Day 25 What Did I Do Wrong? (revisited 2013)

Posted on June 13, 2013 by Les Adkins

So I was unable to post my blog yesterday due to all the crazy good stuff that is going on with my business. Not a bad problem to have but I did hate that I missed blogging yesterday. Going through this journey again has really focused my “chi” for success and allowed me to expand my business by just doing the things that I am discussing in this 30 day journey (revisited) on a daily basis.

Hope you are seeing the same success. Enjoy Day 25 and yes we are close to the finish line,. But remember that is where the real work starts!

Les Adkins is the CEO of Orange SMS Consulting and an International Social Business Strategist, speaker, consultant and author. Bringing strategy and whole brain thinking to creative campaigns and social media through his work. Please follow @mysylbert and connect on LinkedIn Join us on FB and Google+ as well.

(Original Post -Posted on November 7, 2011)

So I hope everyone had a great weekend! Now getting back to our 30 day journey. If you started your daily journey when I did (October 1, 2011) you have completed your journey and have a focused outlook and more definition around:

Living Life Outside the Comfort Zone

But if you just joined us or started your journey somewhere in the middle you are still on your journey and following these Monday through Friday daily blogs.

So it is now Day 25, What did I do Wrong? As an international sales trainer and speaker I focus on several things when speaking to audiences. But when discussing Sales I focus on two big things when you are in a meeting with a prospect.

#1. Executives and business people are too busy to meet with you just for the heck of it. So if you set a meeting there is something your company offers that they are interested in.

#2 If you don’t close the prospect (get the sale) one of three things has happened.

You did not show the value of what you were offering to their business.
Your service or solution did not meet their needs.
And the BIG One – They did not trust you or felt that you could not implement the services or solution that you were offering.

So I recently had a big presentation. I did the discovery meeting (the initial meeting where you discover what their needs are), and I did a ton of research on their industry, their competitors, and even talked with local store managers.

But- Guess What? They did not buy!

So what did I do wrong? That’s what I need to figure out for myself.

Did I not build the trust?

Did I understand the individual needs?

Did I not show the value?

Whatever it was I was asked to come back in a year. So as you can guess I was pretty bummed. But when I told one of my colleagues about what happened they made the statement:

Well at least you were able to present to them.

I thought about that and realized he was right. At least I got the chance to present to them and maybe down the road they will move toward needing or wanting the services I have available. One of the main things is I got in front of them, many companies and sales people don’t even get the chance.

So what did I learn? I may not win every single company that I present to, but at least I was given the chance. And who knows what happens down the road.

As in life, and as in business you need to enjoy and learn from the journey. It makes you better, stronger and allows you to improve. If you won every one, you would never take a hard look at yourself and your company and ask.

HOW CAN I MAKE IT BETTER!

So you must always continue the journey! And always ask the question. “What Did I Do Wrong?” and then turn right around and ask “What Can I Do Better the Next Time?”!

Day 24 Whole Brain Approach (revisited 2013)

Posted on June 12, 2013 by Les Adkins

So I almost didn’t get this one in today. Well technically I didn’t but give me a break. This has been one of the craziest, wonderful, greatest weeks of my life so far. A lot has happened and it just keeps coming. You will have to stay tuned to my blog to know what happens next but I digress.

The Whole Brain Approach is what makes my agency unique – yeah I’m going to tout my horn just a little. You’ve been with me for 24 days so please indulge me. You might just learn something. This approach allows you to understand other’s thinking preferences. Why is that important? It is how every individual in the world makes decisions. This decision making process is governed by their thinking preference.

(Original Post -Posted on November 3, 2011)

So I am behind on my blog due to computer issues. You gotta love Technology. (Well I actually do love technology) But as I always say there is only one constant that is guaranteed with technology.

It will eventually go down

OK enough with the whining. Day 24: Whole Brain Approach! What does that actually mean? I mean we all know about the Left Brain Right Brain.

This was Einstein’s take on the left brain right brain phenomena. Left brain is the serious side and right brain the wild and crazy side. But there is sooooo much more. A gentleman by the name of Ned Herrmann worked for a little company called GE where he used one of the GE inventions to create the Herrmann Brain Dominance Instrument, HBDI. Which I personally use, or try to use, in every presentation and discussion. Why should you care?

Well Ann Herrmann, who is Ned Herrmann’s Daughter and now CEO of Herrmann International (and a good friend of mine) and I have had several conversations lately about the next steps for the Whole Brain Approach. It was used in creating the game Kinect Adventures for Xbox 360.

Again why should you care? Because it allows you to reach your entire audience when you are trying to be persuasive.

Now what makes this different from DISC or Meyers Briggs or the many other personality tests that are out there? It is not a personality test. It actually measures your “Thinking Preferences”. With the other tests you can take them and a month later take them again and get different results. With HBDI you take the assessment and if you take it 10 years from now you will have a very close if not exactly similar result. Unless you have a major traumatic experience in your life, i.e. divorce, death of a loved one, or have a child….

