Up Market |
- 6 Reality Checks for Building the Possible Dream
- Learning Business Values From Community Values
- Multi-Tasking Does Not Work (and Why)
- What If All You Want Comes To You When You Stop Trying So Hard? Meet Rebecca Astara
- Size Matters: The Advantages of Small Business
- Sales Fundamentals (They’re Not Complicated)
- 15 Basic Tech Skills All Entrepreneurs Should Adopt Early
- Getting Out of Overwhelm
- Likability: Your Key to Success In Business
- The Illusion of Sunk Costs
| 6 Reality Checks for Building the Possible Dream Posted: 08 Aug 2012 11:00 AM PDT
The secrets to creating the possible dream all involve accepting what is, which includes accepting the support that is everywhere around you and accepting your own desire to build a business that adds real value in the world and allows you to thrive. Some days it will be easier than others to believe that reality and your dream can co-exist. But if you persist with humility, passion, and trust, your dream will teach you how it wants to be made real. Image credit: Paigggeyy |
| Learning Business Values From Community Values Posted: 07 Aug 2012 08:19 AM PDT
As previously mentioned, I’ve been trying to draw lines between the Upmarket kind of business — remarkable business, creative business, business that is essentially personal — and other elements of human existence, like emotion and art and expression. And Sex At Dawn is giving me some excellent opportunities to do so, though I’m never quite sure if I get it. Nevertheless, I have to try! Ryan is making a very decent case for the idea that ancient human communities had abundant resources, plenty of food, plenty of time, and default social values like generosity, sharing, openness — very different from what are often assumed to have been default social values, like those related to scarcity, isolation, a sort of selfish resource hoarding for small family units, etc. It all reminds me heavily of Doug Rushkoff’s Life Incorporated, which for me was truly seminal in my exploration of the world and my understanding of why people behave the way they do. In Life Inc., Rushkoff makes a distinction between human values and corporate values, explaining that we have (artificially) taken on corporate values as if they were human values — when in fact they are not. In Sex At Dawn, something similar is going on; Ryan is explaining that many of our assumptions about the way humans behave and interact naturally are not entirely correct. Among other things, he’s talking a lot about the way we interact in communities. Are we selfish, defending our own interests and treating others as strangers that should fend for themselves? Are we cutting ourselves off from our neighbors? Or do we share our resources freely, assuming abundance? Though I am not exactly an expert on sorting through citations and identifying the basis of one researched fact or another, many parts of Ryan’s case feel well thought-out to me. I see things in my own life that make a lot of sense, related to what he’s saying. That love and compassion and sharing and the assumption of abundance in a community light up our brains far better than scarcity and self-interest do — that in fact that abundance and sharing is a much better form of self-interest. That those are the things that drive a community, that keep it healthy, that help it thrive. In business we’re seeing a marked increase in community awareness, especially over the last few years. Once, a business could only interact with its local customers. Then, with the advent of media and advertising, a business could interact on a broader scale, but it was still difficult for customers to communicate effortlessly with that business or with each other. Now, we’re all connected — we all have potential platforms for our opinions, and we can even have significant leverage with the businesses that either delight or upset us because it’s extremely easy for us to share our experiences with zillions of other potential customers. As someone wanting to tap into real human values in order to create businesses that truly serve people, I feel there must be so many important lessons here. For instance, how one business interacts with another — competitively, or cooperatively? Cooperation seems like it ought to be the default, and can be, because there seems to be plenty of room for everyone. Even two businesses (or ten) in the same space can stand out from one another in their various personalities and creative approaches; Upmarket Magazine and Fast Company and Inc. are all business magazines, but they have different flavors, and they’re appreciated in different ways by different people. Of course all three (and more) can coexist. Just like you and ten other copywriters can coexist, just like you and a hundred or a thousand other similar entrepreneurs can coexist. I don’t need to take your customers in order to build my thriving business. The right niche, the right people, the ones who resonate powerfully with the things I say and the products I create, they’re out there. I can connect with them easily via the Intertubes. There’s enough here for everybody! This is barely the beginning, I think — there is so much more we can learn, as business builders, from the exploration of human values. What others occur to you? I’m just getting started… Image credit: dierken |
| Multi-Tasking Does Not Work (and Why) Posted: 06 Aug 2012 11:00 AM PDT
This Is Your Brain On… Multi-TaskingYour brain is not capable of giving full attention to multiple tasks like a computer is. What masquerades as multi-tasking is no more than rapidly switching between tasks. Put simply, you steal from one task to give to another. Remember the “this is your brain on drugs” commercial? Well, it turns out multi-tasking is even worse. According to this study, constant interruptions from things such as email, phone calls and texting hurt your IQ more than smoking pot. Participants in the studies exhibited a sharp decrease in productivity and felt tired more quickly. What To Do About ItFortunately, the cure is quite simple and will yield immediate results.
