From the monthly archives:

June 2009

Leadership

The other day, I quoted Jaynie L. Smith on my Twitter home page saying that, ”Without a competitive advantage, price becomes your only differentiator.”

I immediately received several messages affirming the statement… and several more expressing the point of view that such ”competitive advantages” or “unique selling propositions” were nothing more than slick packaging.

And both viewpoints could be right.

I never cease to be amazed at the number of companies who don’t really understand the importance of defining and creating true differentiation of their products and services in relation to the competition. 

Instead, they simply fill their marketing communications with tired cliches that mean nothing to the buyer. “We’re Here For You!”… “Fast Friendly Service!”… “Your One Stop Shop!”… “No Job Too Big Or Small!”

Yikes! It just makes you feel warm all over… doesn’t it?

Now please understand… I’ve made my share of mistakes too. In fact, I once spent tens of thousands of dollars on a traditional ad campaign to push the claim that we were “Staffing the World… One Company at a Time!” 

Uhhh… right.  And new media often doesn’t fair much better.

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As I do from time to time, I recently grabbed four websites, removed the logos, and printed them in black and white to hide any company colors.  And the results were typical. Employees and executives alike, looking at the pages… and reading the content… were unsure which were their own sites.

They all looked the same.

It reminds me of the gyrations that companies went through a decade ago to create “Mission Statements” that few believed… and fewer remembered. 

But alas… I digress.

It is a great topic, though, and one we’ll take up next. In the meantime, I look forward to hearing from you.

 

Questions:

What is the number one characteristic that sets you apart from EVERYONE else?

Does every person on your team know it?

More importantly, do they believe it?

 

Photo Credit:

The Wolf

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Who You Gonna Call…?

by Steve Buelow

Leadership

“I’ve got a guy I’d like you to meet… ” a friend told me.  “The two of you have got to get together… you think so much alike… you have so much in common.  You know, he’s a self-made millionaire!”

“Self-made…! Well, that certainly DOESN’T describe me,” I said.

“Oh c’mon, Steve.  I know what you’ve done in your business career… don’t be so modest!”

Well, the truth is that honesty IS NOT modesty… and I was just being honest. You see, IMHO… the self-made man is a phantom.

A simple story, please… to make the point.

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I started my car this morning, and was about to pull out of my driveway when I noticed something strange. You see, like I often do… I had backed my car in the night before and was now staring straight ahead at a trail of something that had obviously leaked from my car on the way in.

Transmission Fluid… and lots of it.

So, I did what everyone would do on a Saturday when everything is closed… I called the President of a regional automotive service company AT HOME and explained my situation.

His business is consistently booked out days in advance, and you can’t just get in first thing on a Monday morning without an appointment.

Unless, of course… you have a relationship.

And I’ve been doing and recommending and referring business to Dave for at least ten years. They know it… and appreciate it.

Two questions: First, when things fall apart (as they will from time to time), do you really want to be “self-made”, or would you rather have a team?

And second… if things hit the fan today, who are you going to call?

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I think the reason I so often encourage people to build strong teams is because, well… so often I have benefited from having a strong team.

No, I am not self-made… and would never want to be.

I’ve had great mentors and outstanding employees. Incredible friends, loving and supportive family, and loyal advisors. I’ve spent a lifetime cultivating relationships that work both ways.

A last minute haircut after hours… yup, no problem. A suit that needs tailoring for an unexpected formal event? Unlikely… but, yes… bring it in. A lawyer… doctor… or insurance agent available AT HOME at midnight in a pickle…? Done deal… they’re in the speed-dial. So are accountants, bankers, stock brokers, and pastors.

Even a politician and a police officer or two.

Traveling just about anywhere, there are a handful of people I could call at 2 a.m. if necessary… and they would be there for me, because they know I would be there for them.

I HAVE been there for them.

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No, “self-made” is over-rated.

In fact, it’s a fallacy… need a rock-solid example? Well, how about this… I am not aware of anyone who’s ever made a dime without customers… ‘nuf said.

Build a team… share the credit… dump the status.

And reward your people.

 

I look forward to speaking with you.

 

Photo Credit:

Xurble

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Leadership

I was speaking on the phone with a friend today, when he asked my opinion about a concern of his.

