Tim Fargo's Blog, page 3
April 25, 2014
Success occurs in a blinding flash of the obvious.
Many people imagine that there are some secret handshakes and special software programs that lead some people to be more successful than others. In some instances, there is probably some amazing alchemy that occurs and a new business and fortune are born. I've never seen it, but it's the stuff of legend.
But, on the side of town where the other 99.9% of business is conducted, it is the obvious that delivers success. Being completely committed, saying thank you, keeping notes, all the sort of things which would appear routine. Maybe they should be, but they aren't. People goof up all the time on the most elementary issues. Probably because they don't seem to require training and instruction, so they're just assumed to be "handled." Nope. It doesn't happen.
Because everybody thinks they'll happen, they don't. The note about the clients' sons karate tournament doesn't get jotted down, the handwritten thank you for an order is carelessly forgotten. The bathroom someone forgets to clean. All seemingly trivial, but they aren't. These are the fundamental levels you have to execute on to win.
Sure it's awesome to have a new way to analyze client data, to have a new gizmo that goes "bing". But if you don't execute on the basics, they're won't be any data to analyze. Your competition will do a better job on what clients actually care about, and walk away with what you long assumed to be yours.
A friend of mine told me after I wrote 'Alphabet Success', "Tim, most of this stuff is common sense." to which he added, "I have put the nine acronyms on the wall so I don't forget them". Perhaps not so common after all.
It's not that I'm a genius. Quite the contrary. But in watching sport teams, and businesses and people I observed one common phenomena about success. The basics, the obvious things, are what matter.
Care about people both inside and outside the business, make it easy for staff to do the important work, be forever grateful to everyone who buys from you, to people for showing up for work, for all the key elements of your business. Say what you'll do and then do that!
Through whatever method possible, be sure you are fundamentally sound on the "obvious" before embarking on a quest for nuance. The right logo won't help a crappy company. A good looking suit won't overcome a lack of knowledge.
What will make you successful won't be the topic of a TV series, it won't be retold as a fireside tale by teenage campers, and it's not going to be the subject of a spell-binding novel.
Success occurs in a blinding flash of the obvious. Now go see how "obvious" you can be.
NOTE: The phrase "blinding flash of the obvious" was lovingly stolen from Tom Peters. Because it was the obvious thing to do...Thanks Tom.
But, on the side of town where the other 99.9% of business is conducted, it is the obvious that delivers success. Being completely committed, saying thank you, keeping notes, all the sort of things which would appear routine. Maybe they should be, but they aren't. People goof up all the time on the most elementary issues. Probably because they don't seem to require training and instruction, so they're just assumed to be "handled." Nope. It doesn't happen.
Because everybody thinks they'll happen, they don't. The note about the clients' sons karate tournament doesn't get jotted down, the handwritten thank you for an order is carelessly forgotten. The bathroom someone forgets to clean. All seemingly trivial, but they aren't. These are the fundamental levels you have to execute on to win.
Sure it's awesome to have a new way to analyze client data, to have a new gizmo that goes "bing". But if you don't execute on the basics, they're won't be any data to analyze. Your competition will do a better job on what clients actually care about, and walk away with what you long assumed to be yours.
A friend of mine told me after I wrote 'Alphabet Success', "Tim, most of this stuff is common sense." to which he added, "I have put the nine acronyms on the wall so I don't forget them". Perhaps not so common after all.
It's not that I'm a genius. Quite the contrary. But in watching sport teams, and businesses and people I observed one common phenomena about success. The basics, the obvious things, are what matter.
Care about people both inside and outside the business, make it easy for staff to do the important work, be forever grateful to everyone who buys from you, to people for showing up for work, for all the key elements of your business. Say what you'll do and then do that!
Through whatever method possible, be sure you are fundamentally sound on the "obvious" before embarking on a quest for nuance. The right logo won't help a crappy company. A good looking suit won't overcome a lack of knowledge.
What will make you successful won't be the topic of a TV series, it won't be retold as a fireside tale by teenage campers, and it's not going to be the subject of a spell-binding novel.