So that’s the history. I have been in sales and leadership for over 25 years and after discovering the “Whole Brain Approach” I use it almost every day. It allows me to reach my entire audience whether I’m giving a presentation or keynote speech, talking to a group of people, trying to persuade them to buy my services or become a partner, and even in casual conversations.

I know my own “Thinking Preference” and if I just spoke or addressed others in the way I think, I would not reach a third of my audience. You probably never thought about the way you think and how it affects what you say and do and how you relate to others. But if you take the time to think about it you realize that not everyone thinks like you, and no they are not STUPID, they just have a different thinking preference than you!

(red is a little fuzzy so I’ll help you out: INTERPERSONAL, FEELING BASED, KINESTHETIC and EMOTIONAL)

So now that you know. You might start seeing the world differently. Realizing that your spouse may have a different thinking preference, your employees, and the most important one: Your Audience for your product or services.

The next time you come across someone who thinks differently than you do, don’t try to persuade them with more information on how you would be persuaded but present the subject in a “Whole Brain Approach”.

If you would like to know what your thinking preference is or want more information on this subject please email me @ les.adkins@mysylbert.com or call 770.656.0399

Have a very Whole Brain Day!

Day 23 Break That TV Addiction! NOW! (revisited 2013)

Posted on June 10, 2013 by Les Adkins

This has always been a hard one for me. I am the type of guy who has the TV on for noise whether I am working on my laptop or reading a book. Yes I was that kid in school that had to have the radio on when I did my home work. People around me usually think I’m crazy. I also have to have the radio on when I do things in the office. I actually have the radio on right now.

The problem is that when you have the TV on sometimes you can get caught up in the show. And I’ll admit that TV is the one activity where I can rest my brain, but in the end the information below is valuable if you want to Live Outside the Comfort Zone.

Side note – since I began this journey again, there have been great break through’s and opportunities that have arisen for me personally and for my business. I hope the same is happening for you. Let me know!

(Original Post -Posted on November 2, 2011)

So was it true when your mother told you that TV will rot your brain?

I don’t know about you but I grew up with TV. I sat in a room called the TV Room. It had a couch, pillows, blocks (that is what we used for pillows back then as kids) and a big TV in the front of the room.

My parents watched the Lawrence Welk Show

Hee Haw

Oh yes the “Good Ol Days” as they say. But if you are under the age of 30 you may have never even heard of these shows. Thus the need for the videos above.

Now a days there are videos, games and reality shows. As well as the new one’s Pan Am, Once Upon A Time and Grimm. Plus when I was little there were 4 channels. ABC, NBC, CBS and PBS. Now, depending on the service you have, you can get anywhere from 500 to over 1000 when you start talking HD and now you can watch 3D Movies At Home. So if you are not careful you can spend all day and night watching TV.

Here are a couple of hints to turn off the TV:

Plan it: Pick the shows you want to watch and put that on your schedule. Make sure you only watch those shows. (Channel flipping is a killer of time)
Don’t Watch Reruns: If you’ve seen the show previously don’t sit there and watch it again. You have better things to do with your life
Don’t Put the TV in a Prominent Position in the Room: Don’t design a room around a TV. Don’t make the TV a focal point. Put it off in the corner or up on a wall away from the center of the room. (This will help make not watching TV a more comfortable activity if you have to work to watch.)
Plan other activities during your normal TV Watching Time: If you watch TV at night. Plan on getting your emails or social media posts done in the evening. If you watch in the afternoon decide to go on a walk instead or go to your local coffee-house and read a book.
Health Risk: Sitting down watching lot’s of television can cause weight gain and also stress.

In order for you to “Live Life Outside the Comfort Zone” you have to “Turn Off the TV”

Here’s a little video to help you do this.

So Get Up, Get Out, and Get Moving…

And TURN OFF THE TV ALREADY

Day 22 Don’t Give Up! (revisited 2013)

Posted on June 6, 2013 by Les Adkins

So I took a look at this original post and believe it or not, some of the same things are still true! I have not done everything I can to succeed and live outside of the comfort zone, but I am seeing a lot more momentum in my business and personal life than when I first posted and went through this 30 day journey in 2011.I have updated the links to go back to the (revisited 2013) days so you if you are reading this for the first time you will be able to go back to the most current post for 2013.

The message is still the same: We are all human but we must remember to Never Give Up! No matter what! Like the saying goes:

Go Big or Go Home

And if you ever feel like giving up and you don’t feel like reading the original post I ask that you do take 4 minutes out of your day to watch the video in the post. After watching take a look at yourself and my hope is that you will see life a little differently. I know I have.

