Failing Exponentially

Failing yourself is one thing. Failing as a team is what we call, Failing Exponentially. It’s the final level  in The Five Failure Levels. 

If it makes sense to fail on your own then everyone failing together makes sense too.

One of the most successful ad agencies in the world is Wieden+Kennedy based in Portland Oregon. Clients include Facebook, Nike, Coca-Cola, and Old Spice. According to a story about founder Dan Wieden in Ad Age, after he started the agency he had two young “creatives” who were talented but intimidated.

He said, “You ladies are no good to me or anyone else until you make three gigantic mistakes, so let’s get on with it.” Wieden gets failure.

So much that there are 119,000 plastic pushpins tacked to a wall at the Portland headquarters spell out the mantra: “Fail Harder.”

 

Billionaire Blakely’s Dad was Failure-Loving Father

Sara Blakely, billionaire founder of the women’s undergarment sensation Spanx, wasn’t just encouraged to succeed by her father… she was encouraged to fail.

Sarah was quoted as saying, “my father used to ask my brother and me what we had failed at recently and then congratulate us. He did complete reverse psychology on us.  Failure was something we sought out and not this scary thing. I think many people are debilitated by the fear of failure, so he gave us a real gift.”

Sara has also said that over time, because of his encouragement and (literal) high-fives for failing that her definition of failure became not trying.

Looks like her Dad’s failure-focus paid off!

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Fixing Lazy Follow Up

GFN-CameraPoem-FINALThis post is part of a four part series that started with, Are You Struggling with Rejection? followed up by the post, Want to Meet Influential People? In the third post, Are You Feeling Desperate? I give some simple advice: be open, be flexible, and don’t be desperate.

And that leads to the last piece in the puzzle: following up. Sometimes you have a great conversation with someone and… it stalls. For whatever reason, the next step does not happen. Now, if the next step is yours you better get moving. The last thing you want to do after connecting and beginning to build a relationship with someone is to just let it drift because you did not take action.

The goal of follow up is to turn your invested time into winning relationships. However what if your connection fails to follow through? What then?

Don’t be lazy! You are pursuing them. You need to be the leader and the one to check in, follow up, and attempt to move things forward. So go back to step one. Reach back out through email or voice mail.

Poor results are often the result of lazy follow up strategies.

Remind the person about your conversation and what you discussed. Use a piece of information you learned from an earlier communication to be friendly and connect on a deeper level beyond just whatever the ‘business’ transaction might be. You might need to move through this process for sometime with some people. But if it’s worth getting to kNOw this person in the first place, then it’s worth pursuing and seeing it through to the end… until you really do know them!

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Are You Feeling Desperate?

GFN-LionCubFINALIn a previous post about getting to know people, I discussed the truth which is we don’t know anything until we ask. Then in my post Do You Want to Meet Influential People? I covered why you must do a little research, find out about the person your trying to connect with, and then use it. So when you think about ‘Go for No!’ these are fundamentals for getting to kNOw people of influence. 

Now, that brings us to some additional keys: be open, be flexible, and don’t be desperate.

Be Open: Don’t focus on your agenda, figure out what you have to offer the other person, even if little, the attempt is what matters.

Be Flexible: Again don’t get fixed or rigid in your agenda. Ask a couple questions and really listen to the other person’s answers. Feel compelled to impress them with your wit? Save it. Just focus on them for now.

Don’t be Desperate: If you have a conversation with someone and they aren’t interested, if it doesn’t look like it is going to work out, let it go. Be gracious and grateful and thank the person for their time. How you handle a ‘rejection’ actually could go a long way in helping you out in the future! Respond negatively, and you may have ruined future opportunities. You may feel desperate but you can’t come across that way. (For more on this check out my post, When you Go for No! Never Do This!)   

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW

P.S. By the way, have you signed up for ongoing NOtivation? Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Do Not Ignore This Strategy

GFN-QuietQuote-FINAL“The quieter you become, the more you can hear.” – Ram Dass

Super trainer of all things online and home based business oriented, Ray Higdon shared a simple but powerful strategy and I wanted to pass it on.

It’s a wildly under utilized sales skill called:

Being Quiet. Or… Staying Silent. Take your pick.

Simple. Not always easy.

The content of this particular teaching Ray did had to do with posing a closing statement. In this scenario, Ray was teaching a simple way to close saying, “It sounds like you are ready to join.”

And after making this statement, Ray pointed out that immediately after saying this, you must then GO SILENT.

Have you ever heard the saying, “the first person to speak, loses?”

Never make an assumptive (closing) statement or ask a yes/no question and then start talking. Ever. It doesn’t help “sell” anyone on anything except you are nervous, desperate or both.

Don’t ignore this strategy. Silence in selling is powerful. So, relax, and zip it!

Did you know that we just co-authored a book with Ray called Go for No! for Network Marketing. If you are in direct selling or network marketing it is a must read! Get it here in our store or on Amazon here if you prefer.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Want to Meet Influential People?

-At some point you must decide if youIn an earlier post, Are You Struggling with Rejection, I discussed the truth we seem to always forget: we don’t know anything until we ask.

Even if people do not respond or they tell you ‘no’ you won’t regret or wonder what may have happened had you made the attempt. If you want to connect and build relationships with influential people that create opportunities for future business – you must summon up the courage and take the chance.