Success occurs in a blinding flash of the obvious. Now go see how "obvious" you can be.
NOTE: The phrase "blinding flash of the obvious" was lovingly stolen from Tom Peters. Because it was the obvious thing to do...Thanks Tom.
April 23, 2014
You only pay for the kindness you don't give.
John, an insurance salesman walked into the offices of a medium-sized construction firm. He'd been looking forward to this meeting, as he'd always wanted to get their business. He had heard the company had been around for many years.
The older woman at the desk asked if she could help him and he confidently blurted out, "I have an appointment with Mike, the owner." She replied, "It'll just be a minute, please have a seat." More or less ignoring her he stood looking out the window of the office. She then remarked, "Mike's on his way up." He silently continued looking out the window, thinking about the commissions he'd make on this sale and that it'd be a great down payment on a new Porsche.
Mike arrived, and invited the salesman to his office. They got along quite well, and shared stories about some of their mutual acquaintances. John then gave a flawless pitch on the benefits of obtaining insurance through his firm. Mike was clearly impressed. He told John that they'd be very interested in his offerings.
Just then, Mike's phone rang. He answered, and just stood listening. "Right, right. OK, I see." he quietly said. He then hung up the phone, and turned to John. "I think we're going to have to pass John." he informed him. John was stunned. Everything had gone so perfectly. He then asked Mike, "I thought you were interested. What happened?"
Mike then replied, "The woman at the front desk is my mother. She's been the owner of the company since my father died years ago. She told me you ignored her and informed me that I could not, under any circumstances, buy anything from you." John recalled his casual indifference with deep regret. He started to say, "But, Mike, I didn't..." John cut him off, saying, "There's nothing left to say, thanks for stopping by."
He then silently escorted him to the door.
Moral: You only pay for the kindness you don't give.
Alphabet Success, your personal step-ladder to success. To buy, click here.
The older woman at the desk asked if she could help him and he confidently blurted out, "I have an appointment with Mike, the owner." She replied, "It'll just be a minute, please have a seat." More or less ignoring her he stood looking out the window of the office. She then remarked, "Mike's on his way up." He silently continued looking out the window, thinking about the commissions he'd make on this sale and that it'd be a great down payment on a new Porsche.
Mike arrived, and invited the salesman to his office. They got along quite well, and shared stories about some of their mutual acquaintances. John then gave a flawless pitch on the benefits of obtaining insurance through his firm. Mike was clearly impressed. He told John that they'd be very interested in his offerings.
Just then, Mike's phone rang. He answered, and just stood listening. "Right, right. OK, I see." he quietly said. He then hung up the phone, and turned to John. "I think we're going to have to pass John." he informed him. John was stunned. Everything had gone so perfectly. He then asked Mike, "I thought you were interested. What happened?"
Mike then replied, "The woman at the front desk is my mother. She's been the owner of the company since my father died years ago. She told me you ignored her and informed me that I could not, under any circumstances, buy anything from you." John recalled his casual indifference with deep regret. He started to say, "But, Mike, I didn't..." John cut him off, saying, "There's nothing left to say, thanks for stopping by."
He then silently escorted him to the door.
Moral: You only pay for the kindness you don't give.
Alphabet Success, your personal step-ladder to success. To buy, click here.
April 22, 2014
The Internet, where big business gets in touch with it's inner sociopath.
After engaging a little on Twitter yesterday I ended up at a site called darkpatterns.org. There you'll find a half hour video that, while geared to user interface designers is easy enough for a lay person to follow. The video is an examination of the tricks used online by businesses to upsell us and or trick us into unwanted products and/or services.
The most devious user of this in their presentation is Ryanair (a European discount carrier). As a former customer I was well aware of the numerous permutations they put you through in an effort to shake some change out of your pockets. If you are unfamiliar, the default on nearly every booking selection is for you to buy something. You have to opt out of darn near everything. Mind you all this is a conscious design decision on their part. They are purposeful in their effort to trick you into buying things you do not need.