Taking the above steps may put you on edge at first. But you will soon learn that the world continues to hum right along even when you go a few hours without checking email or answering the phone. The best part is the result — an immediate spike in the quality of your work. People around you will also take notice and will want to know what is different about you. Direct them to this post and let’s see if we can change the world… one unanswered email at a time. Try the above experiment for a day — and let us know in the comments below how it worked out for you. |
| What If All You Want Comes To You When You Stop Trying So Hard? Meet Rebecca Astara Posted: 06 Aug 2012 08:00 AM PDT
Rebecca Astara is a serial entrepreneur and founder of Destination Bliss, a production company for retreats, adventure vacations, workshops and other events led by transformational speakers, authors, healers and chefs who teach about creating a more conscious life and lifestyle. (I actually publicly launched Project Sweet Spot at a business event that Rebecca and her company produced early 2011!) She makes it all look so easy, planning and creating events in spectacular places like Eden Hot Springs in Arizona, Peru, Hawaii and – new for 2013 – Bali! Rebecca works with transformational leaders at the leading edge of their respective fields and making a difference on the planet, like health and nutrition expert David “Avocado” Wolfe. Interestingly, prior to what she’s doing now, Rebecca was already doing work she loved as the head of a thriving and prominent jewelry company called ‘Destination Bliss Jewelry.’ She had showrooms coast-to-coast, high profile celebrity clients such as Jennifer Aniston, Paris and Nicki Hilton, Paula Abdul and Britney Spears wearing her pieces, and her jewelry line was highlighted in a variety of well-known publications including Glamour, In-Style, Lucky, People and Vogue. Very cool, right? It was – at first. Then the inevitable call to something even greater came knocking. Rebecca was working 16 hours a day, 7 days a week managing all aspects of her jewelry business, including design, manufacturing, marketing, sales and staffing for 10 years. She was already tired after 4 years, but didn’t listen to the fatigue and just kept pushing things forward to 8 years into the business. Something finally had to give:
Rebecca spent a full year devoted to discovering what was next for her. She explored teaching yoga, among other things, just taking little step after little step to see what would strike the right chord inside her. She gave herself the gift of exploration for that year, and weather the inevitable challenges that came with that change. Since work had been very much the source of her identity, and she prided herself on knowing who she was and what she did in the world, all of a sudden that reference point of her work was gone:
Through the course of that year, Rebecca learned to relax more, after many years of working non-stop. She’d always been a go-getter, and was only used to creating in that way – by going out and seizing what she wanted for herself. That year forced Rebecca to learn to go with the flow since she was trying new things, travelling more, and taking herself out of comfort zone with new experiences like exploring new places and going to festivals. She also rested more, camped, and spent more time with girlfriends – things she’d been neglecting all those years. With that change, she had an opportunity drop in her lap. The woman who had been doing something similar to what Rebecca is doing now, including the events at Eden Hot Springs in Arizona, decided to take a step back from that. Rebecca stepped in and took over with a friend, both interested in seeing how it would go if they coordinated those retreats there. They had no intention of doing it for money at first, they just jumped in and gave it a go. They had no idea what they were doing, and yet somehow it worked. It worked so well, Rebecca kept going with it and built the current version of Destination Bliss, with more and more people requesting that she produce their events. Her business is currently booked right through 2013. The key thing that Rebecca says about that year off which allowed her ‘right work’ to drop in her lap is:
Quite a profound statement, be sure you don’t overlook it! Most people in this society are so conditioned to go-go-go all the time that they’re exhausted and missing the forest for the trees. It may run counter to what you currently believe, but taking time out, slowing down and not trying so hard allows you to see things a new way, answer an old problem a new way, and let solutions come to you that you would have previously missed in your haste. You can watch my entire interview with Rebecca Astara here, in which she shares many more powerful lessons from her journey, including:
You can find out more about Rebecca and the events she has coming up at DestinationBliss.com, as well as at EpicEdenHotSprings.com and DavidWolfeAdventures.com. She’s offering a Peru adventure coming up this Fall, an Epic Eden Hot Springs event in October, and a New Year’s Eve celebration on the Big Island of Hawaii at the end of the year, and more events on the calendar for 2013. Thinking about your own rhythms of living and working, are you giving yourself enough down time to relax, enjoy yourself and ask yourself the important questions that will enable you to create and receive what you truly want? Photo: Sean Stuchen |
