Three Word Podcast

Episode 180, The 60% Rule!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 180, The 60% Rule!

 

Many of you have heard about the 80/20 Rule; 80% of your results will be produced by 20% of your effort. Or if you're in sales, 80% of your billing comes from 20% of your accounts.

 

Have you heard about the 60% rule? Before I explain the benefits of this principle, let's look at what it means to focus and have discipline.

 

In Merriam-Webster, focus means "to fix (as one's attention) steadily toward a central objective," and "discipline" means "to train to do something by controlling [your] behavior." 

 

It's us determining how and where we plan to focus our efforts.

 

The best salespeople know where and how to spend their best efforts. They know that 20 percent of their prospects will buy from them no matter what they do or say, and 20 percent won't buy from them no matter what they do or say. That leaves 60% of prospects or customers we must focus efforts on to convert into clients. It takes ongoing discipline and commitment!

 

I want to share a story from this week where this principle applied. I was in a coaching session with a team member discussing their next year's business desired results. Our conversation focused on how busy he was and stressed about how he would get everything done. It's the end of the year, so we are busy setting up renewal meetings to secure business for next year. It's the holidays, so we have fewer days with clients taking vacations and you taking time off. You are booking new meetings to replace the business that may not return. Your thinking to yourself, how will I get all this done?

 

Do any of you feel this way? The word stressed, overwhelmed, or sheer panic you may be feeling. This time of year can be overwhelming and, in most cases, feels like we are starting over.

 

I asked him what his most significant stressor was. I have key account annuals; these accounts are the 20% of clients who will buy from him. I have client requests, internal requests, and emails filling my inbox, not to mention the mental stress. I need to spend time on it, and I feel like my days are getting away from me. 

 

I agreed with him that, especially at the end of the year, fewer days in the month because holidays and vacations can leave us feeling a bit more stressed. Setting priorities and time to focus was step one. I then offered a possible solution centered around the word discipline. It takes discipline in your mind and actions to accomplish what you need to get done.

 

He shared that priority one is renewing his current clients. I agree that he invested too much time over the year and, in some cases, years of building a solid relationship and reputation. He needed to identify blocks of time where he could focus on his 20%. We discovered that 11 am-1 pm would be the time he felt would be the window of time to develop his recommendations for the following year. He agreed to block that time on his calendar, turn off his phone and avoid looking at emails. He realized he could build the proposal and be resourceful by tapping into sales support to put his strategy into a compelling format.

 

What we came to realize is that sometimes this list that builds in our minds seems insurmountable. When we slow down, write down our priorities and first focus on the 20% of our clients that will say yes and let go of the 20% of accounts we shouldn't be calling on, then zero in on the remaining 60% we have a discipline plan.

 

Filter your clients

It takes focus to stay on track and target the right customers with a business need you can solve along with a budget to solve their problem. I know we want to help everyone we meet. Sometimes we waste time trying to convince someone to do business with us. They are not a fit for your company or don't have the budget. That is why you need a client filter process. Depending on your industry, you should have data to support the ideal customer you can help. Some filters are the revenue of the companies, the size of the companies, and the growth of a company. Step two is to stop focusing on the 20% of clients that won't buy from you no matter what you say or do. 

 

Step three is where you focus your time and energy on the remaining 60%. These accounts need to go through your filter, and you quickly determine if they are the right account to focus your time and energy on. 

The old saying, "Time is money," is so important. So choose your time and accounts wisely!

 

If you think someone could benefit from this article please share it.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 179, The Holiday Hustle.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 179, The Holiday Hustle. 

 

It's the holiday season; your clients are taking time off, and you are taking time off. The pressure is on you to tie up loose ends and secure renewals with your current clients while setting up meetings with important clients and new prospects. We know that December is the month split between rushing to get work done and showing employees and clients that you appreciate what they've done throughout the year. Added to this is the pressure to set goals for the new year.

 

The question is, will your holiday season is bright? The holiday season can be an excellent opportunity to land new clients and strengthen relationships with existing customers. 

 

Here are Six tips to maximize your business opportunities during the holidays.

 

Appreciate Current Customers

The holidays are a great time to show appreciation for working with them. Sending a handwritten note of appreciation for your partnership over the year will go a long way. Another idea is to create a fun holiday video. Create a fun, humorous video that celebrates the season in your unique way. Block out time, make a list, and check it twice on who has been naughty or nice. The key is to schedule this on your calendar. 

 

Use social events as business opportunities.

