Are You Comfortably Numb

The first time I ever heard the words “comfortably numb” within a business context was when Larry Caizzi, the Director of Purchasing at Pacific Packaging said them. Over the years, I’ve realized how right he was, and how easy it is to become comfortably numb. Take sales people for instance. We put in all that time and effort to finally secure the account we’ve been pursuing for a long time. And then, once the ink is dry, we breathe in a big sigh of relief and relax, thinking about how great everything’s going to be now.

But we’re sales people, and that means looking for the next big account to bring on board. Over time, the account we just secured naturally starts drifting down our list of priorities. We know it’s still there. It’s a persistent noise in the background reminding us that there’s more to sales than just acquiring new accounts. We promise ourselves we’ll reach out to them just as soon as we can, but never seem to find the time to return their calls or schedule the much needed in-person sales call.

It might even get to the point where we start complaining to our manager that the account is becoming a real pain-in-the-ass. Yes, I said it. I’ve witnessed it too, the evolution of an account full of profit potential being relegated to nothing more than a pain in the… well… you know. From there, it’s just a quick hop to becoming numb to the account altogether.

Of course the greatest danger is not just being comfortably numb when it comes to our work, but in life as well because the reality is that if it’s happening at work, then it’s probably happening at home too—and vice-versa. Here are a few reminders that might expose areas in your life where the pressure to succeed might have nudged you into the comfortably numb zone:

• Take responsibility for what you bring into your relationships. It can’t always be someone else’s fault.
• Simple words like “Please” and “Thank You” are words that will help you build rapport. Once you start looking for opportunities to use them, opportunities will abound.
• Treat every encounter like it’ll be the last time you’ll be able to meet with that person… because it just might be.
• Let people know you value your relationship with them. Doing so will build bridges that will stand the test of time. 
• Remind yourself of how much it meant to initially establish the relationship. If it was worth the effort then, isn’t it worth the effort now?
• Remind yourself of what you stand to lose if you continue to ignore the relationship.
• Shift your focus away from thinking solely about what’s in it for you. Think and act from the perspective of adding value, and your relationships will continue to blossom and grow.
• Don’t just post an update on LinkedIn, Facebook, or Google+ and think that will suffice. Don’t just send a tweet, or post on Pinterest, or send a group email. None of these adequately replaces the respect of picking up the phone and actually speaking with someone.

Now it’s time for you to stop and think about the areas in your life where you’ve become "comfortably numb". Decide what you need to do, do it, and let the results you get speak for themselves. 

Alan Luoma is a Sales Coach with extensive experience in industrial sales, sales management, new product development, sales and product training. He works part time with a national sustainable packaging company and their distributors to increase sales. Alan is an expert that speaks on eliminating behaviors that prevent you from being successful in sales and uncovering sales prevention departments that hinder your success. He is a member of the Hartford Springfield Speakers Network, The National Speakers Association and New England Speakers Association. You can view his profile on LinkedIn, or contact him at Luoma@snet.net

A Powerful Communication Tool To Increase Your Business!

Every day we are inundated with messages.  How can you set yourself apart from everyone else in communicating with your client or customer? How can you send a powerful message that distinguishes you from all others and that will be thought about long after it is read? A handwritten note is a simple yet powerful tool that sets you apart as a professional with an appreciation for the importance of this old school method of communication. It also provides the reader with a sense of appreciation and gratitude and best of all is a fast, easy and effective way to communicate with those around us.

 

I have used this method of communication in my law practice and find it to be highly effective. There are a certain number of things that you can do to heighten this experience for the reader of your handwritten note that are worthy of mention, that include at least the following:

 

• Purchase engraved stationery-you may be amazed to find out how relatively inexpensive engraved stationery is that includes your name, initials, business name and/or company logo. The additional cost of making this very bold statement is well worth the added expense and is certain to make a dramatic impact upon the recipient;

 

• Come up with a sincere reason to send the card as there are many opportunities to send a preprinted card to an individual. A thank you for some gift, special service, a business lunch or dinner, or an acknowledgment of some type of act or deed. You could also forward some article that you have read about the individual, their company or family with a brief note acknowledging the article and congratulating the individual about the contents of the story;

 

• Make the message personal and not commercial.  Do not send a handwritten card or note in an effort to acquire business from the recipient. This is not the reason for sending a handwritten note and it detracts from the message. Do not talk about your business, include your business cards, or make it seem like you are attempting to send this note for reasons other than personal knowledge meant and appreciation; and

 

• Keep stamps in your office-it is always much better to place a stamp on the outside of the envelope rather than a metered one. You should hand write out the recipient's name and address on the outside of the envelope as it makes it personal.

 

In writing a personal note to a friend, business associates or client start by using a greeting along with the person's name. You should thank the individual for the deed, gift or gesture that you are acknowledging and indicate how this has made a positive impact upon you. You could also include an article or story that you have enclosed and indicate how you were happy to read about that individual's news worthy information. You should include some call to action at the end of your note such as meeting for coffee, lunch, a drink or some other activity and later follow-up with the individual about scheduling something. You should end the note with some familiar salutation and then sign your name. A "P.S." at the end of the note is a very powerful way to leave a message that the recipient will read before looking at the text of your note.

 

If you start to use this powerful technique on a regular basis you will find that you will be receiving calls from the recipients of these notes who will be quite appreciative of the fact that you took time out of your busy schedule to actually write out a note. It is important to mention that although penmanship is not a great consideration it is important that your handwriting be legible. If you employ this little used technique, which brings people back to days gone by, you will become memorable and will stand out from those around you.

 

Try it, you will be surprised by the responses that you receive!