Influencing Others The Go-Giver Way

Service and Influence

 

Bob Burg is a first-class speaker, author, and friend.  His books have sold hundreds of thousands of copies:  Endless Referrals, The Go-Giver, and Adversaries into Allies: Win People Over Without Manipulation or Coercion.

Recently, I had the opportunity to hear Bob speak.  His platform skills were on full display.  I watched him mesmerize the audience with his energy and command of the stage.  He inspired everyone to make a difference with his message of service and influence.

After his terrific presentation, I had the opportunity to talk with Bob about serving others and influence.  In this video, we discuss:

  • The importance of service and giving to others
  • How to change a corporate culture
  • How to get commitment rather than compliance
  • How to reset a frame
  • Why his books resonate with so many

If you are looking for an inspirational gift that you will want to pass on to others, I highly recommend The Go-Giver.  His latest book, Adversaries into Allies: Win People Over Without Manipulation or Coercion, may be his most important work as it compiles success principles and a lifetime of learning.

Some of my favorite Bob Burg quotes:

 

“Money is an echo of value.” –Bob Burg

 

“Giving is not a strategy. It’s a way of life.” –Bob Burg

 

“A frame is the foundation from which everything evolves.” –Bob Burg

 

“Influence is the ability to move a person to a desired action.” –Bob Burg

 

“Great influencers attract others.” –Bob Burg

What Ice Buckets Teach Us About The Spread of Ideas

 

Actors, sports figures, musicians, and even a former United States President have been doused in ice-cold water in recent days.  If you haven’t witnessed this, you may be enjoying a summer on a remote island with no connection to any media.  For those of us who have watched this phenomenon take off, we may ask what lessons we can all learn from it all.

Why did this take off?  What is it about this campaign that made people act?

 

Purposeful

The ALS Ice Bucket Challenge is for a meaningful purpose: to raise money to find a cure for a devastating and fatal disease called amyotrophic lateral sclerosis or Lou Gehrig’s disease.  The financial results are stunning.  If the challenge were not tied directly to a bigger purpose, it would have failed.  Not many people would participate without an important cause.  It’s hard to turn down a challenge with a purpose.

“An idea spreads faster when purpose is married to challenge.” -Skip Prichard

 

Powerful

Technology has changed everything.  It’s easy to record a video, upload it to a social media account, and see what happens.  The video brings multiple senses and emotions into play.  We can see our friends’ reaction to the water; we can almost feel the cold of the ice; we hear the laughter in the background.  It’s a powerful multi-sensory appeal.  When you add the emotional appeal of the cause, the call to action becomes almost irresistible.

“An idea spreads faster when more senses are involved in the call to action.” -Skip Prichard

 

Personal

The challenge has a uniquely personal appeal.  One person challenges others to join in.  Instead of merely forwarding an email or sharing something on social media, it demands participation.  That’s where it becomes uniquely personal.  If this challenge were a cookie-cutter replication, it would not spread.  It’s the personal spin that draws us in.  Bill Gates didn’t just have water thrown on him; he sat down and designed a better way to execute.  The personality of each participant shines through.

“An idea spreads faster when personalized.” -Skip Prichard

 

Public

5 Critical Moments to Evaluate Your Strategy

“To see things in a new way, we must rise above the fray.” -Rich Horwath

 

Not too long ago, I featured Rich Horwath, the author of Elevate: The Three Disciplines of Advanced Strategic Thinking here to discuss the common mistakes of strategic planning.  Rich has helped thousands of managers with the strategic process.

After the interview, I decided to follow up with him to ask when leaders need to abandon or re-evaluate a strategic plan.  I have seen executives stick with a plan and others modify or abandon a plan.  Most leaders don’t want to open up the plan over and over because it shows indecisiveness, a lack of confidence or it creates confusion.  That said, there are times when a major review or rewrite is important.  So, I asked Rich:

When is revisiting the plan the right thing to do?

The ability to modify strategy at the right time can literally save or destroy a business. Here is a checklist of five moments when it is critical to evaluate your strategy.

 

1. Goals are achieved or changed.

 

Goals are what you are trying to achieve, and strategy is how you’re going to get there.

It makes sense then, if the destination changes, so too should the path to get there.  As you accomplish goals and establish new ones, changes in resource allocation are often required to keep moving forward.  In some cases, goals are modified during the course of the year to reflect changes in the market, competitive landscape, or customer profile. It’s important to reflect on the strategy as these changes occur to see if it also needs to be modified.

 

“Goals are what you are trying to achieve, and strategy is how you’re going to get there.” -Rich Horwath

 

2. Customer needs evolve.

 

The endgame of business strategy is to serve customers’ needs in a more profitable way than the competition.  But, as the makers of the Polaroid camera, hard- cover encyclopedias, and pagers will tell you, customer needs evolve.

The leaders skilled in strategic thinking are able to continually generate new insights into the emerging needs of key customers.  They can then shape their group’s current or future offerings to best meet those evolving needs.

 

“The endgame of business strategy is to serve customers’ needs in a more profitable way than the competition.” -Rich Horwath

 

3. Innovation changes the market.

 

Innovation can be described as creating new value for customers.

The new value may be technological in nature, but it can also be generated in many other ways including service, experience, marketing, process, etc.  It may be earth shattering, or it may be minor in nature.  The key is to keep a tight pulse on your market, customers, and competitors to understand when innovation, or new value, is being delivered and by whom.  Once that’s confirmed, assess your goals and strategies to determine if they need to be adjusted based on this new level of value in the market.

 

4. Competitors change the perception of value.

The 8 Biggest Mobile Mistakes Companies Make

 

Over 6 billion people around the world have access to a mobile device.  Time points out that more people have access to a mobile phone than toilets.   These devices are now so important to us that they are almost an extension of our bodies.

