Good morning to all my followers and my connections on LinkedIn. This is Mike Allison from mikeallisoncoaching.com!
So today I want to talk very briefly about a stupid thing that you ought to stop wasting time on.
And that stupid this is...
You're wasting time on waiting for the "perfect time."
What I mean by this is, many people feel that they can't start something until the "perfect time" comes along.
Now let me give you a perfect example.
What I'm doing right now is creating a video and I'm going to put this up on LinkedIn as soon as it's finished.
Now, a lot of you know that you should be using video in your marketing and in your sales and in your personal branding.
Many of you bloggers and writers and authors know that you should be using more video because video ... it's proven ... there's all kinds of statistics that show that video is much more engaging for people to watch than simply reading a blog post, article, or whatever.
But many of you are a little bit afraid to get on the video bandwagon, and I understand that, I mean, it's not the most natural thing to sit in front of a camera and talk into the camera.
Basically, I'm looking at myself right now, so that's not the most natural thing to do.
But here's the point...
There's never going to be a "perfect time" for you to get started, so you've just got to do it!
And if your first video is a flop, who cares?
Everybody had to start somewhere; it might not be the prettiest, it might not look the most professional, it doesn't matter!
I'm videoing myself right now with my iPhone, and in fact that's primarily all I've used, certainly in the last eight weeks,
I've been using simply my iPhone, even though I have a camcorder sitting up on the top shelf of my closet, right over to my right here, and I'm not using that, I'm just using my iPhone.
And, you know the videos I make, if you've seen them, you know that it's just me. I mean, this is me, this is what you get. It's not professional production, I haven't rehearsed anything, I'm not reading any notes right now, I'm just speaking off the idea that I had...
...and this idea was based on one of my blog posts, but I'm just speaking off the top of my head, so you either like that or you don't.
The point is that I want people to see me the way I really am.
So, here's the thing...stop wasting time waiting for the "perfect time" to do something, whatever that is...and I'm just using making a video as an example of that...but it could be anything...
...perhaps you're waiting for the perfect time to start your own business...you're waiting for the perfect time to get out of corporate and start your own work as a consultant and a freelancer...
...you're waiting for the perfect time to start your own blog...you're waiting for a perfect time to write that book.
There's never going to be a perfect time.
Just get started!
In the words of, I believe it's Gary Vaynerchuk....I don't want to misquote him, but Gary's always telling people...
Just. Get. Started.
And you don't need to produce content...what Gary Vaynerchuk suggests we all do is...
Make real, live videos as your progressing along your path to achieving your goals, and people love a good story, and why not share your story with other people.
So, get started.
You know a good plan today is better than a great plan tomorrow.
A good video today is better than a great video tomorrow.
The point is, today is right now, it's right here. Get started!
If you need help, just give me a call.
Phone me at +1 (204) 806-2977
Email me at: firstname.lastname@example.org
And I'd be happy to work with you.
Have a super day and a great weekend!
Oh yeah, please share this because you're a nice person.
Good day LinkedIn! I hope everyone is having a great Saturday. This is Mike Allison from Mike Allison Coaching dot com. And I'm really happy to be speaking with all of you today.
But I've got to address something that is just driving me nuts ...
... and that is why do sales experts become so stupid when they're on LinkedIn?
Here's what I mean ... I'm looking at a profile right now of an individual on LinkedIn who, in their headline refers to themself as a sales guru ... and let me read you the profile ... it says ...
"Having been a high level achiever throughout my entire life, I have found inspiration through competing in ... entrepreneurship at a young age and continuing education. I am a passionate, driven and charismatic leader striving to make a lasting impression on those I work for and work alongside. In many ways there's no great task than diversifying oneself. I effectively utilize my strong communication skills, which have been honed through years of representing myself on the world stage. I am a confident speaker and presenter, analytic in nature and thrive as a leader and part of a team. I understand the changing realities of today's marketplace and the disruption taking place in tech - I embrace it!"
Now you tell me what's wrong with this individual's profile, with their summary?
First of all, referring to oneself as a sale guru? Get over yourselves people ... you're not a guru ... you're just a good sales person ... and I don't even know if this individual is that great of a sales person ... because let me ask you this ...
What I just read to you from that profile summary ... would you ever walk into a customer that you were trying to sell something to and actually say that to the customer?