While I understand "business is out to make money" Ryanair's tactics seem positively sinister compared with Southwest Air (US-based discount carrier). While Southwest has plenty of extras on offer for you to click on, but at no point do they attempt to hoodwink you into an inadvertent purchase. The two airlines have somewhat different business models with Ryanair being almost completely al la carte. But that hardly excuses the larceny on their website.
This leads to my more fundamental question, have we become so jaded by the web that we are now willing to excuse what would have previously been inexcusable behavior?
Imagine if the behavior of a physical store was the same as their internet site. What if a clerk walked around putting things into your shopping cart based on what you had already selected? Or perhaps added insurance on durable goods without asking first? My suspicion is that you'd be outraged. On the internet, we just seem to accept it. Odd.
Moreover in the "life as the Internet" concept, if the cashier rang up your purchase (including the "staff suggested" items) you are almost incapacitated in your ability to return the purchased goods. Would you stand for the same behavior in a live situation as you do in a web situation? If not, why not? Aren't the situations just different implementations of the same transaction?
Has the web desensitized us to bad behavior? It certainly seems the rules have changed, and for now, many businesses seem to be getting in touch with their inner sociopath. That's reprehensible, but I am even more disgusted at the bleating acquiescence of the masses.
From now on, try to follow a simple rule: If you wouldn't tolerate behavior from a bricks and mortar merchant, don't tolerate it on the Internet. We have a voice, but we must open our mouth if it's going to be heard.
Alphabet Success, your personal step-ladder to success. To buy, click here.
The most devious user of this in their presentation is Ryanair (a European discount carrier). As a former customer I was well aware of the numerous permutations they put you through in an effort to shake some change out of your pockets. If you are unfamiliar, the default on nearly every booking selection is for you to buy something. You have to opt out of darn near everything. Mind you all this is a conscious design decision on their part. They are purposeful in their effort to trick you into buying things you do not need.
While I understand "business is out to make money" Ryanair's tactics seem positively sinister compared with Southwest Air (US-based discount carrier). While Southwest has plenty of extras on offer for you to click on, but at no point do they attempt to hoodwink you into an inadvertent purchase. The two airlines have somewhat different business models with Ryanair being almost completely al la carte. But that hardly excuses the larceny on their website.
This leads to my more fundamental question, have we become so jaded by the web that we are now willing to excuse what would have previously been inexcusable behavior?
Imagine if the behavior of a physical store was the same as their internet site. What if a clerk walked around putting things into your shopping cart based on what you had already selected? Or perhaps added insurance on durable goods without asking first? My suspicion is that you'd be outraged. On the internet, we just seem to accept it. Odd.
Moreover in the "life as the Internet" concept, if the cashier rang up your purchase (including the "staff suggested" items) you are almost incapacitated in your ability to return the purchased goods. Would you stand for the same behavior in a live situation as you do in a web situation? If not, why not? Aren't the situations just different implementations of the same transaction?
Has the web desensitized us to bad behavior? It certainly seems the rules have changed, and for now, many businesses seem to be getting in touch with their inner sociopath. That's reprehensible, but I am even more disgusted at the bleating acquiescence of the masses.
From now on, try to follow a simple rule: If you wouldn't tolerate behavior from a bricks and mortar merchant, don't tolerate it on the Internet. We have a voice, but we must open our mouth if it's going to be heard.
Alphabet Success, your personal step-ladder to success. To buy, click here.
If you want to improve your self-worth stop giving other people the calculator.
Measuring your own value is a very difficult proposition. On one hand you need to hold your own counsel, but a bit too much of that and you'll veer off course into a quagmire of arrogance.
One thing is for sure, if you leave it up to others to give you your value, the "price fluctuations" will make you crazy. Friends and family are awesome, and a very important part of life. But in the end, the person who has to live in your skin is you, not them.
Set your goals and standards, and as long as you make progress toward them, give yourself a cheer. If you veer of course, figure out why without beating yourself into oblivion. The path is never straight, at least in my experience.
