Category Archives: Learning Curve

Eureka Moments: Part Two – Systems

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Systems are important to creativity for two reasons: systems capture your ideas and actions so nothing is left to chance by you or your team; and once you’ve captured your ideas and you are confident they are well and truly captured, you then have the freedom to focus on the tasks at hand. So, does it make sense to have a system, or group of systems? Absolutely, but what works best for you? First, there are two internal components, habits and time value. Then there are the external components, the tools that create or maintain a system.

Psycho-Cybersomething-or-other

For any system to work it must first become a habit. To form a habit, you must do the thing for 21 days. Dr. Maxwell Maltz in his book Psycho-Cybernetics, wrote, “Brain circuits take engrams (memory traces), and produce neuroconnections and neuropathways only if they are bombarded for 21 days in a row. This means that our brain does not accept “new” data for a change of habit unless it is repeated each day for 21 days (without missing a day).” Clearly, we do something over and over it will become a habit. I got it, but how about for 7 days . . . maybe 10 day?

Know What Your Time Is Worth

If a thing has no value it follows, it isn’t worth much and will be discarded. Perhaps hiring someone to do something for you is better than doing it yourself. Sometimes one action affects another. As it happens spending smarter saves time as well as money. Therefore, calculate the value of your time and use it accordingly. Stick to the things you do well, and leave the other things to those who are better equipped to do them. That’s a rational approach don’t you think?
We’ve identified and considered the two internal components. We know they have to be a part of any system. How about the tools that help us systemize our life and enable creativity. This could be an almost endless list so let’s confine them to two categories; software, and third-party hacks.

Productivity Software

Assuming you have a computer, it’s a good guess it’s a PC, not a MAC, but even if it’s a  MAC there are productivity programs for you as well . . . back to the PC . . . When you purchased your computer it came with an operating system and a program  named OUTLOOK. OUTLOOK has all the elements of a productivity system built into a single program and then some. It will allow you to keep a calendar and a task list as well as communicate. It is a relational database with select bells and whistles.

Within the Microsoft arena there is the spreadsheet EXCEL. With EXCEL anyone can create a productivity system of their own design simply and quickly with user-defined fields.

There is a particularly interesting piece of software, MindManager, which is based on graphic visualization developed 3rd century thinker Prophyry of Tyros. Then in the 1950’s, Allan Collins developed what was known as semantic networks, and his work was expanded by Psychologist Tony Buzan. This program allows the user to identify, quantify, and qualify concepts, ideas through brainstorming in a graphical and hierarchical manor. Because of it visual component, it is ideal as a productivity system. Mind Manager, is a product of MindJet, has a GANTT chart capability through a third party and-on and is not free.

Sticky Notes, Post-It-Notes if you prefer, those ubiquitous little squares of yellow with sticky goop on the back for affixing to monitors, mirrors, or pages of important text have been with us since 1968. Placed end-to-end they would . . . well, who knows how far they would stretch between here and the moon. They have become indispensible to all functioning offices, but they can’t be stuck to a word document until now. A brilliant young Brit developed the Acme of stickiness called simply, Stickies, that does exactly what’s needed. They stick to a computer desktop, or to a page within a document. They are printable, “roll-up” and become less opaque as they sit, quietly waiting, for you to bring them up. They are a product of Zhorn Software, and they’re free.

Paper versions

You’ve heard the names for years; DayTimer, Franklin Covey, DayRunner, At-A-Glance, etc. These are the paper versions of OUTLOOK, and for many, remain in vogue. Small (usually), light, and easily transported, they require only a pencil. They don’t plug into anything except you brain, but with the advent of the small, light weight laptop computer, are flammable dinosaurs.

Them What Know

There are a number of them, all making claims. They inhabit every corner of the Internet. They have the answers, just ask them. Send them your credit card number, and they will make your life organized and complete. Never give anyone money to tell or show you what you already know.

No matter the system(s) you chose, in the final analysis, productivity success depends on the individual. Create useful habits, use the tools available, form good habits, value your time, and be committed to your goal.

The Gatekeeper . . .