| Size Matters: The Advantages of Small Business Posted: 05 Aug 2012 01:00 PM PDT
If you're a small business owner, you may feel a push to always be bigger, better, with more options for your customers and more possible revenue sources. But Dr. Jefftrey R. Cornwall, a guest blogger for The Christian Science Monitor, argues that small businesses should celebrate the advantages of their compact size. Those benefits: nimbleness, quick reactions to customer needs and changes in the market, and entrepreneurial opportunities. "Small businesses that try to act 'big' too quickly run the risk of losing their entrepreneurial culture," Cornwall writes. Instead of debating job titles and organizational structures, entrepreneurs can focus on innovation and organization building. Instead of bureaucracy, owners and managers can instill a sense of ownership for all employees. Read the full story and tell us what advantages you find in owning (or working at) a small business instead of being part of a giant corporation. Image credit: Shermeee |
| Sales Fundamentals (They’re Not Complicated) Posted: 05 Aug 2012 07:00 AM PDT
You're worried about how to sell this or that. You spend days, weeks, months, and sometimes longer trying to figure out your plan of attack. Then before the ink is dry on your 47th revision of your master formulation to increase sales — it hits. You have inventory about to spoil, and no customer to be seen on the horizon. – Or. – No customers, and the bank wants to see your sales book for the next 90 days to ensure that your credit line stays active. Suddenly all that planning on what to do tomorrow is scrapped for "Whom can I see today? Now!" Once I was giving a sales presentation to a group of very driven, commission only sales people. This group did not suffer fools gladly, and they had heard just about every so-called "Sales Guru" with a slide show try to sell them on some "New or Improved Sales System" hogwash. Many are intimidated when they get in front of a group like this, but you shouldn't be. The members of this kind of audience can actually become your best fans. You may already have customers who resemble this same group — and they too can become your very best customers. Why? Because they know what they want, and they don't play games. Offer them real advice, or real solutions that are actionable, measurable, without the dog and pony show, and they'll respond with thoughtful respect or business. When you need to sell something, and need to sell it now, this is the group that will actually buy when you're in need of sales. Cultivate this crowd as customers, and you'll end up saving time, money, and panic in the future. I learned this valuable lesson from a person named Mason years back: Over dinner at a conference we were discussing a sales presentation he did that changed his career, where he went from average salesman to V.P. in a heartbeat. He was in long, drawn out negotiations with a client involving 10s of millions of dollars in revenue. Yet every time he tried some technique to close the sale, the negotiations would veer down another path. Finally he said, "Look. Here's my cost. You fill in a price that works for you. If I can do it, and make a reasonable profit, I'll do it. Let me know what you come up with, if not have a nice day." He was serious. Everyone in the room went quiet, and looked at each other. After a few moments of pensive silence the main negotiator laughed and said, "You know what, you're right. Let's stop all this round and round stuff with angling for who slices the last penny, and get something done that works for both of us." He closed the largest contract ever for his company that day, and was quite a feather in his cap. I never forgot it. A sale is about offering a client actual value. If you have something of value, you can dispense with all the classroom debate skills, and actually start selling and asking for business. Anything less, and all you're doing is trying to pick their pockets — they can see it a mile a way. Offer solid business that's beneficial to both and selling becomes much easier. And what about that group of commission only sales people at my presentation? As I was being introduced, there was a collective sigh of "Oh no, not another one." So I walked up to the easel, took out a marker and stated, "I created the only proven sales formula that matters now, and will matter in the future." Then I wrote in big bold letters the acronym S.A.L.E.S. I said, "That stands for Sell A Lot Everyday… Brainiac! Any questions?" In what was only seconds but seemed an eternity, the room went from eerie silence to an explosion of laughter. We then went on to the presentation — which turned out to be a great success. Stop trying to complicate the easy stuff. Sell them what you know they need — not what you want. Image credit: ilyinov |
| 15 Basic Tech Skills All Entrepreneurs Should Adopt Early Posted: 04 Aug 2012 08:00 AM PDT Q. What is ONE baseline tech skill should all entrepreneurs have a good handle on before starting up?