Be happy, appreciate both your victories and failures. And remember, if you want to improve your self-worth stop giving other people the calculator.
One thing is for sure, if you leave it up to others to give you your value, the "price fluctuations" will make you crazy. Friends and family are awesome, and a very important part of life. But in the end, the person who has to live in your skin is you, not them.
Set your goals and standards, and as long as you make progress toward them, give yourself a cheer. If you veer of course, figure out why without beating yourself into oblivion. The path is never straight, at least in my experience.
Be happy, appreciate both your victories and failures. And remember, if you want to improve your self-worth stop giving other people the calculator.
April 18, 2014
How'd that book get here?
In the summer of 2000 I was driving to some sales calls. As usual my mind was wandering It came to a sudden halt on the idea of writing a book. The thought of sharing the things that I learned along the way was interesting to me. While I had read and enjoyed many business books in the past, I wanted to do something different.
As I thought about it, the idea was increasingly appealing. However, I felt many "success" books gave you a bunch of information that, while valuable, was not easily remembered. After a bit of thinking I decided to use the alphabet so I could break down the "lessons" into nine acronyms that would make remembering them easier. An idea was born.
Later that day I sat in my office and wrote out the following outline:
ABC - Always Be Committed
DEF - Don't Ever Forget (to say thank you)
GHI - Getting Highly Inspired
JKL - Just Keep Looking
MNO - Make Notes and Observations
PQR - Pursue Quantitative Results
STU - Start Teaching and Understanding
VWX - Value with X-factor
YZ - Yellow Zebra
While the book took over ten years for me to get around to writing, editing and finishing, the alphabetic outline survived. The reason is simple. In the time between then and now, my opinion didn't change. Learning has to be memorable.
Will the book "make" you a success? No. That'd be a silly commitment to make. Will it make you better prepared to succeed? Absolutely. You'll have to put some work into it, but that's true of any approach to improvement. What's more, I think you'll be able to easily recall the essence of every chapter due to the acronym anchor provided for each one.
Now you have the challenge of taking action. Knowing about my book won't make you better, but reading it will. I did my part. Click here to do yours: Buy the book, be better.
As I thought about it, the idea was increasingly appealing. However, I felt many "success" books gave you a bunch of information that, while valuable, was not easily remembered. After a bit of thinking I decided to use the alphabet so I could break down the "lessons" into nine acronyms that would make remembering them easier. An idea was born.
Later that day I sat in my office and wrote out the following outline:
ABC - Always Be Committed
DEF - Don't Ever Forget (to say thank you)
GHI - Getting Highly Inspired
JKL - Just Keep Looking
MNO - Make Notes and Observations
PQR - Pursue Quantitative Results
STU - Start Teaching and Understanding
VWX - Value with X-factor
YZ - Yellow Zebra
While the book took over ten years for me to get around to writing, editing and finishing, the alphabetic outline survived. The reason is simple. In the time between then and now, my opinion didn't change. Learning has to be memorable.
Will the book "make" you a success? No. That'd be a silly commitment to make. Will it make you better prepared to succeed? Absolutely. You'll have to put some work into it, but that's true of any approach to improvement. What's more, I think you'll be able to easily recall the essence of every chapter due to the acronym anchor provided for each one.
Now you have the challenge of taking action. Knowing about my book won't make you better, but reading it will. I did my part. Click here to do yours: Buy the book, be better.
"And then the cat said..."
If your cat told you a story, it would be awesome. It would be a helluva story, and you'd surely remember it. Even if the story was pretty dismal, it would stand out in your mind because it is a story told by a cat.
Meow. I wish I was your cat. Then things I wanted to tell you would be a bit easier since you'd surely be paying attention. But, trapped in my human flesh, I've got to compete with all the other humans that are busy blabbing away. Highly annoying.
