by Carl Reid

     This article was originally published in The Productivity Institute (PI) Newsletter

When my daughter was about 3 or 4 I began asking her to do things to push her past her limits. She always felt she performed quite well, because she received a lot of encouragement for just attempting to do things most people would say 4-5-6-7-8 year olds aren’t capable of doing. I would get her to do things, like asking her to take her bowl and put it in the sink. Although I knew she couldn’t reach the sink, I just wanted her to try to reach anyway. Dropping the bowl was OK. After a couple of futile attempts, I picked her up so she could place the bowl in the sink. She still felt accomplished in feeling like she still did it herself. Another time I asked her to help me clean an imaginary dirt spot on the wall that was out of her reach. After she tried and figured out she couldn’t reach, I picked her up. She cleaned the spot. She felt very satisfied with her accomplishment.

Not yet 4 1/2 years old, one day I asked her to count to 10. She hadn’t been taught yet, but I thought I would really push her. She responded with the nastiest little word. I told her, if she said that “bad word” again, I would wash her mouth out with soap. I came from the bathroom, with a bar of soap to show her I meant business. I asked her again to count to 10. She said that 4 letter word again, more adamantly. I rubbed my finger across the wet bar of soap and rubbed my fingered across her lips. A soon as she licked her lips, she proceeded to cry from the awful soap taste. She ran to her mother to sooth the distaste on her lips. When I told her mother about my request, she [mother] freaked out. Mother also said the same dirty word, in referring to my daughter’s limited knowledge. I was a maniac, as far as her mother was concerned.

I pulled my daughter from the safety of her mother’s arms. As I visibly rubbed my finger over the soap bar, I asked my daughter to count to 10. She already knew the result of saying the bad 4 letter word. So she thought carefully. The most amazing thing happened. She turned around with her back to me and said “help me daddy”. This was symbolic. She knew every time I picked her up, she always accomplished something.

That dirty word did not appear in my daughter’s vocabulary again, until her second year in high school. She didn’t do well in history. I asked her “what is the problem”. She responded with that dirty word in a complete sentence. I proceeded to the bathroom and she changed her tune with a quick retraction and apology for using that word. So we continued with planning actions for improving her report card. She past all her subjects, including history, on the next report card. It’s phenominal how eliminating that nasty word helped her accomplish so many things over the years.

The odd thing is this 4 letter word is socially acceptable in any gathering of people. No one gives it a second thought. Very few people realize the damage this nasty word does to other people. It cripples many people. People hear this word, pass it on to other people and more people hurt themselves saying it. Many parents think nothing of saying this word to their children in every day conversation.

People miss out, on opportunities, raises, going to college, moving up the corporate ladder, starting a business, settling a dispute, forgiving a family member, meeting a new friend, taking a trip, learning something new, negotiating a better deal, just by uttering this word constantly.

Drum roll please . . . the dirtiest 4 letter word, which should be stricken from the English dictionary, is:
Can’t

I can’t do it *It can’t work * You can’t have everything you want * It can’t be done * You can’t do that

Who wants their mouth washed out with soap?

*******

“No one is a failure, unless they fail to try” -unknown
Carl E. Reid landed his first managerial position at age 16. Mr. Reid has over 40 years of business experience, including 26 years as an information technology expert and 15 years as a business career coach. He is CEO of NetTECH Systems Reid & Associates, Inc..  Carl has been a professional blogger and social media expert since 2004. In addition to being a sought after speaker, he publishes Library of Congress recognized newsletter blogs www.SavvyIntrapreneur.com and www.iTechSpeak.com . Carl is Chief Operations Officer for Empowering Today™s (ETP) Network. Email: Carl@success4u2.net - Tel: 201-222-5390.

By Carl E. Reid

     This article was originally published in The Productivity Institute (PI) Newsletter

In another life hot summer days provided an opportunity for a few enterprising young children to increase their allowance [aka, income]. As a child growing up in the New City Edenwald housing projects, I innately developed a knack for meeting people at their needs. When other kids sold their lemonade for 5 cents a glass, I sold more lemonade at 10 cents a glass. Mind you, Country Time Lemonade wasn’t around. My mother funded my lemonade operation, which consisted of 2 choices; some inexpensive lemonade like packet and fresh lemons. I chose fresh lemons. The pulp in the pitcher was the sales clincher. What is your sales clincher?

