Success in 2012: Got MAP – will travel!

“We will open the book. Its pages are blank. We are going to put words on them ourselves. The book is called Opportunity and its first chapter is New Year’s Day.” ~ Edith Lovejoy Pierce

How many of you intend to make more money this year? Raise your hand or say “I do?” Yup – thought so. Great! Now those of you that raised your hands and said yes, how many of you have actually laid out a road map to see how you’re going to get from here to there?

The problem is that our intentions are always to do better, be better, make more money, get a promotion, start a company etc., but rarely does the enthusiasm of the new year last as long as our hangovers. Why? Wishful thinking and idle dreams made up in our heads on a whim or because we think we should do something are no match for commitments coupled with targeted action.

So, how committed are you to creating the success you want and deserve this year? What are you willing to do to make it happen?

Being successful this year is going to take 3 things: great people skills, clear directions, and clarity. And these three items will require impeccable communication and leadership skills. The good news is that those who invest in targeted training and development will create more long-term sustainable results in a much shorter time than they would on their own. The bad news is that those who do not take action to institute change will be in the exact same spot on December 31st as they are today!

So, why would you invest in targeted training and development with a coach?

• If you are stuck in a business model that is not getting the results you want then it is time for a change. It is time to get an outside perspective. I can help you.

• If you want to get you and your team organized, refocused, and recharged for future growth, I can help you.

• If you want to bridge the gap between your goals and actions, I can help you.

• If you want a step-by-step plan tailored to the needs of you and your team, I can help you.

• My clients include CEO’s, business owners, and organizational leaders who are looking for the answer to the question, “How can I get the results I need NOW?” I have proven strategies and tools that I can teach you to get the results immediately and improve your bottom line. But YOU must be willing to change.

January 1st, 2012 opened a new book, and that new book is called Opportunity. As the above quote says, the pages are blank. You are the author. What will your book say about you and your business at year’s end? Will it say that you had a plan, took action, got the support you needed, and had the best year ever? Or will the book still be empty? It’s up to you.

Here is the bottom line: if your goal is to make more money and create the success you want and deserve, you must have a road map and plan of action to that success. But you won’t get anywhere if you don’t have a map. If you don’t know where to start, call me. I know I can help.

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© 2012 Cookie Tuminello – Success Source, LLC

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Cookie Tuminello, THE Team Builder of the South, has been empowering teams and igniting productivity since 1999. Learn more about how Cookie empowers CEO’s, managers, business owners, and team members in her FREE Report “50 Ways To Go From Overwhelmed to Empowered” and receive monthly Success Tips at www.CookieTuminello.com.

WANT TO SEE MORE ARTICLES LIKE THIS ONE? See the Free Resources Page on Cookie’s Web Site

Passion Is Everything! Or What Would Steve Jobs Do?

“Being the richest man in the cemetery doesn’t matter to me. Going to bed at night saying, I’ve done something wonderful. That’s what matters.” – Steve Jobs

What came up for me as I listened to the interview was how many times I had settled, allowed fear to keep me stuck, and didn’t reach my goal because I was afraid to think big and dream big. People come to me everyday who are living life drifting along accepting the status quo, only to finally wake up and realize they could have had more if they’d only taken action earlier to act upon their dreams.  I have come to realize that life is meant to be lived with passion and purpose, think bigger and bolder about myself, and help others do the same. The universe will test you to see if you are serious. Be aware.

1.   Never Settle. Do what you love no matter what it is. Passion is everything. How many of you live your lives at half mast, settling for less than what you want because you think that is all there is so you’d better take it? Or you were afraid that you might fail.

2.   Put a dent in the universe with big, bold clear visions. Follow your heart. You will never know what you can achieve until step out. There was no doubt where Steve wanted to go and what his visions were. What about you? Are your visions clear?

3.   Say No to 1,000 things. Focus. Simplicity. Reduce clutter in your mind and in your actions. It’s real easy to get blindsided by the bright shiny objects that take us away from what we truly want. Steve took his vision of 100 products down to 10 so that he could focus and achieve the results he wanted. He also decided that his daily uniform was going to be a black turtleneck and blue jeans so he didn’t have to think about what he’d wear that day.

4.   Kick start your brain.Always keep an inquiring mind. You have to keep asking different questions to get different results than you have been getting. Surround yourself with out of the box thinkers.