In the summer of 2000 I was doing something very un-cat-like: driving to some sales calls. As usual my mind was wandering (perhaps more cat-like). It came to a sudden halt on the idea of writing a book. The thought of teaching the things that I learned along the way was interesting to me. While I had read and enjoyed many business books in the past, I wanted to do something different. (Meow)
As I thought about it, the idea was ever more appealing (this is very cat-like!). However, I felt many "success" books gave you a bunch of information that, while valuable, was not easily remembered. After a bit of thinking I decided to use the alphabet (already a well understood concept) so I could break down the "lessons" into nine acronyms that would make remembering them easier. (Stay with me...meow...)
Later that day I sat in my office and wrote out the following outline:
ABC - Always Be Committed
DEF - Don't Ever Forget (to say thank you)
GHI - Getting Highly Inspired
JKL - Just Keep Looking
MNO - Make Notes and Observations
PQR - Pursue Quantitative Results
STU - Start Teaching and Understanding
VWX - Value with X-factor
YZ - Yellow Zebra
While the book took over ten years for me to get around to writing, editing and finishing, (mostly due to the abundance of cat-naps) the alphabetic outline survived. The reason is simple. In the time between then and now, my opinion didn't change. Learning has to be memorable.
Will the book "make" you a success? No. That'd be a silly commitment to make. Will it make you better prepared to succeed? Absolutely. You'll have to put some work into it, but that's true of any approach to improvement. What's more, I think you'll be able to easily recall the essence of every chapter due to the acronym anchor provided for each one.
Now you have the challenge of taking action. Knowing about my book won't make you better, but reading it will. I did my part. Will you do yours?
(Meow...thus ends my cat-like wisdom)
Meow. I wish I was your cat. Then things I wanted to tell you would be a bit easier since you'd surely be paying attention. But, trapped in my human flesh, I've got to compete with all the other humans that are busy blabbing away. Highly annoying.
In the summer of 2000 I was doing something very un-cat-like: driving to some sales calls. As usual my mind was wandering (perhaps more cat-like). It came to a sudden halt on the idea of writing a book. The thought of teaching the things that I learned along the way was interesting to me. While I had read and enjoyed many business books in the past, I wanted to do something different. (Meow)
As I thought about it, the idea was ever more appealing (this is very cat-like!). However, I felt many "success" books gave you a bunch of information that, while valuable, was not easily remembered. After a bit of thinking I decided to use the alphabet (already a well understood concept) so I could break down the "lessons" into nine acronyms that would make remembering them easier. (Stay with me...meow...)
Later that day I sat in my office and wrote out the following outline:
ABC - Always Be Committed
DEF - Don't Ever Forget (to say thank you)
GHI - Getting Highly Inspired
JKL - Just Keep Looking
MNO - Make Notes and Observations
PQR - Pursue Quantitative Results
STU - Start Teaching and Understanding
VWX - Value with X-factor
YZ - Yellow Zebra
While the book took over ten years for me to get around to writing, editing and finishing, (mostly due to the abundance of cat-naps) the alphabetic outline survived. The reason is simple. In the time between then and now, my opinion didn't change. Learning has to be memorable.
Will the book "make" you a success? No. That'd be a silly commitment to make. Will it make you better prepared to succeed? Absolutely. You'll have to put some work into it, but that's true of any approach to improvement. What's more, I think you'll be able to easily recall the essence of every chapter due to the acronym anchor provided for each one.
Now you have the challenge of taking action. Knowing about my book won't make you better, but reading it will. I did my part. Will you do yours?
(Meow...thus ends my cat-like wisdom)
If you want a new tomorrow, then make new choices today.
It's fun to imagine a bright new tomorrow, but a bit harder to alter today to steer toward that tomorrow. There are so many things we put time into that we find to be "normal". Our friends, our family, our food, our work, the list goes on and on. If today is out of kilter, it usually took a bit of time to reach that state.
My most recent example is food. After quitting smoking a few years ago, I have managed to put on weight like a mother expecting quadruplets. Clearly my exercise is not keeping pace with my fork. In fact, it's not much of a competition. The fork is doing an end zone dance after scoring repeatedly. Choices...