He happens to be associated with a twelve-step program, and membership isn’t growing like he thought it should.

So, I asked him three questions.

First, what is the range of years in the program among active members? The answer was three years on the low side to nearly thirty years on the high side.

Second, what percentage of newcomers come back every week for three months in a row? He didn’t have an exact figure… but assumed it was less than 5%.

This led to my third question… what expectation were they giving the new attendees at their first few meetings? The answer, not surprisingly, was complete and total abstinence… beginning today!

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Okay, so I admit it… that led to one more question… the kind where the rubber meets the road.

“Did YOU give up (whatever it was) on day one and remain 100%, completely and totally abstinent all these years… without ever slipping yourself?”

“Of course not!” he said… “It was a process!”

Okay, so we have a new person… who is addicted to, and abusing whatever it is they’re addicted to and abusing, and doing it for more years than they can remember… and ALL we’re asking them to do (at their first meeting, mind you), is to give up whatever it is… for the REST OF THEIR LIFE!

And they’re not coming back..? Hmm…

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I see the same thing go on in churches… and in weight-loss programs. With music lessons… and with extra-curricular school or work activities.

An expectation of near-perfection is set… usually by people who could not and did not initially meet such a standard themselves… and they set it without regard to what near-perfection would actually require.

That is, doing what you CAN do each day to move CONSISTENTLY toward such a goal… all the while being WILLING to fall flat your face REPEATEDLY in the process, if necessary.

It’s how ALL talent is developed into practical skills… and how innate ability is converted into the type of real-life experience that can benefit others.

 

Please know that it is my sincere hope that you failed at SOMETHING today, and I look forward to speaking with you soon.

 

Questions:

What are three abilities that you are seeking to hone into areas of real strength?

What is required each week to develop them to a high level?

Have you reached out and completely “failed” this week?
If so, congratulations.
If not, why not?

 

Photo Credit:

foxypar4

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Leadership

It is no secret to anyone who knows me well, or to anyone who frequents this space, how I feel about my mom and dad.  It’s always been that way.

Are they perfect?  Well, no… just like me.

But through the years… and the tears… the challenges… and the fears… (hey, that rhymes) what an incredible example of integrity they have been.  Yeah, I think that is the right word… integrity.

What you see… is what you get.  The same in private… as in public. 

And on this Father’s Day… I just want to say thanks.  I am thankful that I wasn’t raised with a lot of gray areas.  It was pretty much black and white… right and wrong.

And I don’t mean to imply that I was always on the right side… ’cause, well… you know that’s not the case.  But, here was the cool thing.  When I was out doing the wrong thing… I knew full well that it was the wrong thing.

And I’m thankful for that.

I suppose it’s just possible that maybe my dad didn’t always do the right thing either (though don’t quote me on that). Oh, what the heck… go ahead and quote.  It’s now out on the Internet for Pete’s sake!

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I am also thankful for the support.

I was speaking with several young guys the other day who were seeking advice about going into business for themselves. It is little surprise that I strongly encouraged them to do so… even if they only started part-time.

I listened intently as they described their vision for their business… and their lives. Each has a young family… and believe it or not… they would actually like to provide them with more than what their current position will supply. 

Imagine that.

As they described their goals and dreams for their families and their finances, I asked three simple questions to help them clarify their choices.

One, what are the chances of achieving those goals and dreams if they stay in their current position?

Answer… Zero.

Two, how would they explain to their children some day that they once had an extraordinary opportunity but just didn’t pursue it?

Answer… Unthinkable.

And third, what was stopping them from beginning this wonderful journey today?

Answer… Their fathers.

Wow… I thought… their dads.

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Thanks dad… for never holding me back. Thanks for supporting me with your love… your encouragement… your prayers… and yes, even sometimes… your finances.

(Remember… I have ALWAYS paid you back!!)

And to ALL of you out there who are now a dad… (or… who have or ever have had a dad!), I wish you an incredible Father’s Day, 2009… and I look forward to speaking with you soon.

 

Questions:

How supportive is or was your dad in encouraging you to follow your dream… even when it bucked the status quo?

If you are a dad, when was the last time you sat down with your kids (even now grown kids), and asked how you might help to forward THEIR vision?

