Are You Building Trust and Credibility?

by Matt Walker on September 23, 2009

I recently had a meeting with a client where she voiced frustration that her marketing tactics weren’t bearing fruit. She was frustrated and overwhelmed by the work she was putting into it and the little positive feedback she received in return. It was time to reexamine her credibility in the market place and take a closer look at how she built trust before she promoted her business.

It is crucial to earn the trust of the people you would like to serve and that you are a credible resource in the market place. We discussed the myriad of trust and credibility builders out in the world, but, we came back to these 7 points. 7 Specific qualities that we agreed were imperative for her to maintain in her relationship with her clients and prospects.

  1. Remain self-aware, but not self-absorbed.
  2. Be intentional, but not blindly driven.
  3. Be responsive.
  4. Keep an even keel - even in the face of adversity.
  5. Maintain a relaxed focus.
  6. Acknowledge your humanity - we all make mistakes. Trust can be built through mistakes.
  7. Maintain boundaries - but engage with others.

My client acknowledged that she had lost her focus and sought the reward (more clients and more income) before establishing relationship with her potential clients. It’s an easy mistake to make - especially when fear and anxiety raise their heads a little higher. Best to acknowledge fear and anxiety and remain confident that building relationships builds your business.

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I Have A Twitter Account - Now What?

by Matt Walker on June 25, 2009

When I coach workshops the room falls silent when someone asks a question about social networking or Twitter. Everyone is listening to hear how to get involved and engaged, and, the question becomes: What is twitter and how can I use it to reach my target client?

My colleague @seanmalarkey (nearly 100,000 followers!) asked me write a bit about getting started on Twitter for his blog. Here is my perspective.

And a quick plug for @seanmalarkey (you can find more info via this link and a free 5 step lesson to get you going: http://tinyurl.com/nd5z92 )

The 5 Top Must-Knows For Starting Out on Twitter

1.    There is a culture out there.

Welcome to a large world that is shaped by your creation. Twitter is a microcosm of life: you can do anything you want and you cannot control what others do or think. This is the beauty of twitter – it is a real-time live interactive community. As such, twitter has a whole range of experiences available to you. Dive in and gravitate towards people that interest you. Observe the cultural norms and start your own.

2.    Twitter is a community.

A community is not a billboard (or worse a flashing billboard). You will see some twitter users do not post updates or worse only post advertisements for their own business. As a community and social networking tool, Twitter depends on your involvement. It is about conversation and interaction, sharing your opinion, and engaging in dialogue.

No sideline sitting here – we want you to play.

3.    Tweets speak their own language.

Twitter, as you may have noticed, has its own language. Here are a few simple things to keep an eye out for: remember you only have 140 characters to communicate with, saving space is a premium:

RT : is short for reTweet. A reTweet is passing forward anothers tweet that you appreciate or want to share with your followers. Simply place a RT and the user’s name with an @symbol in front of it before the message and send.

ie: RT @matthew_walker: to get someone to be interested in knowing you, you must first talk about things that interest them.

@reply: and Dm - Whats the difference?

  • @reply = public
  • Dm = Private

To respond to someone simply type @”insert name here”. Remember this will be sent to all of your followers. Basically an @reply is a public tweet reply.  An  @reply is used to continue a conversation, answer a question, or recognize another. Use the @reply to maintain contact with others (your twitter page has a specific @reply button to simplify this process).

ie: @matthew_walker – my favorite read this year is ‘The Tipping Point’

done this way, @matthew_walker (me, in this case) will get the tweet in my @reply column and anyone following you will also see your tweet

DM : direct message – sometimes you may want to connect with others and have a privateexchange. The DM (direct message) is the way to do this. You are able to DM another if you are both following each other – you can not DM someone who is not following you.

The simplest way to DM another (via the twitter interface) is to click on the Direct Message button on the right side of your Twitter page. From here a dropdown menu will become available to you where you choose your recipient. Choose who you want to DM, write your message and click send. You can check your DM’s sent and replies by clicking on the direct message button (it also records how many DMs you have).

TY : thank-you

ie: TY to @seanmalarkey for his continued support!

