Entrepreneurship

Getting Caught Doing the Right Things

~ Don Dalrymple ~ Leave a comment

sky ditch eye hole

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How do you know if you had a solid day or week of output? We can easily get deluded into thinking we were highly productive, but we may have simply stringed together fleeting days of busy activity. Sometimes, simply maintaining that appearance of effort can make us feel justified.

Productivity makes you a reliable person who gets things done that need to be done. There are things we have to keep doing in order to keep tasks and projects moving along because of the commitments we made to ourselves.

However, what about moving the needle on a much larger level? You have to have space to think about such context.

What makes an impact?

Are the projects and people I am involved with helping me get to where I want to go?

Does this project even matter?

It’s that pull between doing things right vs. doing the right things.

When I find myself unenthusiastic or lax in my work and interactions, it’s likely because something does not make sense anymore in the context of what is important. I have to disengage and do a gut check on what I am giving myself to.

With the world moving so quickly and the ease of others pulling on you with requests, I think it’s a trap anyone can find themselves in.

So, if you feel that kind of misalignment, take a breather and pull back rather than push in. Think about where you are headed and cut things that don’t make sense even though they might have been a good idea before.

We are always needing to be dynamic because we are living in a fast changing world.

Maybe it’s less about hard work and much more about hard thinking.

Give Them What They Want

~ Don Dalrymple ~ Leave a comment
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If you spend most of your time trying to convince people of what they need, you may be in for a highly expensive and wasteful lesson from the marketplace. I get it. When you have an idea that you love, you think others should love it as well. But, we have to take heed of what William Faulkner said, “you must kill all your darlings.”

Your darlings may be the idea of special native plants in your ingredients or how you believe people should socialize. In your mind, this may be the most beautiful, reality-changing screenplay to yet become a part of our everyday lives. But going broke pursuing it is not smart business.

Giving people what they want takes observing, listening and detachment. You observe how people react to your offering and integrate the feedback to refine it further.

You listen when they tell you they like something or dislike something. You read the Google Reviews or Yelp. The painful ones have insight.

You detach from your own idea of what is good for everyone, and simply serve people where they are at.

Even if you are right, you may be creating psychic pain by insisting on something people don’t want or are not ready for.

I think people forget there are another 300M+ people in this country. We get in our own heads wanting to be special or stand out. That’s not likely with that many people and with the ridiculous amount of options. And guess what? We are all connected. A hit quickly gains a ripple effect.

There may be a few people brilliant enough to get people to understand something they did not know they needed and now want. But that stardom, though highly celebrated, is what movies are made of, not necessarily what entrepreneurship and business rewards.

It’s a jungle out there. One of your best senses to develop is paying close attention to what people’s emotions, feelings and expressions are saying about what they want and like. Your job is to give it to them in the easiest or most exquisite way.

Valuable Skills in the Automation Economy

~ Don Dalrymple ~ Leave a comment
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I have shared about the need to unlearn and reinvent continually because of market forces all around you and the pace of change. Once you see something that was once hard become convenient, commoditized and automated, you have to unlearn and relearn.

I think that the Harvard Business Review has it right with the kind of jobs that will thrive in the midst of automation:

“the only way to create value in a more differentiated and rapidly changing product world will be to redefine work at a fundamental level to focus on distinctly human capabilities like curiosity, imagination, creativity, and emotional and social intelligence.”

Being human stands out. Think about how you react to a simple email that is mass vs. personal. You can tell the difference, regardless of how crafted the mass email was designed. Spamming gets blocked. Personal and authentic creates engagement.

Thus, as HBR references, the creators, composers and coaches will make use of automation, routine tasks and efficiencies to create value.

Creators make highly customized products and services based on tastes and interests of people. They have to anticipate and connect the dots. Depth and personalized products are what they are dialing into.

Composers design experiences from the resources that are available. Themes, tours, and parties, for example, will be designed and guided for participants. It’s an imaginative type of area which can transform otherwise mundane offerings into visceral experiences.

Coaches help people achieve more with knowledge, insight and encouragement within chosen domains. They bring clarity, focus and a path for getting dreams and results.

It’s a practical and focused framework for thinking about where you might move towards. These are valuable professions making use of what is already available, abundant and efficient around you in systems, resources and products.

We already know how to make things in mass, sell it to millions and create sameness. That’s not much of a game. It’s a bygone era of value when we learned to be industrial and industrious. And the price keeps dropping towards the bottom.

Think about your industry or background and ask, “How do I create more value by connecting deeply with meaning for my clients and others?”