5.   Sell dreams, not products. Innovation is key. People don’t buy products: they buy the experience of what that product is going to do for them and how they are going to feel once they have it. Are you selling your clients dreams or products?

6.   Create insanely great experiences.When Steve opened his first Apple Store, there were no sales clerks. There were Concierges to answer questions and there was a bar in the back of the store, not a liquor bar but a genius bar so that you could see and experience the result of having an Apple product.

7.   Master the message. Your success is directly related to how well you communicate your message. You can have the best product in the world, the most up to date information, but if you can’t communicate that experience to another person in a way that they can see themselves living it, you are dead in the water.

So, the next time you find yourself settling for less, stuck, following someone else’s dreams, giving up, resigned, ask yourself, what would Steve Jobs do? And then go do it.

And if you haven’t already got a copy of my book, Climbing The Ladder of Success In High Heels – Without Stepping On Your Values to jumpstart your heart and get you moving in the right direction, click here to purchase today!

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© 2011 Cookie Tuminello – Success Source, LLC

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Cookie Tuminello, THE Team Builder of the South, has been empowering teams and igniting productivity since 1999. Learn more about how Cookie empowers CEO’s, managers, business owners, and team members in her FREE Report “50 Ways To Go From Overwhelmed to Empowered” and receive monthly Success Tips at www.CookieTuminello.com.

WANT TO SEE MORE ARTICLES LIKE THIS ONE? See the Free Resources Page on Cookie’s Web Site

When is “Enough” Enough?

“A bar of iron costs $5, made into horseshoes its worth is $12, made into needles its worth is $3500, made into balance springs for watches, its worth is $300,000. Your own value is determined also by what you are able to make of yourself.” ~ Wayne Dyer

Last week I had the good fortune to attend a writing seminar presented by Michelle Prince and John Di Lemme.

As I mentioned above in my personal note, I’ve been hard at work writing my first book, so I knew I’d get some great tips and tools from the presenters and I wasn’t disappointed. One of the best “food for thought” questions they asked us was “When is ‘enough’ enough?” Much to my surprise this one really made me stop and question my own work and worth, and here’s what I discovered.

I’d been suffering a few pangs of the “What if…” syndrome concerning the writing of my book. You know, the “What if they don’t like it? How do I know for sure if people will get everything I want to teach them from the words I’ve put down on the page?” Well, after hearing that simple question, I realized that my old friends, fear and second-guessing were about to eat my lunch. Don’t you just hate it when that happens?  No way was I going down that dead end street. Talk about a wake-up Alice moment!

I decided to stop and really think about when “enough” is enough, especially in regards to my book. I realized I could keep writing, rewriting, editing, chopping, cutting and heaven knows what else, or I could just stop and realize that it’s more than “enough” for me as it is right now. While I know that Ernest Hemingway rewrote the ending to Farewell to Arms (or at least the very last page) 39 times before he was satisfied enough to send the book to publication, I don’t want to spend the next year of my life caught up in the game of trying to be all things to all people through my book. I just want the reader to enjoy, savor, and learn practical lessons so they can create the success they want and not lose their sanity in the process.

After I returned home from the seminar, I turned on my computer, opened up the final draft of my book, and made up my mind right there on the spot to go through it only one more time and make minor changes as needed. I’ve covered all the crucial material, shared my insights and learning, inserted all the “AHA” moments, and conveyed every message I wanted to share with my reader for now. It was done and I pressed the ‘Send’ button.

So, to answer that question, when is “enough” enough? When YOU say it is!

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Cookie Tuminello is an unconventional, take charge, savvy and successful leadership and team building coach. She is the CEO of Success Source LLC, which she founded in 1999. For more information on Cookie and her programs visit www.CookieTuminello.com.

Sometimes We Quit Too Soon…

“The dictionary is the only place that success comes before work.” – Anonymous

It is real easy to get sucked into an overnight success story. But what you don’t read right away is that it took that person a lot of years and a lot of hard work to get to that place. We live in what I call the McDonald’s Society. We want it quick, easy, and good. However, what happens is that we become very impatient with our quest for success and we give up way too soon.

Let me give you an example. In an effort to get healthier and gain muscular strength, I joined a local Pilates Performer club. OMG! Talk about a workout, but I absolutely love it. The whole premise behind the class is doing the exercises very, very slowly to get the maximum results. My instructor, Jessica, who is just a sweetheart and excellent teacher, favorite words are ‘Creep it, creep it. Tell those stomach muscles to do their job and don’t quit.’ Now I know you have an 8” x10” glossy mental picture of me sweating, straining, and trembling to keep going and not give up. Believe me, in the early learning stages it’s not a pretty picture, but I persevere.