Having been a competitive athlete most of my life (even when I was smoking) this is all a bit new. But I'm determined to make sure it becomes a novel memory, the "tubby era" or something like that.
It won't be wished away. If only, right?
It is going to require some coincident choices be made pronto, like the decision to write this and put some psychological pressure on myself. A start, but the fork also needs to be put under a strict probation, and exercise needs to move to the front of the cue.
The hardest part is breaking all the little routines that have developed to ensure that the plan doesn't become a lining on the bottom of a bird cage. To that end, I'm out the door to exercise (torture myself) at the gym.
It won't be easy, but I can't accept the future looking like the present. So I have to make new choices today in order to change tomorrow.
My most recent example is food. After quitting smoking a few years ago, I have managed to put on weight like a mother expecting quadruplets. Clearly my exercise is not keeping pace with my fork. In fact, it's not much of a competition. The fork is doing an end zone dance after scoring repeatedly. Choices...
Having been a competitive athlete most of my life (even when I was smoking) this is all a bit new. But I'm determined to make sure it becomes a novel memory, the "tubby era" or something like that.
It won't be wished away. If only, right?
It is going to require some coincident choices be made pronto, like the decision to write this and put some psychological pressure on myself. A start, but the fork also needs to be put under a strict probation, and exercise needs to move to the front of the cue.
The hardest part is breaking all the little routines that have developed to ensure that the plan doesn't become a lining on the bottom of a bird cage. To that end, I'm out the door to exercise (torture myself) at the gym.
It won't be easy, but I can't accept the future looking like the present. So I have to make new choices today in order to change tomorrow.
April 14, 2014
Humanity is underrated, but it outperforms.
A few years ago I was at Joe's Stone Crab on Miami Beach. A friend and I were sitting at the bar waiting for a table, as Joe's doesn't take reservations. So we chatted at the noisy bar and had a couple of drinks.
After a while the wait seemed to be a bit too long, even for Joe's which can be a little slow in getting around to seating you. Aside from a few serious Miami players, everybody waits, so it's just part of going there. That said, I decided to ask the maitre d' for an estimate of when our table would be ready.
Once I managed to break through the throngs of people I got the maitre d's attention and we located my name on the list. Upon which he informed me, "I called your name about ten minutes ago." Having no reason to doubt him, I said, "Oh, well I guess I didn't hear you. Do we have to start over? What's the process?" While I didn't want to sit another ninety minutes, there was no point being pushy with someone who deals with pushy people in 15 second intervals.
He looked at me for a second, and then said, "just stand over there" and motioned to the side of the vestibule. We did as instructed. Within seconds we were whisked away by "Bones" who is the a long-time fixture at Joe's. He took us to a nice table, handed us menus, thanked us and departed. The perusal of the menus began.
Within a minute or two our waiter arrived and asked about our drink order. We asked for a couple glasses of white wine as well as some water. A few minutes later the waiter returned with a bottle of white wine. I mentioned we had just wanted a couple of glasses. He then explained that the wine had been sent to us by the maitre d. I was floored. I couldn't imagine why.
After inquiring, Bones returned and explained, "We have people miss the call for their table all the time, and it ends up with an argument and them making a fuss. You were so calm and respectful, we just wanted to say thank you." Wow! It still floors me. What an impression.
Here it is, over ten years later, with over thirty years of patronizing the restaurant and that's still my defining moment at Joe's. Many great dinners, and fun times, but that memory is right at the top of the heap. It's the reason I still go there every time I am back in Miami, and will continue to do so.
The point is that a single gesture, made with such humanity, has incredible power. Joe's is a Miami Beach institution. If I stopped visiting, I don't think there would be a noticeable difference in their revenues. But it is because they have that humanity that the restaurant continues to be "the place" to for anniversaries and birthdays in Miami. Your customers aren't units, they're people. When you relate to them as people, that makes a pretty huge impact.
When you're planning for success, don't forget the simple premise that people matter greatly. In fact, they probably matter much more than many more "sexy" ideas.