(Original Post -Posted on October 31, 2011)

So how are you doing on this 30 day journey? If you have been taking the weekends off your still on the journey, if you haven’t the journey has ended. So on the 22nd day is a good time to look around and see if your life has changed or your business has changed because of this journey. Let’s remind ourselves at this time of what the journey was all about. It started with a simple poster that was posted from my friend Cathy Cunningham Hankinson.

It began with a simple premise. “To Live Outside The Comfort Zone!” So on this day I personally looked around and realized that I still needed to finish organizing my office (This was Day 1) and get rid of the clutter. I realized that I don’t do everything I need to, every day or every week. And I sometimes work when I should be relaxing and relax when I should be working, but through it all I keep on moving forward. You could say that I’m human, imagine that. I bet most of you are too.

I am still reading “The 4-hour Work Week” and a few other books. Yes, I have trouble Focusing (Day 17-revisited 2013). So why am I telling you all of this. Because I want you to know that if you aren’t doing everything you need to do to “Live Outside The Comfort Zone”, DON’T GIVE UP!

Don’t give up. There are too many nay-sayers out there who will try to discourage you. Don’t listen to them. The only one who can make you give up is yourself. - Sidney Sheldon

Fall seven times, stand up eight. – Japanese Proverb

What lies behind us and what lies ahead of us are tiny matters to what lies within us. - Ralph Waldo Emerson

And for all my truly Geek friends out there!

Never give up, never surrender! – Galaxy Quest

So Today: Relax, Spend Some Time With Your Family, Work If You Need To, But Whatever You Do:

DON’T GIVE UP!

Day 21 The Power of One (revisited 2013)

Posted on June 5, 2013 by Les Adkins

So lately we have been discussing your Brand, Networking, Going Against the Norm, Productive Meetings, Focus….but where does it all start? Who helps you begin your own journey? Yes you can read as many inspirational and motivational blogs your heart desires, spend 1000′s on motivating seminars and 1000′s more on programs and books that talk about ways to help you move ahead, live a more fulfilling life, make money beyond your wildest dreams, change the world, change your world, but in the end there is only ONE person that can change your life!

Les Adkins is the CEO of Orange SMS Consulting and an International Social Business Strategist, speaker, consultant and author.

(Original Post -Posted on October 28, 2011)

So we talk about Networking as a way to meet the people we need to meet in order to change our lives. You have heard it been said, that the more people you help get what they want in life then you will get what you want in life. Or as Richard Branson has said “Screw It, Let’s Do It”. But where does it all start? Who begins it? What do you need in order to make that one change that will make a difference in your life and others and allow you to “Live Outside the Comfort Zone”?

You can work with others, connect with others, help others but it all begins with One. YOU! One person can make a difference in the world, in the country, in the community, and in your life. But the only person that can make a major difference in your life is YOU!

Remember One Person Can Make A Difference…And You Can Make A Difference if you just Try!

Day 20 Go Against the Norm! (revisited 2013)

Posted on June 4, 2013 by Les Adkins

So it has been one crazy ride since I started this revisit of my 30 day journey that I first went through in 2011. All the things that are happening with my business and other pursuits are exploding. This is one of the reasons I’m behind a day. But it is all due to the work that has been done to get to this point. It is also a little scary how relevant the posts are to my current daily life and business. It just goes to show you what the Crazy one’s can do.

(Original Post – Posted on October 28, 2011)

Go Against the Norm! What does that actually mean? Well, when I was a little boy, my parents gave me a little stain glass window that I still have that says:

If A Man Does Not Keep Pace With His Companions. Perhaps It Is Because He Hears A Different Drummer. Let Him Step To The Music He Hears However Measured Or Faraway. - Thoreau

This sits in my office and is one of my prize possessions. It even has tape on it, because I apparently dropped it over the years, and had to put it back together. If you can relate to that then you know that if you Go Against the Norm, you also, at times, have to put your life, your career, and your relationships, sometimes back together because you almost always go against the norm and this can cause things to not go exactly smoothly. We always hear about the successes, but very few times do we hear about those individuals still trying to succeed. Which one are you?

Recently Steve Jobs passed away and if anyone could be the poster child for this motto it is him. If you read the poster to the left you will understand that he, above all, understood what “Go Against the Norm” meant.

Yes there have been others: Michael Dell; Dell Computers, The Google Guys; Larry Page and Sergey Brin, Bill Gates; Microsoft, let’s not forget Ted Waitt, Gateway Computers, Richard Branson; Virgin and the list could go on.

Those names are the current ones but remember the Wright Brothers; first to fly, Columbus; credited for discovering the earth is round, Albert Einstein; theory of relativity, Thomas Edison, inventor of the light bulb and holder of 1093 patents, Alexander Graham Bell, phone and many, many more.

