Archive for September, 2009

Write Your Ship (Part II)

This is part two of “how I write.” It is NOT part two of “how TO write.”

Everyone needs to (learn to) write in a more compelling manner. Clear, concise, compelling writing is a rarity in our world. E-mail and text messaging has helped with clear and concise, but it has taken “compelling” out of the formula.

I started yesterday by elaborating on the following major points:

I write like I think. I write like I talk.
I write anywhere, anytime.
I collect ideas. I collect thoughts.
When I get the idea, I stretch it.
I write from my own experience.
When I write a blog or a document of any sort, I stick to one subject, thought, or theme.
I write with authority.
I don’t “call it” anything.
I don’t care about grammar.
I do care about structure. I do care about flow.
I rely on spell-check, and keep on writing until I complete the thought.

I’m sharing my personal writing habits and methods because I believe they will help you understand writing, and become a better writer. And yes, I’ll tell you how you can get both parts at the end of this blog post.

Here are the rest of my personal writing philosophies:

My writing voice is not PC. If I waste time with “his or her,” I lose my thought. I don’t mean to be insulting, I’m just writing in my voice. It’s how I grew up. It’s the same voice as all the early books I read, and continue to read. NOTE: It’s a MESSAGE and a THOUGHT. It’s an IDEA or a STRATEGY. Not a GENDER.

I write in the male gender because I’m a male. I never mean to offend anyone. I’m trying to make points, generate new thinking, and help people succeed. That advice knows no gender. Read between the pronouns, don’t get hung up on them.

I do not include myself with the reader. I separate myself from the reader with pronouns. I say “you” “your” “they” “he” “she” “it” or “the,” NEVER “we” or “our.” I talk to the reader, but never include myself in the thought. NOT, “We all know…” rather, “You know.” NOT, “Our thoughts tell us…” rather, “Your thoughts tell you…”

I break the rules of traditional writing, grammar, and punctuation. Teachers of grammar would not give me a passing grade. I could care less. I’ve written thousands of successful proposal, articles, blog posts, critiques, etc. How many have they written?

I edit when I finish, but I edit better a day later. Editing is revealing. It tells you what you were thinking at the moment you wrote it. Editing a day later reveals, “What was I thinking when I wrote this?” EDITING SECRET: I read aloud when I edit. And I ask others to edit when I think I’m finished. Both of these secrets make my writing twice as powerful.

I end my lists with .5 rather than a whole number, for 2.5 basic reasons:

1. The .5 statement at the end of each list I make is the glue that binds the rest of the list.

2. Ending this way makes me think deeper about the subject. Think of a higher level. Here’s where I can add philosophy, humor, challenge, and or a final call-to-action.

2.5 It makes my lists different from all other lists. It brands me, and sets me apart from all other list makers (except for the few that copy me).

I love to write. This may be the biggest secret of writing with passion and clarity. I believe loving it makes the thoughts flow deeper and more consistently. I believe loving it makes me consider “long term legacy” as well as “short term impact.” I believe my love of writing makes me a more complete writer. Content becomes more relevant, and pride of authorship shows through in every sentence.

I just counted personal pronouns. The word “I” appears in this two part blog more than 90 times. A record. I use first person singular sparingly. If you’re a regular reader, you know I avoid first person plural (we, our) like the plague. It sucks the power out of my writing. And it drains the impact by lowering the value of the writer. When you write, you’re the authority. The reader is probably not, don’t include yourself with them.

Less about me, and more about you:

Here are 5.5 things you can do to improve your skills today:
1. Just sit down and write something. Every day.

2. Save your best thoughts and ideas the second they occur. Not on a pad of paper or a diary. ON A COMPUTER, where you can re-read it, expand it, and edit it.

3. Write it like you would say it.

4. Make sure your thoughts are simple, easy to understand, and complete.

5. Edit early and often.

5.5 You’re writing for the reader AND yourself.

So, write your ship today and learn how to write compellingly, with clarity, passion and in a way that creates results.

Write Your Ship!

Over the past fifteen or so years, I have become a successful writer. Many of you aspire to do the same. Or at least to be a better writer.

People ask me often: “How do I write like you?” Or, “I’m not a very good writer.” Or, “I sit down to write and nothing comes out.”

I cannot teach you “how to write.” Or, “how to write better.”

I can share with you how I write, and you can take it from there.

