The Vision Leadership Style

People with the Vision Style are dynamic, energetic risk-takers who inspire, encourage, and motivate followers with their optimistic commitment to a long-range vision. Vision leaders attract followers with their ability to paint a vivid picture of the future.

Flexible and enthusiastic, individuals with this style tend to be open to new opportunities and courses of action, whatever those may be; for them, the failure of any particular direction, plan, or strategy is only a temporary setback. How they get where they are going is less important than getting there—so they will quickly regroup, find a new plan, and move forward. With their long-term goal constantly in sight, Vision leaders motivate others to join them with, sweeping them up in their excitement and commitment to action.

Examples of Vision leadership in the real world are easy to find because their combination of daring and charisma make such leaders highly visible. In the political realm, Vision leadership can be seen in Franklin D. Roosevelt, John F. Kennedy, and Martin Luther King Jr., Ann Richards and Barbara Jordan. Actors George Clooney and Angelina Jolie exemplify Vision leadership, as do military leaders General Douglas MacArthur, Colin Powell, and Sioux war chief Crazy Horse.

The Adjustments Leadership Style

People with the Adjustments Style lead by educating. These leaders tend to possess an enormous catalog of knowledge, which they share willingly when the situation calls for it. Rather than jumping in and taking charge of every situation, individuals with the Adjustments style prefer to sit back and observe until those who need their expertise are ready to receive it.

A great leadership strength of the Adjustments style is the ability to patiently show people how to respond clearly and thoughtfully to events and situations. Adjustments leaders possess a wealth of relevant detail and perceive connections that others almost invariably miss. Their calm and unhurried manner, meticulous research, and dedication to pursuing the wisest course of action attracts followers who appreciate the patient confidence they bring to leadership roles.

Adjustments leaders do not often seek the spotlight, but are propelled into it by their followers.  In the political realm, there are three U.S. presidents whose public behavior suggests that they possess the Adjustments style: George H. W. Bush, Abraham Lincoln, and Barrack Obama.  Other examples of Adjustments leadership include Julia Childs and Meryl Streep.

*It is impossible to determine another’s Perceptual Style (PS) by observation alone. This is especially true for public figures. The examples provided ‘appear’, based on their public behavior, to be the PS for which they are used as examples. However, without a complete Perceptual Style Assessment, their particular PS is simply an educated guess.

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Lynda-Ross Vega: A partner at Vega Behavioral Consulting, Ltd., Lynda-Ross specializes in helping entrepreneurs and coaches build dynamite teams and systems that WORK. She is co-creator of Perceptual Style Theory, a revolutionary psychological assessment system that teaches people how to unleash their deepest potentials for success. For free information on how to succeed as an entrepreneur or coach, create a thriving business and build your bottom line doing more of what you love, visit www.ACIforCoaches.com and www.ACIforEntrepreneurs.com.

2. You need to be in it for the long haul. Work at home success will not happen overnight. To be honest, it most likely won’t even happen in the first 6 – 12 months – depending on the type of business. Most businesses take up to 3 years or more to start seeing a true profit. During this time, you need to be able to continue your focus and keep your eye on the prize, so to speak.

3. Friends and family may not be supportive. When you decide that you want to start a career working at home, those closest to you may not be ready to jump on the bandwagon with you. Without realizing it, they may actually work against you in your success by their actions and words. Expect that you will need to win them over, which will take time. Many times, a spouse will need to see the fiscal success first in order to be your cheerleader.

4. Running a business is hard work. While many people dream of being able to work from home – mainly for the freedom from a “real” job that it offers – they fail to realize that to gain that sort of freedom, they will need to work hard. With most home-based businesses, you will need to wear many hats for your business to operate successfully. You will be the one who is selling, marketing, purchasing, billing, fulfilling orders, etc. Most times, you will put in more hours than you do at your regular job in order to build up to the type of success that offers you that true freedom.

5. Expect to spend money. No matter what business you choose, there will be some sort of costs involved – more than your initial investment, no matter how big or small that amount may be. These costs can include; office supplies, marketing materials, advertising costs, website and technical fees, phone and internet costs – just to name a few. Don’t be blind by jumping in without first finding out what your cost of running your business will be.