As a lawyer, I was captivated to see what the Supreme Court would rule in Riley v. California.  In a rare 9-0 decision, the Supreme Court recognized the importance of mobile devices and held that the police need a warrant to search cell phones.  Even the Supreme Court knows:

Mobile is changing everything.

 

Fact: Half of all local internet searches are performed on mobile devices. –SmartInsights.com

 

The Mobile Revolution

Tom Eslinger, Saatchi & Saatchi’s Worldwide Director of Digital and Social is an expert on mobile marketing.  His recent book The Saatchi & Saatchi Guide to Mobile Marketing got my attention.  It is filled with facts about mobile and a peek into our mobile future.  Tom has helped brands like Toyota, Coca-Cola, T-Mobile, Lexus, Visa, Sony Ericsson, Heineken, and Procter & Gamble with mobile, augmented reality and games.  Who better than Tom to share insights on how organizations are using mobile today?

 

You are enthusiastic about mobile (understatement!). Why?

We can see a steady trend over the last five years in major industries, beginning with the retail consumer marketing-structure as it becomes more fluent with mobile technology.  Mobile devices have already exceeded desktops.  We, consumers, are essentially becoming a culture of detachment and wirelessness.  So, having a mobile-first strategy will be critical for any company over the next five years – and perhaps even the next five months.

 

“Having a mobile-first strategy will be critical for any company over the next five years.” –Tom Eslinger

 

Tom, what are the top mistakes companies are making with mobile?

 

1. Don’t Support Your Campaign

The importance of maintaining your mobile presence can’t be stressed enough.  Slacking off on maintenance can sabotage the best-laid plans.  This means keeping your audience engaged, often at multiple levels of engagement.  And of course, you need to pay attention to the stuff that keeps it all going: server networks, customer care, and technical support.  You can expect to spend around 1.5 times your creation costs on on-going marketing and program maintenance costs.  It’s that important.

 

“Keep your customer at the center of the experience so they keep coming back for more.” –Tom Eslinger

 

2. Think You Have No Bugs

No programmer has ever built anything bug-free from the get-go.

It’s guaranteed that the first version of your mobile product—and many subsequent versions—are going to have some bugs that make it past the testing period.  It’s nothing to panic about, but continue to iterate on your product after it’s released.

 

3. Don’t Keep Up Interest in Your Mobile App

Don’t just let it sit there!

Have an extended plan for the app.  How are you going to update it, change it, push new content through it, and ultimately, perhaps know when to end it?  Push notifications can get really annoying really fast, so make them relevant and desirable.  Have the copywriters rewrite the engineers’ reports in your brand’s voice.

 

Fact: 42 percent of consumers using a mobile while in-store spend more than $1000. IAB

 

4. Try to Do Too Much

5 Tips to Avoid a Branding Collision

 

A few weeks ago, I was in the middle of a traffic jam.  Not the slow moving type, but the “get comfortable you’re going nowhere type” that shouts, “You missed your morning meeting!”  Realizing that a traffic accident could be to blame, I decided to practice gratitude.

“I am thankful that I am in a comfortable car, safe and sound.  God, if someone is in an accident up ahead, please be with them and provide comfort.”

A short time later, the traffic began to move.  It’s a good thing because I can only meditate for so long before I feel trapped.  I’m sure I was there for at least an hour practicing mindfulness and gratitude, which means I was stopped for about 27 seconds.

 

Accident Ahead

As we moved up, sure enough, I could see what was causing the delay:  an accident.  I did what you would do.  I steeled my eyes on the road ahead and drove without so much as glancing.  Yeah, sure you do.  Trying to keep moving, I glanced ever so quickly to note the vehicles, the emergency responders, and a fleeting view of the injured.  I try not to look—I’ve read that rubberneckers cause numerous secondary accidents—but I’ve also read that looking may be good for you.  Eric G. Wilson, the author of Everyone Loves a Good Train Wreck: Why We Can’t Look Away, argues that it helps us understand life’s deeper meaning.

At the very least, we can tell ourselves that studying wrecks helps us learn from others’ mistakes.

As with accidents, I watch corporate disasters the same way.  Several memorable disasters including Bridgestone’s tire recall, JetBlue’s trapping passengers onboard as categorized by Business Insider.  Anything from the Paula Deen meltdown to Target’s PR nightmare qualifies.

This past week, I witnessed a different type of branding wreckage.  Sure, it may not be as noteworthy as the mistakes above.  It doesn’t involve a consumer brand name, and it doesn’t endanger anyone’s health nor involve racist or offensive remarks.

Still, it provides lessons that are worth exploring.

 

“If you are not a brand, you are a commodity.” –Philip Kotler

 

Platform Confusion

Last week, the National Speakers Association (NSA) announced it was jettisoning its venerable brand in favor of a new name.  That name is Platform.  Though I was not in attendance, I almost immediately was made aware of the announcement via emails, texts and tweets. (See also Rory Vaden‘s excellent post on this subject).

Platform?

It was almost as if I could hear the tires screeching, the glass shattering, the metal twisting.  This was a branding collision, and the onlookers would be gathering to watch.  Why?

First two disclosures:

 

DISCLOSURE #1

One of my close friends is Michael Hyatt.  He is the NYT Bestselling author of Platform: Get Noticed in a Noisy World.  He runs a conference called the Platform Conference and has an online community that will make your head spin at Platform University.  He was the driving force encouraging me to blog.  On the book jacket, you will see my endorsement:

“Michael Hyatt, one of the pioneers of social networking and blogging, shares his successful blueprint for raising your visibility. Learn from his experience and save yourself time, money and frustration by following his step-by-step advice.”