Looking for a big personal brand boost? Join me at UCLAx Personal Branding Boot Camp this weekend! bit.ly/1NFpKHQ
A big “aha!” moment for my campers is seeing how out of control they really are, when it comes to creating their reputations. In fact, many of them spend the majority of each day, in fact their lives, working on other people’s priorities and goals. Hence, they are a reflection of others, and not authentically projecting who they really are.
Perhaps it has occurred to you, that you are not the center of your own work and life.
Unless you stop and reframe the purpose of each action and interaction so it’s in your interest: work defines you – and not the other way around. Instead of working a plan that creates the life you want, you may be relying on your wits and reflexes to manage large and small things, including the people around you.
Surprisingly, the foundation of creating the life you want is simply engaging in a new habit, but one that is very tough to acquire. Nobody around you wants you to do this. Everyone is counting on your being a passive actor, helping them move forward.
So this new habit requires you have both grit and desire. The habit is to be outcome-minded.
Before any action or interaction, get a clear, ideal outcome for yourself. Connect what you are about to do (and how you are going to do it) with what you want for yourself and your relationships in the long term.
For example, for every important person in your life – and those you would like to meet – you need a relationship outcome and a map of your interactions. What is it you want from this person? The next step is to plan what you’ll achieve in each interaction so you reach your ideal outcome. Of course, each stage or interaction will have a specific goal.
Remember your reputation is made via relationships, so make sure your plans are good for your targets as well as yourself.
If you’ve never thought about relationships like this, it might explain why connections or networking fail to deliver what you need.
As an example of a relationship map, below you’ll find the nine stages of a successful new business relationship. Consider what information, examples, questions, activity, or even other people you might bring into each stage, to move the relationship forward toward your ideal outcome. By the way, this mapping works with recruiters and hiring managers, too!
Stage 1 – Curiosity
Your prospect has a sense of intrigue about you, your company or solution, and entertains the idea that you might benefit him/her. You sense that it’s worth your time to continue interacting.
Stage 2 – Connected
You both sense that the two of you understand each other and have common ground worth exploring further.
Stage 3 – Inspired
It’s obvious that a relationship or collaboration would benefit you both, and the possibilities are energizing.
Stage 4 – Engaged
Your prospect feels safe to acknowledge unmet needs or discuss current or new goals. You confirm that you are talking with the right person (one with purchasing authority and a budget).
Stage 5 – Committed
You strike a clear agreement to move forward with the purpose of fulfilling your prospect’s unmet needs or helping him/her take advantage of opportunities. Your prospect agrees to buy, if your solution would satisfactorily benefit him/her.
Stage 6 – Learning and sharing
You support each other with important information and insights. You share a clear goal for your collaboration or relationship. You agree on the initial steps to move toward your goal.
Stage 7 – Problem-solving and planning
You and your prospect rigorously or systematically identify pain, obstacles, positive and negative forces, and implications of not solving the problem. You each contribute to strategies for overcoming obstacles or reaching goals, and create/act on a tactical plan for purchase and use.
Stage 8 – Buying and selling
Your prospect generates the purchase order or other documentation necessary for you to create an agreement, and arranges the time to review, accept and sign your agreement. You generate the agreement, which the prospect signs. You prepare to deliver, install or integrate your solution. You receive a check and oversee implementation.
Stage 9 – Recommending and referring
You both actively seek to send additional business or contacts to each other. You keep each other informed about opportunities for upgrades and add-ons. You meet to stay up-to-date.
Do This
Take 3 interactions/relationships you currently have with suspects, prospects or customers, and associate each one with the stage you are now in, using the 9 stages above. Jot down notes to track what went on at each stage. If you’ve missed some stages, ask yourself: what can I deliver to get on the fast track?