So a passerby walked by my lemonade stand. I capture their attention with “how about cooling off with a little ice cold lemonade”. They respond “how much is your lemonade”? My response was “have a taste first”. I pour a little sample. They taste it. I watch their facial response. I say “a full glass is 10 cents”. Sold and sometimes a request for second glass . . . next. It was usually a good $2 day when the competition made 60 cents.

When selling ideas or marketing your services, you must meet people at their needs. What you want is of little consequence to another person. People do not care what you want.

That’s why asking questions during an interview is crucial. You’re not just showing an interest in the job. You’re gathering intelligence to see what is of interest to the interviewer. What motivates them? What are their “hot buttons”? What is going to make them buy into your skills?

Do your homework before an interview. Review the company web site and Google the person you are going to meet. Know about the person to interject how your skill offering is within what makes the interviewer tick. If you find nothing about the person, make sure your questions are pointed in a manner that gives you the information you need to sell yourself.

What are the company mission and vision statements? What is the company culture like? The web site will usually provide this information. Use Google to get recent news items about the company.

Do your homework before you step on the invisible interview red carpet. The goal is to make a personal connection with the person interviewing you. It makes all the difference with the next step, salary offer and what you want as an end result.

Carl Reid landed his first managerial position at age 16. Mr. Reid has over 40 years of business experience, including 26 years as an information technology expert. He is CEO of NetTECH Systems Reid & Associates, Inc..  Carl has been a professional blogger and social media expert since 2004. In addition to being a sought after speaker, he publishes Library of Congress recognized newsletter blogs www.SavvyIntrapreneur.com and www.iTechSpeak.com . Carl is Chief Operations Officer for Empowering Today’s (ETP) Network. Email: Carl@etpnetwork.com - Tel: 201-222-5390.

by Carl E. Reid

     This article was originally published in The Productivity Institute (PI) Newsletter

You can actually ask for a raise any time you want. No way . . . Yes way. This is one of those rules that is not in the employee handbook. Oh, there is something in there about performance reviews; when, why and how they happen. It’s usually written to be ambiguous, open ended and uniform for “fairness” throughout the organization. This allows managers to have a very wide latitude in determining who, when and for what reasons a raise is given. It gives them the authority to make judgment calls. With that single thought in mind, who says a person can’t ask for a raise in between those predetermined times? How about a raise right after your 3 month probation of starting a job? How about a raise every 8 months, instead once a year etc.)?
Warning:If you’re satisfied with what you currently earn, based on the work you do, then read no further. If 35,000 people say it can’t be done and 1 person achieves it, who’s right?

The hardest part of asking for a raise is just deciding to go for it. It’s just that simple.

Asking for a raise is not exclusive to employees. Self employed consultants or companies that provide services to a client can ask for a raise, as well. Why? Because it’s another unwritten rule we are made to believe does not exist. If it were in writing, then everybody would ask for a raise whenever they determined they deserved one. Now we can’t have that, can we?

While on a very lucrative consulting assignment, a Client accidently dropped my services. I thanked everyone for the opportunity to be of service. I packed my bags and flew back to New York.  2 days later the client realized they terminated the the consulting services of the wrong company.  They called me back. I said “Stop, I need a $15.00/hr  raise”. They said “send a justification”. Since I keep a journal, I was able to provide an email with tasks accomplished above and beyond the “scope of work”. The client approved the raise and flew me back to Charleston to continue the project.

Don’t Even Dream of Asking for a Raise . . . Verbally.

If you ask for a raise verbally, it makes “No” come faster than “Yes”. A verbal request isn’t taken as seriously as a written request. This type of sensitive conversation “never happened”, if it is not put in writing. A verbal request for a raise provides too many opportunities for Mr. Excusitist to appear. Putting the request in writing still may not be enough to get you closer to “Yes”. Unless you take time to analyze, plan, and document before putting your request in writing, asking for a raise is usually a disappointing exercise in futility.

Analyze <> Plan <> Document your way to a raise.

ANALYZE
Perform a self assessment covering the period of time since your last review/raise. Carefully review your job description or scope of work. Answer the questions below.
It’s crucial to be honest with yourself.

Ask yourself:
1. Have I exceeded the expectations on each responsibility assigned to me? Which responsibilities have I only met the expectation? Why? What can I do to improve?
2. Is my area running lean with limited staff resources causing me to do more than my share of work? When have I performed above an beyond the call of duty?
3. What accomplishments have I achieved since my last review/raise? List them. What have I done that saved time, money or improved productivity / team morale / customer service / profits / departmental success / made my manager look good?
4. Have I received any written testimonials from other clients, customers, co-workers or managers / executives?

