Success — Get In Front Communications

10 communication things every entrepreneur must know

It’s been 4,745 days of being self-employed. In April, 2001, I started my PR and communications company.

A few years ago, my accountant, who is also self-employed, shared his definition of an entrepreneur:

“I am a self-employed individual working for a lunatic.”

As I mark this proud milestone, I have taken time to reflect on the entrepreneurial roller coaster I have ridden.

Here are 10 communication tactics every small business owner must know:

1. You must know how to sell. Too many people decide to hang their shingle out only to learn they don’t know bubkus about sales. Entrepreneurs must be diligent at developing the self-confidence, attitude, discipline, and perseverance to ask people to hand over their hard-earned money.

2. You must live the ‘publish or perish’ mentality. In my pre-blogging days, I wrote bylined articles for trade publications and membership newsletters. Early on, I landed a spot as a columnist for the Princeton (NJ) Business Journal. I generated content and built my credibility. My volunteer gig lasted more than two years, and ended when the paper merged with another publication.

3. You must be willing to speak in public. You were brave enough to launch a small business. There’s no time for being shy or nervous. Partner with a networking group to be the guest expert at a meeting, conference, or webinar. You’ll be front and center with dozens of potential prospects interested in your topic. Beats cold-calling.

4. You must be able to validate others. Validation is an acknowledgement that the other person (your prospect or client) is being heard. Validation is proof that you are listening. For example: “I can imagine that the loss of your vendor has been difficult.”

5. You must know how to ask for what you need. No one expects you to know everything. That’s why there are contact lists, databases, and rolodexes filled with names of people who can provide products and services to you. Get rid of this self-induced pressure and be willing to speak up. Asking for help is a sign of a true leader.

6. You must be able to identify your ideal customers. This is accomplished by self-communication. Ask yourself: Who do I enjoy working with? What niche am I passionate about? Who needs my expertise? Do these people have the budget or resources to pay me?

7. You must have thick skin. People can be awfully mean. They say crap that’s not helpful or positive. Entrepreneurs are so fully vested in their own businesses that it’s hard not to take things personally. Don’t take the BS to heart.

8. You must communicate patience when educating people. Clients do business with you because you offer a valuable product or service that they want or need. You, on the other hand, are entrenched in your niche or business and will have to slow down to educate those who don’t know all the ins and outs like you do.

9. You must develop charisma. Charisma is that special charm or personality trait that draws people to you. Self-confidence, along with a friendly and easy demeanor, will take you a long way in business.

10. You must be willing to reinvent yourself. Chances are you are planning to be self-employed for a long time. Businesses and people change. It’s a given. How can you effectively communicate changes in your messages and direction, without alienating people?

Cheers to the brave small business owners around the world! What have you learned along the journey?

Filed Under: Business, Communication, customer service, Marketing, Public Relations, sales, Success Tagged With: Attitude, audience, brand, Business, business growth, charisma, content, credibility, customers, Emotional Intelligence (EQ), Interpersonal Communication, Leadership, Marketing, message, Motivation, networking, rapport, Relationships, sales, Self-Confidence, Selling, Writing

The 10 best things to do to supercharge your career

by Susan Young at 7:33 pm 2 Comments

These are rhetorical questions: Are you looking for some excitement? Are you caught up in a bland routine at work?

If things are a bit mundane, consider these 10 points:

Go away. I’m not talking about a vacation, simply take a day off and bring your journal to a place that’s at least six miles away from your home or office. A change of scenery does wonders. Plan a get-away once a quarter, especially when you’re stressed.
Keep your promises. The most important promises are the ones we make to ourselves. If you have vowed to take a class, get a certification, or revise your résumé, get going! Feeling stuck is a real drag.
Read often. Learn from the great ones like Gandhi, Harry Truman, Rosa Parks, Maya Angelou, and Steve Jobs. Read their biographies and autobiographies. If you’re pressed for time—and who isn’t? —read magazine articles about successful people you’d like to emulate. Consider these people your mentors.
Train yourself to think fast. When the power at the Super Bowl was zapped, the biggest buzz was not about the game and electricity as it was about dunking Oreo cookies in the dark. Nabisco makes Oreos, and it was Nabisco, Walgreens, and Tide that immediately jumped onto Twitter with snappy marketing nuggets. Not only did employees think fast, they took immediate action and created quite a buzz. This leads me to No. 5…
Avoid procrastination. When something needs to be done, get right to it. Putting it off will only cause stress and anxiety. Actor Denzel Washington says that he and his wife have raised their four children with this rule: “Do what you have to do so you can do what you want to do.”
Be accountable for yourself. Do not blame other people. Take full responsibility for your actions and words.
Always do your best. This is one of the points that author Don Miguel Ruiz shared in his book, The Four Agreements. Every day we are faced with a plethora of choices. Many decisions we make aren’t in our own best interest. I’ll call my client tomorrow. I’ll just throw together this report. The key is that your best will vary. If you have a cold on Tuesday, your best will not be the same on Friday when you’re feeling better. Don’t compare; just do your best in each and every moment.
Focus on tech. Commit to learning two or three new tech tools each month. Consider what’s hot in your field and what your competitors are utilizing. You may decide after toying around with a new program or platform that it’s not for you. And that is OK.
Quit criticizing, judging, and complaining. These three habits destroy people and relationships. They drain our energy and interfere with our potential and achievements. Be aware of how you behave.
Expect good things to happen. When we anticipate good things, they usually happen. If you expect happiness, love and success, they will begin showing up in your life. If you focus on the negative, these will show up as well. It’s like ordering food in a restaurant. You generally get what you ask for. If you don’t like what you’re getting in life, send it back. Be clear about what you want.

Which of these can you begin right away? Share your successes below!

Filed Under: Communication, Interpersonal Relationships, Leadership, Motivation, Success Tagged With: Attitude, Business, Communication, Interpersonal Communication, Leadership, listening, Nabisco, Oreos, Relationships, Self-Confidence, Steve Jobs

The most important second

by Susan Young at 3:18 pm 2 Comments

“Tomorrow is often the busiest day of the week.”—Spanish Proverb

Much has been written about time and procrastination. We often don’t realize how precious time is until faced with a crisis, usually related to our health or mortality.

We spend obscene amounts of time watching mindless reality shows and TV. We dwell on our past mistakes and worry about future problems. We read books and attend presentations on time management and productivity. We fool ourselves.

And here we are on New Year’s Eve when everyone is keenly aware of the time. Social channels are filled with posts and stories assessing the past 12 months, and predicting trends for the next 12 months.

We stay up until midnight, count down the seconds, and watch festivities on TV. We kiss our loved ones.

That one second seems so important, and then it’s gone. In that split second of the clock striking 12, the calendar page turns and…here we are.

What’s really changed?

Most of us go back to the same patterns and habits that frustrated us last year. We fail to take on new challenges and opportunities to learn, grow, and change. We’re stuck in a comfort zone of mediocrity. Our fears and paralyzing beliefs have joined us in the New Year. Damn.

We don’t need a clock or resolution to become better people and discover our gifts and talents. We simply need to decide that it’s time. We can decide in February, July, or September. Don’t procrastinate on living your life with purpose and soul.

The Bottom Line: The most important second is not on New Year’s Eve. It’s right now.

Happy New Year!

Filed Under: Business, Communication, Self-Confidence, Success Tagged With: 2013, Attitude, Business, Communication, Interpersonal Communication, Motivation, New Year's Eve, productivity, Relationships, Self-Confidence, Social Media, Success, time management, TV

Really, Katie Couric: Now you want to talk about your eating disorder?

by Susan Young at 12:44 am 2 Comments

She’s been a mouthpiece for hard and soft news stories for decades. She’s interviewed hundreds if not thousands of doctors, mental health professionals, celebrities and models. She has two daughters and comes from a family of four sisters.

Yes, Katie Couric endured the tragic loss of her 44-year-old husband to colon cancer. To educate people about the disease and prevention, she had a colonoscopy that was streamed live on the Internet. She’s had mammograms that were broadcast to the world as well.

Talk is cheap

I sit here with mixed feelings as to why Couric decided now would be a good time to reveal that she had suffered from bulimia. Is it because her new talk show needed some excitement and viewers? If so, Couric’s intention is beyond pathetic.

