says:

…"Speak kind words, and you will hear kind echoes."

1. Do not use this feature when you are angry
2. Do not use this feature and try to carry on a conversation at the same time.
3. Always proofread your text message before you push” send”

You might laugh a bit at my voice to text escapades, but it does bring to light another important issue. When we are conducting business virtually through text messages, emails and other messaging applications, we need to remember that the person on the other side of our message has no idea with what emotion the message is being sent. You may make a statement or request and if you are not careful with the wording it can come off as being harsh or confrontational. What can we do to make sure what we are communicating is being received in the way we intend?

1. Do not send a message when you are angry
2. Do not write and or send messages when you are distracted
3. Always proofread your message before you push” send”

We have often heard it said, “You only get one chance to make a first impression.” When you are trying to secure speaking engagements, many times you do only get one chance to get your name in front of the person who will decide if you are the person they are looking for to speak to their organization or company. What a shame it would be if you were judged by one misinterpreted email.

Try to look at your message objectively. What emotions do you feel are attached to it? Is it conveying the message you want to send? If you received this message, how would you picture the sender?  Does it reflect how you are feelings about your recipient? 

Cyndi

What do I mean by verbal clutter? Words or utterances like Hmm, Ah, Uh, Ok etc. or even nervous laughter.  You get the idea. At the opposite end of the spectrum is the uncomfortable silence. You know how that goes, you lose your train of thought and so you just stop talking………………………………………………………….for a while.

What is the cure? Practice! I know. Not much fun, but so important if you want to progress. Remember the old adage “No Pain, No Gain”! The world if full of people that think success will just drop out of the sky and fall into their laps without any work. It just isn’t true. If you want to be paid for your speaking engagements, you must appear professional. So, practice. And then practice some more. You can start by videotaping yourself. If you don’t have a camera on your computer, you can buy one for less than $20. Record yourself and then be brutally honest about how you sound. Are you engaging in verbal clutter or uncomfortable silences? Then, go public. Grab a friend or two and practice in front of them too. What do they think?

Clear out the junk, polish it up and speak like a pro. Your audience with thank you.

What do I mean when I say “self-discipline”? What I mean is making ourselves do the things we don’t really want to do. In his December 21, 2010 article for ICS  magazine, Steve Toburen refers to this action as the Insidious "Displacement Activity". Basically this article states that on any given day we have this check list of business activities we should be doing. The majority of us will chose to do the things we like to do and avoid the things we don’t like, regardless of their importance to our business success.  This problem really transcends into all businesses, but for the solopreneur, it is the most pronounced. Whatever the task, if you don’t do it and there is no one else to whom you can delegate, it simply does not get done.

We could get into a long discussion about different temperaments and their different strengths, but really, “people” people like to be around other people. Most people get into public speaking because they enjoy communicating with others. Makes sense, right? So what does that leave? …Marketing, research, bookkeeping, and all the things that takes you from where you are now to where you want to be.

Let’s look at it this way: You want to build a shed. You spend a lot of time looking at plans and finally choose a design you like. You copy the plans, go mark a place in your back yard to put the shed, get the permit, and save the money. But the thing you hate to do is go to the building center. So you put if off. You don’t go this week. You find an excuse why you can’t go next week. The week after that you are way too busy. Soon it’s November and you still don’t have a shed and your lawn mower is covered in snow. Although you accomplished six of your seven tasks, you were not successful because all seven tasks needed to be completed.

This is exactly how it works in business. We may be really good at many business tasks, but if we neglect one or more necessary items we are unable to achieve the success we want to obtain.

What can we do to avoid this great pitfall?

1. Acknowledge: Understand that this is a problem that needs to be addressed.
2. Be realistic: There are only so many hours in a day. Consider all your obligations and decide how much time you are able to devote to your business.
3. Construct a plan: Include the different tasks that need to be completed on a daily, weekly, or longer basis. Devote the first hour of your day focused on the tasks you dislike doing. You won’t spend your day with these things hanging over you like a cloud. You will feel good about having gotten those tasks out of the way and it will lead to a more productive day in general.
4. Delegate: Consider eliminating some tasks altogether.  If you are a busy executive, you might hire a housekeeper to help keep your house in order. You would not think twice about hiring a CPA to do your taxes, an important task that requires a special skill set. In this same line of thinking, you may consider delegating business tasks that you are not very good at or just don’t like to do.

One item that is frequently ignored is marketing. Your business will never be successful if you don’t market. There is just no other way around it. Another is research. You will have a hard time landing speaking and entertainment engagements if you don’t do research to find and connect to perspective clients.

It’s a brand new year. As you are taking time to set your business goals (and I hope you are) honestly take stock of yourself. If there is something you KNOW you should be doing and you are not, devise a plan to get it done. Your business success depends on it.

by Charlotte L. Hanna CMO/CMBS Global

Boy…do I remember those schoolyard bullies who were always making life miserable for the rest of us! I remember their annoying challenge consisting of just two words – “Prove it!”

As an entrepreneur, you may know what you are doing, but business can be a bully when it comes to performance.

As an entrepreneur, you may NOT know what you are doing in some very important areas of business communication and marketing – but don’t let it back you up against the wall and intimidate like those bullies.

Remember how good it felt to see your best friend or maybe your older brother or sister come into view, just as a bully was about to make mincemeat of you? Maybe the bully backed off or maybe you suddenly felt a new level of confidence upon their arrival – but either way, it made your world a little bit brighter once again and provided you an edge in the face of fear.

Online marketing is more stressful for some entrepreneurs than others. If you are feeling up against the wall when it comes to ezine content, website design, managing your emails and scheduling appointments, creating a brand, etc, etc. Find that big sister (or best friend) in a Virtual Assistant.

If you aren’t familiar with what it is that Virtual Assistants do – suffice it to say that it can be as little or as much as your needs require. Virtual Assistants can provide services that you may not even realize you need – and help take your business to another level that you never dreamed possible. The right team of V.A.s can give you more control – more time – and more solutions for your small business communication and marketing dilemmas, making you look and feel more confident, while becoming a standout in the marketplace.

You know what you are doing – and now is the time to prove it!  If you just can’t do it all on your own and do it well, then you also know that a little assistance can go a long way toward making your world of business a bit brighter.

Image: “Sea Lions Upclose” by Liz Noffsinger/FreeDigitalPhotos.net