Masterful Problem-Solving

Everyday in life we are faced with problems to be solved and decisions to make. Some choices are easy and some more complex and critical to get right. As entrepreneurs, we are the key decision-makers in our business. Having a proven process for making good decisions builds our confidence in the choices we make.

Today I’m going to share a system that I discovered in the book The EQ Edge, Emotional Intelligence and Your Success, by Steven J. Stein, PH.D and Howard E. Book, M.D.  I will paraphrase an approach to problem solving that is outlined in this book, and was researched and developed by psychologists Thomas D’Zurilla and Arthur Nezu.  

The next time you encounter a problem or have an important decision to make, practice this approach:

• State the case. Describe it as accurately and realistically as possible.  Try to see it from the other person’s point of view.
• Generate alternatives. Think of as many situations and approaches as possible to solve the problem. Don’t evaluate them – just brainstorm ideas.
• Evaluate each alternative. Look at each and consider the outcomes. Next prioritize them from best to least favourable.
• Choose the best option. Choose one knowing the risk involved. No one can predict success or failure with 100% certitude. Gain confidence knowing you took action based on sound information from the previous steps.
• Implement your solution. Press on without getting bogged down in what-ifs or maybe-we-should-haves. You may make an adjustment along the way, but resist the temptation to go back to square one. Give your strategy a chance to work. Congratulate yourself for moving forward.
• Assess the outcome. Evaluate if your solution has solved the problem. If is has great!  If not, begin the process again.

Having a systematic approach to problem solving is like having a roadmap to the solution.  Give this process a try the next time you have a critical decision to make and let us know how it worked for you!

7 Ways to Set Yourself Up for Success

Have you ever had the experience of setting a goal for yourself and working towards it only to find yourself at a completely different destination than you originally chose?  If so, you’ll value these helpful tips and strategies for staying on track.

In Jacqueline Kelm’s book, The Joy of Appreciative Living, Your 28-Day Plan to Greater Happiness in 3 Incredibly Easy Steps, she describes these 7 Steps for Staying on Track to help you reach your goals.  I’ve paraphrased them here to share with you as they’re loaded with great ideas.  Enjoy!

1. Create Positive Rituals:  Rituals are behaviours we repeat automatically.  One way to create a positive ritual is to specify ahead of time exactly when, where and how we will do the positive activity.  By thinking ahead and planning where, when and how we will incorporate an activity into our lives, we are more likely to do it and repeat it.
2. Track Your Results:  Tracking our results allows us to see our progress and boost our enthusiasm about achieving our goals.  Reflecting on our overall experience, we notice changes and the perceived success will motivates us to continue the journey.  Results can be tracked by creating a checklist or spreadsheet that gets check off when a task is accomplished.  Or it can be as simple as reviewing past work and results and comparing them to today.
3. Reward Your Success:  When we experience the pleasure of a reward after doing a new activity, our brain secretes chemical neurotransmitters that reinforce the changes we just made.  To determine a reward, make a list of the things you enjoy, and then select one of them to use as your reward for a given week.  It can be as simple as enjoying a cup of your favourite drink or a round of golf.  The thought of the reward motivates us to do what we know we should and want to do.
4. Create Novelty: In reality anything we do for an extended period of time eventually loses its excitement factor.  Shifting or adjusting things a bit can keep them interesting and exciting. Get creative and find new ways to keep doing what’s important to you.  For example, try the non-dominant hand writing on your Friday mornings or spend part of the time with eyes closed visualizing your ideal (leadership, situation, upcoming meeting etc).
5. Get Inspired:  Inspiration comes from a distinctly positive source. (Whereas motivation can come from either)  One way to build inspiration is to create a future image so compelling that everything in you wants to make it happen.  Make your image of the ideal and describe everything about it as detailed as possible.  Visualizing the ideal inspires us to complete the activities we know will get us there.
6. Partner with Someone or Join a Group:  The key here is accountability.  Having either a program or a partner to hold us accountable to our goals will increase our probability of success. (Consider how this works with the major weight-loss programs).  One tactic is sharing our goals with another person – someone who will be supportive of our desires.
7. Do it Anyway: There are days when we just don’t feel like doing things differently; things we know will bring us closer to our goals.  We can revisit our ‘ideal vision’ for motivation or we can ‘just do it’, knowing it will bring us what we really want.