Here are my facts:

I write like I think. I write like I talk. The thoughts I write are a silent extension of what I would have said if I were speaking aloud. That’s why I read aloud when I edit. I want my writing to sound like I’m talking. I will often get an email that says, “I felt like you were talking to me as I was reading” or “I felt like you were standing right there.” That’s because I “write” in “speak.”

I write anywhere, anytime. I don’t need a space or a place, I just need an idea or a thought. I write when an idea strikes. If I’m not near a computer, I find any scrap of paper or napkin I can get my hands on – the object is to capture the idea or thought the moment it pops into your mind. YOU WILL NEVER REMEMBER IT LATER.

I collect ideas. I collect thoughts. I have hundreds of them. When I want to write about something, or have a deadline, I select one of my ideas and expand on it.

When I get the idea, I stretch it. Write everything that comes to mind. All of the thoughts, phrases, or words I can think of. I just brain-dump until it’s all out. I may edit a few things when I’m done, but I write in a flurry because ideas are fleeting and thoughts are even more fleeting. In fourteen years of writing, the one thing I have found to be most true is that thoughts will leave your head, IF you don’t write them down at once.

I write from my own experience. I don’t need research statistics to back up a thought or a concept. Either it happened to me or I believe it to be true, based on my personal experience. Statistics lie, I don’t.

When I write a column or a chapter, I stick to one subject, thought, or theme.

This creates an in-depth look, and forces me to look beyond the norm and create new ideas for worn out methods and conventional thinking.

I write with authority. I’m emphatic and declarative. If you read my thoughts, you have no doubt about what I’m saying, or how I feel about it. You will never read the words, “on the other hand.”

I don’t “call it” anything. If it’s common, don’t claim ownership. I’ll be reading a story or a chapter in someone else’s book, and the writer will say, “And I call that customer service.” Well, hey there Sparky, what does everyone else call it? It’s a million times more powerful and authoritative to say, “It’s called: customer service.”

I don’t care about grammar. I write so that the reader can “get it.” I care about how it sounds when it’s read, and how it looks when you read it, not what some silly rule says. I put hyphens and apostrophes where they don’t belong, so that the reader has an easy time following the flow, and understanding the thought.

I do care about structure. I do care about flow. I want one thought to flow to another – and where it doesn’t or can’t, I make (structure) a list of things. And the list flows from top to bottom.

I rely on spell-check, and keep on writing until I complete the thought. I never stop writing to “fix” something until the thought I’m writing is complete. Spelling and writing are mutually exclusive. If you stop to spell, you lose thought-flow and momentum. You can always check your spelling; you cannot always retain the thought or flow.

Others impose limits on my writing. Like this blog. And it forces me to end early, and tease you until next posting. The rest of this writing will appear here next time – and I’ll include recommendations for getting started.

Do You See The Big Picture?

In order to succeed and grow in your sales career, you have to get past the mentality of “make more sales,” “hit my quota,” “end of the month,” “end of the quarter” or “make my plan.” It’s not that you don’t have to “hit your numbers,” it’s that you have to THINK beyond them and SEE beyond them to get to the success level in sales that you seek.

Thought and vision are two critical elements in growth, whether it’s company growth, career growth, or personal growth.

How do you see things?
Do you see the big picture or a commission?
Do you see the big picture or a sale?
Do you see the big picture or a quota?
Do you see the big picture or a cold call?
Do you see the big picture or your job?
Do you see the big picture or the big problems?
Do you see the big picture or the big complaints?
Do you see the big picture or the present economy?
Do you see the big picture or the price of gasoline?

How do you think about things?
* Do you wake up in the morning and think about what the weather is, or do you think about your frame of mind and how to ensure a positive day?
* Do you turn on the TV without thinking, or do you read a few pages of a book to generate thought?
* Do you think about traffic on the way to work, or your first sales call of the day and how successful it will be?
* Do you think about prospecting and leads, or building relationships to earn referrals?

If you “see” your career with the right vision, and you “think about” your actions with the right vision, then your direction will be towards success rather than just “numbers.” And your direction will be towards “best” not just “sales.”

Numbers are important, but the right vision will get you to them faster than another cold call.

The following list is an eye opener and a brain opener. I am asking you to read, understand, apply, and become proficient in each of these elements and characteristics of BIG PICTURE.

The big picture is delivering value.
The big picture is having a great attitude every day.
The big picture is believing in what you do.
The big picture is being of service without measuring.
The big picture is earning a referral.
The big picture is building a relationship.
The big picture is thinking long term.
The big picture is making all decisions based on the person you seek to become.
The big picture is having a great reputation.
The big picture is community volunteering and helping.
The big picture is creating family and community value.
The big picture is achievement.
The big picture is improvement.
The big picture is striving to be your best.
The big picture is dedicating yourself to remaining a life-long student in sales, service, and attitude.
The big picture is devoting yourself to your success and your fulfillment.
The big picture is loving what you do.

