The On-ramp and the Off-ramp.
As sometimes happens in our sales workshops, someone in the group tossed out a brilliant metaphor the other day. If I could remember who said it I'd give him or her the credit. (If it was you, please go…
How We Show Up.
We tentatively emerge from two years of inconsistent isolation only to feel the gravitational pull of the economy. Ironically, even as much of the world was down and out, our sales numbers and performance were up and to the right. Now with the sun out, many of us are watching the last days of a rough second quarter tick away. Is that a recession ahead? Are we truly back? And what does that look like anyway? Anxiety is both by-product and fuel source for uncertainty, and right now uncertainty abounds.
Fortunately, there’s one set of decisions that we absolutely control. Leaning into these decisions won’t necessarily change the numbers or the circumstances, but they will change the narrative from one of anxiety and randomness to a story of perseverance, growth and personal victory. They may not change your Q3 number, but they will change you.
We all get to decide how we show up. Every call, every interaction, every day. I’ve chosen to start out this week, this day, by showing up and trying to say and do something useful and productive for the readers of The Drift (who, by the way, I haven’t done enough for this year). How will you show up tomorrow?
Show Up Curious. Don’t settle for good questions. We all control how much we really want to know about how our customers’ businesses work, the nuances of their competition and more. Genuinely curious people are magnetic. We can all decide right now to commit to real learning and understanding.
Show Up Prepared. Not just for customer meetings, and not just with your story laid out. Real preparation is about critical thinking, about anticipation. Preparation in business is like defense in basketball: it’s really all about desire and dedication – no exceptional talent required.
Show Up in Service to Others. Diagnose and think things through. Why does this customer truly need our help? What gap genuinely needs to be filled? What can we really do to help complete this customer’s plan, to genuinely make it better? And don’t stop with your customers. Show up in service to the people around you: pick up the slack for a coworker, spend a little extra time and patience in explanation and mentoring. It’s what you give away that makes you richer.
Show Up with Empathy. Behind every pair of eyes is a unique story, a different struggle. Take a beat. Consider that something may be weighing on the other person, even if you’ll never know what it is. You’ll create the space of humanity for real collaboration and sharing.
Show Up with Joy. Don’t buy the excuse that Zoom is a flawed experience. That’s a decision. We choose to make – or not make – every interaction more human and joyful, whether it’s on a screen, on a walk or over a desktop. Have some fun. Be a good host. Make it special for the other person.
You may righteously ask, what does all this have to do with business over the next few weeks? Isn’t it all advice about how to live your life?
My point exactly.