Change Your Thoughts, Change Your Business!

If you believe as I do that our thoughts have an enormous impact on our experiences in life and the choices we make, come along on this journey of exploring the thoughts that keep us from promoting our business/offering.

I’ve been coaching health and wellness entrepreneurs since 2006 and I’ve noticed some common themes about what we say to ourselves that keep us stuck in old, ineffective patterns.

I’m going to share with you some of the most common negative messages we give ourselves that hold us back from taking the steps necessary to grow our business.  You’ll also find some suggested affirmations to counter these negative thoughts and reframe them in a more positive light.  This exercise is most effective if you take the time to create the affirmation that is most true for you. 

The way this works is by replacing the existing negative thought with the affirmation that resonates most truly and authentically for you.  Each time you become aware that you are running that old negative message in your mind, replace it with the appropriate positive message.  Soon the new affirmative message will become your habit and lead to strengths-based action.

 

Common Negative Thought	Behind That Thought	Affirmation
I’m not a sales person and don’t want to be seen as one	Sales people are pushy, inauthentic, overbearing and no one wants to be in their presence.	I’m an expert in my field and talking to people about my offering is critical to my business success. If I’m authentic, respectful of others and genuine in my interactions people will be drawn to work with me.
I can’t sell	I’m a practitioner not a sales person. I don’t have those skills.	As an entrepreneur I must wear many hats. It’s critical to my business success to talk to others about my offering.  I will learn and explore ways to promote my offering authentically.  Answering questions and discussing my offering is a form of selling, and I can do that.
I don’t want to be pushy	Talking about my offering will offend others and they will avoid me or feel uncomfortable around me.	Talking about my offering while being respectful of others and having a back and forth dialogue about what I do is respectful and allows the other person a chance to learn more about what I offer.  Talking about my offer lets people know what I do so they can decide for themselves if we’re a fit to work together.  I believe in what I do and know how others will benefit from my services.
I don’t want to look “stupid”/not have the answers	I worry that if I don’t have the answers I won’t look competent.	Just like I would ask questions about something new to me; others will do the same. The most common questions I anticipate are: X, and I will prepare for that before I talk to about my offering.
If people question me/my offering it means they don’t want to work with me/want what I offer	If they question me they are questioning my competence.	It’s natural for people to ask questions.  If I don’t know the answers I’ll tell them, but I am prepared (as above).  The more questions they ask, the more interested they are!  Questions are a good sign.
What if they don’t like what I’m offering?	What if I tell them about my offering and they say ‘no, I don’t want to work with you.’  I can’t handle rejection.	My offering is not right for everyone. I know this. I am clear about who my ideal clients are and they are the ones I will attract.  But, I won’t find them unless I get out there and talk to people about my business.
I don’t know what to say	I’ve never done this before – it’s new to me.	I will talk with others who do know; read or find a mentor to show me the ropes and I will build my confidence.  It’s not rocket science, but learning the right way to promote my business with integrity will bring me success.
People will find me if it’s meant to be and if I’m meant to work with them (I shouldn’t have to search them out)	I’m not comfortable promoting my business for any or all of the reasons above.	People will find me faster and more of them will find me when I share with others what I offer in a way that resonates with them.  I will fill my practice with my ideal clients by doing what I know is critical for my success.

Choose the negative message that resonates most strongly with you and start with that one.  It will be the one that will make the greatest difference for you.

Enjoy!  Have fun getting out there and sharing your gifts with the world!

Expect Success

March is “Expect Success” month.  Isn’t that nice! It makes me feel good just to write about this topic. 

Today we’re going to look at a strengths-based approach to creating success in our business. Generally speaking, we’re conditioned in our society to spend our time and money focusing on where we’re lacking and what we need to improve upon so that we can ‘fix it’.  The downside to this approach is that it keeps us blind to all of the greatness we have to offer, and diverts us from exploring how to utilize our existing gifts and talents to create what we want more of in our business and our lives.