Humanity is underrated, but it outperforms.
After a while the wait seemed to be a bit too long, even for Joe's which can be a little slow in getting around to seating you. Aside from a few serious Miami players, everybody waits, so it's just part of going there. That said, I decided to ask the maitre d' for an estimate of when our table would be ready.
Once I managed to break through the throngs of people I got the maitre d's attention and we located my name on the list. Upon which he informed me, "I called your name about ten minutes ago." Having no reason to doubt him, I said, "Oh, well I guess I didn't hear you. Do we have to start over? What's the process?" While I didn't want to sit another ninety minutes, there was no point being pushy with someone who deals with pushy people in 15 second intervals.
He looked at me for a second, and then said, "just stand over there" and motioned to the side of the vestibule. We did as instructed. Within seconds we were whisked away by "Bones" who is the a long-time fixture at Joe's. He took us to a nice table, handed us menus, thanked us and departed. The perusal of the menus began.
Within a minute or two our waiter arrived and asked about our drink order. We asked for a couple glasses of white wine as well as some water. A few minutes later the waiter returned with a bottle of white wine. I mentioned we had just wanted a couple of glasses. He then explained that the wine had been sent to us by the maitre d. I was floored. I couldn't imagine why.
After inquiring, Bones returned and explained, "We have people miss the call for their table all the time, and it ends up with an argument and them making a fuss. You were so calm and respectful, we just wanted to say thank you." Wow! It still floors me. What an impression.
Here it is, over ten years later, with over thirty years of patronizing the restaurant and that's still my defining moment at Joe's. Many great dinners, and fun times, but that memory is right at the top of the heap. It's the reason I still go there every time I am back in Miami, and will continue to do so.
The point is that a single gesture, made with such humanity, has incredible power. Joe's is a Miami Beach institution. If I stopped visiting, I don't think there would be a noticeable difference in their revenues. But it is because they have that humanity that the restaurant continues to be "the place" to for anniversaries and birthdays in Miami. Your customers aren't units, they're people. When you relate to them as people, that makes a pretty huge impact.
When you're planning for success, don't forget the simple premise that people matter greatly. In fact, they probably matter much more than many more "sexy" ideas.
Humanity is underrated, but it outperforms.
April 11, 2014
Inspiration gives you a start, endurance gives you a victory.
We all love an exciting new idea. Something that gets us PUMPED UP! The adrenaline gets flowing, and we're ready for action. This seems like the moment when our future is decided. Well kind of, but not really.
Such moments are not all that rare, and if that were the magic elixir for success, there would be a whole lot more of it happening. If inspired people all went out and remade the world, the place would look much different I suspect.
What happens is people get really fired up, and then most of them calm down and go back to what they were doing before. There are obviously exceptions but, in general, the inertia of life pulls them back into their old pattern of behavior.
There's a second element, which is essential to make inspiration more than a wisp of thinking that passes by, which is endurance. Once inspired, if we begin working toward realizing the idea in our mind, and keep on working toward it relentlessly, then some magic happens. We start moving toward what we had previously only imagined.
I'm not aware of any success stories where inspiration alone did the job. You need a large quantity of endurance to make success out of inspiration. Endurance doesn't make for a great headline or spectator sport. It's the slow grind late at night, throwing out mistakes and trying again and again. Trying over and over to translate inspiration to reality.
That's the nature of success. There is the glory of the idea which makes for compelling copy and a dramatic storyline. The rest of the process can be tedious, boring and at times, heartbreaking. It's not easy to make something new appear in the world. But there are few shortcuts, it's just putting in the time and slogging away until the idea starts to come together.
Like I said: Inspiration gives you a start, endurance gives you a victory.
Such moments are not all that rare, and if that were the magic elixir for success, there would be a whole lot more of it happening. If inspired people all went out and remade the world, the place would look much different I suspect.
What happens is people get really fired up, and then most of them calm down and go back to what they were doing before. There are obviously exceptions but, in general, the inertia of life pulls them back into their old pattern of behavior.
