Repeat Success is No Small Achievement

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Arnel Pineda never imagined that he would be fronting the world-famous rock band, Journey, when he began singing American rock songs with his friends’ band as a teenager.

For years his exceptional singing talent had been good enough to belt out songs with club bands doing parties, special events, contests, weddings, and regular appearances around the Philippines, Pineda’s home country. However, one evening Pineda was filmed doing his performance with a particular Journey song, “Don’t Stop Believin’.” The performance, as well as Pineda’s accuracy in singing the song so similar to how the original version was sung by the first Journey frontman, Steve Perry, shocked people. It also shocked the guitarist and an original member of Journey, Neil Schon, when he watched the YouTube video as well. One would think that the fairytale story ended at this point as Pineda rocketed to fame as Journey’s replacement singer. However, that’s not quite how things went.

Upping Your Game

Yes, Pineda could sing, no argument. And he did a darn good version of Journey as a bar band singer. However, the band made it clear to Pineda that if he were to be considered a serious contender for the real band, he would have to up his game. That meant singing all the original Journey songs to perfection.

It’s easy for the typical person to think this challenge might be doable. That’s because no one sees what Pineda had to go through to match every tone and every inflection that Steve Perry had done to make Journey’s songs famous in the first place. Unlike Perry, who could craft a new song with any version of voice he liked, Pineda had to duplicate the original to every single detail. It was a grueling process with Schon and company catching every mistake and pushing Pineda to reach the zenith of his ability. There were plenty of times Pineda wanted to quit as well, questioning his own talent. Fortunately, the Filipino singer realized his full potential and succeeded.

Success Can Be Hard to Repeat

This story is a classic case showing how hard it is to achieve success a second time once a standard or great performance has been achieved in the first place. In business, a one-time success is just that, a fortunate blip. When a business team can repeat the performance and do even better consistently, that’s a huge achievement. It proves that the success was not just good luck or a brief opportunity when things just fell into place.

Repeat success is the primary goal every business team strives to achieve. And it is extremely hard. Conditions change, markets fluctuate, customers move to new interests, team members leave and get replaced. All of these factors and more change the mix in

how successful a team can be. To overcome these changes and repeat the success is really the higher level of performance that pays big with rewards when it can be achieved.

Not Just for Entertainment

Think Pineda’s story is just something that happens in the entertainment world? Look at Apple after Steve Jobs passed away. The Apple team lost a core resource in Jobs and still had to find a way to keep Apple growing and succeeding even more than what Jobs had achieved with the company. CEO Tim Cook and company did exactly that, but it was a huge challenge to fill Jobs’ shoes year after year since his passing. In many ways, Cook had to perform just as hard a Pineda to repeat a success and make it better. So the next time you see a repeat success story, don’t dismiss it so quickly. It’s frequently much harder to succeed a second time versus the first.

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Why Educated Confidence Will Carry You Far In Business

thinkstockphotos-472675690To say that confidence is an important quality for a business leader to have is an understatement. At any given time, your employees are going to be looking to you to make decisions and provide insight. They need to know beyond the shadow of a doubt that you’re confident in the actions you’re taking. You need to know that you’ve given serious thought to the long, often difficult road ahead of you and that you’re making the right move for the right task at the right time. If people can see that you believe in yourself, in your business, and what you’ve worked so hard to build, they’ll start to believe in those things, too.

But something many people often don’t realize until it’s far too late is that “confidence” and “educated confidence” are NOT the same thing.

What is Educated Confidence?

Trust, belief, faith, conviction – these are all among the most essential ingredients that go into creating a confident leader. But one of the most important is also one of the ones that is rarely mentioned – humility. Humility allows you to acknowledge that even though you’re a leader, you’re still just one small cog in a much bigger machine. A living, breathing machine with a life of its own – one that is much more powerful than any one individual working within it, even when that person is yourself.

In many ways, educated confidence is all about slightly adjusting your perspective to account for your own limitations. You need to be confident in the fact that you’re not always going to have the right answer to every problem you face. And that’s okay – because you’re also confident in the people around you and you know that you’ll get through it together like you always do.

You need to be confident in the fact that you are going to make mistakes as a business leader – probably a lot of them, in fact. But this is something that you welcome because you’re also confident in your ability to learn the right lessons from these mistakes and strengthening yourself and your entire organization in the process.

It’s All About the Decisions

It has been said in the past that leadership essentially comes down to your ability to make decisions – but this is only one small part of a much larger story. It’s also about your ability to see those decisions through the lens of all possible consequences, both good and bad.