When someone like Couric—with the power of the microphone and camera—has an opportunity to be genuine and help even one of the million Americans affected by bulimia and other eating disorders—why would she close her mouth?

Most people with eating disorders are young, pre-teen girls. People die from eating disorders all the time, yet few people acknowledge how serious this diagnosis can be.

When I think of the number of people struggling with this disease (including in my own family), I wonder in disgust who could have been helped or inspired had Couric only come clean.

The real star

Couric reveals her bulimia “secret” on-the-air to singer Demi Lovato, a 20-something-year-old who has the guts and courage to bring her own very personal story public.

Lovato has been open about her demons and battle with an eating disorder, depression, and drugs. She’s been willing to record public service announcements and talk with teens about her struggles, recovery, and how the media and society unfairly put pressure on girls about their weight, clothing, and social lives. In keeping quiet, Katie Couric has opted to pour gasoline on the fire. How could she?

Today’s revelation by Couric is a disgrace. Sure, she’s entitled to her privacy and has no obligation to share everything in her past. But how dare she interview people like Kate Middleton and others and comment during the interviews about their weight and appearance.

The power to help—or not

Several months ago, I watched Piers Morgan interview Janet Jackson. She spoke at length about her “pudgy childhood”, lack of self-esteem, poor body image and obsession with exercise. She never once used the phrase “eating disorder.” Instead Jackson said she has long had an unhealthy relationship with food.

Janet Jackson managed to dance around the real issue. And now we learn that the cat seems to have had Katie Couric’s tongue for three decades.

It’s disingenuous at best that Couric is now talking about her illness.

Celebrities who have the courage to share their personal stories are the ones worth listening to.

Can someone please pull the plug on Katie Couric’s microphone?

Filed Under: Communicators, Interpersonal Relationships, media, News, PR, Self-Confidence, Success, Women Tagged With: Attitude, Bulimia, Communication, Demi Lovato, Depression, Eating disorders, Food, Healthy, interviews, Janet Jackson, Katie Couric, media, message, News, PR, Relationships, Self-Confidence, TV ratings, Women

Musings from a new 50-year-old

by Susan Young at 7:53 pm 11 Comments

Today’s my “big birthday.” 5-0.

I won’t reflect on ”Where did the time go?”

I won’t say 50 is the new 30. Gravity tells me otherwise.

I will say that this past week I have become remarkably indifferent about this birthday.

I was going to write a post such as, “50 things PR has taught me.” Or, ”50 snappy lessons from a 50-year-old.” Blah, blah, blah.

Instead, let’s go back 25 years. It’s 1987. On my 25th birthday, I sat in the den in the house I grew up in and talked with my mom.

When she expressed shock that I was 25 (and she wasn’t), I responded that I hadn’t accomplished much in 25 years. But of course, a mother’s wisdom emerged with this gem:

“You’ve been in school for most of your 25 years. It’s the next 25 years that will be more telling. G-dwilling, we should revisit this conversation when you’re 50. Then if you say that you haven’t done much, that’s a different story.”

Good point.

Today, I’m blessed that my parents are still with me and have seen my accomplishments these past 25 years. Naturally, they have been there for the rough patches, too. Which leads me to being grateful for my own two children, my husband, Andrew, my sisters, brother-in-law and their families. Throw in a big extended family, too.

As a 50-year-old, I will share this with you:

I checked the mirror this morning to make certain I didn’t wake up with a moustache. Mood swings: Stay tuned.
I have stopped short of cutting my hair like Jamie Lee Curtis.
I still get a peculiar look on my face when I look in the garage at my 2012 Hyundai Elantra. It’s a far cry from my first car, a 1981 Chevy Camaro.

It’s been a hell of a run these past 25 years.

Big plans for me? Not so much. I won’t be spending time trying to figure out what the next two decades may bring.

Instead, I’ll be busy taking a few deep breaths and enjoying the blessings of the moment.

Every day should be celebrated like this. It’s all I’ve got.

Filed Under: Communication, Interpersonal Relationships, Motivation, Self-Confidence, Success, Women Tagged With: Attitude, communications, Interpersonal Communication, Motivation, rapport, Relationships, Self-Confidence, Success

An open letter to people in a hurry

by Susan Young at 2:00 am 1 Comment

Dear Social Media,

I wanted to talk to you in person but it’s been too hard to nail you down. You seem to be all over the place. Sometimes it feels like your head is in the cloud (s). So instead, I decided to write this post.

