Success: Envision Your Success – Are you aiming high enough?

Recently I was sitting in a seminar and the speaker was talking about success.  He asked us if we envision our success.  I was reminded of the time in 1971 when I made the decision that I would pursue my college degree.

As I reflect on my own personal successes, instantly I start to think about my education.  I am the only one in my family who finished high school or graduated from college.

Back in 1971, my boss sent me to a motivation seminar.  The speaker asked, “What are you going to be in 4 years from now?  You could be just 4 years older. Or, you could be 4 years older plus have completed your college degree.”

Right there, that day, I made the decision to go to college.  I knew in my heart that it might take more than 4 years.  That was ok but I knew that I knew I would accomplish that feat no matter how long it took me.

At the time I was 22 years old, married with a 5 year old child.  I had gotten married 6 days after turning 16, became a mother a month before I turned 17 and had dropped out of high school.

When I heard that man speak that day, I had at least managed to get my GED as well as having taken 6 hours of college credit.  However, I had a full time job and could not really see how on earth I could make this happen.

My husband and I immediately started putting the wheels in motion for both of us to quit our jobs and attend school full time.  I would be working on my bachelor’s degree and he would be going for his doctorate.  We both graduated in the summer of 1976.

As I was listening to the speaker a couple of months ago talk about envisioning my success, I was reminded of that statement about what I will be in 4 years from now.

A couple of years ago, I started speaking publicly on business networking. After much prompting from several friends who are in the business, I began to envision what that would look like as a full time business.  Consequently I started preparing myself by signing up for the National Speaker’s Association’s Charbonneau Academy last September.

This is a time in my life where so many of our friends are retiring and constantly asking me when I am going to do the same.  My response, “Nooooo! I don’t have time to retire!  I have too much yet to do.  Besides, I do not know how to knit nor am I interested to learn how.”

I want to encourage you that no matter how old you are or how impossible it may seem to be to make a change in your life whether it is personal or professional…go for it and don’t look back.

Conceive it. Envision it. Do it.  There is absolutely nothing that you can’t accomplish if you set your heart and mind like flint.

Peggy P. Edge (c) 2014

Networking: Fear of Networking

How is it that most sales people have no problems cold calling yet many break out in a sweat when they attend networking functions?

For 16 years in the industrial packaging business, I have worked strictly off of a referral basis–never cold calling.  I rely solely upon my networking partners for “warm referrals.”

To be successful at networking, here are a few pointers that will help build confidence:

1. Create a Plan / a Roadmap–as any good business person will tell you, you must have some sort of plan established so that you know where you are going.
2. Outline an agenda for each meeting – Decide beforehand 2-3 key things that you want to accomplish at each event.
3. Craft 3-4 interchangeable commercials – once you have drafted several different commercials, practice, practice, and practice!

To overcome the fear of networking, get prepared, have a plan of attack and then make connections–seize opportunities.

Peggy P. Edge. (c) 2014

Value Proposition: What is your Value Proposition in the Eye of Your Clients?

What is your Value Proposition in the Eye of your Client?

I asked a client one time, “Kyle, why do you do business with me?”  His response was, “Those wonderful Gourmet Chocolate-Chip Brownies that you bring me every Christmas.”

Yes, those Gourmet Chocolate-Chip Brownies are scrumptious.  An 80 year old friend of mine bakes these for me each year.  Usually around July, several of my clients begin to ask, “When are you going to bring us more brownies?”  I have to remind them it isn’t Christmas yet!

Much has been written about Value Proposition and how you must offer so much more than your competition in order to retain business.  However, do you know from your client’s prospective the Value Proposition that you provide?

Besides tempting clients with brownies each year, here are several additional tips that you can use to engage clients and prospects to learn more about them and how to better be of service:

• • Industry – Keep abreast of their industry and discuss trends and happenings with them.  Follow them on the internet through all of their social media; subscribe to their industry magazines; join their trade associations.
  • Competition – Vet their competition through websites or available trade association information.  Discuss what they are doing in comparison to their closest competition.
  • Future of Company and Client – Periodically engage them in conversation as to what direction the company as a whole is going but also seek to find out about own their future plans.  Are they looking to move up in the organization or on to better opportunities?
  • Extras – Be willing to offer products and services that your competition either doesn’t offer or doesn’t want to offer.  Over the years, I have provided my clients with many products outside of my core product offerings simply because they said they would buy it if I could provide.
  • Partner – Figure out a means of partnering with your clients.
  • Resource – Be the “go-to” person when your client needs a warm referral for products or services outside of your wheelhouse.
  • Personal Values – How well do you know your client and what is important to them–their values and personal likes/dislikes?

Providing a real value to your clients comes in many forms.  Don’t be afraid to simply ask how you can help them grow their business.

Peggy P. Edge © 2014