Time to Have A Life

March 20, 2011 at 11:28 am | Posted in Adrian Miller Sales Training, entrepreneurship, sales, small business | 2 Comments

Like lots of folks I work very hard, often putting in 12-15 hour days. I do my work with energy, enthusiasm and passion and I must admit that sometimes I even find it difficult to disconnect.

I also have a family. A book club group. A gym membership. A love of movies, travel, music, friends and photography and time to indulge in each.

Yep, I have a life.

So why is it when I am pecking away at my laptop on a Sunday or emailing at 10PM I am often “accused” of not having a life or of not having a good work-life “balance”.

For me, I feel totally in balance. I don’t whine and moan about the time at my computer, nor do I feel unhappy when I “check in” while on vacation.

Both of these facets of my life seem to work in sync and I don’t find myself engaged in one pursuit while wishing that I was doing something else. In combination they all serve to keep me energized and happy; removing one or some feels like there would be a void.

If anything I merely wish for more hours in the day to do more of what I am doing. I don’t wish for more hours to solely spend with my kids or at the gym or even on vacation, or more hours at my desk or in work pursuits. If possible I would want to divvy up those additional hours and spread them around. But we all get the same 24 hours, no more, no less. How you choose to use them is up to you.

It’s all fine thank you very much. This is my life.


Client Bullying

March 17, 2011 at 8:02 pm | Posted in Adrian Miller Sales Training, Adrian's Network, entrepreneurship, sales | 1 Comment

There’s been a lot of attention paid to the problem of bullying and, of course, most of the focus has been on children and teenagers.

We’ve heard the stories and experience outrage and bewilderment as to how and why this situation keeps occurring, and seemingly with more and more frequency. Parents and non-parents alike can feel the pain of the families going through this highly stressful experience.

But I’m going to address a different type of bullying. I don’t mean to compare them at all or imply that they are equal in the amount of pain and suffering that results from the bullying actions.

The bullying that I am referring to lies at the hands of “clients”.

Yes, client bullying.

It seems that this situation is also a bit more prevalent these days. The recession has caused pain, and clients are looking for ways to decrease their expenses and get the same services or products for less money.

They’re looking (or threatening to look) for the low cost provider, even when the client-service provider relationship has been good and the deliverables stellar.

And yes, they are asking, no demanding, that payment terms be extended.

This type of bullying wreaks havoc on small businesses, heck, most businesses who are trying to stay afloat themselves.

But when the client’s back is to the wall, they become the schoolyard bully and no amount of intervention really helps.

So, do you put up with it and potentially wind up losing money on the work that you execute? Or do you attempt to negotiate and find a middle ground AND if that doesn’t work, do you take your ball and exit the schoolyard leaving the bullies to find someone else to pick on.

Sometimes it is difficult to know what to do.

(Note: during the last 18-24 mos I have known many businesses knuckle under to the demands of the client bully. They are not happy BUT they have retained the business and some amount of positive cash flow.)

To Disconnect Or Not? An Entrepreneur Ruminates on Her Upcoming Vacation

March 7, 2011 at 9:39 am | Posted in Adrian Miller Sales Training, entrepreneurship, holiday | 1 Comment

Ok then, I’m not going fishing but I am going on vacation and with that comes the giddy thoughts of languid days spent indulging in pursuits best suited for a warm weather break (sitting in a beach chair with a book and drink in hand, leisurely strolls down streets dotted with palm trees and eating long meals late at night with umbrella drinks at the ready). And wow, am I ready.

It’s been a particularly busy time and while I’m certainly not complaining…and who would after the dearth of new business last year….I’m happy for the break.

But here’s where it gets a bit complicated. My laptop stays in the office but my iPhone stays with me and pretty much everything that I need to do….make that “want to do” like checking email and staying on the grid, I can do with my phone.

Many folks like to totally disconnect when on their break but not me. I don’t feel burdened by checking in; in fact, doing so helps minimize my potential stress and anxiety about having to deal with the many hundreds or even thousands of emails that would await me if I did not keep up with them.

It’s all about options after all; what works for you might not work for another.

And so I’ll check in occasionally, deal with the few things that must be attended to right away, delete a lot of the “unnecessary” emails and spend the majority of the time in the pursuits described here.

What about you? Do you disconnect totally or, like me, tip toe into the work pool just a wee bit even when you are away?

Fast. Faster. Fastest.

March 1, 2011 at 2:17 pm | Posted in Adrian Miller Sales Training, entrepreneurship, New York Sales Trainer, sales, Sales Training, The Blatant Truth: 50 Ways to Sales Success | Leave a comment

How fast are you? No really, how fast are you?

3G. 4G. It’s all about fast. So…how fast are you?

And here’s why it matters. How fast you are might just determine if you get the business…or not!

It’s simple:

1. Return all calls and emails in a timely manner. Timely means different things to different people but in our hyper fast Internet age, same day response is strongly advised. (Within a few hours would be even better!)

2. Use your “away message” when you are unable to respond quickly. People make assumptions that you are either too busy or not interested in their business and they will go elsewhere.

3. Be proactive and if you know that you are going to go “off the grid” for an extended period of time reach out and tell your clients and prospects. By keeping them apprised you are demonstrating that they are important to you.

In this wired era it is impossible to be out of touch. Smartphones enable us to be just a call, text or email away and our clients and prospects expect it.

Of course you can, and should, disconnect at times. It’s important to carve out space and disengage but make certain to take the proper steps before you do so.

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