Courage When it Counts

51qn9izgual._sl160_.jpgShe always wore a hat. “I was born with my hat on,” Frances Perkins replied, when a photographer suggested she remove it for a photo.

Frances Perkins. Does her name ring a bell? Probably not. Most of us never heard of her.

But a month ago I learned she was our country’s first female cabinet member and read her biography. Frances (she would probably prefer Ms Perkins) served as Secretary of Labor from 1933 to 1945. Appointed by Franklin Delano Roosevelt, she is now known as “the woman behind the New Deal.”

Before she left her mark, our country had no child labor laws, no social security system, no unemployment insurance and few safety laws.

As employers, we may occasionally groan at some of the regulations we must comply with (okay, we groan more than occasionally).  But imagine what working conditions were like at the turn of the century, when woman and children were forced to work 12 to 14 hour shifts in buildings so unsafe they went up in flames from spontaneous combustion. When workers were padlocked inside factories, with no means of escape during a fire. When there was absolutely no safety net for the elderly or disabled when they were no longer able to work.

When FDR called her to meet with him, to ask her to serve, she arrived with a list of programs she wanted to implement and she was prepared to turn the historic opportunity down if he didn’t share her vision to protect American workers. Imagine how much courage that took!

FDR got the credit for many of the human rights victories that Frances championed. She was not a politician and didn’t crave the limelight or the recognition. She cared about people who needed the most basic protections and had no voice, no power. She became their advocate.

I don’t know about you but I was pleased and inspired to discover that it was a woman who made such a dramatic impact on the lives of working Americans. If women in 2009 still feel the intangible pressure of a glass ceiling, still feel the unspoken discomfort of being the lone female on the executive team, still feel the loneliness of a feminine management perspective, you can only imagine what Frances Perkins endured in 1930’s.

During one of the most difficult periods in American history — a time much like now — Frances Perkins humbly and firmly carved out new leadership territory for women, opening doors that can never be closed again. At a time when it was natural to withdraw in fear or at least play it safe, Frances Perkins did just the opposite. She showed courage, took risks and pursued a higher vision to improve the lives of other.

Frances spoke about her leadership role, her place in history, when she said, “The door might not be opened to a woman again for a long, long time, and I had a kind of duty to other women to walk in and sit down on the chair that was offered, and so establish the right of others long hence and far distant in geography to sit in the high seats.”

We — you and I — are “those others long hence.”  I wonder, how can we let Frances Perkins inspire us to show courage, take risks, and pursue a higher vision during our own difficult times?

Sales Make the World Go Round

cash register.jpgTwas the week before Christmas…and I had just 30 minutes between appointments to squeeze in the very important task of finding a new pair of earrings to wear to a Christmas party that night.

(Why is it a woman can have 40 pairs of earrings, but still doesn’t have just the right style to go with a certain outfit?)

I flew into a local department store that I knew would have a huge selection, convinced I could immediately find just what I needed and — get in, get out.

I quickly scanned the displays for the style I had in mind (always a mistake to get an image in your mind and then try to find it!), while at the same time hoping a real, live sales person would show up to help, to speed up my search.

The minutes clicked by as I searched.

I finally spotted a sales woman and I asked her where to find a specific brand, which I thought would make just the style I was looking for. “We don’t carry that brand anymore,” she said, and walked away. I’m serious, she walked away.

“I guess I’m on my own,” I thought, and continued to look until, defeated, I headed down the mall to a women’s store that usually has a small but stylish collection of jewelry. I rushed in and around the racks of clothing, looking for their jewelry display, again wondering where the salespeople were.

Though I didn’t see the jewelry, I did spot two salespeople, busily folding sweaters on a table, deeply engrossed in a conversation about their personal lives and completely oblivious to me. Apparently, keeping the clothing neatly organized took priority over a willing customer with credit card in hand.

So there I was, in the thick of what should be the best selling season for retailers, and I have money to spend (not much, but nevertheless…), yet I can’t find anyone who appears to be interested in selling me what I need.

Surely we’ve learned from this difficult year that selling our products and services is what makes the world go round. Let’s make sure that we haven’t taken the sales process for granted.

Heading into a brand new year is a great time to take a fresh look at your sales process. Here are four things you can do to start the year off on a good note:

  1. Do an in-depth analysis of your current customers. Look at the top 20% and define a demographic profile. What do they have in common? How did they come to be your customer? A referral? Your website? An ad? Word of mouth, based on your great reputation? Where do they live? What do they buy?
  2. Focus your marketing efforts and dollars on reaching people who meet the demographic profile of the top 20% of your customers. Where do you find them? What do they read? Who do they listen to? How do they make their purchasing decisions? What influences their choices?
  3. Train your sales staff in needs-based selling. Develop relationships with prospects by asking questions that will tell you what is important to them. Speed? Quality? Service? Find out what is missing for them (what is their point of pain?), then fill that need. Voila! A sale!
  4. Last and certainly not least, take initiative. Selling is not about being pushy, but it’s also not about being shy and waiting for people to come to you.

How many prospective customers are out there, in the same position I was (over a simple pair of earrings), needing your help?

When you are filling an unmet need for someone, they are grateful for your help. I know I would have been grateful for a little help finding those perfect earrings! (Yes, I did eventually find a pair, and yes, the party was worth the trouble!)

Take care,

Darcie

 

P.S.  If you’re intrigued by those four steps above, you’ll LOVE my new e-course, Become a Marketing Rockstar.  Check it out here…

get the details here

Shower Thoughts

showerthink.jpgSome of my best ideas come to me in the shower.

One Monday, following a too-busy weekend, I was dragging through my morning routine, wishing I could take the day off, relax and watch movies. Free association took me to the thought “Wouldn’t it be great to be able to make a profit watching movies!”

Then I had this flash of insight — I could do just that!

That spark of insight led me to develop one of my favorite leadership skills workshops for women, “Leadership Lessons from the Silver Screen,” where I use movie clips to demonstrate essential leadership skills.

After that I started keeping a pencil and notepad handy in my bathroom! I hear other women say they have the same experience. They get their best ideas in the shower, driving in the car, or just before they turn out the light at bedtime.

It turns out there’s an explanation for that, but I’m going to spare you the neuroscience research details. (Aren’t you glad!) Known as “strategic intuition” these momentary flashes of insight actually draw from both the right and left sides of the brain, but most important, happen in an “empty space” that allows us to see a bigger picture of the future.

These moments of strategic intuition are valid, can be trusted, and often lead to amazing idea, solutions and advances for your business. Even better, once you understand how they happen, they can actually be cultivated.

In times like these we need all the strategic intuition we can get to solve problems and find new ways of doing business in a world that’s changing beneath our feet.

I’d love to hear your stories of strategic intuition. How and when you get your best flashes of insight? How have your experiences of strategic innovation helped you solve a problem or create a new idea? Send me your stories.