1. Know How to Wireframe“Being able to wireframe a page is an incredible important skill for technology development. It’s critical for being able to properly and ideally communicate with your technical and product teams. While not a coding skill per se, it requires understanding how sites or apps are designed, and the more advanced wireframing can involve complex software. Be sure to develop this skill before starting up.”
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| Posted: 04 Aug 2012 07:00 AM PDT
Time is an intriguing concept. One day it’ll seem to fly by and the next it’ll drag. There will be times you muddle through something for hours with nothing to show for it, and others where you experience a sudden burst of efficiency and vigor that allows you to do in a small amount of time what may have previously taken hours or even days. What is the differentiator? Wouldn’t it be great if there was a lever you could turn inside yourself to propel you into that productive zone? Sometimes I would be happy with a lever to get me out of the zone that has me spinning from one thing to the next without making much progress on anything. I was in one of those states not too long ago, and curious by nature I began to pay attention and ask some questions. Often I find my surroundings have a way of reflecting my state of mind. And it wasn’t long before my computer became the perfect mirror. I’d had the same laptop for almost five years. Though it was wonderful in the beginning, it was becoming nonresponsive and sluggish. Several times a day something I was working on would freeze up, and I found myself going through all kinds of gyrations to get the darn thing up and going again. I convinced myself I could make everything work on my own in an effort to avoid what I imagined would be an intolerable delay. But alas, I ended up experiencing the very holdups and disruptions I feared anyway, as I ended up spending more time waiting for the computer to respond than I did actually working. The irony that I coach people to do the very thing I was resisting (delegate, trust, let go of having to control everything, etc.) was not lost on me. When I finally realized the futility of my actions, I reached out and got help. And yes, it did require a couple of days interruption in my business – a new computer, and an investment in the time of someone far more knowledgeable than me. But I have to say it was worth every minute and every penny – and I should have done it long before I did. Once I had a computer that actually worked, I literally doubled – maybe tripled my productivity. And it got me thinking. Maybe it is not more time in the day that we need, but rather energy and clarity that will allow us to use the time we already have more wisely. Computers are not the only things that become sluggish unresponsive. I think we all occasionally find ourselves in unproductive states for very similar reasons to those which led to my computer predicament. It’s been said most people use less than ten percent of their brains. My guess is we only operate at a small fraction of the level of efficiency and effectiveness we are capable of as well.
My computer ordeal revealed shocking similarities in the ways we were both functioning that led me to identify strategies for optimizing my own productivity. The common denominator between my computer and me was a state of overwhelm – a largely self imposed condition that can become quite incapacitating. Overwhelm is most likely to occur when (1) we allow little things to slowly accumulate, (2) we try to do too many things at once, or (3) we bite off more than we can chew. Fortunately, there are tactics we can employ that will help us to minimize the time we spend in this state and eventually learn to stay out of it altogether. Allowing small things to gradually pile up is often a product of indecision and fear. I noticed that when I wasn’t sure what to do with an email, I let it sit in my inbox. Even my deleted file was large because I was often afraid to permanently delete things. Over time, this really hurt my computer. And I think the same thing is true when we sit on things instead of processing them. Behind my indecision was fear – fear that I would mess up, do something I would later regret, or make more work for myself (which ended up happening anyway). What we need to realize is that not deciding is in fact a decision in itself – and rarely one that serves us well unless we make it with awareness and intent. To bust through this barrier, we need to be clear about our highest priorities and stay focused on them. Without this indicator, everything seems important and even urgent. With it, we can better distinguish what requires action from what can be delayed, delegated or even deleted or denied. When we don’t determine what category something belongs in, our brains keep trying to process everything in much the same way that a computer runs programs in the background. This drains our mental clarity and depletes energy that could be much more strategically utilized.