Whether it is in Pilates or in life, intentionality is very important to your success. The intention behind going slow is that you concentrate on doing the exercise the right way to get the maximum results out of your efforts. In addition, you also find out what actions work and what actions don’t work for you, hence you reach your goals faster.

Who would have thought that a success lesson would come from a Pilates class? Every time the instructor says those words ‘don’t quit’ it reminds me of how many times I have become impatient or given up because I wanted results right now. Whether it is in your business or your life, the same principles apply. In order to reach your goals, you must remember three things: patience, consistency, and commitment.

PATIENCE – Since patience has never been one of my strong suits, this is one that I continue to work on. The thing that you have to remember is that you didn’t get that way overnight and you’re not going to change it over night. Stay the course.

CONSISTENCY – Whether it is a personal or a professional goal, you can’t just do something once and expect it to magically transform you. You’ve got to keep working those muscles, whether it is a mental confidence muscle or a stomach muscle.

COMMITMENT – The right mindset is everything. The key to success is to keep your vision of what you want in front of you at all times. It must be your goal, not something you think you should do because everybody else is doing it.

Success comes to those who are willing to work for it, however long it takes. If it is worth having, it’s worth working for.

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Cookie Tuminello is an unconventional, take charge, savvy and successful leadership and team building coach. She is the CEO of Success Source LLC, which she founded in 1999. For more information on Cookie and her programs visit www.CookieTuminello.com.

Careful… Your Professional Etiquette Is Showing!

“The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw

There’s so much buzz going around these days on developing the proper ‘netiquette’ when posting on the worldwide web that I wonder if we’ve overlooked the workplace where real professional etiquette is in danger of going the way of the dinosaur.

Professional etiquette isn’t solely what type of clothing you wear to the office although I do think that it is a very important factor. A favorite saying from my friend, Debbey Ryan, the Queen of Networking is, ‘Dress for the job you want, not the job you have.’

In this past month alone, I have had several requests for coaching and guest speaking on this very topic. Some professionals don’t have a clear cut vision of how they’re supposed to act or communicate with co-workers, clients, and team leaders. They struggle with unreal expectations and workloads. And to add to the confusion, we now have 4 generations of folks in the workplace.

Most of them are suffering from severe communication breakdowns due to the fact that the majority of communication is being conducted via email and that, my friends, leaves a lot of room for misinterpretations to occur between the lines.

While I think that the internet is the greatest thing since sliced bread, I also think it is one of the most abused areas of professional etiquette. While it may be faster, it is not always the best. That is why it is very important to be very clear about what it is you want to say and how you want to say it before you say it.

Here are 5 simple rules that I think will calm some of the chaos and confusion in the workplace:

Rule #1: Be respectful.

If your message is very important, deliver it in person, or at the least via the phone. Do NOT rely on emails or text messages to inform others of crucial pieces of information or worse yet, reprimand them about something they did or did not do, because I can guarantee you that at some point electronic messages will either become lost or be misinterpreted.

Rule #2: Set Boundaries.

If you’re not getting your work done during the day then take a look at where your time is going. Yes, I know that this may go against the idea of having an ‘open door’ policy, but that phrase doesn’t mean that people should be able to waltz into your office any time they like. By setting Open Office Hours (Follow Up/Questions/Meetings) and Closed Office Hours (Email/Phone Calls/Paperwork) you will find that you will be both productive and creative.

Rule #3: Learn how to present powerful ideas and handle difficult conversations.

If you’re due for a salary increase and it doesn’t happen, don’t sit and stew about it for weeks on end until you’ve worked yourself up into a towering inferno of suppressed anger. Schedule (there’s that word again!) some time to talk to your supervisor and go to the meeting with a clear-cut action plan. And stick to it! Many times we are so angry because we believe that our needs are being overlooked that we fail to maintain our objectivity when discussing our expectations with our boss. Face the issue head on and be ready to justify why you believe you are definitely due for that raise or promotion.

Rule #4: Bypass the office gossip mill.

Water cooler chit chat is always going to happen, but you don’t have to be a part of it. If you have a disagreement with someone, have a conversation with that person to clean it up. Remember that the person you cut down with harsh words or make fun of today could very well become your boss tomorrow! Nothing good ever comes out of idle gossip unless your employed by the leading supermarket tabloid publication.