Educate yourself about the people you want to meet before you approach them. There is no excuse for not taking a few minutes and learning about someone in advance and using those facts. This is not about you and ‘pitching’ yourself. This is about them and how well you fit into their world.

Not too long ago I read a great blog post from expert sales speaker and author Jill Konrath.  Jill talked about getting an email that said something like: “Can you put me in touch with the person at your company who does your website development, design, etc.”

Being a small business owner (she outsources almost everything) there is no “person” in a cubicle in Jill’s office heading up website development. As Jill put it, if this salesperson had taken a moment to learn about her and reviewed her website, that would have been immediately obvious. Can you say, ‘delete?’

I’ve had similar emails and calls. Ignorance is no longer a valid excuse.

All the information you could ever need on someone is online.  A better approach would’ve been, “Jill, I visited your website. You have a ton of great information for salespeople. Not sure who handles your website design but…” You get the idea.

Laziness will never be rewarded and in today’s world of social selling and social networking.

You want to meet influential people? Learn about them.

Then take a chance.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Are You Struggling with Rejection?

GFN-footbrake-ltgBecause the model most people operate with is to ‘avoid failure’ at all costs, they struggle with rejection.

For example, there are usually people we’d love to meet, connect with, partner with but we don’t. We come up with excuses such as, ‘This person will never respond, take my call or work with me. They have no reason to help me. I have no platform or connections.’

All of those things may be the present reality however do you really know what this person will decide to do?

What’s the truth? We don’t know until we ask.

In some cases the most amazing people will agree to talk to you because everyone else doesn’t contact them thinking the exact same things as you are right now. Perhaps, for whatever reason, this person may like what you have to say and decide to help you.

Either way, take a chance.

If they don’t respond or they tell you ‘no’ – nothing really has changed except that later, you won’t have to regret or wonder what may have happened had you made the attempt. The only ‘horror stories’ I personally have aren’t of people that rejected me – they’re of people I wanted to approach but never did. What about you?

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Top 5 Movies for Entrepreneurs

GFN-MoviestarpolaroidWEBIn order, the five top movies that all entrepreneurs should see at least once. These movies will inspire you, might frustrate you, but remind you why you do what you do and not to give up on a dream.

5) Working Girl
“You can bend the rules plenty once you get to the top, but not while you’re trying to get there. And if you’re someone like me, you can’t get there without bending the rules.”
Okay, a movie about the corporate world to start the list, but it’s a great movie about not giving up on your dream. And at the very end when we see that Tess, the main character, has “made it” because she’s in an office with a window, the camera pulls back to show her little window within a huge office building in a sea of more office buildings. You’ll be relived to remember that as an entrepreneur, you aren’t trapped and actually work on your terms.

4) The Pursuit of Happyness
“You got a dream… You gotta protect it. People can’t do somethin’ themselves, they wanna tell you you can’t do it. If you want somethin’, go get it. Period.”
It’s the ultimate overcoming all odds movie. When you see what Chris Gardner goes through, it gives some perspective.

3) The Social Network
“You don’t even know what the thing is yet. How big it can get, how far it can go. This is no time to take your chips down. A million dollars isn’t cool, you know what’s cool?”
It’s great to see a guy with such confidence. When you see Mark do what he does so well – it’s inspiring to see the intensity and drive.

2) Up in the Air
“How much did they pay you to give up on your dreams?”
Why is a movie about a guy with a job that has him traveling the country non-stop firing people on this list? It’s a great reminder that when you’re self-employed nobody gets to fire you. And if you’ve just been fired or are afraid of getting fired, maybe it’s just what you need anyway.

1) Jerry Maguire
“Twenty-four hours ago, man, I was hot! Now… I’m a cautionary tale. You see this jacket I’m wearing, you like it? Because I don’t really need it. Because I’m cloaked in failure!”
The quintessential movie for all entrepreneurs. It’s about failure, success, principles, and love. One of the best movies ever made.

BONUS… And if you’re still not completely motivated – get a copy of our 98 minute DVD docu-movie, Yes is Destination, No is How You Get There.

If you are an entrepreneur, you’ll want to make sure that the word ‘no’ and fear of failure and rejection is in your toolbox of assets rather than obstacles!

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Should You Embrace Rejection?

GFN-rejectionisagiftSeth Godin says, “Every rejection is a gift. A chance to learn and to do it better next time.”

When you re-frame getting a ‘no’ in your life and in your business it’s far less painful if you can embrace it and see the benefits.

So like a gift, when you get it – you keep it and decide what to do with it… where to put it. Like a bad Christmas sweater, you can wear it like a badge of honor or tuck it away in shame.

It’s your choice. But that choice doesn’t matter so much now but it does matter in the future. How you view ‘no’ and how you recover massively influences your future interactions and future results.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Challenge Yourself to Get a No!

What would happen if… instead of challenging yourself to hear YES and make a sale… you challenged yourself to get a NO?

What could you do in 7 or 30 days?  How many no’s could you collect?

What could happen in the process?

Join our Go for No! Challenge and listen to my latest webinar (this one is a Go for No! 7 Day Challenge) where I teach you about how to harness the power of ‘no’ to explode your business in 7 days.  I cover what you should do for this challenge including things like:
Who should Go for No! Why?
How do you mentally prepare for all those no’s?
How do you track your no’s? Which no’s count… and which don’t? And much more.

The perfect motivational sales challenge for you and your sales team if you have one. Sign up here to receive access to the latest Challenge training completely free.