What’s keeping you from making the call right now?

 

Photo Credit:

respres

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Commitment And Strength…

by Steve Buelow

Leadership

As we discussed recently, when it comes to goals that are truly WORTHY of our time, energy, and expense… most WILL involve personal growth or some serious testing of our metal.

They are also usually TOO BIG to be accomplished on our own. We must build a team, and attract others to the VISION… one powerful link at a time.

In most cases, this means… no, scratch the first part… This means that true missions, if they’re BIG enough to make a real impact, are not going to be accomplished overnight.

So the question then becomes… is the vision clear enough… and is the mission important enough… to hold our commitment, focus, and activity at the levels they need to be… for however long it takes to succeed?

 

For consideration:

What goals are you working on in which you are measurably moving the dial EVERY day?

Are they written down? Are they a part of your day… or… are they a part of your being?

What is the best case scenario if you achieve them fully? What is the worst case if you don’t move forward? How wide is the gap?

 

I look forward to speaking with you.

 

Photo Credit:

Ella’s Dad

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A World Of Ideas…

by Steve Buelow

Leadership

I answered my phone the other day, only to hear that a dear friend was calling to apologize.

Okay, I thought… apologies are good, especially when warranted. But for the life of me, I couldn’t think of ONE THING that they needed to apologize for.

In the next two or three seconds of silence, every conversation we had over the previous month flashed through my mind, and I came up blank.

“I feel bad because I took your ideas…” came their next words. “I’m sorry.”

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Ideas make the world go ’round.

In fact, the world is really just one BIG set of ideas. Everything that people do or think or talk about is rooted firmly in ideas of one sort or another.

Every job or career or hobby is just a bunch of ideas that are being literally and practically worked out. Someone had an idea, and now many others are working to make it so.

No, there’s no shortage of ideas… and few that are genuine originals.

So those ideas of mine which were “stolen”, were not really mine to begin with. Oh sure, they had my twist… based on my own personality, experience, and point of view. Yes, they had a definite uniqueness in application that came from my goals, purposes, and missions in life.

But mine?

No, they were simply a sum of everything I’ve ever read, seen, or heard. An outcome of thousands of years knowledge… and things I’ve learned… from my own experiences, or others.

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Great ideas solve problems. They add value or convenience; they make life better, faster, easier, or less costly. Great ideas eliminate pain, make us more productive, and bring our goals more firmly within reach.

And they rarely happen in a vacuum.

Principles are principles… laws are laws. Some ideas just work because they work. Others don’t… and never will. But either way, ideas are meant to be used. Every book, every keynote… every blog, podcast, seminar, or webinar has at its core a set of ideas… the purpose of which is to make a difference.

Imagine an author who writes a book, but doesn’t want her ideas to influence your future thoughts or actions!

Take them… improve them… make them your own. Use them, share them, and then give back. The highest form of praise for a thought-leader is to have our ideas manifested in the successful results of others.

So, welcome to the conversation… no apologies necessary… now go, and grow.

 

Questions:

What ideas are you sitting on right now that need action?

What can you do by the end of this week to move the dial?

Will you do it?

 

Photo Credit:

Sir Mervs

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Great Time To Be Alive!

by Steve Buelow

Marketing

So, as part of a decision I made two weeks ago to improve upon my generally good health and physical fitness… I have been out walking each of the last few days.

NOT running… NOT jogging. Walking… period.

And, as you might imagine… when stepping out in the neighborhood after dark, you notice that there are a lot of people who AREN’T out walking.

No… they’re mostly gathered around a pale blue flickering light in their living rooms!

So it was that last night as I approached a “T” in the road, I couldn’t help but observe an elderly woman sitting right in front of a large picture window. The drapes were wide open… and yes, the faint blue light was there also.

But here’s the really cool thing.

As I got closer, two things became very clear. First, this woman was MUCH older than I first realized, and second… this light she was staring at was from a LAPTOP… not a television.

Somehow… I just felt really good about that.

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I guess it’s the same way I feel when I hear that my sister’s going back to school after thirty-two years… this time ONLINE.

It’s the sense of pride I get when I catch my dad… now in his eighties… working at his desk and editing his own website. It’s finding my mom playing with her mp3 or digital camera. And it’s hearing from a family friend, who at seventy-seven just can’t wait to show me his new iPhone.