To be honest, I am pretty damn disgusted with the time I’ve spent with you.

Yes, I have made wonderful connections with truly smart and good-hearted people throughout the world. You have brought knowledge and information to me that I never dreamed I would need— or want.

I’ve even been OK with the occasional auto responder DM I get on Twitter. If only someone would develop an app to stop this incessant spam and junk mail about Viagra, weight loss, and inheritances. I don’t have a penis, I’m perimenopausal, and the inheritance was spent in the 1990s.

But the real reason I am posting this is that I must know: When will I start seeing some R-O-I on my social media activities? I’m chatting, tweeting and Facebooking. I post videos. I have a book. I’m working my rear-end off.

It’s been six months of this ‘free’ strategy stuff. People are retweeting me, commenting on my blog, and becoming fans. But my Paypal and Shopping Cart are covered with cobwebs. I’ve barely made a plug nickel from all of this building trust and branding crap.

What gives, my friend? When do you step in and start showing me this is a two-way relationship?

@SueYoungMedia

Dear @SueYoungMedia,

I’m glad you got this out in the open. I’m all about communication.

How long does it take someone to make a best friend? I bet it’s more than a few conversations. You don’t keep track of the time you’ve invested in this friend. One day you may just realize that this person is your BFF.

How did it happen? Time. Patience. Trust. Comfort. Respect. Common interests.

How long will it take?

Put away the stop watch. Rip up the calendar page. If you’re super focused on the dust bunnies in your PayPal account, our friendship may need a break.

I don’t want to leave you high and dry, but if you are hell-bent on selling stuff, pay for an ad.

Right channel. Wrong pew.

Cheers.

Filed Under: ROI, Social Media, Social media measurement, Success Tagged With: communications, Marketing, ROI, Social Media, Success, technology

7 ways to communicate like an Olympic star

by Susan Young at 4:40 pm Leave a Comment

Opening ceremonies for the summer Olympics take place in London this week.

What traits do athletes competing in the 2012 games need to bring home the gold?

Determination, focus, drive, motivation, and a competitive will to win are the qualities that come to mind.

Successful professionals have developed these same attributes as well.

Here are quotes from seven Olympic medalists about their experiences. Their insights apply to each of us.

1. “When I race my mind is full of doubts: Who will finish second, who will finish third?”- Noureddine Morceli, Algerian athlete, 1996 Summer Olympics

Communications tip: Self-talk is the most important communication you will ever have. It determines your success or your mediocrity.

2. “It was my favorite memory of all competitive events, because it was brand new and it was exciting.” – Scott Hamilton, American figure skater, 1984 Winter Olympics

Communications tip: Develop your creativity. Notice that Hamilton didn’t say the games were notable because they were boring and stale. Instead, he goes for thrilling.

3. “When we stage the Olympics it will inspire kids all over the country. A kid in Scotland or Ireland will be encouraged to take up sport.”- Daley Thompson, British decathlete, 2-time winner at the Olympics

Communications tip: Set the stage for success and inspiration. The ‘stage’ is your website, blog, videos, pins, e-mail marketing and news pitches.

4. “A lifetime of training for just ten seconds.” Jesse Owens, 1936 Summer Olympics

Communications tip: Clear your mind of idle chatter and be in the moment.

5. “I am building a fire, and every day I train, I add more fuel. At just the right moment, I light the match.”- Mia Hamm, American soccer player, 2004 Summer Olympics

Communications tip: In your PR and marketing campaigns, be sure you know the precise time to light the match. This applies to public speaking and blogging, too.

6. ”Never put an age limit on your dreams.” –Dara Torres, Olympic swimming champion

Communications tip: You can reinvent yourself and your brand. You can learn new technology and ways to do things. Don’t believe me? Get out of your own way and see what happens.

7. “Nobody needs to prove to anybody what they’re worthy of, just the person that they look at in the mirror. That’s the only person you need to answer to.”- Picabo Street, former Olympic alpine skiing champion

Communications tip: If you’re communicating weakness instead of worthiness, it’s time to make changes.