You'll likely receive a few holiday party invitations during the month. These can be prime networking opportunities. Review each invite carefully and choose those that stand to expose you to new clients. Find a way to remind those around you that you're preparing your business for the next year and welcome introductions to others that you can help. 

 

Ask your client for a holiday gift.

You have the opportunity to get a gift from each of your clients. What is the perfect gift to give you? An introduction to another potential client that they know. Introducing you to another client is the quickest way to ensure your business continues growing into the new year. Our clients know other business decision-makers, and you are asking for an introduction to see if there is a fit with what you and your company can offer them. The statistic for asking for a referral is mind-blowing. About 80% of our clients are willing to do an introduction, and only 11% of us ask for one. Put this on your Holiday to-do list and save yourself valuable time prospecting for new clients.  Introduce someone you know to your customer.  A gift they can benefit from as well.

 

Mind Your Time

Let's not have a meeting to have a meeting. Remember, fewer people will be available around the end of the year, with many company-paid holidays and vacation time. Review the meetings you have planned for the rest of the year and ask if they are necessary to move your business forward. If so, perhaps you can reduce them from 60 to 30 minutes. It allows your team to do other productive things for their business. It allows time to ensure your processes and systems are in place for the new year.

 

Optimize Your Downtime

Take advantage of this time. Use this time to think—reflect on your business this past year and prepare for next year by completing your business plan. Set yourself up for success! A business plan promotes productivity, enabling you to set and implement goals while holding yourself accountable to business-building activities throughout the year.

 

Mind Your Mind

Carve out some time for yourself. Self-care is critical to being ready to face the many challenges in our work and personal life, especially as we prepare for the festivities. Maintaining a balanced life is vital. Be mindful of your sleep and hydration, and keep your health and wellness workouts. We all could use a little time for ourselves.

 

The holiday season can bring challenges and opportunities. Take the time to celebrate you and all you have accomplished this year. Find a way to make the most of the final weeks of the year; you'll be able to expand your client base and build good relations with the clients who have been so loyal throughout the year.

 

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Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 178, Discover the KPIs of your employee. Why they stay!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 178, Discover the KPIs of your employee.  Why they stay!

 

I have a question for you. Have you considered leaving your current job or actively looking for a new opportunity? An interesting fact is that January is the month most people go to join another company. 

 

Today, There is much discussion about why employees are "Quietly Quitting." It started with the great resignation during Covid. Let's face it someone on your staff could be looking for their next opportunity. 

 

What Is Quiet Quitting?

Quiet quitting refers to doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than is necessary. No more staying late, showing up early, or attending non-mandatory meetings. The employee doesn't leave their position and continues to collect a salary.

 

In the early 2020s, primarily driven by social media, quiet quitting emerged as a much-publicized trend in the United States and elsewhere. A 2022 Gallup survey suggested that at least half of the U.S. workforce consists of quiet quitters.  

 

Beyond the workplace, "quiet quitting" is now applied to nonwork aspects of people's lives, such as marriages and relationships. 

 

Having reliable and motivated employees is a big part of our business success; as a leader in your company, it's our job to recruit, retain and coach our employees. I thought I would do some research for us on why our employees stay. What keeps them wanting to come to work every day? 

 

Three reasons people stay loyal to an employer for the long term?

 

Job Satisfaction & Engagement

Employees are more likely to stay with a company if they believe in their work and feel it is recognized and appreciated. Any job can provide a salary, but an employee who finds a sense of purpose in their work will show up each day thinking about more than simply a paycheck. Acknowledging your employees' efforts will help them believe their work is valuable. Create an environment of continued progress and ask for feedback on how to create better processes and invite different points of view.

 

Company Environment 

Long-term employees respect and appreciate their coworkers, genuinely care about the company, and believe they are part of something special. A culture of respect and accountability thrives when employees see themselves as a part of a team working together towards a common goal.

Tenure employees instill morale in newcomers or those considering working for or buying from your company. 

 

Great Benefits & Support

Employees commit to a company when they feel treated fairly, trust their business leaders, and have a mentor who encourages them. It allows people to feel supported in their professional pursuits and secure enough to plan a future that includes a career with the company.  

Invest in a range of opportunities for skill development and provide greater access to mentoring and coaching options. Workers are looking to their employers for opportunities to broaden their skills and grow their careers.

 

What can you do to retain an employee? Think like your employee?

Not all employees want the same thing. Have regular check-ins or stay interviews with employees. Stay interviews are an opportunity to learn how to engage your employees better, so they want to stay with your company.