The majority of individuals, who are looking to work at home, desire to spend more time with their family, to be their own boss, and to be in charge of their own future. Working at home can be very rewarding and tens of thousands of people are living the life they were hoping for. Unfortunately, there are many more who venture out, rush forward, and don’t have all the facts they need before making a decision to run their own business. If you are on the road to seeking that work at home adventure – do it wisely – take your time, make a game plan, and most importantly, be realistic about what you are about to endeavor upon.

What you’re supposed to do is put your mask on first then put the masks on your children. That order. You, then your kids.

Why? Because if you pass out while trying to help your kids, you’ll help no one, least of all yourself and your kids.

Which is the point of my article today. Are you putting your clients’ needs above your own?

Now good customer care does require us to go above and beyond the call of duty. And sometimes we do have to work late or on weekends to help a good client out. That’s not what this is about. What this is about is if you’re consistently doing everything for your clients and nothing for yourself.

Let me give you some examples –

1. You’re never not available. Clients or prospects can call you anytime of the day or night and you’ll answer.

2. You don’t take a vacation (a real vacation) again because you want your clients to be able to get in touch with whenever they want.

3. You don’t spend anytime growing your business — the only time you do any sort of marketing is when your business is down. Otherwise you put your client work first. (Note — this can extend to other business tasks as well, such as getting your invoices out or doing your filing.)

This last one probably doesn’t seem so bad. “But I’m working on my clients’ projects, I can’t possibly spend time on my business when they’re paying me to work on stuff for them.” While on one hand that sounds good, it really isn’t.

Think about it. If your business is a mess because you never spend anytime on it — you’re late collecting on your invoices because you don’t send out billing, you’re stressed about cash flow and where your next client is coming from, etc. how can you possibly be taking care of your clients at the highest level possible? Only when you have your own house in order can you fully take care of your clients’ needs. (In other words, you have your oxygen mask on instead of being on the brink of passing out.)

And it’s the same with the first two as well. You need to take care of yourself first, and the only way to take care of yourself it to give yourself a breather every now and then. You need some time off to take care of you — else what good will you be? Do you think your clients really want to be working with an exhausted, stressed out version of yourself or do they want to work with someone who is excited and passionate about what they’re doing, even if it means they can’t reach them 24/7 and have to give them some unplugged time every now and again?

Look if this is you, don’t feel bad. I made all these mistakes myself when I was first starting out as a freelance copywriter. But over the years I realized the better I took care of myself and my business, the better I took care of my clients. That sounds counterintuitive but it’s true. Because I take time off, I’m healthier and have more energy. Because I treat my business like I would my one of my clients, I feel like I’m in integrity with the marketing principles I teach, plus I can share with my students and my clients what is working RIGHT NOW. I teach real-world tactics because I’m right there in the trenches with them.

I invite all of you to take a look at your relationship with your clients. Is there something you’re doing for them you’re not doing for yourself? Do you think it may be time to change that?

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Michele PW (Michele Pariza Wacek) is your Ka-Ching! Marketing strategist and owns Creative Concepts and Copywriting LLC, a copywriting and marketing agency.  She helps entrepreneurs become more successful at attracting more clients, selling more products and services and boosting their business.  To find out how she can help you take your business to the next level, visit her site at http://www.MichelePW.com Copyright 2009 Michele Pariza Wacek.

We’ve all done this at one time or another. Sales slow down and suddenly, a new customer appears, a new product comes out or a new sales technique emerges, and you start to think it is the “cure all” for ALL your sales struggles.  You begin chasing after the new trend instead of sticking to tried-and-true sales techniques.  Ultimately, the only thing that happens when you chase the trend is you waste time and effort on something that ends up de-motivating you.

Our problem begins when we start doubting our current sales strategy, our prospects or some other element in our approach. This opens the door to us becoming distracted. It also makes us more susceptible to being swayed by the new trend or new customer we believe will turn our sales slump into a huge new level.  We begin grasping, desperately bouncing around for the “magic” solution that will “fix” our dilemma.