#Hashtags:  You will see the # sign in front of words sometimes. This is a quick way of categorizing a tweet as belonging to a certain topic. For example, #gratitude is a tag used to categorize all of the tweets that are in gratitude or recognition.

ie: @matthew_walker appreciates the creativity of @philrossi #gratitude

#followfriday : Each Friday you will begin to see people tweeting #followfriday and then list some people they are following that they enjoy or appreciate. There are two schools of thought around this: 1) #followfriday and then list the people you follow and 2) #followfriday and then list one person and the reason why you follow them. It’s up to you which ever style you use: remember Twitter is simply a vehicle for connection and community.

These are not hard and fast rules established by Twitter, this is simply a cultural norm that has been established over the short time Twitter has been around. These norms will shift – and you will have an impact by being a participant! Keep an eye out and you’ll start to see even more subtleties that make Twitter unique!

4. We want to know you.

Now that you are here and getting the hang of it – come out and share who you are. Ask questions, share your responses. You can start by filling out the bio box – some people make it pithy, some ironic, some matter of fact, some are all business, and others are witty. Regardless of your style, share about you, it is the easiest way to being to gather followers.

Next step…start tweeting!

#5 Interact with others. Give. Give. Give.

This is the lifeblood of Twitter: generosity. As you spend time in the ‘twitterverse’ you’ll find that the life and vitality is in the free exchange of information and support of others. Like all community the participants who engage and give – also receive. While there may be curiosity and interest in the voyeurism of what @Oprah is up to – the beauty and reward in twitter is from sharing information, helping others, connecting with people, and supporting causes. Go ahead and take a look at @jonthanjay – he is a 14 year old boy with cancer (the Twitter community has rallied around him for support). This is where Twitter and the physical world collide and transform the way we live.

Matt Walker is an adventure consultant, writer, and business coach. He is a certified Book Yourself Solid coach and loves working with energized and creative clients looking to step into their dreams and leave the sidelines.

You can find him on Twitter at @matthew_walker

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The Pitch (or how I learned to love to sell)

by Matt Walker on June 23, 2009

I don’t hate marketing and sales. I believe that if you have a great product, service, or skill you can connect with those that need it and develop a mutually beneficial relationship (customer has a need, you offer a solution, they pay you for it, you deliver beyond expectations, everyone is happy - ideally, of course).

Here is the pinch from earlier in the week - I was introduced to a friend of a colleague that could be a good fit for an Inner Passage adventure we are running in the fall. I approached him about the adventure and he was courteous and appreciative, but declined. No problem there. What stood out for me though was that he referred to my invitation as a pitch.

Now this could be a disagreement of semantics - but “pitch” felt loaded to me. My goal was to invite (yes, there was a sale in the process so invitation may be the wrong word as well) - but, it got me thinking that there may be some middle ground between “pitch” and “invitation”?

I am looking to make a sale. Yes, I am in business and do not give away my services. But, my intention is to bring together a great community of people with a common goal and common need - Inner Passage is the solution. That there is the “pitch” or the “invitation” - a great community with a common goal and a common need.

My hope is that we as solution providers, and as consumers, are not so jaded by financial market fears and economic shifts that we loose track of the very essence of what our work is and why we do it. Invitation, pitch, whatever you call it - do it with authenticity and the goal of providing the best service to the ideal client, can’t go wrong there.

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I Crashed My Bike - Self Rescue and Your Business

by Matt Walker on June 10, 2009

Some of you may know that I crashed on my mountain bike this past weekend. To be honest, I don’t really know what happened. One moment I am cranking down the trail and the next I am speaking somewhat incoherently and begging my partner to get the bike off me and help me. It was kind of pathetic and odd - the adrenaline spike, the blood and injury, and observing myself in the third person (talking non-sense and moving around all strange). It was an accident. In the truest sense of the word.

I am getting better. Today I can at least move a bit. The stitches held. The x-rays came back negative. I will live to ride again.

The lesson and what is the parallel to business development? I thought about this a lot on the 5 mile walk/ride/stumble (yes, clearly I think about this stuff a lot) we had remaining to get back to the car - tenacity, companionship, and planning.

  • I was with a partner. We were both self contained on our own bikes, but we worked together to support each other.
  • We each had a small first aid kit in our packs, combined together it made a pretty good kit. We were able to improvise and keep things moving and safe.
  • A bandage, tape, water, and advil go a long way.
  • I had been in worse situations and could call upon those experiences to keep things in perspective.