 

Rather than just interviewing employees on their way out in an exit interview, we need to have stay conversations with employees to receive feedback on the workplace and what would motivate them to stay. Stay discussions help employers learn about an employee's career aspirations, receive feedback on what makes them want to stay with the company, and understand what support and resources they need to succeed.

 

Yes, we need to understand the KPIs of our business. But we also need to understand the KPIs of our employees. KPI is essential to measuring the organization's or individuals' growth. But it's imperative to maintain the balance between expectations vs. reality, where people feel inspired, informed, interested, and involved.

 

New leadership KPI

Keep people interested.

Keep people informed.

Keep people involved.

Keep people inspired.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

*Research on quietly quitting provided by Greg Daugherty and fact-checked by Suzanne Kvilhaug, November 2, 2022.

Episode 177, Live a life of Gratitude!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 177, Live a life of Gratitude!

 

Let me start by wishing you and your family a Happy Thanksgiving. This is my favorite holiday of the year. Mainly because of the three words Family, Friends, and Football. I know you thought I would say food - yes, that is a close third.

 

Thanksgiving means expressing or feeling thankfulness—a time to pause and give thanks for all your life experiences.

 

I was on a zoom call earlier in the week, and as an icebreaker, everyone shared what they were grateful for with the group. The answers varied from Health, kids, spouse, family, and friends. One word connected me to the list, experiences! I started to reflect on all the moments and experiences I was grateful for in my life.

 

My Health is at the top of the list. I believe that without excellent Health, it is harder to experience life. Your physical and mental Health is the key to how you feel and approach life. It takes energy to carry you through each day. I start every day with a gratitude mantra when I run and walk my pups in the morning. I am grateful for the ability to see, hear, breathe and connect with nature, especially after experiencing vertigo this summer which was no fun.

The days of dizziness were a great reminder that our lives can get out of balance. I recommend taking this time to re-evaluate how much sleep you are getting, your hydration (not just the alcohol), the food you eat that fuels your energy throughout the day, and your mental Health. How can you keep your life in balance?

 

Connections in my life would be next on the list. Life is better when shared with others. I am so thankful to be able to talk to my mom at 91 and my sisters Tracy and Lynn every morning. Grateful to experience life with my wife, Olivia. It will be 23 years of seeing and sharing many life moments in January. She is my go-to person in life. Liv is there to listen and encourages me to keep experiencing life.

 

Grateful for our fur kids. This year we lost our 12-year pup Dakota unexpectedly. I miss him so much! Our other dogs, Phoenix and Denali, love their walks and van rides to hike in the woods. They teach us to appreciate nature and live in the moment, even if that means chasing squirrels and deer.

 

How about the friends in your life? Your chosen family. Friends from childhood that help shape your life. How about the Friendships that develop throughout your life? I am beyond grateful for all the friendships I have in life. I can't imagine life without these unique souls. These heart connections, I believe, are to help connect us on a deeper level.

 

I look forward to all the moments we share and appreciate each gift they offer.

 

One final thought I am thankful for is the learning experiences - the good ones and the ones you think what my lesson with this one was. Over the years, I have come to appreciate those challenging moments. They offer a new perspective on a topic or situation, a different viewpoint. They push me to rethink a topic or new way of approaching a situation. These are my favorite moments, as they may feel a bit uncomfortable. When we experience and embrace that feeling, it expands/ stretches us. 

 

How can you find Gratitude each day?

Make it a habit! 

Take a few minutes a day while sipping your favorite morning beverage, when driving to work, while exercising, or when you lay your head on your pillow at the end of the day. Acknowledge the people and experiences that have shaped the person you are today. Because this life you are living is a gift, you, too, are a gift to others.

 

If you think someone could benefit from this article, please share it.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 176, Seeds or Weeds. Grow your business like a farmer.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 176, Seeds or Weeds. How learning to plant crops like a farmer is good for your business.

 

Are you a farmer? 

Farmers know and understand that if they want a crop, they have to plant seeds. If they don't plant, they won't get a crop. No seeds, no crop. Real simple. The same is for our business. Every day we must plant seeds in the minds of our clients and new prospects. 

 

It takes focus and time to grow our Crop of clients. The best kinds of seeds to plant are the ones you want to grow! What are you looking to achieve in your business? Increased sales? Repeat customers? No matter what you are looking to achieve, always plant seeds of value. Be and offer value to your current and future clients.

 

While the old analogy, "what you sow is what you reap," probably comes to mind, you might wonder what we can learn from digging in the dirt. 

