Stone Rants

Stone Says . . .

Had coffee with yet another Speaker / Author yesterday who . . . wait for it . . . wait for it . . . Does Not Control His Own Freakin’ Website !!!

Yeah, costs us the opportunity to be of any real service of course — at least for now. Building a loyal fan base with engaging Tools like internet radio, video interviews, audio articles, consistent blogging, and personal sand boxes is just too expensive when you have to pay someone else to post it.

Everytime I hear an entrepreneur — especially a biz author say “blah, blah, blah, my web guy . . .” I look for a hot poker to stick in my eye — anything to relieve the pain. The pain of delaying our opportunity to serve until the poor schmuck wakes up from the oblivious “matrix-like” existence he’s trapped in to discover the Real World — The Real “Grown Up” World Where . . .

Grow Up And Control Your Own Freakin’ Website!

. . . If You Wanna Sell Books That Is, or Consulting Services or Seminars or Coffee Cups or T-Shirts, or Legal Services, or Insurance, or Financial Advice, or Mortgages, or Door Frames, or Opera Tickets, or Advertising, or Food, or Shoes, or Toys . . .

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I’ve been observing and cataloging “Top Performer” behavior for over 23 years now. Even after all that time, I’m still amazed at how different actual Top Performer behavior really is from the conventional wisdom so many rely on to guide their thinking and their actions.

Some Quick Examples From The Sales Arena: Despite what you may have read or your Neighborhood Sales Trainer likely told you, Precious Few Top Performers In The Sales Arena Actually . . .

- Ask A Lot Of Questions
- Manage Their Pipeline Like A Funnel
- Write Proposals
- Establish Value Before Sharing Price
- Heavily Research Their Prospect’s Business
- Change Their Communication Style To Match / Complement The Prospect’s
- Thank Prospects And Customers For Their Time

** I didn’t say “very few salespeople.” I said “Precious Few Top Performers.“

By The Way . . . They Don’t Possess (Or At Least Display) Particularly High Levels Of IQ, Stamina, Empathy, Looks, Creativity, or Work Ethic either.

This sales-focused list of Myth Busters hardly scratches the surface when it comes to the depth of misconception, breadth of misdirection, and sheer volume of academic babble in that arena — and there are just as many counter intuitive truths from the world of Top Perforning Leaders, Parents, Coaches, Clergy, and Athletes as well. All very interesting fodder for future blog posts — and I suspect, a marvelous catalyst for a spirited exchange.

In the meantime, here’s one item that cuts across all of these disciplines — and is perhaps even more dangerous, because the gurus aren’t really talking about it much, and apparently none of the big consulting houses have trademarked a cute acronym to call attention to it just yet.

I’m talking about . . . The Radical Shift vs. The Small Move

Bottom Line: Top Performers change their results (experiment and improve) in Small Moves, not Radical Shifts.

Small Moves . . .

Wanna Lose Weight And Keep It Off? Change one related habit — just one. Maybe it’s walk a little every day. Take on another habit next week — maybe an apple at 3pm to curb the huge dinner craving?

Small Moves . . .

Wanna Sell More? — Adopt one new Top Performer behavior . . . not a whole freakin’ methodology! (maybe learn how to isolate an objection in such a way that you know if it’s real or not, or maybe stop writing proposals). Nail one of these, then adopt another Top Performer behavior, and then another if you like.

Small Moves . . .

Re-kindle A Relationship? — Pay particular attention to the very first and very last thing you say to that person each time you’re together. (No warranty expressed or implied on this one — it’s just an idea.) The more important point:

It’s A Small Move . . .

Increase Traffic To Your Blog? — Start explicitly asking people for their input at the end of every post. Or start including a little video. Or invite some Guest Contributors. BUT DON”T BITE OFF ALL THIS CHANGE AT ONCE . . .

Small Moves . . .

Help Me Out Here . . . What are some other examples of Small Moves that can produce Big Results?

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Stone chronicles his misadventures with the IRS . . . in an attempt to draw meaningful wisdom and insight for High Velocity Leaders aspiring to produce Better Results In Less Time.

Initial Ideas / Lessons From Volume 1

1. Always have your Flip Cam with you.
2. Little gestures (like the “Stone” sign) can have a GINORMOUS impact.
3. My Tax Preparer, CMA Financial really, really gets it (the whole “Customer Experience” thing).
4. IRS doesn’t get it — not even a little bit.
5. Attempting to turn tragedy (or a completely asinine situation like this one) into something positive and productive can be quite therapeutic.

More to come, I’m sure !

Stay Tuned . . .

Helping people really is a great deal of fun.

I’ve met some wonderful folks in my career, many of whom have helped me — and a few along the way who I’ve been able to assist in some way as well. Of course as an early Mentor of mine once shared with me some 20 years ago . . . Some folks are alot easier to help than others ! (particularly in my line of work — Solving The Sales Problem For Consultants.)

Some are hard-headed, some are proud, some are lazy — others are scared, still others are painfully indecisive — and let’s be honest, some just aren’t as bright as you might expect.

No Worries . . . Navigating human dynamics and partnering with clients who will actually let us help them is just part of what those in my arena must learn to do if we’re to have productive, fulfilling careers.