Trying to do too many things at once is a trap that we can easily become sucked into. Though “multitasking” has become quite en vogue lately, I believe it’s not all it’s cracked up to be. While it’s a good idea to read or write something while you are waiting for something, trying to do that while you are carrying on a conversation or attempting anything that requires even a smidgeon of brain power will likely not play out well. Running too many programs at once is as problematic for ourselves as it is for our computers – ultimately screens freeze up, eyes glaze over, and lethargy sets in. When we divide our focus across too many things, nothing really gets the attention it needs or deserves. As a result, mistakes (sometimes costly ones) will be made. Sidestepping this trap requires that we identify what merits our attention in any moment and give ourselves completely to that particular task. Manufacturing plants batch similar jobs to gain efficiencies and reduce waste. Likewise, focusing our efforts on related tasks allows us to increase momentum and enter a zone of greater creativity and efficiency. Even minimizing the appearance of distracting things can increase your clarity and focus. Try clearing your desk of everything other than what is absolutely essential to the task you’re undertaking and see what it will do for your concentration and efficiency. Biting off more than we can chew can happen when we become so determined to accomplish a major project that we approach it in its entirety, rather than breaking it into smaller, more manageable steps. This is like trying to install a program on your computer that requires more disk space than you have available. It leaves us feeling as though we are chipping away at Mt. Everest with an ice pick and leads us to doubt that we’ll ever actually accomplish our most precious goals. In this state, we are susceptible a myriad of unproductive behaviors that sabotage our success and even our health. As a result, we may find ourselves running in circles without making any progress.
Getting unstuck and moving forward requires that we simplify and focus on what’s most important. Rather than attempting to conquer the whole mountain, we can specify milestones and break our journeys into smaller ventures that will maximize our endurance and allow ourselves to recharge our batteries along the way. As productivity guru David Allen writes in his bestselling book, Getting Things Done, asking “What is the next action?” can free the psychic log jam that is created when you consider the enormity of any given project or task. He writes “without a next action, there remains a potentially infinite gap between current reality and what you need to do.” Sustaining forward momentum and maximizing your energy level also requires that you take care of your body and mind by exercising regularly, eating healthy food, and allowing yourself some downtime every once in awhile. Sometimes, as with the case of my computer, the best thing you can do is reach out for help. Partnering with people who have skills and experience you do not can allow you to navigate your challenges much more quickly and painlessly. And engaging the support of a friend, colleague or coach can help you see yourself and your challenges a bit more objectively and find the answers you need to get back on track. How much more productive and effective could you be?