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Would you agree we’re all selling something whether it’s a product, a thing, or perhaps a service built around a personal talent or a skill, or profession by way of education? In order to sell, we must be able to present to the buyer, or decision maker. In many cases, getting to the buyer involves a third party: and no one is immune to the gatekeeper.

Gatekeepers may be a necessity, but unless you’re the president of huge, multi-billion dollar corporation your gatekeeper may be getting in the way. I’m sorry, no one is that important where they must have, “need” someone to screen calls. It’s perfectly ok for a gatekeeper to ask whose calling. It’s ok for a gatekeeper to be the bearer of bad news, you’re not available, but when I hear, “ . . . and, what is this in regards to?” I’m immediately turned off. So much so, I’m not likely to ever do business with that company . . . EVER! No person or business exists in a vacuum. Like I said, no one is that important.

Professional sales success requires both a healthy ego and a lot of self-confidence to withstand the amount of rejection that accompanies sales. With these experiences in memory many hold gatekeepers in great disdain. We contrive games to try and get around them, win them over, or embarrass them into putting us through to “the man,” or woman, as the case may be. Sometimes our frustration comes to a boiling point and we say something very unprofessional we know we’ll later regret. The sad part is, it’s usually not the gatekeeper’s fault

You’re there Mr. Bigshot, or you’re not. You’re taking calls, or you’re not taking calls. It’s easy . . . just let your gatekeeper know your status. It’s even ok to let your gatekeeper know from whom you are not taking calls. If you’re not the “only game in town,” maybe even if you are, there must be other towns nearby. Don’t allow your sales cycle to be stretched into infinity. Re-qualify the prospect to a lower category and move it to the bottom of your call list. Here’s the twist, you’re not the only salesman calling on this person or company. Sooner or later the word will get around and other salesman with the same experience will also re-qualify the company and no one will be calling on them. (More about sales cycles and their importance another time.)

Whether a verbal slight-of-hand or a frontal assault, sales trainers all have a favorite strategy to slide in under the gatekeeper’s radar. In my experience few if any of them actually work. Sales managers have a bad habit of brow-beating sales staff into pursuing a numbers tactic . . . “It’s all about the numbers kid. Ya just gotta knock on enough doors.” If you think about this, both tactics are self-defeating. A sales professional’s time is too valuable to spend pitching unqualified leads, jousting with a gatekeeper, or being threatened in front of the whole team at the next staff meeting. Remember, only you can permit someone else to trample your self-esteem.

For those with gatekeepers do yourself a favor: tell your keeper of the gate when, and when you are not available. Some commercial phone systems even have a DND, do not disturb, option built in. Make sure your gatekeeper knows who you will see and who you prefer to not see. It’s a lot like the golden rule.

For gatekeepers, when he walks by ask the boss if he’s taking calls, when will he be taking calls, or not taking calls. Your boss doesn’t have the right to put you into an uncomfortable situation. You are not the monitor of his or her moods. When your boss doesn’t heed this, there’s always voice mail.

For those in the trenches, do your homework, impeccably qualify your prospects, and determine if there is another way to meet your prospect. Memberships in professional organizations or Chambers of Commerce are an excellent way to do that. When you find yourself face-to-face with someone who can make a decision regarding your product or service, ask to swap business cards, then ask if you can give them two—one for their Rolodex and one for their gatekeeper’s Rolodex. Then take your pen and print on the back of the second card, “It’s ok to let his calls through to me.” I guarantee you will elicit a smile, and the decision maker will remember you.

Worthy Websites

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Yes, there are a multitude of landscaping websites, and some of them, by some standards, are well done. By “well done” I mean they are attractive, well-written, and contain relevant content. Attractive means pleasing to the eye and having a reasonable subject content vs. ad space ratio. Well-written means just that. The author(s) actually knows the subject and how to write about it to the intended audience. Relevant content means the website has content that is well-researched, timely, and complete. For a website to meet all these criteria is not an easy job, but here’s one that at least meets two out of three (attractive, it’s not): Landscaping Ideas Online

I knew it was quality almost immediately by the writing. Truly good writing is a joy for the reader, and comes along only once every so often. It has found a home at Landscaping Ideas Online. My interest was soil pH. The brief article on that subject told me exactly what I needed to know in clean prose.

For all things landscape, this website is worthy of your time.