An overly self-confident leader often becomes one that people follow because their paychecks depend on it, not necessarily because they want to. We’ve all had these types of bosses – the people who are experts at delegating responsibility (read: barking orders) but who always seem to disappear when those proverbial chickens come home to roost.

A leader armed with the power of educated confidence, however, is someone that people follow because they just can’t help themselves. They acknowledge that they don’t have all the answers and they likely never will, but that’s okay – because “we’re all in this together.” It’s the idea that just because you’re a leader doesn’t mean that you’re always right – and you wouldn’t have it any other way.

Educated confidence is that little voice inside your head that says “maybe I should get a second, or third, opinion on this, as this is definitely outside of my wheelhouse.” It’s a voice that you shouldn’t try to stifle or tamp down, resist or ignore.

Instead, you need to give that educated, confident little voice a megaphone.

 

Why Patience is One of the Most Important Qualities a Leader Can Have

thinkstockphotos-624713098The chasm between a leader and a great leader is a deep one. It is one that is often filled with qualities like clarity, decisiveness, courage, passion, and a healthy amount of humility given the circumstances.

But one of the major qualities that is essential to leadership that people don’t talk about nearly enough is patience. When patience is practiced wisely, it can have a dramatic effect on your entire organization from the top down.

The Ripple Effect of Patience

In general, patience is more important than just being willing to wait for results. Yes, all people are different and employees need to be given room to move at their own pace for the sake of quality. But, the true benefit of patience runs much deeper.

First and foremost, patience shows respect in a way that also encourages productivity at the same time. If you’re the type of leader who delegates responsibility but then spends hours each day telling people to “hurry up” or to “get things moving,” ultimately all you’re really doing is creating frustration or fear in an environment where you can afford neither.

Being willing to wait for someone to work at their own pace shows an employee that you value their overall contribution to the larger organization. You didn’t just choose any person for this job; you chose the right person for the right job. Sometimes, that takes a little more time than you’d like, but that is perfectly fine. Patience is also an important acknowledgment that every person progresses at a different pace. If you’re up in arms every time someone takes a little more time to complete a task, what you’re doing is communicating that they’re not as good as someone else when given the same responsibility.

Patience Also Says a Lot About You, Too

Being patient with others isn’t just about your employees – it also speaks volumes about you. When you’re constantly working from a place of “I needed this yesterday,” all you’re doing is artificially inflating the stakes of the business you’re trying to run. You’re not making considerate decisions; you’re making ones fueled by little more than raw emotion and a ticking clock.

Patience shows that you’re the type of leader willing to stop and let things breathe for a moment. It shows that you’re willing to listen and consider all variables before making a thoughtful judgment about what to do next. It shows that you’re not the type of person to make snap decisions that you’ll later regret and that your employees shouldn’t be willing to settle for that, either.

These are just a few of the many reasons why patience is one of the most important qualities a leader can have. It’s also important to remember that you need to be patient with yourself. Patience is a virtue, yes, but it’s also something of a discipline. You’ll need to acknowledge the importance of patience and the role it plays in your business so that you can grow into the type of leader who no longer has to make an effort to be patient with others. Instead, it will become an afterthought.

The Rise and Fall of Nate Silver: A Lesson in Risk Communication

thinkstockphotos-543817436Political prognosticator and analytics guru Nate Silver rose to national fame by correctly predicting elections. But in 2016, Silver joined almost every other analyst by projecting a victory for Hillary Clinton over Donald Trump. Was Silver’s good luck over?

Cognitive Bias and the “Failure” of Data

Actually, Silver’s estimate for the 2016 election was closer to correct than almost anyone else’s. He saw Clinton as a heavy favorite, but still gave Donald Trump a roughly one-in-three shot of winning. But the world didn’t remember that part of the projection once the election results came in. They just remembered the part Silver got wrong. Nobel Prize winner Daniel Kahneman has an explanation: cognitive bias.

Kahneman studied how people make decisions and judgments, and he quickly discovered that they don’t make any sense. People like to think of themselves as logical and rational, but they mostly use logic to justify believing whatever they want to believe anyway. And one thing people absolutely love to believe is that the future is certain. Human minds loathe uncertainty. Uncertainty breeds anxiety and fear—sometimes paralyzing fear. So when given a number like “one in three” or “ninety percent,” they subconsciously convert the odds to “yes” or “no.”

This cognitive bias is often very useful. You probably never consider the statistical chance that you’ll be run over by a bus because if you did, you might never leave the house. It’s far easier, and probably mentally healthier, to treat the risk of bus accidents as a 0. But the tendency to round probabilities up or down can be disastrous in the business world.