Image credit: khrawlings |
| Likability: Your Key to Success In Business Posted: 03 Aug 2012 09:00 AM PDT
You know you have a one-of-a-kind business that solves a real problem and addresses the needs of real people. But for some reason, your business isn’t doing nearly as well as you know it should be. You know it’s time to change your marketing tactics… but you just aren’t sure how. So what can you do to get through to your prospects and show them just how awesome you really are? You have to create a bond with them. And in order to create a bond, you have to first get them to like you. Once you do that, your business will take off. Why likability is the key to successIt may sound too easy, but it's true: the more people like you… the more successful your business will be. If people feel they have something in common with you, they’ll write about you on their blog… they’ll send traffic to your website… they’ll retweet your articles and professional blog posts. And they won’t do this just because they like what you’re selling. They’ll do it because they like you. Because they consider you a friend and want to help you. So how can you create a bond through your marketing that results in greater business success? There are three main techniques: 1. Create an Us vs. Them mentality. People like it when they feel like others get them. So if you talk about who you are and what your values are, and how smart everyone is who thinks like you do — and then you talk about everyone else and what their values are, and how crazy and ridiculous they are… Well, your prospects will feel like you’re reading their mind. Like you really understand them and what they believe… and that they’re part of this exclusive group who gets it. As a result, they'll feel like they need to do their part and support the group in whatever way they can, so they'll share your message with the world. And no, you don’t have to be extreme. Just sticking to your own values is usually enough, because there are other people who believe the same as you do and want to feel like somebody else understands them. For example, Copyblogger has a newsletter they like to call “Internet Marketing for Smart People.” They have a whole landing page about it that you can check out here, but the name itself implies that you’re smart if you read the newsletter and everyone else who doesn't is stupid. When the newsletter arrives in your inbox, you all of a sudden feel like you’re a smart, hard working, good person, while everyone else is lazy, untrustworthy, and dumb. In short, when you're on the Copyblogger newsletter list, you feel like you're part of the group who gets it. And based on the massive following that Copyblogger has (and the number of people who subscribe to their newsletter), this strategy has worked pretty well for them. It can work for you too. 2. Insert likable details into your marketing. Good screenwriters know that if you make the hero of the story do something heroic at the beginning of the movie, the audience will melt and fall in the love with him or her for the duration of the film. This concept is called “saving the cat,” and lucky for you, it doesn’t just apply to screenwriting. If you can make your audience melt, they’ll fall in love with you. And when you do that, you create a lasting bond. The easiest way to do this is to find something about yourself that’s cute and likable and deliberately insert it into your marketing materials. For example, if you own a dog, you could throw in a few tidbits here and there about your dog, and you’ll instantly create a bond with other dog owners. Or, if you’re a parent, just mention a few things about your kid, and you’ll immediately forge a connection with every parent out there reading what you have to say. These little details about your life make you human. And people like other humans. 3. Go on a crusade. When you take a position you know a tribe of people is passionate about and go on a crusade about it, you’ll instantly win over the hearts of your audience. When you’re on a mission and other people in your niche support your mission, they’ll do everything they can to help and spread the word. Take your mission and instill it in your writing and your marketing materials. Let it seep into your business and your brand. By doing this, you’ll attract a lot of attention and get people talking. They'll like and respect you for taking a stand — and as a result, your idea will spread and your business will grow. Your turnThese days, it's not enough to have an exceptional business. In order to succeed as a business owner, you need to create a bond with your prospects, and ultimately, you have to get them to like you. It's not as hard as it sounds — and once you do, your message will gain traction like never before. And the world will finally see just how awesome your business really is. Image credit: Nejron |
| Posted: 03 Aug 2012 08:00 AM PDT
I was in a hurry, so I basically sold everything with a price that I knew would get a buyer — just to get rid of the equipment. The equipment had all basically paid for itself by that point, considering the gigs, songs, albums and jingles that were produced (some of which still play, generating marginal revenue). I could have tried to get a better price on such valuable studio equipment, possibly doubling the amount of money gained — there were mixing boards, class-A tube amplifiers, instruments, an effects rack, a monitoring system, PC, microphones, even the little cabin where the studio was located. If I had, I would have been able to spend a significant amount on my next investment. But I’m glad I didn’t care. I decided to invest in time and sometimes, time is money. How much should we let ourselves worry about sunk costs when it’s time to move on to the next thing? |
It takes a dream to build a business. But turning your dream into reality? That takes reality testing. Here are six reality checks to keep you on track.
I recently finished reading Christopher Ryan’s 
You love multi-tasking, right? The fact that you can tell your computer to schedule tweets, backups and software updates while playing your favorite tunes in the background makes you feel productive and entertained all at the same time, right? Yep, multi-tasking is phenomenal… for computers. For your brain, on the other hand… not so much.
Nothing clears the head like a crisis in sales.
Do you ever feel like there just aren’t enough hours in the day to get everything done?
Admit it, you're stuck.
The last time I switched the location and area of my business, I had a ton of audio production equipment that I had invested in over the previous three years.| You are subscribed to email updates from Upmarket To stop receiving these emails, you may unsubscribe now. | Email delivery powered by Google |
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