 

The similarities and processes but also in the mindset needed to be successful. Your ideal clients now have plenty of options and access to the information that will help them make that choice. If you want them to choose you, give them a good reason to pick you. You do this by building relationships and establishing trust. 

 

Here are six business stages we have in common with farmers.

 

Planting Stage

Long before you begin planting, you must plan it out. You must identify the ideal crops you want to plant. Who is the perfect customer for you to focus your efforts and time? Remember, we want to work with companies with the resources to implement your recommendations.  

A client that we can help meet their business needs. We don't want to throw down any little seeds. We want to plant seeds that will create a large harvest. I recommend taking the time to discover your ideal customer and create a system or plan to connect with them.

 

Hold yourself accountable for what needs to get done for the day.

When planning your days, ensure you understand the tasks you'll be doing and what it will take to complete them. Put the most important tasks at the top and the least at the bottom.

 

The hardest thing about growing our business is the time it takes. Day-to-day business can get in the way of achieving long-term growth goals. As you begin, ensure you have a strategy to keep your vision focused.  

 

Preparation Stage

The preparation stage in farming includes collecting all the tools and seeds you would need to carry out your plan. What have you discovered as a reason for a client to converse with you? What research or industry trends can you share with them that could impact their business? Why should they buy your Crop? How can buying your Crop will help them?

 

Seeding Stage

How do you stay top of mind in your client's mind? When you have finished planning and prepping your farm, it is time to plant the seeds. You have to keep planting seeds as to how you can help them. It's a process that takes time to build trust and nurture relationships. Most crops need a growing season of at least 90 days. The growing season can last the entire year. It takes an average of 8-10 attempts to connect when looking for new clients. Remember that most people we call on may be happy with their current vendor.  

 

One way to market your Crop or get noticed is through video. Video is an excellent way to give your ideal clients a sense of who you are and how you can help them.

 

Maintenance Stage

We have planted, and now is the time to maintain our farms. The weeds are the things that are getting in our way of farming our business. We may have to get rid of the weeds. 

 

One major weed is our digital distractions.

It is easy to be distracted by our phone, laptop, or computer notifications.

Digital devices have become more and more of a distracting force. 

 

Here are a few strategies to stay weed free.

• Screen your phone calls and answer only essential calls
• Organize and schedule uninterrupted focus time
• Check your email at set times. Answering emails throughout the day can be a time-draining activity. Avoid checking your email too many times. It is easy to get sucked into a problem that can wait until your current task is complete.

 

Harvesting Stage

You have put the work in, and now it's harvest time. Stay close to current clients with intentional touch points by scheduling time on your calendar to meet with them and continue to help them with their business needs. Once you have developed a relationship and established the trust of your ideal clients, you will be the person they turn to when they need someone who does what you do.

 

While some people will be ready to buy immediately, some may need more time and communication, especially if it is a more significant investment. It is so important to keep planting new crops/ clients. Keep in mind that some crops go bad, or in our cases, clients cancel and select another vendor. 

 

 

Analyzing Stage

Like farming, sales require us to continually evaluate and fine-tune our plans and processes. The most successful farmers always take the time to analyze what worked and didn't at the end of each season. This process of analyzing allows the farmer to tweak their plan to ensure they are even more fruitful next season. We, too, must learn from all our experiences to grow our clients more quickly. We must be flexible, willing, and able to adapt as necessary to keep your business relevant and profitable.

 

Just like farming, no instant miracle grow will take you from seed to fruit. It requires dedication and devotion that will create a successful crop. You must be consistent, dedicated, patient, and attentive, planning for long-term success.

 

The hardest thing about growing our business is the time it takes. As you begin, ensure you have a strategy to keep your vision focused on developing new clients daily.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

Episode 175, Seven Prospecting Tips to keep your business moving forward.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 175, Seven prospecting tips to keep your business moving forward.

 

Turning back time, I can only think of Cher's song. 

If I could turn back time

If I could find a way

I'd take back those words that have hurt you

And you'd stay

 

I was thinking about us turning our clocks back an hour for daylight savings. I have to share that I am not a fan of losing an hour of sunlight at the end of the day, and hoping this law gets changed next year.  

 

We may not be able to control turning our clocks back, but we can make sure our sales don't fall backward. I have seven prospecting tips to keep your sales moving forward.

 

Spend time with your current clients. 

We have to make sure we don't take our existing clients for granted. It took time and energy to earn their business, so we need to ensure we are providing solutions to their most significant business needs—scheduling time to meet and discuss how we can help them. We have opportunities to up-sell and grow our current accounts.

