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“I consider Bob Burg to be without a doubt, one of the world's leading experts on networking.”

~ Dr. Ivan Misner, NY Times Bestselling Author and Founder of BNI

Archive for the ‘Influence’ Category

The Next Best Thing to Controlling Our Brand

Wednesday, July 16th, 2014

To What Degree Can We “Control” Our Brand?At our recent Speaker Certification Training for a group of our Certified Go-Giver Speakers, the following was pointed out:

“Bob, you are really protective of your brand.”

All heads nodded in agreement…including mine.

Allow me — if I may — to set the stage: On the day that our speakers were giving their presentations, whenever there was a statement that could possibly be misunderstood, I would, afterwards, gently (yes, gently) point it out and explain why.

I’m also known to politely email bloggers and those on Social Media platforms who take the philosophy of The Go-Giver out of context or misquote. And, it happens often.

Does it drive me a little bit nutty keeping on top of it? Sure, to a certain point. Fortunately, it also teaches me two very valuable lessons:

  1. To the degree you can care without emotional attachment to the results, that’s the degree to which you’ll have peace of mind.
  2. You can manage your brand, but you can’t really control it.

We, as business people in today’s environment, cannot control it any more than we can really control anything that is outside our direct influence. We can manage it by taking all the steps that are within our influence. That begins by communicating our message correctly, always doing our best to provide an exceptional customer experience and being ultra-responsive to our customer’s needs.

Along with that, we can utilize various Internet and social media “alerts” to let us know when something about our brand is positively or negatively mentioned, stolen (accidentally or…”accidentally on purpose”) :-) or simply misinterpreted. People who are “watching our backs” will also let us know, and this includes customers, clients and friends.

There are major corporations that — especially in their utilization of social media — do this extremely well. Others? Not so much. And, we continue to see examples of both.

Regardless, whether huge or mid-sized companies or small entrepreneurial firms, none are actually controlling their brands. Those days are along gone. We can manage our brands; not control them.

Wisdom is knowing the difference.

Success is doing it effectively.

How do you do in that regard? And, do you agree with my premise or have I missed the mark?

Agreement and disagreement are both welcome, as I hope you know.

Beware The Manipulative Frame

Friday, July 11th, 2014

Beware The Manipulative FrameIn my book, Adversaries into Allies, the fourth principle of Ultimate Influence™ is “Set the Proper Frame.”

A frame is the foundation from which everything evolves. Set a frame of kindness, cooperation, win/win and benevolence and a very mutually beneficial result will most likely occur.

It’s powerful. Set the proper frame and you are 80 percent of the way to a successful outcome for everyone involved.

On the other hand, be wary of those who use this concept in order to manipulate you.

I was recently watching an advertisement. After a clever opening, the presenter made a statement that was a bit surprising. In a rather offhand, very informal way, he said (slightly paraphrased to disguise the actual company)…

“Of course, everyone knows that every six months you should
recheck your Widget.”

Immediately, I thought, “Hmm, I didn’t know that. Good to know.”

Then, returning to “consciousness mode” (i.e., “thinking”) I wondered, “Did he just set a frame intending to manipulate me into believing something he wants me to believe?”

It was now time to check premises. This begins by asking ourselves questions. In this case, they included, “Why is that statement true?” “Does everyone really know that?” “Does everyone agree with that statement?” “Is this a proven fact?” “Why does he want me to think it’s obvious” (he said, “of course”)? “What would happen if I didn’t recheck it?” “Why six months and not three months or nine months or a year?”

And, one more question I asked myself. This is key and something to always keep in mind whenever you feel manipulation might be at play:

“Is this a frame that — later on — is somehow going to show up as an important reason for taking the suggested action?”

And, indeed, it absolutely did.

Several times he referred to how his product will specifically allow you to check every six months in order to…

Now, the point of this isn’t whether or not his product was good, worthwhile, or even necessary every six months.

