Over the Hill or Through the Woods

iStock_000021617437_ExtraSmallThe beginning of every year is an opportunity to set your direction and communicate your path forward. It gives you the chance to review and define your goals, personally and professionally. For everyone else, it gives them the ability to know how to best support and follow the leader. Does everyone that can impacts your business know your 2013 plan?

The lack of a defined plan for the year, leaves everyone taking their “own” best path forward. In the end, this may not produce or represent the organization’s goals or objectives. People will be moving, activities will be happening, yet you may be headed to exactly where you did not “plan” to go. It is up to you to stop the wandering effect of your business and your followers. Set the direction. Communicate your exact plan.  If you don’t have a plan, create one now — before it is too late.

If you have a plan and you have not shared it, this is the week to get it done! People and businesses need goals and plans. You can work endless amounts of time, expend great energy and spend a lot of money to end up in the wrong place. How did that happen? Usually it is because everyone is not working collectively on the same outcome. Everyone is heading in a direction, but it may not be the “right” direction.

As a leader, it is critical to everyone working with you that they understand your strategy and goals for the business. A plan provides the road map empowering you to define the activities and tasks. It opens the door to assigning responsibilities and setting accountability. More importantly, it gives you the capability of making a pivot or shifting your plans by creating a benchmark for how you will measure success along the path forward.

Working on a shared and communicated plan, gives business leaders a reason to stay in touch with employees, measure their progress and assess performance. People thrive on accomplishments and desire feedback. Knowing how they are contributing to the success of the business can only be measured by stated goals and objectives.

Get everyone working together. Options may be limited or options may be bountiful based on the path you choose to take the business. Communicate your choice. Will you be headed over the hill or through the woods. What will be in the basket full of goodies you will offer to your customers, vendors, employees and partners. How do they prepare to avoid risks? What will be awaiting when they arrive at the determined destination?

Your team is waiting for you to tell them the story. How it begins this year and how it will end. Provide regular updates and know that people will be looking for you to lead them in the direction you have shared.

“If everyone is moving forward together, then success takes care of itself.”
— Henry Ford

Jamie Glass, Founder, President and CMO of Artful Thinkers

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Don’t Confuse Confidence with Enthusiasm

Enthusiastic blonde woman wearing big glasses.Business leaders, entrepreneurs, sales people and marketers utilize enthusiasm to draw people to their ideas. They passionately motivate us to follow and take action.  Enthusiasm creates an emotional attachment.

Beyond the emotion, we soon find ourselves wanting more.  We want to trust that we should follow, not follow blindly. We need proof that the words are supported by facts. We need evidence. We are convinced by confidence.

Enthusiasm opens the door, confidence is the closer. We are attracted by enthusiasm. We believe in confidence.  Enthusiasm is selling, marketing and promoting.  Confidence is demonstrating, providing proof and creating trust to solve problems and fulfill needs.  Knowing the difference is very important.  Knowing how to balance the two requires expertise.

A person that lacks confidence will often exude excessive enthusiasm to mask insecurities or lack of evidence.  Have you ever found yourself so engaged by a sales person that you forget you are being sold? Enthusiasm wins. The result may be buyer remorse or worse, deception. Perhaps a new hire enthusiastically convinces you that they can “do the job” and soon the facts do not support reality. A very expensive mistake for a small business – costing the company time and money.

On the flip side, a confident person can be so overtly confident they fail to listen to others or fail to create a following.  Confidence is not arrogance. Confidence can easily delude rational thinking.  The love of power convinces the most confident they can not fail, thus losing all sense of humility and gratitude. When you look around you and no one is cheering you along, your confidence has removed your ability to attract others. There is no emotional appeal. You are now the leader of no one.

Confidence is defined as full trust; belief in powers, trustworthiness, or reliability of a person or thing, belief in oneself and one’s powers or abilities; self-confidence; self-reliance; assurance.

Enthusiasm is defined as absorbing or controlling possession of the mind by any interest or pursuit; lively interest.

