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The Power of Focus

In the world of personal development, coaching, and success education, a lot of attention goes to subjects like enthusiasm, attitude, persistence, time management, and so on, but focus rarely gets as much press as it deserves. In fact, I’ll go so far as to say that it’s even more important than all those other things. Here’s why.

  • Without focus, it’s impossible to
  • Think
  • Reason
  • Perceive
  • Ask questions
  • Answer questions
  • Solve problems
  • Make decisions

Communication, on which rests every form of relationship we can engage in, suffers without focus. Yes, we can communicate without focus, but let’s face it, unclear communication causes more problems than it could ever solve. How many arguments, disagreements, relationship disasters, and even wars have occurred because someone’s communication lacked a definite focus?

Napoleon defeated larger armies by focusing his attack on one point and breaking through enemy lines. A Fresnel lens can focus ordinary sunlight to such a degree that it can burn a hole through steel.

Many of, myself included, have over the years been guilty of being a Swiss Army knife when we ought to be a laser.

Some of the ways I stay focused:

  • Start and end the day with a few minutes of meditation on your values, goals, and priorities.
  • Slow down. I once took a handcuffing course when I worked as a security guard during some hard times, and I’ll never forget what the instructor said about handcuffing someone quickly. “Fast is slow, slow is smooth. Smooth is fast.” When we learned not to hurry, most of the class could handcuff someone in about 3 seconds. I came in second at about 2.5.
  • Take time throughout the day to think about and even revise your intentions. This will help you make better decisions about what to do to achieve your goals.
  • De-clutter your workspace. You have enough to do without having to manage a mess. Remove anything from your workspace that could be a distraction. For a few years, my ‘desk’ was just a narrow hallway table. I had a 300 pound monstrosity of a desk in another room, but when I needed to focus, I’d head to the otherwise unfurnished spare room and the bare table.
  • Exercise. Seriously. It reduces stress, contributes to your overall health, and can often clear your thinking. To take it to another level, think about your intentions and decisions while exercising. You’d be surprised how clear some things are when your heart is pounding.


8 Keys to Constructing a great customer experience

People don’t simply buy your product or service. They buy how and why it’s going to benefit them. Knowing this, no matter what your vision is for your business, it must always be clear on its benefit to the end user. Lack of clarity on this is always going to hinder your sales. Your marketing materials, your presentations, and even your behavior should communicate your vision, or you may not get the results you’d like.

Think of Apple Computer. Just the sight of their logo evokes thoughts of iPhones, iPads, iPods, iMacs, and everything connected to those products. The strength of their branding is not an accident. Their marketing has always been driven by clear, concise, precise wording chosen according to the customer experience that they seek to create. In forming or revising your business vision, you ought to be more attached to the customer experience you wish to create than to your product or service.

In my consulting business, I’ve invested many hours of research into the subjects of vision, sales, communication,customer service, management, finance, and more. However, what has directed my study over the years is the needs of my clients and the experience I’d like them to have in working with me. Some questions you ought to ask yourself when constructing a customer experience are:

  • What does the customer really want?
  • What does the customer need but doesn’t want, and how can I package it in terms of what they want to maximize the benefit to them?
  • What can I include with my product or services that will make my product or service worth ten times the price?
  • What is the customer’s expected outcome, and how can I ensure that I exceed it? This is different from product/service features or benefits. This is the total outcome.
  • How does the customer make value judgments on products and services, and how can I adjust my performance accordingly?
  • What does my customer expect from the experienceitself, and how can I exceed those expectations?
  • What can I do to make the process as easy as possible for the customer?
  • What resources in my network can I make available to the customer to deliver value even beyond my services?

Once you start to see answers to these questions, you’ll find yourself in a much better position to create a customer experience that always over-delivers.





New project on the horizon…

 Gerry Robert and myself

You never know who you might run into. This weekend, I met Gerry Robert, author of The Millionaire Mindset. I’ll be working with his organization on my next project, The Million Dollar Hustle: 11 Ways to Unleash your Vision and Connect with High Value Clients.

How to leave an Intriguing Voicemail

Now, while some may argue that cold calling is dead, and while it’s not the most efficient way to generate sales, there are going to be times when that ideal client you’re after happens to be someone who never visits your website, isn’t active in social media, and isn’t likely to see your internet ads because they’re just not online very much. What then, are you to do? Continue reading