Like I said in the beginning, history remembers the successful ones or those that got credit for giving the world something they needed or wanted. But if you read their histories they were thought of as individuals that “Go Against the Norm”. Life was probably not easy for them before their fame and in some cases even after.

I love this picture of the original Microsoft Team:

Anyway as you go through your 30 day journey just remember if you have your own business, are an entrepreneur or are passionate about a cause or anything you may be labeled one of the crazy people. You might hear things like why can’t you just fit in? Well stay strong and remember the names above.

Here’s to you the crazy ones. Those who live outside the Comfort Zone!

Day 19: Productive Meetings (revisited 2013)

Posted on May 31, 2013 by Les Adkins

So as we go into the weekend I am not sure how many of you will see this post. I actually had several meetings today and yes they were all very productive based on the tips I state below. These guidelines have become a habit for me but if they are new to you remember it takes at least 21 days to form a habit. This means you will need to practice the tips below.

My meetings have been extremely productive since I implemented this in my daily meeting routine that I started in 2009. Keep in mind that you will won’t always have a productive meeting but when that happens remember to always assess, review and then go at it again. It’s a lot like getting bucked from a horse. If you fall off the best thing you can do is get up, dust yourself off and get back on the same horse, again.

So go forth, have fun over the weekend and attack your Monday meetings by implementing some of the suggestions below.

(Original Post – Posted on October 27, 2011)

The other day I had 3 very productive meetings. Why were they so productive you ask? Well let me tell you.

First I had an objective for each meeting. In other words I had a specific outcome that I wanted to have for each meeting.

Second I had a Plan A and a Plan B. Meaning that if I did not achieve my main objective I had a back up objective. So an example would be if I wanted a meeting to have the outcome of becoming my client and if that didn’t happen my Plan B would be to schedule another meeting within the next two weeks. See how that works.

Having a productive meeting is not that difficult but you do have to plan for them. Here is a great diagram to show you how a productive meeting should be run.

(Click photo below to make bigger)

A couple of other things to remember before we leave about productive meetings.

Make sure you spend some time building a relationship or rapport with the people you are meeting with.

I had a relationship with one of the people who I met with that ended up exceeding my objectives.
Get a referral or introduction from a person you both hold in high regard. This gives you an automatic relationship.
Find common ground. Something you are both interested in like a hobby or an activity or a trend in the business that you are discussing.

Use a Whole Brain Approach.

I have talked about this quite often but the easiest way to explain the Whole Brain Approach, by (Ned Herrmann) with Herrmann International, is to show you this diagram that describes thinking preferences. Please contact me if you are interested in determining what your thinking preference is.

This logo is trademark protected under Herrmann International

Be Present

Have you ever been with a friend or spouse and you know they are looking at you and pretending to be there but they are not? This is what I mean. Be present, be in the moment of the meeting. Don’t let your mind wander.

Actively Listen

Active (Empathetic) Listening is where an individual confirms they have heard and understood by summarizing and paraphrasing the information back to the speaker.

I think “actively listening” is the most important part of having a productive meeting! Here are 7 ways to become a better listener.

Be Legitimately Interested- Put yourself in the speaker’s place and make his or her problems your own. The speaker will consciously or subconsciously pick up on this and you will learn more from the conversation.
Accept the Speaker’s Point-Of-View – Some of us have the desire to get our point across and want to add a word in for every sentence spoken. Even if you disagree with the speaker’s stance on a subject, allow him or her to finish their thought before voicing your disagreement, and then only if necessary. Remember, you are trying to be a listener, not partake in the discussion.
Use Body Language, Eye Contact and Repetition – Using body language and eye contact the right way can really have an impact on the speaker. To show you are listening and interested, lean slightly forward in your chair. Make consistent eye contact, but do not stare. Make noises like “mm-hmm” or say “I see,” and frequently paraphrase what was just said.
Go Beyond the Words – Good listeners are actively thinking not just about what was said but also why and how it was said. Why did this person come to you to talk {or be heard}? Is there excitement in their voice? Resentment? Jealousy? Once you determine the motive of the speaker, can you react more smoothly to their words.
Avoid Planning Counter-arguments – It is a natural response to automatically start planning a counter-argument as soon as something is mentioned. As hard as it may seem, don’t. Mentally record your disagreement and formulate a response later after the whole message has been received.
Be Aware of Your History with the Speaker – Think about how your history with the speaker may affect what is being said. Is there potential for flared feelings? Sympathy? Fear? Figuring this out will help you better understand the speaker’s motives and, thus, respond accordingly.
Ask Questions – If there is something said that is not clear to you, ask for clarification. Be careful not to use questions to rebut or represent your point-of-view. Only ask questions that’ll help your understanding of what the speaker is saying. – Extract from “Active Listening, Tim Bridge of PersonaDev”

Orange SMS (Social Media Strategies)

Integrating Social Media into Business