 

Schedule time to Identify new clients.

Discover new clients that you can help.

Prospecting is easy to neglect, and every day, something will steal your time from building your business. That's why the best reps set aside a block of time to prospect every day and week and hold themselves accountable for doing it.

 

Create better systems and processes.

Atomic Habits author James Clear sums this up. "You do not rise to the level of your goals. You fall to the level of your systems." 

Take the time to review how you gain new clients. Do you have a system and process you go through before contacting that client? For example, what do your current clients have in common? Sales volume of the companies you are prospecting? Do you have a referral process? What process can you create to earn that first conversation? You will have to pick up the phone several times or send a certain number of emails to get the needed responses. The goal is to develop an effective process to prospect efficiently.

 

Create a balance between quantity and quality.

This one seems like a no-brainer, but it's worth saying: Great prospectors know their company's ideal buyer profiles. They can spot companies similar to their best customers and recognize activity patterns by decision-makers that indicate it's the right time to reach out.

 

It's essential to be discerning enough that you're not calling everybody -- a waste of time -- but fast enough that you don't spend half your day prospecting. 

 

When you schedule meetings with better-fit leads — ones with a legitimate need for or interest in your offering. Good-fit customers generally provide more long-term business.

 

Avoid meetings with just anybody.

While booking meetings is the ultimate goal of prospecting, you need to ensure they're good meetings -- otherwise, it's just a waste of your time to move prospects through the sales process. The goal is to understand if your specific point of contact is the right person to speak to if they have a perceived need.

 

Build social media into your routine.

Yes, there is a benefit to having a Linkedin profile and other social channels. It's your online personal resume that showcases your experience. Update your recommendations on your profile to highlight your ability to help other companies. One additional advantage is that you can read posts that may suggest a prospect is having an issue, they launched a new product that needs marketing, they need to hire additional help, and recruitment is your expertise.

 

You understand the difference between No and Not Yet.

Earning a new client's business can be all about timing. In many cases, they may be happy with their current vendor. Great salespeople understand that it is a timing situation. So they ask follow-up questions to make sure it's a timing issue. For example, ask for feedback. What factors do you consider when working with a new vendor? When do you review new partnerships? How can you stay in touch until that time? This way, you get a clear picture of what is important to that prospect. Is it price, relationship, transparency, and follow-up? 

 

I encourage you to schedule time on your calendar to review your systems and processes to better prospecting. So that way, you won't be singing Cher's song: If I could turn back time.

 

If you think someone could benefit from this article I invite you to share it.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 174, Do you think like a Politician or Scientist?

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 174 , Do you think more like a Politician or Scientist when solving problems?

 

The political season is here! If you are like me, you're tired of seeing all the ads positioning why you should vote for them. I started to think about how we communicate the message we want to get across to our prospects, clients, co-workers, friends, and family. 

 

How do you get your message across to someone? Do you approach it like a politician?

 

How do you solve problems? Do you approach it like a scientist?

 

Most of us think and talk into the mindsets of three professions, according to Adam Grant, who wrote the book think again. The three Ps! You know I love anything to do with threes.

 

Preacher, Prosecutor, Politician.

We take on a particular identity in each mode and use a distinct set of tools. We go into preacher mode when our beliefs are in jeopardy: we deliver sermons to protect and promote our ideals. We enter prosecutor mode when we recognize flaws in other people's reasoning: we argue to prove them wrong and win our case. When we want to win over an audience, we shift into politician mode: campaign and lobby for approval. 

We use different modes of thinking for different situations.

 

Who knew that there was a science behind getting our messages across? Thinking back, I wish I had paid more attention in my science classes. 

 

 

To be problem solvers for our clients requires some science behind our sales.

 

Adam Grant outlines four distinct thinking styles we use to approach problems.

 

• Preacher: "When we're in preacher mode, we believe we're right," From the salesman to the clergyman, this is the style you use to persuade others to your way of thinking. We are focused on changing someone's mind. Can I get an Amen?

 

• Prosecutor: "When we're in prosecutor mode, we're trying to prove someone wrong." None of us want to be wrong; that would mean we are admitting defeat. So we continue to present our case to the other person.

 

• Politician: It's no shock that "when we're in politician mode, we're trying to win the approval of our audience." We can flip-flop our message according to whom we are trying to convince.

 

• Scientist: When you think like a scientist, "you favor humility over pride and curiosity over conviction," Grant explained. "You look for reasons why you might be wrong, not just all the reasons you must be right."