How much time do you devote to thinking about the big picture? Can you visualize the big picture? Can you see the big picture? Is it a clear picture? Are you taking action towards the big picture? Are you becoming proficient in the elements of the big picture? Or are you “too busy” to see BIG, because you’re all wrapped up in SMALL?

SMALL is striving for a new car, or some other material goal. SMALL is spending your time planning a one-week vacation or worrying about just “making your numbers.”

I saw a quote the other day that gave me an insightful AHA! Perhaps it will do the same for you. “People think I’m disciplined. It is not discipline. It is devotion. There is a great difference.” Luciano Pavarotti, opera singer 1935-2007.

It’s interesting to me that people in the arts have a huge dedication and devotion to their craft. They love what they do, and they’re emotionally driven to perform their personal best every day. And the ones who rise to the top earn a fortune.

They have vision of performance way before they perform, they think about their performance way before they execute, and they practice to perfect their skills with a devotion to excel.

Here are a few thoughts that will help your vision and your thinking:
* If you dedicate more time for yourself and your studies, the money will follow.
* If you love what you do, the money will follow.
* If you help enough people, the money will follow.
* If you are the best at what you do, the money will follow.

Dedicate time to your self-improvement in areas beyond selling. Devote yourself to providing value and being your best for your customers. Take career achievement actions, don’t just make more sales calls.

What do you see?
What do you think?

Give A Little, Get A Lot

I read that several political hacks predicted that the economy would bottom out by late 2009. Please tell me this: HOW THE HELL DO THEY KNOW?

What is “bottom?” and how long until we are at “TOP?” Answer: THEY HAVE NO IDEA! Empty rhetoric from people who have never had a real job, much less run a business.

I have an idea that I believe makes sense, and I’m asking you to try it a few times, and send me feedback as to your results. It has nothing to do with the “stimulus package.” It has everything to do with your “relationship package” and your “customer loyalty package.”

HERE’S THE IDEA: Spend a day at your customer’s place of business, helping them in any way you can.

NOTE WELL: One of the reasons you are hurting is because they are hurting.

This idea will work for anyone. You included. If you sell a product or a service, if you sell business to business or business to consumer, if they call on you or you call on them, this idea will work. And it will create amazing and instant results.

Create a name for your offering. Economy Booster Service. Customer Goodwill Mission. Thank You Service to Loyal Customers. Call your best customers and ask if you can work there for a day. Free. No strings attached. Gratis. Por nada. The concept is to HELP THEM, not sell them.

The objective is to be of genuine service. One way to define it is a “random act of kindness.” My way would be to define it as a “random act of value.”

There are huge benefits that will accrue from this gesture. And not all of them are in favor of the customer. Yes, they will benefit from your help, your skill, your input, your labor, and your outside perspective.They will also get an emotional lift and a morale boost, just by you being there. BUT, you will be the main recipient of value.

Here’s what’s in it for you:
• You will get product training that comes from the people that actually use it. Imagine actual on-the-job, at-the-customer training. After a day, you will be craving more. Certainly more valuable than a day in your classroom.
• If you offer a service, you get to see what happens after the service has been performed.
• You will learn how they use and profit from your product or service. Not just the good stuff, but also the challenges. You will discover a wealth of opportunities, and more wisdom than you’ll know what to do with. Real facts. Relevant facts that you can use to make sales forever.
• You will learn why they bought from you. Customer’s motives to buy are often subtle (even hidden), but they are the most valuable aspect of the selling process. You will also learn how much (or how little) your price figured into the equation. (HINT: way less than you currently believe)
• You will build a relationship with them that goes all the way to friendship. Your customer will be so flattered, so floored, and so thankful, they will be at a loss for words. Just respond with a simple: “My pleasure.”
• You will eliminate competition. Do they have a chance of even getting in the door after your service?

You will also have the great feeling that being of service creates in your soul.

ALTERNATIVE PLAN: You can sit around and complain how lousy business is or worse, make a few cold calls and annoy people who are busy with their struggle.

If your sales are slow, and you have some time to invest, why not invest it in a sure thing? Your present customers. It might just get you some business, it might just get people talking about you, and it might just get you referred.

It will certainly build your reputation.

Send me an email update with your results to ak@kolikoff.com