PLAN
The time to ask for a raise can be tactical in execution, but it doesn’t have to be. Since there is no set rule for asking for a raise, timing has no set rule either. Give yourself at least 3 month intervals, before making your case each time. Be prepared to negotiate your pay raise. Ask for more than you are willing to settle for. If you want a 10% raise, ask for a 15% raise. Similar to haggling with a street vendor, this leaves room for negotiating. Never give away your bottom line. If you only end up with 5%, you’re ahead because you received a raise before the rule book said you were supposed to get it Try it again in 3 more months. Anything is negotiable.
When is the best time to ask for a raise?
- During a hiring freeze.
- When you and your manager are getting along well.
- When 3 months have passed since you last raise/review.
- When someone in your department gets layed off or leaves.
- Right after you or your manager comes back from vacation.
- Have you been voted employee of the month?
- When your manger or co-workers give you credit on a project well done.
- When the department or manager receives recognition.
Any time is a good time, as long as you do your homework to prepare your case.

DOCUMENT
Ensure you have enough documentation to back up your request. I never try to waste brain power trying to remember anything I can look up. Keep a journal. Every few days or once a week, make entries of accomplishments. Exceptional things that happen at work or whatever you feel will help your cause in requesting a raise over the next 3 months, is what you enter into your journal. The journal also covers you, in cases where deficiencies may be identified by your manager. The journal may indicate you were doing a particular task or project which is why you could not complete the task being questioned. Regular journal entries will make it easier to justify, in writing, why you feel you deserve a raise. If all you do results in a “No” anyway, have no fear. Develop the attitude of the world’s greatest sales people. Then try again in another 3 months. After all, no one ever died from hearing the word “No”. The person saying “No” figures they probably won’t hear from you again, until it’s time for them to do your performance review. This is another unwritten rule.

Ask yourself “Based on my current performance and accomplishments, Do I really deserve to have to wait a whole year for a raise?” Who made up that rule?

P.S. - Blind carbon copy your manager’s boss (s/he is also your boss) when you submit your request. You don’t have anything to lose and you might get a serious champion for your cause.
 
Carl Reid landed his first managerial position at age 16. Mr. Reid has over 40 years of business experience, including 26 years as an information technology expert. He is CEO of NetTECH Systems Reid & Associates, Inc..  Carl has been a professional blogger and social media expert since 2004. In addition to being a sought after speaker, he publishes Library of Congress recognized newsletter blogs www.SavvyIntrapreneur.com and www.iTechSpeak.com . Carl is Chief Operations Officer for Empowering Today’s (ETP) Network. Email: CReid3005@gmail.com - Tel: 201-222-5390

by Carl E. Reid

     This article was originally published in The Productivity Institute (PI) Newsletter

Whether you are looking for a job or running a business, giving out business cards is crucial to marketing your skills or services. Even as a job seeker, develop the mindset of running the business of YOU, Inc. Business cards speak volumes about who you are, what you offer and how serious you are marketing YOU, Inc. as a business. Oh! So, you have a resume and don’t need business cards. Can you carry 10 resumes in your wallet’ Do you or can you carry your resume everywhere you go’ A church bell ringing lets people know they are open for business. Your business card is your bell. Here are some proven tips using business cards to increase your chances of landing a job or creating a business opportunity.

1. Never leave home without them. Before leaving home, your checklist should be expanded to include business cards, as part of “do I have my wallet/money, house keys, driver’s license’” Any ‘per chance’ meeting is an opportunity to give out a business card. A morning run or a quick trip to the local store could be an opportunity to network. My wife and I always ask each other ‘do you have business cards’, before leaving the house. Make it a habit to carry business cards.

2. Insert a business card when mailing bill payments. Bills contain advertisements. Why can’t you advertise your skills or services the same way’ Insert a business card with your payment. You may not think a person in South Dakota who opens your credit card bill payment can help you. Never underestimate the power of networking. A movie, entitled ‘6 Degrees of Separation’ points out we are 6 people away from knowing someone of influence. You could be 6 people away from knowing the President of the United Sates, your favorite movie star or someone who is in a position to hire your skills or services. Each of us knows someone, who knows someone, who knows someone etc. Developing this powerful networking attitude will be a fundamental source of continued success.

