Insights | Words For Hire

How to be a Superhero

August 14, 2008 by Karen Swim

Written by Karen D. Swim

I had a funny exchange with RhodesTer (well every exchange with RhodesTer ends in laughter) that started on Twitter and carried on to his blog. As blogs often go, the comments expand the topic and provide additional insight (or laughter!). RhodesTer wrote a tongue in cheek post (Warning, there is a graphic image at the top) about driving blog traffic and the subject matter that gets the google juices flowing. A comment by Kimota (JC) on the post had me falling down laughing and is the inspiration for this post.

Kimota noted that Superhero posts are proven traffic drivers (the Google kind, not the road rage variety). Yet people have been angered when they read a post and it did not tell them how to be a superhero. Seriously, people actually want to know how to be a superhero.

There is clearly a fascination with superheroes. Heck, even I have shamelessly adopted a Wonder Woman persona. The continuing popularity of comic books and recent spate of Superhero films (and remakes, sequels and prequels) provide further validation of this fascination.

Superheroes engage in the classic battle of good versus evil. We want good to win and validate our hope that in the end evil will not triumph. The aliens, villains and otherworldly often represent our own real life battles. Superheroes are good and kind. They help those in need and fight for the underdog. These are admirable qualities worthy of emulation.

Of course no discussion of superheroes would be complete without talking about super powers. Who among us has not fantasized about what it would be like to have a superpower? Super human strength, sight, invisibility, flying, stopping time – all cool stuff that we could use to battle the forces of our day-to-day lives. Imagine the possibilities if you had a super power!

So, how do you become a superhero? Oh yes, it is possible. Superheroes each have a unique gift and calling. Often they are portrayed as the outcasts of society called to a higher purpose. In truth, we are all outcasts, different, unique with our own special purpose. The typical superhero initially struggles with their gift but soon embraces it realizing that the good they can do is greater than their need to fit in with others.

You are a superhero when you tap into the power you already possess. Embrace it with confidence and unleash it upon the world. Go forth and slay dragons, knock out evil and do some good. You can, you know. In today’s world, you can even have superhero gadgets to help you in your quest. You don’t have to save the world to be a superhero but you do have to live an authentic life of purpose. Do you know yours?

Now it’s your turn. Have you identified your superpower? if you could have your choice, what power would you choose?

Wonder Woman image used for idientification purposes in accordance with fair use policy. All DC Comics characters and the distinctive likeness(es) thereof are Trademarks & Copyright © 2007 DC Comics, Inc. ALL RIGHTS RESERVED.

The Baffling Case of the Invisible Client

August 12, 2008 by Karen Swim

Written by Karen D. Swim

The “invisible client” has derailed deals, reset budgets and unraveled the best laid plans. Sales reps, insurance agents, and business people across the land have been brought down by this foe of good faith. So who is this puppet master behind the scenes?

The Invisible Client is the decision maker or power broker that you do not initially see. You are hired by a human being (or group) whom you believe to be your client but in reality there’s another who truly holds the control. The invisible client may be a spouse, administrator or C-level executive. Their power has nothing to do with title or perceived position but their influence on your client or prospect.

Broken Stool I was a licensed Life and Health agent at one point in my career. I was warned early on about the “one-legged sit.” The one-legged sit is an appointment where only one half of a couple is present. The prospect may have insisted that they are the decision maker. However meeting with one half of a couple is a surefire way not to close a sale.

In Corporate a variation of the one-legged sit is common. You work your way through levels of decision makers only to discover that a secretary in a different division has a relationship with your competitor AND the influence to sink your deal.

Sometimes you actually close the deal, and begin the work before the squirrely invisible client makes an appearance. You agree on scope and process with your client. You complete the first phase and the client loves your work. Two days later they come back with a “this is not what we wanted, you stupid dunderhead, you dare to call yourself a professional, change the whole thing” list.

More than a mere nuisance, the invisible client if not managed, can disrupt productivity, schedules, budgets and your ability to do your best work. You can however, unveil the mysterious interloper by using the following tips.

Assume nothing. Don’t assume that the lead person is truly the lead. Probe for information by asking questions such as: Whom beside yourself will be involved in the decision? Can you step me through your internal review process? Let’s review how the process will work. Will I continue working with you or will others be involved? How will this work impact other departments? Would it be helpful for me to speak with them before we move forward?
Listen for clues. The lead client will often provide clues that an invisible client is lurking behind the scenes. I recently worked with a Career Marketing client but the invisible client was his wife. I heard the clues but did not listen to them. While preparing for the process he mentioned his wife several times. “My wife looked over my old resume and told me it was not effective.” “My wife is a CFO who went through this process 3 years ago.” His wife turned out to be a nightmare control freak who almost derailed the project.

Once you uncover the “real client” you can involve them in the process and gain their approval before you begin work. Work to uncover their motivation and then offer solutions accordingly. For example your lead client may be motivated by the bottom line but the invisible client may be relationship oriented. In a joint meeting you will want to present the bottom line but also reinforce longevity of relationships, your follow-up process, team approach, etc.

When the invisble client is revealed after the fact you can can still involve them in the process. In the case with the CFO wife, I suggested a phone meeting with both parties to “maximize her expertise” and walk through the questions. I gave the wife the power she needed, and as a result I was able to continue doing my job without interference.

Finally, if you uncover the invisible client in advance and it’s clear they will be trouble, walk away! Sometimes the best course of action is to hightail it before trouble brews. Better to walk away with grace than to end up in the middle of a nightmare project you wish you had never accepted.

Have you ever had an invisible client? How did you handle the situation?

How Do You Close Your Prospects

The Road to Success is Paved with Giving

January 28, 2008 by Karen Swim

I received my weekly e-newsletter from Jeff Crilley, TV Reporter and in it he writes:

“Whether you are having a Starbucks with a potential client or trying to pitch the media a story, it is important to remember— IT IS NOT ABOUT YOU!

I run into a lot of people who say they are networking. But I have discovered that if you go into any relationship with YOUR goals in the forefront of your mind, you will fail.

Try this the next time you are approaching a member of the media or trying to attract a new client or customer—help them first.”

I could not agree more. I am a huge proponent of AUTHENTICITY in marketing. Authentic according to the dictionary is to be genuine, real, not false or copied. I believe that for your marketing to be authentic you must create real connections with your market. Connections which are only possible when you truly care about their needs and wants.

Are your marketing materials all about YOU? When speaking with potential customers are you more interested in what you can sell them than what they need?

In his newsletter, Jeff quoted one of my favorite Zig Ziglar quotes: “You can have everything in life that you want if you will just help enough other people get what they want.”

Try implementing this simple philosophy into your networking and marketing. I guarantee that if you look for way to help others get what they want your business and life will be richer than ever imagined.

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