Don’t get me wrong – it is good to be open to new ideas and new customers. Obviously, that’s part of the sales industry. You have to have discernment though.  You have to be able to quickly assess what are valid opportunities worth pursuing and valid techniques worth incorporating.

I have always believed it is far better to slightly alter the course than it is to dramatically change the course altogether.  Sales are driven by momentum and awareness from both the salesperson and the customer.  When you change course dramatically, you no longer have the ability to leverage the momentum and awareness that you have built with current customers and prospects. Sure, you may see a burst of momentum from the thrill of running in a new direction, but this momentum will be lost quickly if sales don’t materialize immediately.

So what does it look like to slightly alter your course?  You start to incorporate slight modifications to your selling process. This may include developing new questions to ask prospects, creating a new customer referral program, and/or increasing the number of sales calls you make.  All of these changes enhance and build upon what you’ve already done. In other words, you work with the momentum and awareness you have already created.

There is just no substitute for tweaking well-established sales techniques, rather than scrapping them altogether.  And this is true no matter what industry you work in. For example, a real momentum killer is when a salesperson will fail to close a sale because they fail to make that one last follow-up call or visit to the client. To use a football analogy, this is like a team’s inability to score from the “red zone” – the last 20 yards on the field just before the end zone.

If a team drives the ball consistently down to the red zone but then fails to score, there has been so much wasted effort. It’s no different in sales.  Instead of abandoning the sales strategies that get you “down the field” (so that you can jump on some bandwagon of a slick trend), you would be wiser to simply alter your approach slightly so that you will actually score more.  If your current sales techniques are getting you down the field, then maybe all you need to do is add a few more follow-up calls and visits in order to incrementally close more sales.

The best recommendation I can make to any salesperson is to stay focused on the opportunities you have at hand and work to enhance your current processes to ultimately close more sales.   The more you stay focused on the prospects you have, the less you’ll be distracted by the latest trend.  Let your competitor fall for the new trend. Let your competitor chase after the fleeting opportunity. When they do this, they leave you with more opportunities to actually make more sales.

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Mark Hunter, “The Sales Hunter,” helps individuals and companies identify better prospects, close more sales and profitably build more long-term customer relationships. Since 1998, he has consulted nationally and internationally with thousands of salespeople and global companies. You can follow his Sales Motivation Blog at http://www.TheSalesHunter.com. You can also connect with him on Facebook http://www.facebook.com/TheSalesHunter, Twitter http://www.twitter.com/thesaleshunter, and Linkedin http://www.linkedin.com/in/markhunter.

Recently, many of my “students” have told me they CAN’T set goals because everything is changing and they aren’t sure what tomorrow holds. Changing economies is exactly WHY we should set goals!

To start thinking about goals, reflect for a moment on this quote by Diane Scharf Hunt…“Goals are dreams with deadlines.”

Who couldn’t use a little dreaming today? And once we know our dreams, we need to capture them into specific, written and measurable goals. That is what goal clarity is…having specific, written and measurable outcomes that we are working toward. And we can make this easier by following a 5-step process to make it efficient and successful.

The following is a goal clarity strengthening process to implement right now…really, RIGHT now. Take out a piece of paper and pen and make 5 columns on the page for your own Goal Planner.

1. In the left column write at least 5 things you want to happen in the next 60 days. These are outcomes like “Make one new sales appointment each work day.” or “Close $___ in business each week.” These are your goal statements.

A caution: Review the outcomes for measurability and specificity to see whether you can identify whether it is accomplished or not. For example, if your goal is “More time with my family,” be specific about what that looks/feels like. Does it mean a certain amount of time each night or weekend? Certain activities completed together? “I will eat dinner with my family 3 times each week,” allows me to know whether I have achieved this or not.

2. Look at each statement and identify the actions needed to take to get there. Write 2-3 actions that will move you toward each outcome in the 2nd column.

3. Write a specific time/date when you will take that action in the 3rd column. Is it each day? Week? How often? A date is another checkpoint on the road to success.