Rule #5: Find a mentor to inspire you.

Charles Caleb Colton once said that “Imitation is the sincerest form of flattery” and he was right! If you want to be a great manager or team leader, then observe how your favorite one acts, dresses, and behaves in general. I’m not suggesting that you literally stalk them at work; just take note of how they conduct themselves and try to incorporate their positive actions into your own business demeanor. Ask this person if they would consider becoming your mentor. Believe it or not, most people are flattered when asked this question and usually say yes to the request.

If you follow these 5 simple rules to effectively communicating with your team, leaders, and/or managers, I can guarantee you that you’ll have less confusion, more productivity, and see better results in your relationships and endeavors.

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© 2011 Cookie Tuminello – Success Source, LLC

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Cookie Tuminello, THE Team Builder of the South, has been empowering teams and igniting productivity since 1999. Learn more about how Cookie empowers CEO’s, managers, business owners, and team members in her FREE Report “50 Ways To Go From Overwhelmed to Empowered” and receive monthly Success Tips at www.CookieTuminello.com.

WANT TO SEE MORE ARTICLES LIKE THIS ONE? See the Free Resources Page on Cookie’s Web Site

Your Attitude Determines Your Altitude

“Ability is what you’re capable of doing. Motivation determines what you do. Attitude determines how well you do it.” – Lou Holtz

This month I want to share with you a story about how you can get totally derailed when you least expect it, but how keeping a positive attitude can overcome any obstacle.

A couple of years ago, I was planning to go to a Business Marketing and Mindset Conference and had been eagerly anticipating it for over 8 months. Two days before I was to leave, I found out that I needed knee surgery. To top it all off, my doctor told me it needed to be done as soon as possible.

Of course, he wanted me to cancel my attendance at the conference due to the fact that I could not walk or stand too long. I won’t go into all the blah, blah details, but I went home and cancelled everything to have the surgery and after rethinking this dilemma, had my assistant uncancel them.

Here’s the deal. Sometimes when crisis or breakdowns occur, we react as opposed to responding.

This is what happened to me. I knew that it was important for me to be at that conference for myself and my business. Plus I wasn’t willing to give up my plan and wait another year until the next class. Once I made the decision to be there, the HOW showed up for me. I can hear you all saying, ‘Is she crazy?’ Some would say yes, but I prefer not to think I am.

However, I had faith that I could go to this conference and take care of myself at the same time. I asked for support at the airport, kept my knee propped up during class, and did not walk unnecessarily. And guess what? It worked out fine. I learned a lot, had fun, and met some fabulous, creative entrepreneurs from all over the country.

If you are in the process of growing your business, the most important component of your success, next to the products you offer, is your attitude. And yes, I know you know this, but what kind of attitude are you using?

Sometimes that little negative critic, ego, or whatever you call the pest in your head, can be negatively relentless, especially when you are stepping out of that cushy, comfort zone.

One of the obstacles my clients come to me with is that they know what to do, but can’t seem to get past the ‘Yeah, But’s’ to take action.

Here are three steps that will help you move through the ‘Yeah, But’s’ and the negative stuff that keeps you procrastinating and not trusting yourself:

1. Get clear about what you want and where you are going in your business. Write it down on paper. If you’re not sure, make a list of what you don’t want in your business. That way you’re not out there spinning your wheels and wasting your money.
2. Become aware of the fears that are keeping you stuck. Remember one of the many definitions of fear is false expectations appearing real. Write down what those fears are. Could it be that you’re afraid of failing? Could it be that you believe you’re not smart enough? Or could you even be afraid of success? Awareness and consciousness helps you work through them and determine whether they are real or perceived.
3. Get rid of excuses and playing the blame game. You are accountable for your life and what you want in it. And unless you’re Shirley MacLaine, you only get one life. This is not a practice run. You can go to your grave with lots of regrets and missed opportunities or you can go fulfilled and complete. It is your choice!

What I know for sure is that if you want different results in the future, you must be willing to change the attitude, beliefs, and fears that are holding you back NOW so that you can grab all that gusto that is waiting for you.

Who knows how high you’re capable of soaring?

If you need help keeping your mindset and attitude positive, give me a call or drop me an email to set up an appointment to chat.