It’s a bit of repackaging to start moving in this direction, but more importantly, it’s getting in tune with the times where efficiency is becoming a given.

Learn to Unlearn

~ Don Dalrymple ~ Leave a comment

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“The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn. ” ~ Alvin Toffler

I often think about that phrase, “What got you here won’t get you there.” It’s a powerful reminder that you can’t rest on your accomplishments for long. Someone out there wants to eat your lunch, or the world around you at large is relentlessly making your achievement meaningless every day.

One strategy if you don’t want to have to keep innovating is to find a commoditized required industry and camp out. Society needs trash removal, utilities, cleaning, bookkeeping and bandages. Cash flows continuously in and out of those boring businesses and the entrenched players don’t have to pivot too much. That is as long as there is not someone reimagining how to lower costs and increase conveniences for customers.

There are things I was an expert in previously that are simply foregone memories now. There’s too many areas where the world has become more efficient that has forced me to have to “learn, unlearn, and relearn.” And that’s fair. Everyone is subject to the requirement to being relevant and valuable. You have to keep proving your place and worth in this world of endless options.

One way to measure ongoing staying power is to think about how much you are personally growing.

How many books per month have you read?

How many people have you met in the last week?

What new ideas are you sharing?

You have to keep learning, testing and sharing. In this mode, you have to think of value as something to apply and discard when the game has changed.

The last thing you want to be is illiterate among so many that are taking initiative every day to become better and offer something timely and powerful. That’s the game today for value creators.

Hell Yeah! or No Works

~ Don Dalrymple ~ Leave a comment

I read Derek Sivers’ mantra years ago, “Either ‘Hell Yeah!’ or ‘no.” It’s a fantastic way to live and do business. Most things don’t work out. And a lot of time, money and relational equity can be wasted when taking on what appears to be good projects or endeavors, but they are not necessarily the best things for you.

I say, “No,” all the time to projects that have more downside than upside, invitations that feel more dutiful than fun and opportunities that I can tell have a low probability of working out.

Hell Yeah! has a fantastic filter on all the temptations and shiny allures.

It’s a boundary that helps you go big on what really matters. And we need all our energy, focus and attention on things that matter. It’s hard enough trying to make things work when everything is working against you. Why add the drag of mediocre commitments that will likely die on the vine?

Great motto to live into and see if you can get more out of the good stuff and keep all the compromises at bay.

Find the Few and Disregard the Many

~ Don Dalrymple ~ Leave a comment

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A few projects matter. So do a few relationships and a few tools. It’s so easy to simply accumulate stuff and throw horsepower into everything. While thinking that should cover over any deficiencies, what is often hidden is the cost in the form of waste, unclarity and management overhead.

We don’t have unlimited attention, resources or energy. It’s hard enough to make something work well or achieve success. However, more noise will only add drag to your best intentions and efforts.

Think about how you want to do business and consider inverting your model. What if you chose to focus on the few that matter rather than the many that have diminishing returns? Your process can look something like this:

  1. 10 clients – The absolute number I want to work with at one time.
  2. 20 deals – Because I close half and only 20 matter.
  3. 40 prospects – People I would be happy to work with and that are an ideal fit.
  4. 2 channels – Places that my prospects I like hang out. Strategies I am committed to fully and will refine.

This kind of strategy can work, but you have to be thinking about what you want and focusing your conversations and approach to the few that matter. In a way, it is a form of abundance thinking. You are realizing there are specific, valuable people you want to work with in a vast world and you simply need to connect and get clear with them.

As a side effect, you are avoiding creating a lot of waste, irritation and noise out there for people that are not a fit.

You also ask better questions of yourself:

Who are the 10 people I want to have as friends and spend my time with doing business?

What do the few people I work with have in common?

What don’t I like?

I bet you find yourself more relaxed and easier to work with. I bet you find abundance by focusing on the few. Clarity and focus have a way of bringing that kind of increase and efficiency.

For Those Who Can’t Do

~ Don Dalrymple ~ Leave a comment

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My kids and I love that Jack Black movie, School of Rock. The other day, we were laughing at a line that Black’s character, Dewey Finn, made a group of his colleagues roll with in a lunchroom scene, “Those that can’t do, teach, and those that can’t teach… teach gym.”

Too funny.

We live in a world where people can hide and not do. They can teach about business, but not do business.

There are brokers that trade for you but don’t do it themselves.

There are professors and pastors that talk about the marketplace but don’t work in the marketplace.