The foundation of focusing on our strengths to be successful that we’re going to explore comes from Appreciative Inquiry (AI). AI began as an organizational change philosophy developed by David Cooperrider and his thesis supervisor, Suresh Srivastva in 1980.  Recently it has been developed into a personal growth and development tool for anyone to use, by Jacqueline Kelm which she calls Appreciative Living.  Jacqueline has written about this in her new book The Joy of Appreciative Living, Your 28-Day Plan to Greater Happiness in 3 Incredibly Easy Steps (yes, they really are incredibly easy and incredibly powerful)!

Based on these concepts, the questions below can get you started in utilizing your natural strengths and what you’re doing well already, to create greater success in your business.

Explore these questions to help you create your ideal business:

1. What is going well in my business right now?
2. What do I want more of?
3. When I think of the challenge(s) I’m facing in my business today, when was a time in my past when I’ve faced something similar?  How did I overcome it? (Who did I engage for assistance, what steps did I take, what was the key in successfully overcoming it.)
4. How can I apply what I learned from that past experience (above) to what I’m facing today?
5. What do I truly believe about reaching the level of success I desire in my business?
6. Complete this vision with as much detail as possible:  “My ideal business looks like this…”

What we focus on grows; and what we expect – we get. By answering these questions we take a look at what is working; and by imagining our desired future we’re motivated to take positive action in creating our ideal. 

Considering the positive outcomes from the exercise above, and reflecting upon what’s worked in the past, we’re retraining our thought patterns to see what’s right in any given circumstance and revealing a roadmap for future success.  The result is greater success along with greater joy!

3 Steps For Business Writing That Makes An Impact

In our previous blog we spoke about writing as a way to boost your business presence.  If you’ve decided to add writing to your marketing toolkit for 2010, today we’re offering 3 things to consider so that your message will leave the right impression on your readers.

1. Start With The End In Mind – What’s your goal in writing this piece?  What outcomes or next steps are you looking for the reader to take through the information you’re presenting?  Business writing often moves people to take action.  Knowing what action you’re inspiring, will help you to write in a way that will deliver a result that’s rewarding for both you and your readers.
2. Know Your Target Audience – What are the key challenges, gaps in information or primary areas for development in your target market?  To have the most impact and benefit to your potential and existing clients, your message should be written with them in mind.  If you write too generally, with the hope of connecting with many, you will actually end up connecting with few or none. People just won’t see that you are speaking to them.
3. Write On One Topic At A Time – Sometimes we have so much to say and to share with our clients we can inadvertently bombard them with information. It’s easier to digest information in small bites. Make one point really well and stay on topic. Be clear about your message so that readers know what action to take and feel inspired to do so, rather than overwhelmed by ‘all of the possibilities’.

Business writing could be described as ‘writing with a purpose’. Even if that purpose is to entertain, it still has a purpose.  Your readers will get more out of the information you provide for them if they connect with the message you’re sending.  The purpose of this article is to share business writing tips with health and wellness entrepreneurs to help them build their business when using writing as a marketing tool.

Writing As a Way to Boost Your Business Presence

Writing is one of the most powerful ways to present yourself as an expert in your field and boost your credibility. Think about it; when you walk into any book store and you see non-fiction books written on specific topics what do you infer about the author?  You think that they must be an expert in that field to have written and published a book.  Right?  I know that’s what I think. 

You certainly can write and publish a book, but there are other forms of writing that can get you noticed, raise your credibility and present you as an expert in your field as well.  Some of these ways are: publishing articles, writing whitepapers, workbooks, blogs, eBooks or contributing to on-line forums.

When thinking of a topic to write about, ask yourself “What problem am I solving with this book/article etc?” Think about common issues or challenges your clients come to you about.  What gap in your offering could be filled with what you write?  Or, if you find yourself offering the same solution to the majority of your clients, can you create something they could take away to refer to when you’re not with them?

For the small business owner, writing as a form of business promotion provides visibility and credibility that is worth its weight in gold, and it’s one of the ways I mention in my new eBook: 10 Ways To Promote Your Business With Integrity. Yes, I take my own advice!