 

"Thinking like a scientist involves more than just reacting with an open mind. It requires searching for reasons we might be wrong—not for reasons we must be right—and revising our views based on what we learn." 

 

"I think too many of us spend too much time acting like preachers, prosecutors, and politicians, unlike scientists.

 

 

"In preacher and prosecutor mode, I'm right, and you're wrong, and I don't need to change my mind. I might tell you what you want to hear in politician mode, but I'm probably not changing what I think; I'm posturing instead of rethinking."

 

Think like a scientist, and you view your opinions more as hypotheses needing confirmation. You rethink using the words "If" and " Then." For example, if I apply this method when prospecting, then I can expect this. With that mindset, changing your mind is not considered a weakness; instead, it's a sign that you're progressing.

 

We all need to become scientists or at least think like one. Suppose we spend less time debating our position and searching for new ways to look at each situation. In that case, we may discover a better way to think through what further information would change our mind about a topic and surround ourselves with people willing to challenge our thinking. 

 

Ideally, that makes you not only willing to hear new points of view but eager to seek out evidence that contradicts your opinions. 

 

What can you do to Rethink your strategy?

 

Creating an environment where you have a discussion or debate on a topic vs. a disagreement shows that you are open to considering another opinion and changing your mind, which motivates the other person to share more information with you.

 

A disagreement feels personal; we expect a discussion to be about ideas, not emotions. Starting a conversation by asking, "Help me rethink about this," sends a message that you want to think like a scientist, not a preacher or a prosecutor—and encourages the other person to feel that way, too. 

 

The goal is to be open to others' views. It shows your openness and admits that you might be wrong or your knowledge might be incomplete. People shut down often because they're afraid of being judged. So, they would instead disengage and avoid that. But if you say, I'm not sure about my opinion here," there's a possibility they'll realize that you're both here to learn from each other.

 

Another option is to ask more questions that help them consider what would open their mind, which at least encourages them to contemplate situations they might rethink. Again, the goal is to think like a scientist who focuses on evidence, not emotions. If they acknowledged that evidence could change their mind, at least it's a step toward progress.

 

And we all know progress means happiness!  

My vote for you is to continue to Rethink your position, be open to other view points, and think more like a scientist!

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 173, Keep walking toward your dreams!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 173, Keep walking toward your dreams!

 

As most of you know, I love Dogs. My wife, Olivia, and I are big advocates for rescues. We adopted three fur kids. Phoenix 13, Dakota 12, and Denali 9. They are a part of our family.

 

I love the mornings! I am an early riser, wake up at 4 am, and we have our routine. I let the pups outside; they eat while I sip my coffee, and then I take each of them for a run or walk. I connect with each dog, listening to my favorite podcast while enjoying Nature. It's my special bonding time before I start my work day. I have done this for over eleven years, and the excitement it brings our fur kids makes me smile.  

 

The morning of September 22nd was no different than any other day. All the dogs got their run and walk. Dakota loved to walk; he was my cool-down walk every day. He loved to walk and make his mark on multiple phone polls and trees. Dakota is a loving dog that never barked at other dogs unless another dog came close to his brother Phoenix and sister Denali. He would stop to pee on about everything. I would tell him that you're letting others know you were here, boy! 

 

By the way, Dakota was a lymphoma cancer survivor for over two years. He went through months of chemo and was in remission. Dakota would put smiles on the faces of the staff at the Pet Oncologist. He somehow knew that going there would make him feel better, and it did. After his treatments, Dakota became a different dog. He was our Wellness pup. He was full of life, loved to eat, especially Pop Corn and Blueberries, and loved his van rides to the parks for a walk. All the dogs looked forward to the van door sliding open, which meant a hike in the woods with Liv. The little things in life brought Dakota such happiness.

 

Liv and I would always say Dakota is teaching us to slow down and appreciate everything around us. He was the perfect therapy dog. He loved snuggling next to you as if to say I am so grateful for you. Thanks for rescuing me. 

 

 

Well, on September 22nd, later that morning, that changed for us. I was getting ready to golf, and Liv was sipping coffee on the couch with Dakota next to her. His breathing seemed labored, and we both noticed it. I was leaving to play golf and said to Liv let me know if anything changes with him. So strange that all of a sudden, he was panting. About an hour later, I got a call from Liv that said Dakota collapsed, and she scooped him up to take him to our Vet. She called to let me know he was not doing well. The scans revealed he had fluid in his lungs and internal bleeding from a rupture of his organ. His time was going to be limited.