It can save you a lot of trouble to distinguish between doers and talkers. You gain much more value from someone who takes risks and puts their name, money and work out there than pontificators sitting on the sidelines.

I’m not sure we can completely squeeze out safe spaces where talkers can hide and not take risk, but I do think you can pay attention and align with doers that have skin in the game.

Design the Customer Journey

~ Don Dalrymple ~ Leave a comment
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Yes, I understand you want money. You want people to buy now. The temptation to simply expect and demand cash is so high and blinding that it’s hard for a seller to see why money becomes elusive.

In some cases when the pain is high – root canals, broken transmissions, fallen bridges – the customer goes straight to the answer. They want the full offering because the pain and the cure are clear and needed.

What about cosmetic dental work, upgrading to a Tesla or improving infrastructure for growing populations?

The sale is a bit harder. The pain is low. Your customer’s status quo is fine. And your offering feels like a big commitment. It can be delayed.

Is there a lesser first step you can start with to stir the customer’s thinking? A test drive or a new mirror can get a person thinking about something they haven’t entertained.

There’s the beginning seed.

You have to gain interest, attention and trust at the start. This is hard in a crowded, overwhelming marketplace. This feels daunting when everyone can get what they want with their thumbs and iPhone.

That starting point, not your final sale, is where you have to dig, design and consistently offer yourself. I bet your customer journey could have a bit more courtship involved. I bet you could start and build trust with a few touches that lead your customer through smaller, more comfortable steps.

Yes, you can sell more. But you have to care more first. And that means stepping back and walking that emotional journey your customer feels. You can design the journey and help them towards a bigger yes, the one you want. Caring about where they are at and how they proceed to trust you means going slower so you can go faster.

What’s easy for your customer to say yes to first? How about second?

How could you design the steps with care that lead them to what they eventually need from you?

Be Personal in Networking But Don’t Take Things Personally

~ Don Dalrymple ~ Leave a comment
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How much value do you add? That’s the key question I ask each day when I am out in the world of business. It may not be a perfect question, but the free market is open. People are free to make decisions on their own on what they value.

You are valuable when you can connect, articulate and deliver value to another person.

You can’t insist.

You can’t force people to do what you want.

You can’t whine and hope others will pacify you.

We have choices and we tend to choose in our self-interest.

The great thing is that every day your customers spend money and look for value.

That’s why in your networking, you have to keep tilting the odds in your favor by being helpful and clear in what you are offering. It’s about being personal but not taking responses personally if they don’t go your way.

Consider Mark Ford’s tips on networking:

Gain interest first, earn trust later.

Always be specific and sincere in your praise.

Don’t expect to receive an answer to every note you write.

Ask questions.

Be grateful for answers.

Suggest business only when your target person is ready.

Business is people. And the business of people relies on you being valuable out there and networking in a way that is consistent, clear and respectful.

Every day I am looking for those that would truly add value to my life. Hopefully, we connect in a way that makes life better because we met.

Routine Sets You Free

~ Don Dalrymple ~ Leave a comment
routines set you free
“Routine sets you free.” ~ Verne Harnish

Your routines set you up for performance, creativity and peace of mind. We have this long road ahead to accomplish projects that matter day in and day out. And if we simply go with the randomness and urgencies of the day, we don’t win the long game. We are at the mercy of many things that simply do not contribute to our bigger goals.

That is why routine is a powerful way to overcome the traps of those temptations that would pull on our energy and attention.

If you depend on will power to help you do what you want to do, then I think you have already lost. I can tell you that will power becomes the red zone for me. I don’t have enough of it to tap into to get the things done I want or resist what I don’t want. And, there’s only a limited supply in a day. It dwindles as the day progresses.

Your productivity and creativity are scarce resources that run out and in knowledge work, we have to be excellent managers of these limited resources if we want achievement. I think from conversations with clients, being overwhelmed and constantly spun around the relentless demands of work gets them off course. Routine helps to set up habits that move what is important further along.

Habits are powerful to keep momentum going. My own habits include reading, writing, hiking, prayer, taking vitamins, saying a kind word and sleeping enough. I also do simple things like morning showers, push-ups and sit-ups. It’s remarkable how these simple routines point me towards execution each and every day.

You can even use an app like Streaks to set up and keep a habit going. If you wanted to run a race, simply set it up and don’t miss a day. The same goes for building a family culture or writing a book. Our brains are wired for habits and this can create the routines you need to move the ball.

Don’t rely on will power, emotion or hype. They are short-lived. The long game requires something more forceful and consistent. Routines set you free.