There's a second element, which is essential to make inspiration more than a wisp of thinking that passes by, which is endurance. Once inspired, if we begin working toward realizing the idea in our mind, and keep on working toward it relentlessly, then some magic happens. We start moving toward what we had previously only imagined.
I'm not aware of any success stories where inspiration alone did the job. You need a large quantity of endurance to make success out of inspiration. Endurance doesn't make for a great headline or spectator sport. It's the slow grind late at night, throwing out mistakes and trying again and again. Trying over and over to translate inspiration to reality.
That's the nature of success. There is the glory of the idea which makes for compelling copy and a dramatic storyline. The rest of the process can be tedious, boring and at times, heartbreaking. It's not easy to make something new appear in the world. But there are few shortcuts, it's just putting in the time and slogging away until the idea starts to come together.
Like I said: Inspiration gives you a start, endurance gives you a victory.
April 8, 2014
Don't underestimate the power of being underestimated.
In 1950, in the final round of the World Cup, Uruguay faced the presumed winner Brazil. The Brazilian newspaper O Mundo had printed an early edition on the day of the game with a photograph of Brazil and the caption "These are the world champions". The Brazilian players each had limos with their name on them to escort them away from the game after their victory. A victory that was in the eyes of virtually everyone, a forgone conclusion.
Among those not so convinced were the players of Uruguay. They were enraged by the smug attitude of Brazil to think they could easily take a victory. To frame this, you must imagine one pre-game locker room filled with the Brazilians who were relaxed, awaiting to dispense with their inferior neighbors. In the other locker room were the Uruguayan players with every reason to prove them wrong. All this was unfolding on Brazil's home turf in Rio de Janeiro.
With everyone expecting a victory, including the FIFA organizers who had prepared solely for a Brazilian victory (even preparing medals in advance with Brazilian players names on them), the teams took to the field. At the end of the game, Uruguay had prevailed with a score of 2-1. The had beaten Brazil in their own backyard, against what were considered insurmountable odds. Why? Because they held the power of being underestimated.
Clearly, being underestimated is not, on it's own, enough. But letting your opponent have enjoy the feeling of an advantage is a powerful tactic. Anyone who thinks they have victory before the game begins is taking a huge risk. It leads to both an undue lack of mental preparedness as well as providing the competition with an added incentive to win.
When it comes to talking about the competition in business, life, or sport; let the them do the talking, while you are busy "doing". While they promise the moon, you prepare to deliver it. Let them have a high opinion of themselves. I've even hinted agreement with my competition's hype, if only in words. But when it comes time to "play", hold nothing back.
Let them discover, to their surprise, the power of being underestimated.
Among those not so convinced were the players of Uruguay. They were enraged by the smug attitude of Brazil to think they could easily take a victory. To frame this, you must imagine one pre-game locker room filled with the Brazilians who were relaxed, awaiting to dispense with their inferior neighbors. In the other locker room were the Uruguayan players with every reason to prove them wrong. All this was unfolding on Brazil's home turf in Rio de Janeiro.
With everyone expecting a victory, including the FIFA organizers who had prepared solely for a Brazilian victory (even preparing medals in advance with Brazilian players names on them), the teams took to the field. At the end of the game, Uruguay had prevailed with a score of 2-1. The had beaten Brazil in their own backyard, against what were considered insurmountable odds. Why? Because they held the power of being underestimated.
Clearly, being underestimated is not, on it's own, enough. But letting your opponent have enjoy the feeling of an advantage is a powerful tactic. Anyone who thinks they have victory before the game begins is taking a huge risk. It leads to both an undue lack of mental preparedness as well as providing the competition with an added incentive to win.
When it comes to talking about the competition in business, life, or sport; let the them do the talking, while you are busy "doing". While they promise the moon, you prepare to deliver it. Let them have a high opinion of themselves. I've even hinted agreement with my competition's hype, if only in words. But when it comes time to "play", hold nothing back.
Let them discover, to their surprise, the power of being underestimated.