 

Liv put Dakota in the van and opened the doors with the sun shining. She comforted him until I arrived. We were in complete shock and heartbroken. How could our Dakota be eating, walking, and smiling, and we are saying goodbye to him hours later?  

 

Many of you listening can relate if you ever had to say goodbye to a pet. Our fur kids hold a special place in our hearts and comfort us. They love us unconditionally and teach us things we need to know.

 

As I shared earlier, Dakota taught us to slow down and appreciate the life around us. 

Be loyal to those you love! 

Be a good listener.

Go on more adventures.

Cherish the time you have to spend with those you love. 

Realize our time is limited.

Take more naps!

 

In honor of our Dakota, Liv and I continue to walk toward our dreams and the life we envision. On that day, our lives shifted. Our hearts are heavy with sadness because we miss Dakota so much. 

 

I have realized that we all will face our final walk one day. I encourage you to keep walking toward the life, career, and love connections you desire. Please continue to make an impact on others as Dakota has taught us to do. 

 

Stay inspired and grateful, and more importantly, hug your fur kids! 

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

 

 

 

Episode 172 , Meetings that are costing your company millions.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 172  is about how much money unnecessary meetings cost your company. In some cases, it can be millions of dollars.  Are meetings necessary?

 

This week I saw a conversation on LinkedIn around an article written about how Useless Meetings Waste Time and $100 Million a Year for Big Companies. You know, that grabbed my attention with being the author of the Three Words Meetings book. 

 

A new survey shows that employees don't need to be in nearly one-third of the meetings they attend, and women are more reluctant than men to decline invitations; imagine that!

 

The article went on to share that Unnecessary meetings are a $100 million mistake at big companies, according to a new survey that shows workers probably don't need to be in nearly a third of the appointments they attend.

 

A  survey conducted by Steven Rogelberg, a professor of organizational science, psychology, and management at the University of North Carolina at Charlotte, created a study around meetings. They asked 632 employees across 20 industries to study their weekly calendars and gauge how much time they spent in meetings, what they got out of them and how they responded to invitations. 

 

On average, employees spend about 18 hours weekly in meetings and only decline 14% of invites even though they'd prefer to back out 31% of them. Reluctantly going to noncritical meetings wastes about $25,000 per employee annually and projects out to $101 million a year for any organization with more than 5,000 employees.

 

"Meetings do control us, and bad meetings have an enormous cost," said Rogelberg, who's been researching meetings for two decades. "You get a meeting invite and say, 'I don't need to be there,' yet you say yes — why?"

Just Say No

Employees want to skip nearly one-third of their meeting invites.

Many say yes because it's a workplace norm — nobody wants to offend the meeting organizer by skipping out or having co-workers think they're not engaged. Others hate having to chase down updates on what happened. 

Source: Steven Rogelberg, Otter.ai

 

Few companies have, however. Rogelberg's earlier research found that poorly managed meetings can hurt employee engagement and even boost their intention to quit. Meetings worsened during the pandemic due to the shift to remote work and videoconferencing. 

 

Data from Microsoft Corp. based on thousands of users of its workplace software found that time spent in meetings has tripled since February 2020, and the number of weekly meetings has more than doubled. 

 

Those virtual meetings "tend to be more cognitively demanding, more prone to distraction, and less effective in many ways than their in-person counterparts," a team of researchers concluded in a recent study that examined how communication patterns changed right after pandemic lockdowns hit in 2020.   

 

Meetings are necessary, but we must be careful when scheduling them. Rogelberg's survey shared that most end up multitasking during unnecessary meetings. We don't want that for our employees or us.

 

I wanted to share four questions you can ask yourself when considering a meeting is necessary that I learned from Adam Grant, an Organizational psychologist at Wharton and #1 NYT bestselling author of Think Again; Adam believes:  

There are four reasons to meet:

To decide.

To learn.

To bond

To do.

If it doesn't serve one of those purposes, cancel it.

 

Then I recommend implementing the Three Word Meetings topic process I created. Build those meetings around simple-to-remember words that engrain what you want your team or clients to remember. The Three Word meeting topics also allow your employees to share their views and the meetings become more collaborative versus a data dump on them.  

 

Another helpful tip is to manage the amount of time for a meeting. Some discussions linger and steal time from others. Keep them brief when you can maintain their attention and cut down on drifters. Set a time limit, whether 15, 29, or 39 minutes.