Olympians are committed to going the extra mile. Are you?

Filed Under: Branding, Communication, Public Relations, Self-Confidence, Social Media, Success Tagged With: Attitude, Business, Communication, PR, Public Relations, Self-Confidence, Social Media, Success

7 leadership lessons from Stephen Covey

by Susan Young at 10:31 pm 11 Comments

In 1989, Dr. Stephen Covey’s profound book, The 7 Habits of Highly Effective People, had the business world raving. Since that time, a few new generations have entered the workforce.

Do relative newcomers to business know the name Stephen Covey? Are they introduced to his international best-seller in college? Yes, Malcolm Gladwell, Daniel Pink, and brothers Chip and Dan Heath have come along with profound business and leadership messages, too. But Covey’s teachings should not be put on the back burner.

Stephen Covey passed away on Monday; he was 79-years-old and left quite a legacy.

I dusted off my own tattered copy of The 7 Habits and realized I was overdue for a refresher course.

For the folks who were reading Dr. Seuss in 1989, here are 7 takeaways:

Habit No. 1: Be proactive. “Self-awareness enables us to stand apart and examine even the way we ‘see’ ourselves — our self-paradigm, the most fundamental paradigm of effectiveness. It affects not only our attitudes and behaviors, but also how we see other people. It becomes our map of the basic nature of mankind.”

Habit No. 2 Begin with the end in mind. “This habit is based on the principle that all things are created twice. There’s a mental or first creation, and a physical or second creation to all things.” In other words, visualize what you want as if it already happened and the universe will begin to work wonders.

Habit No. 3: Put first things first. This habit is about personal and time management. Covey writes: “Management, remember, is clearly different from leadership. Leadership is primarily a high-powered, right brain activity. It’s more of an art; it’s based on a philosophy. You have to ask the ultimate questions of life when you’re dealing with personal leadership issues. But once you have dealt with those issues, once you have resolved them, you then have to manage yourself effectively to create a life congruent with your answers.”

Habit No. 4: Think win/win. According to Covey, “This is a frame of mind and heart that constantly seeks mutual benefit in all human interactions. Win/win means agreements are mutually beneficial, mutually satisfying… Most people think in terms of dichotomies: strong or weak, hardball or softball win or lose. But that kind of thinking is fundamentally flawed.”

Habit No. 5: Seek first to understand, then to be understood. ”We have such a tendency to rush in, to fix things up with good advice. But we often fail to take time to diagnose, to really, deeply understand the problem first…This principle is the key to effective interpersonal communication.”

Habit No. 6: Synergize. On synergistic communication, Covey writes: ”You begin with the belief that parties involved will gain more insight, and that the excitement of that mutual learning and insight will create a momentum toward more and more insights, learning, and growth.” Another gem: “Synergy is almost as if a group collectively agrees to subordinate old scripts and to write a new one.”

Habit No. 7: Sharpen the saw. “It’s renewing the four dimensions of your nature — physical, spiritual, mental, and social/emotional.” Covey writes about continuous self-improvement. Commit, learn, and do.

Thank you Dr. Covey for influencing so many people around the world.

Filed Under: Business, Communication, Interpersonal Relationships, Leadership, Success Tagged With: Business, Communication, Interpersonal Communication, rapport, Relationships, Stephen Covey, The 7 Habits of Highly Effective People

Do you know the 1 class needed for success?

by Susan Young at 7:02 pm 2 Comments

Schools here in San Antonio, Texas are out for the summer, and once again, I can’t locate any school in any town or city that teaches the one lesson that all children need for success. The Class of 2012 at my niece’s high school graduation this week danced around the topic a bit, but no one actually said it. Yes, the students have been congratulated for memorizing and regurgitating information from textbooks. They have managed to pass numerous standardized tests. Many will soon head to college.

The one class that is missing from every single school curriculum in the nation is a class on self-love. Hard-core business leaders and educators at Stanford, Wharton, and MIT are probably cringing. But many have learned — independently — that this is indeed the secret to success.

Learning how to truly love and accept ourselves, unconditionally, would forever alter our paths. It would rescue students from listening to that unforgiving, relentless, doubt-filled soundtrack in their heads that they are not good enough, smart, enough, attractive enough, funny enough…on and on. It’s the poisonous soundtrack that stays with so many of us for a lifetime. It gnaws away at the root of our emotions, hearts, and desires.