Of course you wouldn't! Because the customer doesn't care about any of that ... you know that ... the customer wants to know how you're going to help him or her ... that's what the customer wants to know.
The customer doesn't care about any of this stuff I just read from this individual's profile summary.
Now, if you would never walk into a customer and open the conversation by saying that to them ... at least I hope you wouldn't ... because if you did you would literally have most of your customers "turn off" in the first 7 to 12 seconds.
And, if you wouldn't do that when you're actually visiting a customer then why are you doing this on your LinkedIn profiles and on your summaries?
Would you ever walk into a customer and say, "Hi. I'm Mike Allison. I'm a sales guru."
Of course you wouldn't! It's ridiculous!
So, here are these people on LinkedIn, that are sales experts, and yet they're doing these, what I call, these are stupid things ... you should know better than to do this with your headline and with your profile.
Now, if you don't know how to craft your headline in your LinkedIn profile and your summary, I want to help you to do that so you can get the eyeballs you want to attract, attracted to your headline and to your profile summary ... and you do that by creating a headline that grabs the attention of your target market and the niche you're in, and you also do that in your summary by clearly stating how you help people ... not talking about all the things you've accomplished.
And the other thing about this summary is that it's very generic.
The individual says, "I'm a passionate," ... oh please get rid of that word ... "driven and charismatic leader."
Like, I mean, probably 90 percent of people who have profile summaries that are like this are using those words ... it doesn't distinguish you ... there's nothing that makes you stand out as special or different with words like that.
It says, "striving to make a lasting impression on those I work for and work alongside."
Well that's great. All of us are trying to do that. So how is it that you make, what to do you do that makes a lasting impression on those you work with and alongside. This tells us nothing about how you help your target market.
It says, "I effectively utilize my strong communication skills."
I mean, like, I bet you almost every profile you look at on LinkedIn, people say they have strong communication skills.
So, I'm not bringing this out to make fun of anybody and I'm not bringing this out to offend people, but some of you need to wake up.
If you're really a sales expert, then why are you doing things with your LinkedIn headline and profile that you would never do if you walked in and started talking to a customer?
You need to think about, when you're writing your headline and writing your profile summary, which is beneath your headline, think in your mind that you're actually talking to a customer and if you were, what would you say to them.
You would never walk in a say, "Hi, I'm a sales guru," and then spout off this ten sentences of stuff, that is first of all very generic and secondly doesn't tell me, if I'm your customer, how you're going to help me.
So, here's what I'd like you to do. If you need help, all you have to do is click the button below this video and it will take you to my scheduling page for my online schedule ... you can schedule an appointment with me to talk about how we can fix up your headline and your profile summary section, in your LinkedIn profile and summary. Okay?
I'd like you to do that.
There's also, you'll see here below is my phone number and my email address ... so if you don't want to book an appointment you can phone me and talk to me directly, I will answer my phone and speak with you and help you out ... and if you want to email me, just email me, I'll answer your email ... I'm a real person ... and I really will help you with all of this, okay?
So please - sales experts - stop doing such stupid things with your LinkedIn headlines and profiles. Start crafting your headline and profile the right way and that's really going to help you to leverage the immense power of LinkedIn to target the right audience and your niche and get more business, more customers, that you can work with.
Have a great day and I wish you all the success you can handle.
Contact me at: +1 (204) 806-2977 or email: email@example.com.
I look forward to speaking with you and helping you.
When my wife and I recently moved back to Canada after living and working outside of the country for 15+ years, we needed to make arrangements to choose and lease a vehicle.
To make the process of choosing the right vehicle for us, I arranged for 3 sales reps to each bring their company's vehicles by our place on a Saturday. This would allow us to take each vehicle for a drive as well as get to the know the sales reps at the same time.
The 3 vehicles we were choosing between were all 2017 models. They were the Honda CRV, the Hyundai Tucson, and the Chevrolet Equinox.
We took each vehicle for a test drive of about 30 to 40 minutes, with both my wife and I taking a turn at the wheel while the respective sales rep sat in the front passenger seat to explain details of the vehicle.
Because I coach and train sales leaders in the healthcare industry, and the same principles of selling apply across all industries, products, and services, I was very interested in observing how each of the sales reps would interact with my wife and me and to see what they would do to get us to commit to buying their vehicle.