It’s simply to be aware that when someone states something as fact, and in such a way that you suddenly feel compelled to believe it, consider whether or not they might have an agenda. And, how this new “fact” might actually be a frame; a frame intended to move you to an action that benefits them and not you. What they say might be true. Just be sure that you are consciously making that decision.

Yes, as an Ultimate Influencer you will always set a frame for mutual benefit. However, not everyone will.

But, you already know that. Now you know one way to spot it.

Sally Hogshead’s… How The World Sees YOU

Tuesday, June 24th, 2014

If you’re a fan of Sally Hogshead — like I am — you were captivated by her first book, FASCINATE. Sally, a former award-winning copywriter and advertising agency owner, provided the reader with an in-depth and complete look at what triggers fascination and how companies tapped into these concepts in order to make their products and ideas irresistible to consumers.

In her newest book, How The World Sees YOU, she applies that wisdom as it relates to your personal brand. And, this is key because, as Sally says, “the greatest value you can add is to be more of yourself.”

How The World Sees You As she explains, “once you know what makes you valuable to others, you’re more authentic and confident, and more able to make a positive impression. It all begins with understanding how the world sees you — at your best.”Sally Hogshead

In Sally’s always fascinating way she outlines how you can tap into your greatest of strengths, create better relationships, grow your business, and become distinctly valuable to those who matter most.

Enjoy the chat!

Wow — I guess “fascinating” doesn’t even begin to describe her, does it? So, what is your…anthem? Take whatever time you need to figure it out. It’ll be well worth your while. And, of course be sure and pick up her book.

Discover Your Fascination Advantage™

Here’s the link to take the complimentary Fascination Advantage Assessment: HowToFascinate.com/You

Enter the book code: SUCCESS14


TECHNICAL NOTE: If you are having trouble playing the interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.

A Literal Success Truth That Never Fails

Tuesday, May 27th, 2014

A Literal Success Truth That Can Never Fail - Bob BurgFormer Campbell Soup CEO, current Avon Chairman and leadership authority, Doug Conant recently tweeted this famously-profound quote from the classic, Think and Grow Rich by Napoleon Hill:

“It is literally true that you can succeed best and quickest by helping others to succeed.”

This immediately brought to mind one of my all-time-favorite (and, unfortunately, often-misquoted) sayings by the legendary, late Zig Ziglar:

“You can have everything in life you want if you will just help enough other people get what they want.”

What do those two powerful sayings have in common?

That to the degree we can take our focus off of ourselves and place it onto the other person, that’s the degree to which we ourselves will become successful.

Law #3 from The Go-Giver, The Law of Influence states:

“Your influence is determined by how abundantly you place other peoples’ interests first.”

Of course, that doesn’t mean that we should be anyone’s doormat or in any way self-sacrificial. It simply means that when we move from an I or “me-focus” to an “other-focus, we naturally bring more value to — and hold more value to — that person. As Sam, one of the mentors in the story advised the protegee, Joe:

“Make your win about the other person’s win.”

How do you feel that person would then feel about you? Would they be more likely to buy from you? To want to do business with you? To make you a part of their life? Would they be more interested in your success? Would they be more excited about referring/introducing you to those they care about so that you could make your win about their wins, as well?

I believe that — as the first part of Mr. Hill’s quote opined — “it is literally true.”

What do you think? And, how do YOU make your wins about their wins?

Who Do They See Approaching?

Tuesday, May 20th, 2014

Who do they see approaching by Bob BurgPerhaps they are a family member, an employee, business associate, supplier, a student, or anyone else who knows you and experiences you on a regular or even semi-regular basis.

As you walk into the room, how does he or she feel?

Are they thinking, “Here is the person who is going to inspire me, bring out my best and make me feel good about myself? Is (s)he going to encourage me?

“Or, are they going to put me down, criticize me, disparage me? Is (s)he going to discourage me?”

Just something to think about as you approach…everyone today.

—–

*Inspired by my Dad. :-)