Archive for the ‘Chris Westfall’ Category

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The Ten Commandments of Email

February 22, 2011

Here are some brief guidelines on how to make sure you are using email appropriately (and effectively):

  1. Thou Shalt Not Reply All.
    Resist temptation and it will flee from you. Please enjoy the Bridgestone commercial, until the beverage cart arrives.
  2. Thou Shalt Keep it Clean. No porn, no pictures, no sharp language. Why? Look at this button, it says: “Forward”. Always use a subject line, appropriate greeting and a smart signature ~ no need for fourteen lines about your academic and professional accomplishments, if we work together every day. And, please: NO unprofessional content, language or pictures.
  3. Thou Shalt Not Rant. Freedom of speech is a right, but exercising that right means using it the right way. If you disagree with the recent policy announcement, going off in an email is probably not the best way to convey your displeasure. How will that get any meaningful results? Sure, you may feel better…until your boss comes in to discuss your attitude. Or, worse yet, an even stronger conversation about your employment! Seeking real change is about putting your emotions and passions into action, not into words …and then sending them to Jesus, Moses, and the 12 apostles. See commandment #1.
  4. Thou Shalt not SHOUT AT PEOPLE. Laziness, plain and simple. Surprising, but people still do it. Why?

    Email, after eTrade?

  5. Plan that time-sensitive info will FAIL, via email. Planning is not a good use of email. “Who can make the meeting on Thursday?” is an email topic that will create endless spin and rescheduling – assuming everyone sees the message before Thursday. What works best in email: Information, Instruction (or confirmation) and Documentation. Let people know that the meeting has been scheduled, and send out the meeting request. Verify key players via telephone or face-to-face. Email can’t do it all!
  6. Beware the “BCC” and use it wisely. When used with the “Reply All” button, you can get some surprises that no one wants and you didn’t intend. Caution!
  7. Do not covet the ability to cc: 3 or more people. It’s not always off limits, but it’s a yellow flag if you are cc:ing a multitude. Especially if you are cc:ing your boss’s boss, or otherwise going up the chain. Ranting or other violations, when combined with copying every singer in the choir, can be a real CLM (career-limiting move).
  8. Remember that email is never the first/last/only communication tool. Are you the gal who pontificates via email? Are you the dude who issues edicts, not emails? It’s easy to hide behind the keyboard and assume a different persona. Step out of the Matrix from time to time and don’t let email be your only connection to your team, your co-workers, or others.
  9. Thou shalt not choke your co-workers inbox with enormous attachments. Just put that file on the server, or use Dropbox or some other service. Be smart about large file transfer. ‘Nuff said.
  10. Send commands via email wisely. Because even if (or especially if) you’re the boss, how you ask for something is even more important than what you need.

Before you hit “send”, ask yourself if you are being lazy, or being effective, with email. Set an email policy, or open up a discussion within your department, so that others know where you stand. Email protocol is a bit of an unwritten law – there’s no ‘manual’. But, there are expectations. What are yours?

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Chris Westfall is a professional development coach for top-tier MBA programs, including Texas Christian University, and an award-winning instructor at Southern Methodist University’s Business Leadership Center. He was recently recognized as the grand prize winner of the ‘118’, the elevator pitch competition sponsored by celebrity CMO and author, Jeffrey Hayzlett. He works with companies and individuals on branding, leadership and sales strategies.

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Practice to Win, or You Never Will

February 9, 2011

Your biggest competition in business is “don’t know”.

If the customer doesn’t know what your product or service can do, they’ll never buy. And, if your competition is telling your story for you, then the customer will never know how you can make a difference. (And, by the way, it’s “the” customer, not “your” customer, because of what they don’t know).  The same concept applies to the management of sales teams, where “don’t know” can mean the difference between a lost sale and a major victory. The way to defeat “don’t know” from a management perspective is to create an environment for sales practice.

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Professional sports teams and performers practice much more than they actually play – but in business, it’s just the opposite. How do you get better at sales, if you never practice?

If you are really in the advanced class for weekly sales meetings, then you have the skills to explain exactly what to watch out for, and what to do in particular situations. Ask for volunteers to answer the tough questions! In a “What would you do if…” situation, you play the customer, or the client. Call somebody up to the front of the room and let them shadowbox a little on the competition, or pricing, or other key objections. Let the best come forward and show their stuff. It takes guts, but if you do this right you will teach volumes to your team!

Look, I know that sales management isn’t acting class, but if you want a great performance from your people you better show ’em how it’s done. Practice makes perfect, but you can’t expect perfection if you don’t demonstrate it first.

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Dealing with “No, I’m Not Interested”

February 7, 2011

Often our perceptions are what keep us from hearing “YES” from the customer.

Instead of selling to people, consider that it is your job to teach them how to buy. (Of course, the way to buy is “profitably for your business”. I think it’s important to advocate for the customer, but not at the expense of the company that signs your paycheck). What information, if known by your customer, would change indifference to action?

“No, not interested” is the stepchild of “I don’t know” and “I don’t care”.

What do you need to teach the customer, to change their perspective? How can you teach a customer what they need to know, so that you can overcome your biggest competition (that would be “Don’t Know” and “Don’t Care”). Fight disinterest with knowledge, and teach your customer how to buy what they need. Teaching customers how to buy is the service that changes the game.

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Building Blocks of Business: Getting Started

January 19, 2011

When starting an entrepreneurial venture, there are four key pillars that must exist, in order for you to create and sustain your business.

Concept: Why are you in business? What product or service do you offer, and how is it unique, desirable and/or better than what’s currently in the marketplace? What results or outcomes does your business offer, and how can you demonstrate the value of your solution?

Communication: Leveraging the value of your solution means that you have to tell the marketplace about your product or service. What is your message, from a marketing perspective (product, price, promotion and place/distribution)?

Clients: Who are your target customers? How will you communicate with them, and how will you engage those customers to buy (distribution methods)?

Cash Flow: While “cash is king”, you must first have a compelling offer, priced correctly, and presented to the right audience. What investments will you make to acquire customers? How much do you expect to spend, to attain your first customer? Are your prices both competitive, and profitable? What is your path to break even, and how will you tend to your “burn rate”, before that first customer puts their money down? Then, what will you do to maintain and expand your results, creating relationships with other customers?

Starting a business is a complex endeavor, and each business has its own unique challenges. Creating a communication plan, based on an innovative concept, is the key to creating successful relationships – and positive cash flow.

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Your Career Potential

December 3, 2010

For more information on reaching your potential, consider one of the upcoming seminars in Dallas – featuring career management strategies with Chris Westfall.

December 6 – Career Strategies with Chris Westfall, Westfall and Associates LLC

December 17 – Interview techniques with Chris Westfall, Westfall and Associates, LLC

For more information: Contact Chris Westfall at Westfall and Associates, LLC http://westfallonline.com

214.205.4662

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The Interview Question

November 16, 2010

What’s the one question that most job seekers forget to ask, in the interview? Professional development coach Chris Westfall provides insight that can help you to know exactly how you compare to your competition, and what you need to discuss in the interview to move your career forward.

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Professional Development Coaching

October 4, 2010

Chris Westfall talks about “what they don’t teach you in business school” (video)

Are you looking for ways to capitalize on the value of your educational experience?

Produced by Your Online Video, Inc. Dallas, TX  http://youronlinevideo.net