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© 2011 Cookie Tuminello – Success Source, LLC

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Cookie Tuminello, THE Team Builder of the South, has been empowering teams and igniting productivity since 1999. Learn more about how Cookie empowers CEO’s, managers, business owners, and team members in her FREE Report “50 Ways To Go From Overwhelmed to Empowered” and receive monthly Success Tips at www.CookieTuminello.com.

WANT TO SEE MORE ARTICLES LIKE THIS ONE? See the Free Resources Page on Cookie’s Web Site

The Year 2011: Commitments vs. Confusion

“In beginner’s mind there are many possibilities, in expert’s mind there are few.”- Suzuki Roshi

By now, most of you are coming out of the Christmas Cheer Coma and are back at work scratching your head and saying to yourselves, “Whew!” Now what?” Your doors are open, your butt’s in the chair, but you’re not too sure where you want to go yet.

And of course, with the New Year comes our infamous New Year’s Resolutions. You know the ones like, “I’m going to get healthy. I’m going to make a million dollars,” and so on. Unfortunately, the problem with most resolutions is that they don’t last as long as the hangovers. Why is that? I have learned that most resolutions are about what you think you should or should not do as opposed to what you choose to do, whereas making a commitment to change is a whole different ball game. Commitment is making a conscious choice to do something with your whole being. That type of commitment comes from your core, not your ‘Guilt Gremlin.’ If you do take this route, ultimately you don’t end up shooting yourself in the foot as often.

There is a quote by Suzuki Roshi that says, “In the beginner’s mind there are many possibilities, but in the expert’s mind there are few.”

If you are going to be about making changes this year, then tack this quote to your forehead. The idea of beginner’s mind is to empty your mind of old ideas and old beliefs that can keep you stuck so that you can be open and ready for new possibilities that will take where you want to go.

You can’t determine where you’re going in your business or your life unless you determine where you have been. And you can’t get there asking the same questions you asked last year. You need a fresh perspective. You have to do a little excavating. New Year + New Goals + New Questions + New Actions = Results and Success.

Here are 4 questions to ponder to get you started and pointed in the right direction for the new year. This is not a test but you may want to take out a note pad and pen and jot down your answers.

1. What were my accomplishments last year? Write them all down so you don’t forget them.
2. What worked and what didn’t work in last year’s plan? Be honest with yourself.
3. What are you going to have to do differently (action steps) in 2011 to take you to your next level of success?
4. What kind of support are you going to need to reach your goals?

Keep in mind, the only thing that changed on January 1st was the date. Now you have to decide if it will be a year full of opportunities and possibilities, or just more of the same old same old for the next 364 days. If you like what you are doing and don’t want to change, keep doing what you are doing. However, if you don’t like the way your business/career or life has been going, now is the time to make some changes to get it right.

The key is to get clear about what you want to change and your goals for getting there. And most importantly, enlist the support you need to get there. It really does help to have an outside perspective. Accountability is a key ingredient to attaining your goals and making sure you reach your next level of success.

And if you’re wanting to make 2011 your best year ever, give me a call or drop me an email and I will help you get there with less stress and more success.

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© 2011 Cookie Tuminello – Success Source, LLC

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Cookie Tuminello, THE Team Builder of the South, has been empowering teams and igniting productivity since 1999. Learn more about how Cookie empowers CEO’s, managers, business owners, and team members in her FREE Report “50 Ways To Go From Overwhelmed to Empowered” and receive monthly Success Tips at www.CookieTuminello.com.

WANT TO SEE MORE ARTICLES LIKE THIS ONE? See the Free Resources Page on Cookie’s Web Site

When You Throw Dirt, You Lose Ground

“When you throw dirt, you lose ground.” – Texas Proverb

I feel as if all I’m hearing lately is people talking about the upcoming election and how every candidate seems to be slinging more mud than you’d find at a rodeo. Plus one of the biggest complaints I’m getting from the business owners I’ve been speaking and coaching with is the lack of accountability, responsibility, and drama among staff that gets in the way of productivity and effectiveness. What’s going on here people? It’s time to clean up this dirt and get back on track.

Nothing tears down relationships, teamwork, effectiveness, and productivity like the office rumor mill and gossip. Some refer to this as water cooler chit chat. There are certain type individuals that will go straight to the source to handle a breakdown, and then there are others who will complain and whine to everyone but the person they have a grievance with.

The problem is not that these breakdowns occur, the problem is that they don’t get handled when they come up. This ultimately causes a disconnect in the relationships – it’s as if there is a big white elephant in the room that nobody wants to talk about. This causes everyone else to walk on egg shells trying to avoid the mine fields so to speak. The result of this behavior tears down trust, integrity, confidence, productivity, and positive communication.