I know that when you’re running a small business – especially a service-based business – it’s a challenge to get yourself known to a wide audience.  You’re always searching for integrity-based ways to keep your name top of mind for potential clients.  Writing client-valued material can build strong trusting relationships, promote your business and attract clients in a non-threatening manner as well as heighten your business presence.

Differentiating Your Business For Success

Apropos to the approaching holidays – it’s “Cookie-Cutter” week! I’m sure this obscure holiday was named for the baking activities that often occur at this time of the year, but today we’ll talk a little about veering away from a “Cookie-Cutter” approach to business to help you stand out from the crowd – in a good way – and draw to you, your ideal clients.

There are standards of practice in almost every complementary health care discipline and those should always be adhered to, so in consideration of that; in what ways can you stand out from those offering the same thing as you?  How does someone choose to visit you for their wellness needs vs. Bob down the street?  In what ways do you differentiate yourself and your offering to attract your ideal clients? 

These are important points to consider because when you can articulate and demonstrate what makes you, uniquely you, it becomes easier for the people who most need and value your services to find you.  For those who will refer to you, it helps them to be able to send the right people your way.

You may be demonstrating your uniqueness already in ways you don’t even realize!  Perhaps it’s your breadth of offering.  Maybe it’s your specialization in a specific technique. Is it your monthly draw for a gift basket?  Is it the ambiance you provide in your work space?   You may have your perception of what makes you unique and valuable to your clients, but what do they say?  You can be sure they have a different experience being in your practice than you do. 

So, here’s the thing, if you can articulate to potential clients and those who may refer to you, the things your clients value most about what you offer, you will have a powerful, authentic descriptor for your business that will resonate with your ideal clients.

Put these two or three of these points into a phrase and use it when describing your business to others.  Doing this will attract your ideal clients.  Additionally, referral sources will be able to direct to you those who will most value the services you provide.

6 Steps To Write A Compelling Vision Statement

It’s not just important to have a vision of where your business is going – it’s critical.  If you can’t “see” where you’re headed, then how will you know if you get there?  Those who are in alignment with the concept of attracting what they want in their lives, know it all starts with a vision of what they desire.

Oddly enough, many health and wellness practitioners are attracted to this thinking, but resist taking the steps to do this with their business.  There is a feeling of wanting things to develop organically and by getting into the details and specifics; this will somehow “jinx” the result, so it’s avoided.  Others think that if they “dream” too big, they will just be disappointed, so it’s better to just be happy with what they have or with whatever comes vs. setting their hopes on a vision that seems too far out of reach.

Both of these are faulty thinking.  They keep you from moving forward, growing and creating the level of achievement you deserve and desire. 

Lacking a clear, compelling vision for your business is like getting on a plane, not knowing the destination, flying with your eyes closed and after 36 hours in the air, ending up pretty much right were you started. With the addition of feeling exhausted and jet-lagged!

If you’re looking to grow your business and create the practice you’ve been dreaming of, it all starts with a clear, compelling vision.

Here are 6 steps to creating it:

1. Dream Big – Write freely without judgment, questioning or being “realistic”; your highest vision of what your business and life could be.  Write it in the present tense as if it’s already here.
2. Make it a Stretch – Your vision should paint a picture of what you can achieve beyond where you currently are. 
3. Tie it to the Bigger Picture – Answer the questions, “What will it bring me to achieve this?”  For example: Will it bring you freedom to spend more time with loved ones, or inner peace and harmony? Understand what’s at the root of your desire to achieve this vision.
4. Be Accountable – Share your vision with someone else.  Write it down and post it where you will see it every day. Our motivation is heightened when we declare it out loud to ourselves and to others, and it resonates more strongly with the universe.
5. Take action Every Day – Do one thing every day that moves you towards your goal.
6. Remain Flexible – Be drawn to the vision, not attached to it.  This is about the journey, not the destination.

A clear, compelling vision draws you toward it.  It’s doesn’t strangle or intimidate you.  Like a flower reaches towards the sun; your vision propels you forward, grows you and encourages you to expand to your greatest potential.

On Being Thankful

With Thanksgiving and the holiday season upon us, now is the perfect time to reflect upon what we are thankful for in our lives.