During our test drive, one of the sales reps triggered an emotion in me that completely prevented him from persuading me to lease the vehicle he was showing us.
Obviously, from his perspective what he did must have seemed to be a powerful persuasion tactic.
But it wasn't.
At least not for me.
This is what he said to my wife and me as our test drive came to an end and we were pulling up in front of the house.
"We've got a very special deal on this vehicle. I can give you $5,000.00 dollars off the price for today only."
What do you think immediately went through my head? Any ideas?
Well, I had an emotional reaction, although the sales reps probably didn't realize it because I didn't blurt it out.
But what went through my head was, "Wow! This guy just devalued his vehicle by $5,000.00 without even knowing which way we were leaning decision-wise. And if he could so easily offer us a $5,000.00 discount, then how overvalued is his vehicle to begin with?"
And that wasn't going to be the vehicle I bought, plain and simple.
The other two sales reps didn't offer any discount. They had a set price, and that was it. They were upfront and open about that.
And they claimed that sales of their vehicles were so robust that they could barely keep them in stock. Was that true?
I don't know for sure, but it definitely made me feel as if the value and quality of their products was much higher than the rep who offered me the $5,000.00 discount without me even giving the slightest hint that I wanted a discount.
So, now you know that the stupid selling mistake that will make you poor is...
...discounting your product or service when it's not necessary to do so.
Notice what I said?
If your organization, or you and your sales reps are in the habit of selling on price, then your business is in big trouble.
Because simply put, most people don't buy anything based on price. Most people buy based on their perceived value of the product or service they are purchasing.
And that's an emotional decision.
Now it's your turn...
What selling mistakes have you experienced from your interactions with sales people?
Leave a comment below and share your answer with us.
What are you going to do today? And more importantly, why are you going to be doing that?
I mean really WHY?
We all have pre-programmed scripts that are continually running in our minds.
These scripts cause us to unconsciously do very predictable things in specific situations, whether they make sense or not.
For example, look at the following 3 questions and guess which one got the biggest positive response from the people who were lined up at a Xerox machine.
1) "Excuse me, I have 5 pages. May I use the Xerox machine, because I'm in a rush?"
2) "Excuse me, I have 5 pages. May I use the Xerox machine?"
3) "Excuse me, I have 5 pages. May I use the Xerox machine, because I have to make copies?"
If you guessed question #1, you'd be correct. 94 percent of the people in line agreed that the person asking could cut to the front, presumably because he was in a rush.
Only 60 percent of the people in line responded favourably to the second question.
But would you believe that 93 percent of the people waiting in line responded favourably to question 3? That's right.
It turns out that simply using the word "because" was enough to get those waiting in line to let the researcher cut to the front, even though they were all there to "make copies."
That's an example of mindlessness.
When using one simple word influences 93 percent of individuals in a group to do something that actually makes no sense, we have a clear picture of being enslaved to mindlessness.
Will you make a conscious decision to stop being a mindless slave today?
Now it's your turn...
The most important decision you'll make today is how to use your time in the best possible way. What will you do today to ensure that's what you're doing?
Leave a comment below and share your answer with us.
“The happiest moment of my life is still that split-second a year ago when, as I laid crushed under a 2000 pound car, I realized my husband and 9-year-old boy were out of the vehicle and absolutely OK.”
That was the comment of Hope, who had experienced a moment of piercing clarity and insight while crushed under a 2000 pound car.
Experiences like those, while we wouldn't wish them on anyone, do tend to get us to wake up, realize what's most valuable and ask ourselves, "What are the things I ought to stop wasting time on?"
Following are some to think about as you go through your day and week.
1. Mindless Hustling - You must set aside time each day to simply stop, think, rest and recharge. Despite what you may think, your world isn't going to stop and fall apart because you set aside some dedicated time each day to stop running and hustling.
2. Desiring all the stuff you don't have - this truly is a stupid thing to waste even one second on. Happiness never results from what we have. Happiness comes from the inside. Be grateful every single day for what you do have and you'll soon find yourself experiencing true and lasting happiness.
3. Living a life out of harmony with your values - what are the things that you value the most? Health, family, spirituality, friends, great relationships, money, career, recognition, position?
If you said health, are you living a healthy life? Are you exercising daily and eating well, or are you eating a lot of junk and fast foods? Are you obese, know it and haven't done anything about it?