Communicating Risk

Have you told your boss that there’s a 90% chance you’ll make the sale? If the deal didn’t go through, you were probably in a bit of hot water. Has a supplier ever told you her product’s failure rate was less than 1%? You’d probably be pretty mad if your order was a dud. The problem with both of those statements of probability is that they do a poor job of communicating risk. They invite the mind’s cognitive bias to take over and convert the estimate into a certainty. When that certainty turns out not to be so certain, it feels like a broken promise.

That’s why the world decided Nate Silver was wrong. They had rounded up the probability of a Clinton victory to a guarantee. When Trump won, it felt like Silver had broken his word. His failure wasn’t in the data—it was in the way he communicated the risk.

The lesson here is that quoting numbers won’t save you.

Don’t just toss out percentages—put them in context. Visualizations are one useful technique. If a product will fail one time in a hundred, a graphic with 99 white shapes and one black shape gets the message across far more effectively than the numbers. Analogies are also effective. A 90% probability? That’s about the same as the chance that an NFL kicker will make a 32-yard field goal. Anchoring the numbers to a familiar context creates a lasting impression. It forces the mind to acknowledge uncertainty.

In business and life, people care about honesty. But if your goal is to be trustworthy, it’s not enough to state the facts. You have to make those facts sink into others’ minds. When it comes to probabilities and risks, that task is taller than it looks.

Indra Nooyi: A Story in Being Yourself and Persistence

thinkstockphotos-500841556Have you ever heard of Indra Nooyi?

Maybe not, but you’ve probably bought her product at one time or another in the past year. Ms. Nooyi is the CEO of Pepsi-Co., the makers of the popular and well-known Pepsi soda brand. However, her position at Pepsi is not necessarily what is the most amazing fact of her story. Granted, reaching the status of being a Fortune 500 company CEO is huge and significant, but how Ms. Nooyi got her start is the real story. That’s because she risked everything with no safety net to fall back on.

Some Compelling Advice

Indra Nooyi came to the U.S. like so many other great minds, arriving as a student immigrant. Ms. Nooyi jumped to a slot in Harvard’s master’s degree program in business. However, graduating wasn’t her biggest challenge. It was translating her academic success into a result: getting a job. Ms. Nooyi’s first real interview was total failure – no connection, no rhythm, no job. However, she received a piece of advice from a professor that Ms. Nooyi has carried forward since then to her role as a CEO. She was told to simply “be herself.”

Ms. Nooyi clearly took the advice she received to heart. Not only has she been herself as intelligent, smart, persistent, and daring, she has also scored an enviable position of 75 percent plus support by her own employees worldwide. See if you can find a politician with as much support even when winning a national election.

What Makes A Person Successful?

For business owners and leaders, the lesson from Ms. Nooyi is to never forget what really makes a person successful. It’s not the suit, it’s not the past laurels, and it’s not the school degree. What makes the difference that catches people’s attention and gets their support is one’s personal confidence and persistence. Ms. Nooyi gambled everything with not just coming to the U.S. to succeed but to also establish herself in a highly competitive arena: business consulting. Had she failed, Ms. Nooyi would have had to return back to India and likely would have disappeared into a vast number of IT companies there; everything for her was on the line. But she persisted. And Ms. Nooyi, with her new advice on being herself, was quickly hired. That in turn became her path to eventually becoming Pepsi-Co.’s latest CEO.

A Better Choice

Business leaders trying to keep a company going will at some point face a challenge where everything has to be put on the line to get to the next level. Many don’t take that leap. It’s too risky, it’s too costly, or it’s too unknown. Yet from Ms. Nooyi’s example, the last thing anyone should be doing is trying hard to fake their way through the issue. Be yourself. Trust your skills and trust your gut to make the right the decision. That’s what got a person to a leadership role in the first place, so why should he or she be any different at the moment that counts the most? Risk, responsibilities, fears of what-if can all combine to make someone think behaving differently may be the best path forward. Clearly, from Ms. Nooyi’s example, there’s a better choice.

Lessons We Can Learn From Great Business Minds of Yesteryear

thinkstockphotos-87751432Business leaders of yesteryear can teach us lessons even today. Cornelius Vanderbilt, who dominated shipping and railroads; John Pierpont “J.P.” Morgan, who built a financial empire on investments and banking; Mary Kay Ash, who founded the exceptionally successful company Mary Kay Cosmetics; and John D. Rockefeller, who founded Standard Oil and was America’s very first billionaire are all worthy of admiration and have lessons they can teach us. Today, though, let’s look at one businessman, in particular, Henry Ford.

Who Was Henry Ford And How Did He Make An Impact in The Country?

