Who am you?

Is that headline an improper use of grammar? Nope. At least not when 'you' consider this...

Most of the time, when we tell a story we say, "It's like when 'you' wake up in the middle of the night and 'you' can't sleep..." But we're talking about 'me', 'I'.

So I'm working consciously on saying, "It's like when 'I' wake up at night and 'I' can't sleep..."

It's very powerful to take full responsibility for my actions, my thoughts and all of my words.

Still working on eliminating, "...like..."

But hey...I used to live in California!

Windows 777

I have Windows Vista on the laptop I'm using to type this.

It's slower than I'd like. Takes a long time to boot up.

Microsoft knows they blew it.

So what if they offered me, and any Vista user, a really big discount for Windows 7? "Hey Gregory, we messed up. But we want you as a customer for life. Get 7 now and we'll let you have it for $7.77."

I'd take it...and tell everyone about it...and I'd stop visiting the Apple store. At least for a while.

They'd get million$ of PR, and send a message that they care, that they get it, that I exist to them.

But they don't.

Gotta go...

to the Apple store.

Selling vs. Dating

You're on a first date. You pull out graphs and charts and a PowerPoint presentation to show how much money you make, how many promotions you've received, and all the awards you've won. You ask rote questions that seem to be out of a book or how-to manual.
Think there will be a second date?

Rewind the tape...

First date. You ask questions. You listen. You care. You answer every question honestly. Your intent is not to impress, but to learn, to share, to connect.
Several things discussed peak interest for both of you. You say you'd like to learn more next time. Second date is inevitable, then third, then fourth...pretty soon commitment follows.

Stop selling to your customers and start dating them. Authentically, passionately, honestly.

Make A Difference

Just listened to a teleseminar with Roy Spence, author of the new book, It's Not What You Sell, It's What You Stand For.  

Roy has helped Southwest Airlines, Wal-Mart, BMW and many other companies uncover their purpose.

He shared a great thought.  "The government makes (prints) money.  You make a difference."

So what is it that you do that's different?  What do you do that makes a difference?  What are you passionate about?  Who are you?

I think that in order to answer these questions you need to be honest--really honest.  You need to know who you are--what you do well, what you don't do well.

Once you know who you are, ask yourself who your competitors are and get to know them--what they do well, what they don't.

Then get to know your customers.  Talk to them.  Find out what they do well and then find out what you can help them do better.  

There are things I do well--on my own.  There are things I don't do well, but they are tasks that need to be done.  I'm happy to pay someone or a company to do them for me.

And if what they do for me makes a difference, I'm a customer for life.  Or for at least for as long as they remain true to their purpose.  

Rate integrity?

Do rates have integrity? I don't think so.

But some people do. Some companies too.

I think integrity has more to do with how your treat others, and yourself, than it has to do with the rates you charge for your services.

Last week I received an email from The Breakers in Palm Beach, FL. Stayed there a few times on business trips. The email was offering up to $200 per day in resort credits for food, spa, golf, etc.

Here's the story they're telling:

-They have vacant rooms.
-They want to fill those rooms.
-When you use the resort credit it goes toward stuff that doesn’t cost them $200 to produce.
-You must pay full rack rates to get the credit.
-So you bite.
-Your total cost is less than the last time you stayed there.
-They make a little less on you but a lot more than leaving that room vacant.
-But it’s The Breakers so you know it won’t be available when the place is full.

They get full room rate. You spend less. They fill a room that would most likely go unsold. When you're there, they treat you with respect and super serve you. You have a great time.

Did they lose integrity? Not at all. Probably picked up some positive word of mouth.

And they're keeping people employed.

So, if you make pricing decisions, here are some suggestions:
-Don’t let rooms go unsold.
-Add some stuff to packages that work for your client but don’t cost you as much.
-You’ll be able to remove the stuff when your inventory tightens up—promise.
-If you’re worried about what “everyone” in your industry or market will say, buy some earplugs. (Who is “everyone” anyway?)

And remember, integrity comes from within.

No one can take it from you—without your permission.

Have Enough?

With all the talk about the "tough" economy one might think the sky is falling.

Try this...

Close your eyes (okay...after you read this).

Be still for a few moments.

Ask yourself, "Do I have enough?"

Remain calm and still for a few more moments.

Then ask yourself, "Has there ever been a time in my life when I didn't have enough?"

A few more seconds of quiet.

Open your eyes.

Smiling? Good.

Now call somebody who's looking for a job or going through a tough time.

Because you have enough to give a little.