The Loaded Question

Four years ago, my family was turned upside down with a crisis of immense and deep proportions. Ironically, much of it centers on communication. Not too humbling for me, the communicator. At a residential treatment program far away from Texas, I joined one of my children in a support group on self-esteem. Twenty other parents and their kids were participating as well.

The facilitator asked the parents, “How have you taught your children positive ways of looking at themselves?”

Dead silence.

Then I asked the loaded question: “How can we teach our kids something that we ourselves never learned?”

One teenage girl ran from the room in tears. Some parents wept quietly.

Funky Ears and Freckles

Imagine how different our lives would be if we broke free of negative communication and self-talk. What would your life be like if you had taken a class in elementary school on how to unequivocally love yourself? Maybe our kids could skip a few science or reading sessions and find out how to unconditionally accept themselves, exactly the way they are. The blemishes, funky ears, freckles, bony knees and all. When we’re uncertain of our talents and gifts — uncomfortable in our own skin — mediocrity consumes our lives.

When grown-ups learn to silence our own inner critics and judgments that steal our joy, then we can teach the next generation the secret sauce.

Filed Under: Communication, Interpersonal Relationships, Self-Confidence, Success Tagged With: Attitude, Communication, Emotional Intelligence (EQ), Relationships, Self-Confidence

5 business takeaways from Whitney Houston

by Susan Young at 5:42 pm 1 Comment

In the end, demons often trump talent. I’m witnessing this painful realization in my own family. Now the world sees it (again). This time with the sad news of Whitney Houston’s death.

Houston sang so many lyrics and verses for so many years. Most of them had to do with love and relationships. But when I go back and think about her words and songs, I discovered that there are lessons for folks in business.

Consider these:

1. “For every win, someone must fail, but there comes a point when we exhale.” (from “Exhale”)

Business takeaway: Ever lose out on an RFP or bid that you busted your butt for? One company was a victor; yours wasn’t. Exhale, and carry on.

2. ”I decided long ago, never to walk in anyone’s shadows, if I fail, if I succeed at least I live as I believe.” (“The Greatest Love of All”)

Business takeaway: In the era of social media, be transparent and trust your own intuition. We live in difficult times that are filled with temptation. Hold true to your own values. Be yourself. When you try to be someone you’re not, you will undoubtedly make mistakes. When you’re genuine, you can’t make a mistake. Don’t walk in anyone’s shadow.

3. “Yes I’m gonna take my turn, it’s time for me to finally stand alone.” (“On My Own”)

Business takeaway: You are so much better than you think you are. Be bold and know that you can forge ahead with perseverance, discipline, and a willingness to do whatever it takes to succeed. You CAN stand alone.

4. “And when you turn on the evening news, mass confusion is the only thing you’ll see. Well there’s no question that we need a new direction,
‘Cause we all could use some peace and harmony. What you need’s a little change of heart, when you’re feeling down and out, love will save the day.” (“Love Will Save the Day”)

Business takeaway: Plan each day with quiet time to reflect and simply be. Get away from the static and noise that consumes all of us. Business and life are filled with distractions and heartbreak. There seems to be so many angry and broken people. Go for the peace and harmony. Try and incorporate it into your company culture. Share it with co-workers and friends. Because in the end, it’s not about the success of your website, investment portfolio, or number of Twitter followers. None of these tangible things will save us.

5. ”I want one moment in time, when I’m more than I thought I could be, when all of my dreams are a heartbeat away, and the answers are all up to me.” (“One Moment in Time”)

Business takeaway: Give yourself credit for your accomplishments, both big and small. Dream big. This is your one moment in time. Don’t sleepwalk through it.

As a child, Whitney Houston sang in the choir at the New Hope Baptist Church in Newark, NJ. In an interview with Diane Sawyer in 2002, Houston said, “The biggest devil is me. I’m either my best friend or my worst enemy.” Go for the former.

(Image via)

Filed Under: Business, Interpersonal Relationships, Self-Confidence, Success Tagged With: Business, Leadership, Self-Confidence, Success

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