What can you do to abate these breakdowns and create what I call a ‘blame free’ environment in which everyone thrives and succeeds?

First of all, let me explain what a blame free environment is. The name says it all. It literally means blame free. The environment is solution focused not problem focused. It means there are no victims, only victories. The focus is on the mission and intentions of the group, not on being right. It’s about building trust, confidence, and open communication within the group so that they are able to handle these breakdowns when they come up and move on.

How do you achieve this blame free environment? It starts at the top with the leader of the group. Let’s face it: you have to role model what it is that you want to create among your team.

I believe that by giving your team the tools to handle these breakdowns, you can create a blame free environment that begets feedback, openness, trust, and skills to handle these breakdowns when they occur and in some cases prevent them from happening altogether.

Here are 3 steps to creating a blame free environment:

1. INTEGRITY. This has to start at the top of the food chain. One of the best definitions I found of this powerful word is ‘Integrity is the alignment of actions, values, methods, measures, principles, expectations, and outcomes.’ Great leadership is a skill that is often ‘shown’ more than ‘told.’ How you as a team leader behave is key to getting others to follow your lead. Don’t expect your team members to be on time for work if you, as their boss, routinely come dragging in late for work.
2. BUILDING TRUST. The whole team supports each other and is committed to one goal – the success of their mission. You tell the truth, come from integrity, and do what you say you are going to do. And if you can’t honor your commitment, you acknowledge it to the other party or you have a conversation to clean it up so that you can move on. It’s about creating win-win relationships.
3. COMMUNICATION. Learn how to handle breakdowns when they come up and not let them hang on for too long. Remember the saying, one bad apple can ruin a whole bushel? Well, that holds true for teams. You must always keep in mind that the intention is always to be solution oriented. It’s not about who did it but what is best for the team and overall goals of the group. You can be right or you can be happy and successful. The choice is yours.

And if you need a fresh perspective and a partner to help get you and your team back on track, take advantage of my Complimentary Business Strategy Session. Contact me at Cookie@CookieTuminello.com.

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© 2010 Cookie Tuminello – Success Source, LLC

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Cookie Tuminello, THE Team Builder of the South, has been empowering teams and igniting productivity since 1999. Learn more about how Cookie empowers CEO’s, managers, business owners, and team members in her FREE Report “50 Ways To Go From Overwhelmed to Empowered” and receive monthly Success Tips at www.CookieTuminello.com.

WANT TO SEE MORE ARTICLES LIKE THIS ONE? See the Free Resources Page on Cookie’s Web Site

Getting Back to Business Basics

“Tell me and I forget; show me and I remember; involve me and I understand.” – Anonymous

For the past two years I’ve noticed that there’s been a shift in the way consumers want to interact with businesses. The ‘slap ‘em on the back’ semi-patronizing approach to selling isn’t cutting it anymore. Today’s consumer is way too savvy to be snowed under by fake smiles, insincerity, and they don’t like to feel that they’re simply a number in your bottom line.

So, how do you build relationships with new clients?

By getting back to business basics.

Let me give you an example of what I mean by that statement. Do you remember going to the local grocery store with your parents back when you were a child? The man behind the counter at the meat section always seemed to know your mother’s (or father’s) name, and that they always wanted a sirloin roast, around 5 pounds, every second Friday. Or the operator of the corner bakery always knew that your mother didn’t like her bread pre-sliced – she wanted it left intact so she could cut it later at home. In that era, you knew that your patronage was valued – YOU mattered to the owner and they took concrete steps to ensure that you kept doing business with them.

People don’t do business with the ‘name’ on the door. They do business with YOU – another live, human being, and to succeed you need to incorporate “R & R” – respect & responsibility, into your interactions with others. Your own core values need to come across clearly in every aspect of your business, whether it is from the moment you pick up the phone and say “Hello! This is Cookie speaking. How can I help you today?” to ensuring that when you make promises to the customer, you deliver on time, every time. They care whether their needs are being met and that they can trust you to give them the best bang for their hard-earned buck.

Which leads me to ask you this question: Are your actions matching your values?