Many years ago Oprah spoke about keeping what she called a “gratitude” journal.  At the time it wasn’t mainstream thinking that what you focus on in your life grows; I just liked the idea and felt it was something I could do easily, so I began my own “gratitude” journal.

I’ve had my share of ups and downs over the years, but even on my worst days, I would force myself to come up with a minimum of 5 things I was grateful for in my day.  There were many nights when I’d just sit there looking at that damn page feeling like I had nothing to write, but I wouldn’t let myself close it without writing something. How ungrateful would that be! (I thought to myself). I knew that no matter how bad things were for me in the moment, there were people out there facing worse, so I’d better find something to be grateful for.

A funny thing happened to me over the years that I attribute to this journal. It actually changed the way I look at all situations in my life now.  It’s like I’ve retrained my mind to see the silver lining in anything I face – job loss, death of a loved one, financial struggles, health issues etc, and it’s heightened my gratitude for the good things too.  Without a doubt it has contributed to the happiness I feel in my life. 

A couple of years ago I was introduced to the concept of Positive Psychology and the realization that happiness is a choice – that we can change our experience of a situation through different thinking about it.  Happiness is not based (wholly) on the occurrences in our life, but our interpretation of them.

Wondering what your level of gratitude is? There is a free assessment you can take to determine your level of gratitude at: http://www.authentichappiness.sas.upenn.edu/Default.aspx.  You’ll see many free assessments here.  You can find the “Gratitude Questionnaire” by scrolling down the list.

Gratitude is enhanced when shared with others. This holiday season, let someone important in your life know what you are most grateful for about them.  For yourself, start your own gratitude journal.  Every day, write 5 things that you are grateful for in your life.  These are my top 2 every time: 1. My health. 2. My husband Dave and my dog-daughter Emma. I figure without these things, nothing else matters and with them, anything after that is gravy!

Tips for Coping with Difficult Clients

Difficult customers are the worst deal with, aren’t they?  I can’t write about this topic without sharing with you one of my worst client interactions experienced over my 15 years of corporate sales.

My “favorite” story is about the time I was visiting a client (Orthopaedic Surgeon) in his office after months of calling to get this precious appointment.  Our company had been trying to get this particular surgeon to work with us for a very long time and I was the “star” that got the appointment – lucky me.  My manager at the time felt this was so important he’d better come along on the visit.  We were escorted into the Dr.’s office and as the door shut behind us – before we’d even sat down – the Dr. looked at his watch and said “You have exactly 5 minutes.”  We had prepared this wonderful, elaborate pitch to tell him all about the attributes of our products and company that in no way shape or form could fit into 5 min.  So we sat, and my manager started talking about all the good things we offered. Literally, in the middle of one of his sentences the Dr. stood up and exclaimed “You’ve burned your time!” The words still ring in my head.

Oh, I have a trunk full of these gems. 

Difficult customers or clients are a part of doing business, and dealing well with the situation when it arises will not only give you peace of mind, but if you deal with the situation professionally it can often turn your most difficult customers into you most loyal!  True.

Step 1: Listen carefully with the intention of understanding from their point of view what has upset them – even if you don’t agree or don’t see it their way. Practice active listening by repeating back to them what you hear them saying, impartially and without judgment.  Listen for the real concern.

Step 2: Ask if there is anything else so that you can be as clear as possible before you respond.  It gives them a chance to let off steam and calm down and gives you a chance to step back and decide on the best response.  Note: If the client is being abusive or you feel threatened, acknowledge it and let them know that your intention is to hear them out and resolve the issue, but you won’t accept their aggressive behavior.  You can choose to contact them later if appropriate.

Step 3: Respond to their concern/complaint.  Let them know that you heard them and that you value their feedback.  Even if you don’t agree with what they’re saying, there is likely something of value to you in the point they’re raising.  Let them know how what they’re telling you is of value to you.  Thank them for taking the time to bring it up.

The biggest no-no is to get into an argument with your clients.  As service providers we count on referrals and we all know that bad press travels fast.  Acting with integrity and professionalism in the face of adversity will leave a better impression that being right and making your client wrong.

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