If you said family is of most value to you, are you living in harmony with that value, or are you away from your family for large amounts of time, perhaps traveling for work a lot. Some of you reading this are away from your families 40 or 50 percent of the time. Right?
Yet you say you value your family? Does that sound reasonable to you?
When you live out of harmony with your values, it is impossible for you to be truly happy. IMPOSSIBLE! What are you going to do about that?
4. Distractions causing you to miss spontaneous moments with people you care about - in relation to number 3, do you rationalize large amounts of time away from your family by buying into the LIE of "the quality of the time is more important than the quantity of time?"
Yes, it's a LIE! because you can't schedule spontaneity! Period!
So stop fooling yourself, because it's the little, spontaneous things we experience with the people we care about that are the most precious and that require spending large quantities of time with those people.
5. Waiting for the perfect time - this one should probably be at the top of this list, but suffice it to say that this is one of the things people say that is just plain stupid. There will never be a perfect time to do anything, so you can stop waiting for it, because the longer you wait the greater the chance that you'll end up old, tired and saying to yourself and others, "shoulda' - woulda' - coulda'."
You and I have no clue what's going to happen to us tomorrow, right?
So seize the moment, the day, the week and the month and start doing what you've only been talking about doing for far too long.
Remember, a good plan today is better than a perfect plan tomorrow.
6. Believing you can have it all - this big lie really gets under my skin. How about you?
Stop wasting time thinking you can have it all, because every choice also requires "not choosing something else"
For example, if you decide to put your career first, there's no getting away from the fact that you'll have to sacrifice other things, which are going to include some of the things you say are of value to you, like time spent building, strengthening and maintaining the relationships that matter to you most.
You don't need to be a rocket scientist to understand why so many marriages end in divorce. One of the main reasons is because people just like you and me have, at some point in time, made a choice to pursue something else first, instead of focusing on building, strengthening and maintaining the relationships they once said mattered to them most.
So please stop wasting time believing this lie and start focusing on what's really of high-value to you.
7. Society's definition of success and happiness - which would you prefer? To be an authentic person, or enslaved by groupthink?
Being authentic means you question conventional wisdom.
Day in and day out you're bombarded with the thoughts of a materialistic society, a tremendously large group of individuals whom are dedicated to pursuing materialism regardless of the cost.
Marketing and advertising lies to you about what beauty is, what success is, what it means to be rich or wealthy.
You ought to question all of this, not because I think you should be skeptical or cynical, but because you want to be true to yourself and your values, don't you? That's what will bring real happiness, engagement, health and wealth in your work and relationships.
8. Comparing yourself to others - comparing yourself to other people - what they have that you don't - is the fastest way to fall into the deep, dark pit of dissatisfaction and envy, which never turns out well and will never get you what you desire and really need.
2,000 year ago, the Bible said it very well: "Let each one examine his own actions, and then he will have cause for rejoicing in regard to himself alone, and not in comparison with the other person."Galatians 6:4
9. Trying to impress others - is like living life with a ball & chain tied to your ankle while running a marathon. Living life well requires a long-term view. It's not necessary that everyone like or agree with you nor for you to like or agree with everyone. You can't please everyone nor should you try to do so. Be your authentic self, as highlighted in point number 7 and you'll be pleasing to yourself and the people of most importance to you. That's what counts, isn't it?
10. Beating yourself up for past mistakes - you're not perfect and neither is anyone else. You've made mistakes and I've made mistakes (I've made some really big ones). What's important is, have you learned from your mistakes and committed yourself and others to not repeating them (especially the big ones)? Get back up, dust yourself off, and move forward. The mistakes you've made in the past don't need to predict your future.
11. People who are manipulative users - last I checked, I wasn't writing these posts for doormats. You're not one, so don't let manipulators and users continue wiping their filthy feet on you. You have a voice in your life and career, so confidently stand up for your values and principles.
12. Anxiety about tomorrow - 95 percent of the things we worry about never happen. The other 5 percent are often things we have no control over. So focus on today, the goals you want to achieve this day and the challenges you want to overcome. Make today worthwhile.
Now it's your turn...
The most important decision you'll make today is how to use your time in the best possible way. What do you need to stop wasting time on?
Leave a comment below and share your insights with us.