 

I have come to understand during my 35-year career that people support meetings with a purpose. So think about all the meetings you have been included in and ask if that meeting is necessary. Is there something I can do differently moving forward to create more time to focus on growing revenue, coaching your team, and sharing solutions for our clients?

 

I will leave you with this thought, to Meet or Not Meet, that is the question.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 171, Three reasons why your clients stop working with you.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 171, Three reasons why your clients stop working with you.  Retain your customers.

 

We work hard to get new clients to do business with us. We prospect and invest valuable time for a chance to work with them. This process could take weeks, months, or years.

 

Conversely, We can lose that key client instantly; in most cases, it has nothing to do with price.

 

I want to share a story where this happened to me as a consumer. 

 

I am sharing this story to remind us not to take our current clients for granted. We need to take all the necessary steps to retain our existing clients. The opportunity on the flip side is that we could be one call away from converting a new client from a competitor based on the treatment and service they are receiving.

 

Here is my story.

I was looking for a new dentist near my house. I saw a new dental practice was opening, and they were offering an incentive that with every teeth cleaning, you would receive teeth whitening with your service. So I thought I would give them a try. I go every six months and have been a customer for eight years. That changed after my most recent cleaning.

 

I was pushed back to eight months vs. six due to their scheduling. I thought, no problem. My Hygienist is excellent, and I complimented her on the extra work she had to do because it was eight vs. six months. She smiled and said that is my job. She did notice that one of my back teeth needed a crown. I thought to myself guess I was lucky these past eight years.

 

So in walks the Main Dentist to check out her work. I shared how pleased I was with her work, just sorry it took a few extra months to get in to get them cleaned. The Dentist replied that you could have gotten in sooner if you had called. How would I know that as I took the earliest appointment? I have to say I was bothered by her response. She told me the front desk would have the cost of the crown and schedule my next visit. I was a bit taken aback by her comments.

 

I shifted to the front desk, and a young lady handed me a piece of paper with the numbers tooth 20 and 31. I asked what the numbers meant, and she seemed put off that I asked. I reiterated that these numbers might have significance to you, but most customers may not know what they mean. She went on to say those teeth that need crowns with a bit of frustration in her tone. I asked a follow-up question on the price she shared, including my dental insurance. The form was not very clear to understand. She seemed to get more impatient with me. At the moment, I felt like I was keeping her from something. So I took the paperwork and said thanks as I walked to the door. Something said to turn around, and as I did, I could see her rolling her eyes and darting back to the others. I am sure to say, thank god she is gone.

 

As I walked to my car, I thought, Wow, I have been a customer for eight years. Now is when the dental practice can make some money from me by replacing a few crowns vs. just cleaning my teeth. By the way, I told myself there was no way I would have my crown done at that practice. So the next day, I called and canceled my crown appointment and future cleanings on their books.

 

I was going to look for a new dental practice that may appreciate me and my business.

 

The following day I called Advance Dentistry. They advertise on our radio stations, and a co-worker raved about them. I called, and a friendly voice answered and said thank you for calling and how she could help. I scheduled my consultation.

 

A few days later, I got my temporary crown. The business manager walked me through what it would cost to get a crown, what my insurance covered, and what I would be responsible for paying. Heather and Bridgit, who assisted Dr. White, explained every step, and their energy was highly positive. 

 

I left thinking to myself, what a great experience! This an experience I plan to share with others as I am doing today with you.

 

So what can we learn from my experience? 

First, never take your current clients for granted. We have to understand that they do have options. 

 

Here are the top three reasons why customers leave a company.

68% leave because of the treatment they received

14% are dissatisfied with products or service

9% Begin doing business with the competition

 

 

What do you do to ensure your client keeps working with you?

 

Create a strong foundation

When your start working with a new client, you have the opportunity to leave a memorable first impression — so make sure your onboarding process is seamless. Details do matter.

 

Provide a personalized customer experience.

No two customers have the exact needs and may be looking for tailored solutions. We must listen and understand what is most important to our clients and provide solutions.

 

Ask for Feedback

Improving your service is hard if you don't know how your customers feel about it. Ask your client if you are happy with the partnership and service they are receiving. Ask for recommendations on how you could better serve their business needs. 

 

Create a communication calendar 

You want to stay connected with your client. Depending on your sales cycle, you may want to check in weekly, bi-weekly, or monthly. Provide something of value each time you connect with them.  

 

Relationships do Matter.

Make them very important. Celebrate your client's birthdays and the company's anniversary.  

 

And more importantly, do it with a Smile on your face. Grin and Win!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.