Henry Ford, born in 1863, was a U.S. Industrialist who revolutionized automobile production, which allowed his company to mass produce cars, thus bringing the price down. This, in turn, allowed more regular folks to purchase cars and led to Ford Motors becoming hugely successful. In essence, Ford did more than creating a successful company; he revolutionized the entire transportation industry. Before his changes were implemented, most people were unable to afford such a luxury. Therefore, he took a product that was not widespread and made it applicable for the average consumer, thus changing the entire landscape of the country in several ways. Ford was able to achieve this success thanks to a few methods he applied within his business. These ideas are applicable to any type of business and can teach us as business professionals and entrepreneurs lessons on success even today:

  • Innovation is Everything: When it comes to innovation, Henry most certainly knew what he was doing. He utilized an assembly line technique that forever altered the way automobiles were produced. It’s worth noting that he was not the inventor of said assembly line. He only created an innovative way to implement the technique within his business. This is a great lesson we can learn from him today. You don’t have to come up with the idea or product in order to figure out a new way to utilize it.
  • Don’t be Afraid to Specialize And Offer Solutions to Undiscovered Problems: Henry Ford understood his market and specialized in it. He understood that it’s hard to find success when remaining too generic. He also understood his customer base better than they understood themselves. He was able to offer a product as a solution to a problem that his customer base didn’t even realize they had. He once stated, “If I had simply asked people what they wanted, they would have asked me for faster horses.”
  • Efficiency is Vital: Ford was such a believer in efficiency that he is credited with the creation of “Fordism.” This term basically describes a system of mass production that is both standardized and efficient. He understood the importance of keeping his workers productive and achieving a maximum output. He was able to do this, in part, by providing incentives. These incentives, which included a reduced workweek and better wages, resulted in worker loyalty and efficiency.
  • Don’t be Afraid to Learn Something New: Henry Ford once said, “Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young.” Henry Ford was personally committed to learning. He was never content to learn all he could about a subject and just stay there. He didn’t want to just “be,” he wanted to grow. This is likely how he was able to come up with such innovative ideas because he never got stuck thinking or acting a certain way. Instead, Ford was always up for a new challenge. We would do well to emulate this in our own professional lives.

There are countless other lessons we can glean from Henry Ford and other businessmen and women like him who revolutionized their industries and achieved amazing success. The important point to remember is that they all stepped out, took a risk, and believed in their goals. That is the foundation for any great success.

“Take It From Me”- Why Testimonials Are So Effective

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Marketing is all about giving your customers the information they need to make an informed purchasing decision. Everything you do – from the copy you craft to the images you choose – is built around that simple purpose in mind.

But marketing itself has evolved over the years, away from the heavy reliance on the spec sheets of yesteryear. It’s essentially become an open line of communication between you and the people you’re trying to serve. People don’t want to be “sold to” anymore – or at least, not in the way they used to.

This is why customer testimonials are so important. Instead of “taking your word” for it that your product or service is going to impact their lives positively, it lets real customers hear from other real customers why the decision they’re about to make is a good one.

The Power of Testimonials: Facts and Figures

In addition to communicating with your audience, another essential goal of your marketing materials should involve building as much trust and credibility as you can. Your customers don’t just want to know that you can solve their problem – they want to know that you can do it better than anyone else. To that end, customer testimonials are incredibly effective – particularly in the world of print.

Part of the reason why testimonials are so important is that they help create a deeper, more emotional appeal for your branding. Consider the following statistics:

  • According to one study, the regular use of customer testimonials can help you generate roughly sixty-two percent more revenue not only from every customer but from every time they visit your brand.
  • Ninety-two percent of people said that they read testimonials when considering a purchase.
  • A further eighty-eight percent of consumers said that they trusted these reviews just as much as personal recommendations, according to the same study.
  • To top it off, seventy-two percent of those who responded to the survey in question said that positive reviews and testimonials helped them trust a business significantly more.

Simply put, customer testimonials create something of a self-fulfilling prophecy regarding your connection with your target audience. Someone enjoys your product or service, so you encourage them to leave a positive review or testimonial. Consumers naturally trust each other more than they trust just marketing collateral, so that testimonial adds more weight to the decision they’re trying to make. Those initial happy customers, therefore, encourage more purchases, which creates more happy customers, etc.

When you combine customer testimonials with other effective marketing tactics – like a heavy reliance on not just print but on print techniques that help your collateral stand out and make a unique impression – suddenly your message is being amplified in the best possible way. You’re giving an opportunity to let regular customers become brand advocates, which does more in terms of building trust, credibility, and emotion than you could ever do on your own. You’re also creating more brand advocates in the process, which is always a good thing.