It is a bit frustrating however, when we try to help those who are not paying clients only to discover they are practicing “Double Secret Probation” Marketing.

Don’t Be This Person, Don’t Be This Hard To Help . . .

The person with no phone number or e-mail address on their website — or so cleverly hidden, only a certified stalker could find it. And what is the deal with these silly Contact Us forms?

Really? Here I am trying to reach you, to possibly do business with you (or get you connected with a potential client) — and you want me to crawl over a stack of razor blades (a.k.a. fill out your form) ???

I’ve said it before, and I’ll say it again — Whoever invented the “Contact Us” form never fed his kids from selling!!!

Get this off of your website — Right Now. Today.

Replace it with a phone number and e-mail address — a phone number and e-mail address that you monitor.

Next: Put this phone number and e-mail address on EVERY page of your website — in a prominent place.

Bottom Line: If you’ll make yourself easy to help, I’ll help you and so will a lot of other folks. But if we can’t EASILY e-mail, call, or twitter you AND tell others how to connect with you — We’ll get frustrated the first time . . . and there won’t be a second.

I recently turned 46 years old, and find myself in search of deeper meaning from my next 46 years.

Maybe this is it — my very own my mid-life crisis?

In lieu of trading in my 20 year marriage, 2 story Georgian, and Golden Retriever for a young blonde, red sports car, and downtown studio apartment . . .

I’m Opting For A Shift In Professional Direction — not a wholesale transformational change, mind you — but a meaningful shift, nonetheless.

Since the new year started, I’ve been learning as much as I can about the non-profit arena. What a fascinating world this is — and at the risk of sounding a bit immodest, a segment of our economy that would do quite well to invite me (and few more like me) to the table.

Much like the world of business training & consulting that I come from, I’m learning there’s a tremendous gap between the “have’s” and the “have not’s” in the non-profit sector as well.

And exactly like the private sector I come from . . . the place is over-run with throngs of very nice, incredibly dedicated, quite talented, well-intentioned souls generating distinctly mediocre results — and doomed to continue doing so until and unless they:

STOP blaming “the economy”
STOP screening / hiring so heavily on industry-specific (in this case, “non-proft”) experience
START “biting them in the neck” (making the calls, asking for the money)
START collaborating (instead of competing) with each other

** As you might imagine, this STOP / START list of mine is actually much longer. Hire me to run (or at least raise money for) your cause, and I’ll share it with you IN ACTION.

The Reaon I Mention It: I hope to report some day soon that in addition to the Speaking Engagements, hosting the High Velocity Radio Show, and helping Professional Service businesses go to market more effectively . . . I will also be “Director Of Development” (or maybe even Exec Director / Depty. Director ??) for a worthy cause based here in Metro Atlanta.

Yes — I recognize that at first glance, my resume’ doesn’t exactly scream “This guy should be doing non-profit work.” But read between the lines — and if your non-profit needs help (they do), let’s have a cup of coffee and talk it through . . .

In that conversation, I think you’ll discover me to be particularly well-suited for writing compelling grant proposals, motivating and mobilizing board members, inspiring community leaders and volunteers, collaborating with other non-profits in the area to craft a better philanthropic environment for all — and of course, looking a wealthy potential donor in the eye, calmly encouraging her to consider a gift of six or seven figures . . . and getting it.

This is my pursuit — my StoneQuest 2010, and I WILL succeed.

In the meantime . . . Todd and I both continue learning about so many important causes, and meeting the wonderful people behind them. And we plan to introduce them to you right here on the High Velocity Blog in 2 ways:

1. We’ve started the Making A Difference section of the High Velocity Blog — dedicated to promoting and supporting those among us who are serving the poor, the homeless, the battered, the addicted, the hungry, the ill, the brave who guard our freedom, the elderly who taught us to love, and the youth who hold our future.

In this section, we let you know about upcoming events, opportunities to serve . . . and of course, report on our escapades as we hang out with these passionate, inspiring people and learn more about their worthy causes.

** If you think we should be posting something about YOUR cause, simply call (770.518.1412) or shoot us a note at: stone@highvelocityblog.com

2. On Feb.22, we’ll air our first “Making A Difference” Roundtable on the High Velocity Radio Show, and plan to broadcast this same type of show featuring non-profits, corporate affairs reprsentatives, and cause marketing experts at least every quarter.

As of this writing, scheduled guests for for the Feb. 22 show include Molly Rhea with For Momentum, Megan Anderson, Executive Director for Furniture Bank of Metro Atlanta, and Brian Hermanson, Executive Director for the Cobb Symphony Orchestra.

Enjoy — And when you meet someone in the non-profit arena who you believe we might serve in some way, please help us get connected.

Stone Rant #17

I’m amazed at just how hard so many Small Business Owners make it to contact them.  No phone number on the site, no e-mail address — or cleverly hidden so only the most talented and committed of sleuths could find it.

Whoever came up with the “Contact Us” form for websites never fed their family by selling, I can tell you that.

If you want to keep your sexy little “Contact Us” form go ahead . . . but for Pete’s sake (that’s just an idiom, it’s really for YOUR sake) put your phone number and e-mail address on your website — and in a prominent place, on every single page.

By the way, my new coordinates are:

stonepayton@att.net      866.42.SPEED  (866.427.7333)