Here are what I believe to be the 3 key elements to running a successful and service-based business:

1. Honesty. As a consumer yourself, I know you want to deal with people who are up front about their product/service. Are you doing the same with your clients? Do you tell them exactly what you are capable of bringing to the table, or do you ‘snow’ them with empty promises that you know you won’t be able to deliver on? Yes, sometimes being totally honest means you may have to let a potential client go elsewhere, but I can guarantee you that they’ll remember you for being upfront and honest with them. And guess what? Perhaps when they do have a need for what you provide, they’ll remember YOUR name because you told them the truth. Period.
2. Trust. Have you ever walked away from doing business with a company simply because you had a gut feeling that you couldn’t trust a word they were saying? I know I have because I can’t do business with someone I don’t feel comfortable with. It is inconsistent with my core values. Fostering trust is a huge plus in my books. Do you ‘walk your talk’ or are you full of hot air? Bluffing your way through a sales pitch is a dead giveaway that you don’t trust your own product/service enough to look people in the eye and be able to sell yourself and product convincingly. If you don’t have your client’s trust, they’ll move on to someone who they can work with without worrying they’re being taken advantage of.
3. Value. Do you really appreciate your clients and for that matter, members of your own team? If so, do you tell them how pleased you are that they’re doing business with you? When was the last time you sat your team down and told them that without their contribution to your business, the company wouldn’t be as flourishing as it is today? How often have you genuinely thanked your clients for being part of your success? Better yet, when was the last time you asked your clients how you can serve them better? Two simple words used often and sincerely can go a long way to establishing your reputation as someone worthy of conducting business with, and those two words are “Thank you.”  Say them often and mean it!

If you follow these three small steps and incorporate them into your everyday business life, I can guarantee you that your customers will remain loyal to your business and you.

And true loyalty is priceless.

And if you need a fresh perspective and a partner to help you get back to basics and an action plan for 2011 and beyond, take advantage of my Complimentary Business Strategy Session. Cookie@CookieTuminello.com.

You CAN Teach An ‘Old Dog’ New Tricks!

“Any change, even a change for the better, is always accompanied by drawbacks and discomforts.” – Arnold Bennett

One of the biggest issues which have been cropping up consistently with my clients lately is that of accepting and even embracing change. Even when they know that the converting over to a new way of doing things will eventually in the long run save them time and money to say nothing of alleviating stress in their lives, they continue to kick and scream every inch of the way.

I believe the first thing you need to do in order to embrace change gracefully is to find out why you’re experiencing such an adverse reaction to this new request. For example, are you afraid of failure? Having a hard time trusting yourself to go through with the process, as in “Why bother? Nothing ever changes.” These conditions are all due to issues of low self-esteem, lack of self-confidence, and resignation which you’ll need to work on at some point, but let’s take a look at the bigger picture here of why you’re fighting this change so hard.

At what point in your life did you become so entrenched in the ‘But that’s the way we’ve always done it’ dumpster? I know there are a lot of people who subscribe to the “If it ain’t broke, don’t fix it” choir, but that saying has one major flaw in it: what IF it can be improved by making a few changes? Should you just sit blindly by and do nothing because you’re afraid of the work you’ll need to do to modify something? No way!

Here’s the thing about change. With change comes confusion, uncertainty, chaos, and not having all the answers. And not having all the answers is the thing that really rocks our boat. Because when we have all the answers, we can deal with those changes and it feels safe. Ah, but herein lies the kicker….there’s no room for growth there and you succumb to mediocrity and ultimately fade into the woodwork so to speak.

Change is the very thing that adds spice to our everyday life. Picture this: if you ate one kind of cereal every morning for 40 years, don’t you think you’d be a little bit tired of eating it at around day 14,610? (By the way, that number includes an extra 10 days for Leap years.) I’m pretty sure you just nodded your head yes at that one, right?

Change is the determining factor between having a thriving and bountiful life and business, or one that is merely existing and taking up space on the planet. Yes, change is hard to adapt to, and yes, it’s uncomfortable when you’re going through it – most of the best things in life do cause us some twinges of pain – but you need to realize that the immediate discomfort will soon pass.

So, the next time you’re faced with any type of change, ask yourself these two questions:

1. What will the end result look like once I embrace this change and reach the goa lpost?
2. If I do this now, what added benefits will it bring to my overall life?

We’re talking ‘big picture’ here folks. Think bigger – you just might like it!

And if you are still having trouble making the leap and would like to insure your success, drop me an email to schedule a FREE Get Acquainted Session at Cookie@CookieTuminello.com.

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© 2010 Cookie Tuminello – Success Source, LLC

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