How do you create balance and avoid the extremes? The perfect blend of confidence and enthusiasm is pitchman Ron “Ronco” Popeil.  He used demonstration to prove his inventions were viable and trustworthy. He used hype and selling to capture our mind share and imagination.  Who can forget his famous, “But wait, there’s more!”  Son of an inventor, Popeil is one of the most famous marketing pitchmen.  He showed you how you could dice onions, so you won’t shed a tear.  How you could depend on his electronic dehydrator to feed your children healthy fruit snacks instead of candy.  The lessons in all the infomercials where about solving a problem. Confidently.

What is the financial impact when you expertly blend confidence and enthusiasm?  Many of the Popeil inventions, most designed by Ron’s father, sold over 2 million. Ron Popeil is not rich solely from his fishing poles and spray on hair inventions. He is rich because he used enthusiasm to get our attention followed by confidently demonstrating how he solved our problems. He sold it. We bought it. We bought his confidence.

Whether you are pitching for investor dollars or motivating your sales team, you must build trust.  Demonstrate reliability and accountability.  Show the why.  Why you, why your company, why your ideas, why now.  Then use your persuasive personality to make sure the message is received, understood and people are left wanting more.

Enthusiasm without evidence is hype.  Hype doesn’t convince anyone, only gives us reason to be suspect.  Don’t oversell, don’t undersell. Confidence alone is mundane. Lead with enthusiastic confidence. A moderation of the two, equal but not separate, wins.

“Without a humble but reasonable confidence in your own powers you cannot be successful or happy.” Norman Vincent Peale

Jamie Glass, Founder, President and CMO of Artful Thinkers

Give Your Best Gift

Little-Gift-Boxes-600x337There is one gift that you can give that is far better than any other, it is the gift of you.  Your time. Your ideas. Your wisdom. Your intellect. Your generosity. Your kindness. These are all unique gifts that only you can give to others.  “To give anything less than your best is to sacrifice the gift.” ―Steve Prefontaine

We all know there is no greater reward in life than giving. Giving showcases our sense of civility and humanity married in the richness of culture and values. Giving is a choice.  We are collectively living in a world of complexity, tangled by individual adversity and challenges.  When we give ourself to solving problems, sharing responsiblity and accountability of the burdens, we have the opportunity to do better.  We must do better.  We can accept nothing less. The gift of you, is an opportunity to do better. “The greatest gift is a portion of thyself.” ― Ralph Waldo Emerson

You have to let a sense of self go when you give the gift of you. It takes your limited time that is often occupied by so many other important to dos. It requires you to prioritize values of what really matters. The gift of you demonstrates your willingness to put all other distractions and demands for your attention behind those that are are going to receive your most precious gift – you. “Behold I do not give lectures or a little charity, when I give I give myself.” ― Walt Whitman

There are no material possessions that are within the same measure of the gift of you.  You are priceless.  Giving the gift of you is wrapped in love and care. “It’s not how much we give but how much love we put into giving.” ― Mother Theresa

The very best gift in business you can give is yourself.  Your time has the great value.  There are several ways that you can gift you.  You can gift your experience, gift your connections and gift your advice to help others achieve their goals.  All require you to take the time to be present in your offering and focused in crafting how to provide meaningful experience, connections and advice.  We make a living by what we get. We make a life by what we give.” ― Winston Churchill

In order to fully actualize giving you, expect nothing in return. Giving you should be void of temptations to think of what’s in it for me.  There is nothing to capitalize, nothing to measure.  The gift of you is simply a sacrifice that has exponential returns in knowing you did something selfless for another. “No one is useless in this world who lightens the burdens of another.” ― Charles Dickens

During this holiday season, the gift I give to all of you is sharing this blog. It is a little bit of me.  My ideas. My thoughts. My experience. My advice. I give this gift out of love and passion to help others. “Love only grows by sharing. You can only have more for yourself by giving it away to others.” ― Brian Tracy

Happy Holidays to You and Wishing You a Prosperous New Year!

Jamie Glass, CMO & President of Artful Thinkers and Managing Director of Sales & Marketing Practice at CKS Advisors.