4. Next, identify your reward for completing those actions or the goal. Think through the BENEFIT of completing the action that leads you to the goal or outcome. Will you sleep better? Will there be self-satisfaction? Will it be a treat like a special coffee or candy? Be prepared to “reward” yourself when you have completed the action/outcome. Write these in the 4th column.

5. And in the 5th column write the name of a stakeholder for this goal or outcome. A  stakeholder is someone who will care about this outcome – it might be a manager, a spouse, a colleague, a friend. You may have different stakeholders for each goal.

Finished? Congratulations! Look at this paper – you have at least 5 goals and a plan of action for the next 60 days to get there!

What’s next? Take action! Share each goal with your stakeholder for that goal. Your stakeholders may be able to:

• Clarify the outcome with you to make sure it is specific enough for you to know whether you reach it or not.
• Identify other actions that can get you there quicker or easier.
• Help you in some way to achieve the goal.
• Celebrate your progress and ultimate success!
• Add accountability.

After your stakeholder is ready to stand by your side, it’s all up to you. The 5 steps to goal clarity will allow you to progress where you want – regardless of changing market conditions. It starts today with the action you take!

What are some of the goals you’ve set for yourself? Let us know in the Comments section.

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Sharpenz is dedicated to providing sales managers the resources and tools they need to motivate and equip their sales team to sell more each week. Our 30-minute power sales booster programs help companies increase sales by providing the right tools and training – fast. Designed with the busy manager in mind, Sharpenz’ ready-to-go sales training kits will give your sales team the opportunity to grow and earn more – all in a half hour of power.  To learn more, visit www.sharpenz.com and sign up for your free sales training kit today!

What would you be able to do if you had just one more productive hour in each day?

What could you do for your home business if you had that additional hour?

Here are some ideas that will help you gain that hour without having to lose sleep in order to do so!

1. Create a cleaning schedule for yourself and your family – if you do a little housekeeping every day – the house will never need to have a complete overhaul.

2. Get up, and get dressed IMMEDIATELY. If you wait – the day can get away from you.

3. Pick ONE show you like and watch that – otherwise no TV – it’s a major time waster.

4. Deal with papers as you get them. Don’t have an in and out basket – get the paper, deal with it and file it.

5. Make sure each of your children have a couple chores that are their responsibility. You shouldn’t have to do it all!

6. Lay our your outfits the night before.

7. Have reading you must do? Carry it with you – sitting at the doctor’s office – pull out your materials and read.

8. Don’t start one job and then jump to something else, and then jump back to the first task – it takes twice as long to get something done when you do this!

9. If you don’t know how to do something – hire someone that can do it fast and effectively. It may take a little money, but you will know it’s done right and it frees you from trying to work on something that you are not good at.

10. Carry an index card with you and as you think of things you need to do – jot it down – take care of the list the moment you get home – this frees you from having to remember everything. If you think of things you need to purchase – write it down, a company you need to connect with, a call you need to make – write it down – or have a memo program on your phone where you can release the information to your list and get it done much more quickly.

Try these ideas, in no time flat you will find more time in your day!

1. Join a networking group locally. There are many types of groups across the country – the Chamber of Commerce is a great place to start.

2. Wear your product, or a t-shirt, carry a purse that displays your catalog – and be sure to have business cards with you at all times.

3. Find vendor events in your area – these don’t have to be big, expensive events. I have found the small local events can be very lucrative as well. Work your table when you do these. If you sit behind the table and read a book all day – it will be a total waste of your time.

4. Advertise online on sites that cater to your market.

5. Advertise locally – place an ad in your local paper. Please be sure the ad is sincere and not a con!

6. Ask former happy clients to share your business card with 5-10 other people. Mark the cards in some way and tell them when you get just three sales or bookings from people they have shared your card with – they get a product from you at 50% off – or some other perk.

7. Always ask for referrals at your events – and offer a perk like above.

8. Can your product be used for a fundraiser. Spring is the time to begin approaching schools/bands/athletic groups for next year – they have fundraisers planned well in advance. Send a packet with what you can offer them and be sure to follow up.

You should constantly be looking for ways to get the word out about your business. Be prepared and watch your business grow.