3. Use proper business card etiquette. Whenever you give a business card, ask for a business card. When given a business card, don’t just take it and place it in your pocket. Make the person feel important by looking at their card for a few seconds. You might see something that could be a topic of discussion. Write comments on the card such as date, location and common points of interest. These comments will prove valuable when following up with that person. This also demonstrates a sincere interest in the other person. Then place it in your wallet. This lets them know they reside in a special place with you. “Skill with People” by Les Giblin is a book that expands on this approach. Make people feel important, in order to make yourself important to them.

4. Be generous. Give business cards out to everyone, including family and friends. Don’t let vanity stop you from giving out your last business card or giving 2 at a time to each person. I have met many people who have totally missed the purpose of a business card. I once asked a person for a second business card, so I could refer his services. His response was “I only have a few cards left and I need them”, as he looked again at his name on the card. Hoarding your business cards only makes your wallet feel full, not your bank account.

5. Ask for referrals. When giving a business card, people feel more comfortable when you ask; ‘I would appreciate a referral, if you know anyone that could use my services’. Don’t make people feel like they are on the spot. This approach disarms people much better than asking them, ‘is your company hiring” People naturally like to do favors for people. Saying ‘could you do me a favor by referring my services to someone’. This always places you in a better position with them. They will feel better about helping you. Give them 2 cards.

6. Maximize every “per chance” meeting. You never know when you might meet someone who can help you. Family or friends social events could produce unexpected encounters with people. Don’t discount those events. So you’re going to a birthday party for your friend’s kid. You never know who you might meet. At a family holiday gathering last year, I met someone that has been instrumental in developing our business this year. Who would have thought this could happen by giving him a simple business card.

7. Place yourself at the right place at the right time. Have you been to a job fair or business conference and been disappointed with the networking results’ Turn the tables around. Consider volunteering to help out at the job fair or other types of events. This puts you in a better strategic position for presenting your resume or business card. Company representatives might view you differently, if they know you are willing to go the extra mile in helping them make their presence easier to manage. Get involved by visiting Eventme.com, TheLunchClub.net, Craigslist.com or view the calendar of events for JacobJavitsCenter.com to place yourself in opportunities for giving out your business card. Volunteering for events has been a very successful resource for my business partner and I to expanding our business. Zig Ziglar, one of the most successful sales trainers in the world says “if you help enough people get what they want in life, you will get what you want in life”.

8. Use “In Your Face” follow up. Did you ever have a job interview or meeting with a recruiter, potential client or employer and wonder why they never called you back’ ‘Out of sight, out of mind’ is the operative phrase to remember. Today’s economic climate dictates you might be competing with 20, 50, 100 or more other people for the same position or contract. It’s quite a task for people to keep track of each individual meeting. So it’s up to you to give a person a reason to call you back. Immediately after a meeting snail mail a hand written note thanking the person for their time. Insert your business card. Now you’re in the driver’s seat in standing out from other people. If you get no response, do it again. Patience and persistence pays off.

9. Use promotions to promote ME, Inc. Newspapers often have stories of people being promoted to high levels in different organizations’ This is an opportunity for you. Consider getting some invitation size blank greeting cards. Use the Internet’s search capabilities to find out the address of the company’s executive offices. Send the blank invitation type card with a hand written note sincerely congratulating a person on their promotion. Insert your business card. For the cost of a 37-cent stamp, you have just made someone’s day and may create an impression that makes a person feel compelled to respond back to you. Make it a habit to do this once a week. Remember ‘6 Degrees of Separation’. You just never know . . . People open invitation type envelops faster than any others.

10. Brand yourself with a slogan. Print a slogan on your business card that answers the question ‘Why should I hire you’ Or “What makes you different from everyone else’” A catchy phrase or slogan insures people ALWAYS associate a company name with their product or services. People remember even after the commercial is over. That’s called branding. Companies pay big bucks to advertising agencies to come up with these lasting slogans. Consider doing the exact same thing on your business card. This is your insurance people remember you, after you meet. Don’t just put Hortence Smiley, Accountant on your business card. Add something like “Financial Services With Integrity”. A slogan makes all the difference between getting hired or not, because people will remember you long after a meeting.

Happy trails networking . . .

Carl Reid landed his first managerial position at age 16. Mr. Reid has over 40 years of business experience, including 26 years as an information technology expert. He is CEO of NetTECH Systems Reid & Associates, Inc..  Carl has been a professional blogger and social media expert since 2004. In addition to being a sought after speaker, he publishes Library of Congress recognized newsletter blogs www.SavvyIntrapreneur.com and www.iTechSpeak.com . Carl is Chief Operations Officer for Empowering Today’s (ETP) Network. Email: CReid3005@gmail.com - Tel: 201-222-5390