It’s just a great time to be alive right now… and technology continues to make learning, growing, and living EASIER.

It makes small business BIGGER… fulfillment QUICKER… and marketing much more PROFITABLE.

Yes, it is a GREAT TIME to be ALIVE… to be HEALTHY and FREE. It makes you want to live forever. But I think I must go now… I’m late for my walk!

 

Questions:

How is technology positively impacting your personal life? Your professional life?

What are you most frustrated about when it comes to technology?

Have you ever wished out loud for a solution to that challenge?

Have you considered that YOU are… or could provide… that solution?

 

I look forward to speaking with you.

 

Photo Credit:

Arbron

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Hey… Weight Up!

by Steve Buelow

Marketing

I have a confession to make.

Awhile back I heard a radio talk-show host make the statement that “women lie about their AGE… men about their HEIGHT.” And it suddenly hit me like a ton of bricks that, at least in my case, that’s only partially true.

Because for the past number of years, I must admit… I ALSO lied about my WEIGHT! Ouch.

Yes, the truth hurts… and sometimes it comes from the strangest places. But I digress.

However, looking at my driver’s license right now, I can see that I am not only taller… but also lighter… than I really am.

Sounds like a chapter straight out of “When Good People Do Bad Things”… but alas, I digress again.

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It seems like only yesterday (slight exaggeration), that I had (with seemingly little effort) a 38″ chest and 29″ waist. I say little effort, but it was really an outcome of being poor enough that I had to walk everywhere. That, and some Tae Kwon Do.

But, then a funny thing happened. Well, not THAT funny… you see, one year… I gained a pound or two. That’s it; not anything more than that… just a pound or two in a year.

And then again every year after that for twenty more. Yikes!

So, suddenly I wake up one day and realize that I’ve been lying to myself… AND… to the Department of Motor Vehicles! Not good.

It is time for a change.

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Now, after a good deal of research… I have settled on a program of two subtle lifestyle changes, and a handful of supplements. I’ll let you know how it goes.

In the meantime… I’m preparing to fess up to the man!

 

I look forward to speaking with you soon.

 

Photo Credit:

Pink Sherbet Photography

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Oh… Really?

by Steve Buelow

Marketing

Okay, so a few hours ago I read yet another story from the national press about how Brett Favre will be forever hated by Cheeseheads everywhere, if… he follows through and plays for the dreaded Vikings.

Yes, the story goes… in the eyes of the Green and Gold faithful, this would be akin to committing the unforgivable sin.

Really?

Since this scenario really caught fire a month or so ago, I have YET to speak WITH ONE Packer’s fan who doesn’t want to see him come back… even in purple!

Now, of course, we may have different reasons. Some want Brett to exact revenge on Ted Thompson, the GM who traded him to the Jets last season.

On the other side are fans who feel rejected and want the Pack to teach Brett a lesson he’ll never forget… in fact, twice this year. Yes, they’re mad, but… they still want him to come back.

And then there are those that just want to see Brett snatch the all-time consecutive starts record from Jim Marshall, the defensive-end who, as a member of the Vikings, messed things up for the Packers in plenty of games over eighteen seasons.

But, whatever the motivation… everyone I’ve spoken with wants him in a purple “4″ jersey come September. Even me, and Minnesota is my LEAST FAVORITE team!

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So, why then all the stories from the mainstream sports media..? Well, the truth is that they are reporting the story they want to tell… not necessarily the story that really exists.

They have written the narrative, and must now attempt to squeeze the facts into line. They have too much invested to be bothered by the truth.

As marketers, we often do the same thing.

We determine ahead of time what story we are going to tell, and what product or service we are going to sell… long before we reach out and ask the fans (our present and potential customers) what they are really thinking… and what they really want, or need.

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So, what’s the solution?

The key is to ask the right questions… and then boldly… fearlessly… relentlessly… listen for the answers. And pay special attention if they are not the answers you expected… or wanted… to hear.

And as for Brett… yeah, I’d say we’ll be seeing him again… and not too far down the road!

 

I look forward to speaking with you soon.

 

Photo Credit:

Jayel Aheram

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