1. Be sure to get a company website if they are offered and attach the link to all of your e-mails.

2. Have a window decal made for your vehicle with your web addy and phone number.

3. Give your card to everyone – you never know who may be interested – don’t pre-judge!

4. Have a supply of “information cards” – this is a card the same size as your business card so that when you give your information to someone they can fill it out and give you their information – that way you can follow up with them.

5. Start an e-mail newsletter and share all the fun stuff happening in your business.

6. Carry samples of your product with you everywhere.

7. Get one of those purses with the “windows” in them and either insert pictures of your product, actual product or your catalog – people will ask!

8. Wear your business pin if your company offers one.

9. Can you do fundraisers? Send a catalog and letter to any place in your city that may need to raise some funds for their organization – schools, daycares, cheerleaders and other sports, different clubs, moms groups, churches, etc…

10. Can you create nice gift packages for business leaders? Send a catalog along with a letter to local business owners explaining your gift service to them and the price ranges you can meet. Then follow up with a call to set a time when you can come in and give some examples of what you have to offer.

11. Find different shows and expo’s that you can attend and set up at – you don’t have to start big, start with local craft shows/fairs and find what works best for you. Some companies can do cash and carry but if you can’t, set up a drawing for a free product or gift from you and have people sign up for that and then follow up with them within 2 weeks of the show. If you find it’s an expensive show – hook up with another consultant in your area and split the cost and the leads – everybody wins!

12. Get some doorknob bags and go around your neighborhood introducing your new business to your neighbors.

13. If 12 makes you uncomfortable – send an invitation to all your neighbors and have a business debut at your home. Do a mystery hostess type of event and let them know in the invite that there is a chance that someone will be going home with a lot of free stuff – or split up your hostess benefits and have several winners.

14. Pass out a questionaire about your business to people while you are out and about – the questionaire should ask questions related to your business and then give them a small token of appreciation for filling it out. Let them know you will follow up within 48 hours.

15. Print a special offer on the back of your business cards that will entice them to call you if they have interest in your product. For example the back of mine says, “Would you like $30 in jewelry for just $3? When I call you at our scheduled time, book your qualified jewelry party to be held within two weeks and I will give you $30 in jewelry of your choice for just $3 after the show has held; plus you get all our other amazing Hostess Rewards! Would you like $50 for $5 instead? Call me BEFORE I call you and it’s yours!! They LOVE calling me first!

16. Online advertising can be fabulous! Find sites that allow you some free advertising and opportunities to advertise for a fee. Be determined to stick with that site for at least a year and see what happens. Advertising one time here there and everywhere is not as effective as repeat advertising can be. MomsNetwork.com is excellent for WAHM’s (work at home moms) because they offer opportunities all over the site to share your link, your business, and yourself at no cost to you. I have noticed there are a lot of “Direct Sales” sites popping up all over the place but again and again I see they are actually very small, likely not getting many hits and the only reason they exist (in many cases, not all) is to try and make money by offering advertising. Just build wisely and really think about where to invest your dollars – getting the word out about your business doesn’t have to break the bank!

Sometimes when you are building a business you have to do things that make you uncomfortable.

An example – is calling people so you can get some bookings lined up.

Let’s face it, no one really enjoys doing this because you are setting yourself up for flat out rejection.

You have to remember that rejection is NOT fatal.  It may feel like it in the moment – but you will survive.
The rejection is not about you – it is simply someone saying they don’t have time, they are already overbooked,
they aren’t excited about the product (the product is NOT you),
or maybe they just don’t have the friends and they are too embarrassed to say that.

For every NO, you are one step closer to your next YES – remember that and try to celebrate the no’s.

Think about it – when you go to a potluck dinner – some people will eat what you brought to the table, and some won’t.

It has nothing to do with YOU as a person.

Why do we make it so personal when we are offering our products to people?

Move beyond the NO – it won’t scar you.  Not everyone is going to celebrate your business or the products that you offer.
There are plenty that will – but you have to be willing to take the No to get to the YES!

When they say no, you simply say thank you!

Quietly, smile

…and think “NEXT!”