The parralel questions to ask yourself about your business?

  • Do you have a partner or support system to back you up when you need it? Who are you supporting? Business is not a solo activity - you may be a solo-prenerur but that doesn’t mean you work alone. Cultivate a support system and reach out to others.
  • Are you prepared for a crisis? What steps do you need to take to prepare for a crisis? Living in fear is not an option as a business owner, but being prepared is a differentiator in your continued success.
  • You don’t need the newest, sexiest, most techy Web 2.0 tools - you need what is going to work for you. I needed an E.R. a few hours later, but at the time I needed emotional support, some tape, water, and a some gauze.
  • This is not your first dance. You have been out there before and gathered all kinds of experiences. Leverage them and apply the knowledge and experience you have gained.

The final bit here: self-rescue.

Self-rescue is key and self-rescue is not solo rescue. We were skilled as travelers and in our medical treatment. We took charge of the situation and initiated our own care and solution. Sitting back and waiting for help was not an option. It is also not an option when operating your own business.

See you out there (maybe a few weeks for me - but, I’ll be back out there soon!).

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Living a life that Matters - Curious?

by Matt Walker on June 2, 2009

Those of you that know me know that adventure is the central pillar to my worldview. You also know that for me adventure is not defined by the scariest or hardest climb in the world, most bad-ass mountain bike descent, or the biggest snowboard descent in the farthest reaches of the world. Adventure is in everything we do - it is commitment, high endeavor, uncertain outcome, and great companionship.

I was really happy last week (no pun intended) to find Todd Kashdan and his new book: Curious?: Discover the Missing Ingredient to a Fulfilling Life. Todd is smart and grounded - and the message is great - I can stand behind it. Those of you that know me also know that I can be a bit of a cynic and skeptic at times (especially around self-help). Todd is right on target with this one.

Why? Because he focuses Curious? on what is essential to creating a fulfilling life:

  • Being curious.
  • Being open to new experiences.
  • Being able to effectively manage ambiguity and uncertainty.
  • Being able to adapt to the demands required of different situations.
  • Discovering our strengths, deepest values, and what we are passionate about.
  • Strengthening our connections to these values and passionate pursuits so that we pursue a life aligned with them.

By chance the other day I was driving home from the airport and turned on NPR. By chance (maybe?) there was Todd Kashdan talking with Neal Conan on ‘Talk of the Nation’ (recording of show here: Talk of the Nation with Todd Kashdan). The take-away was clear - reclaiming curiosity, using mindfulness appreciation, and opening yourself to the possiblity of change has profound impact on our lives.

Give it a go, check it out, this is not a fluff piece, but a work that can have a dramatic impact on your life.

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The Dip is Everywhere - where is your Summit now?

by Matt Walker on May 14, 2009

Last week I wrote about The Dip: A Little Book That Teaches You When to Quit (and When to Stick). The key take-away Godin focuses on is preparing yourself for ‘the dip’ emotionally and tactically. Be prepared for ‘the dip’ that demands excellence from you. 

A second piece to ‘the dip’ is remaining focused on your summit. If you leave the summit out of the equation (it is surprising how many people do!) you are guaranteed to drift. You are guaranteed to wonder in the harsh business and personal environment searching for a signpost to let you know where you are. Most likely you won’t find such a signpost or the only recognizable terrain is below you (ie quitting).

I have experienced this first hand in business and while climbing. Encountering a long traverse below the summit or a difficult section of climbing that leads upward but not necessarily to the summit - you must keep the summit in mind as you enter ‘the dip’. Your competition is counting on you to forget why you are out there - counting on you to look towards base camp as the solution.

The summit is their for you - you put it there. Now go out and get it, anticipate ‘the dip’ and keep climbing!

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Facing Challenge or Bowing Out - ‘The Dip’

by Matt Walker on May 8, 2009

A colleague recently sent me a copy of Seth Godin’s - The Dip: A Little Book That Teaches You When to Quit (and When to Stick) - he knew I was juggling a number of projects at one time (I tend to do that) and he really wanted to support the success of each of them. I tend to get distracted by projects sometimes and full follow-through can be a challenge (felt that before?).

Godin’s The Dip is  fast read (a few hours at most) - but damn does it make an impact. I mean it really makes an impact. Since reading it, ‘the dip’ is now a part of my language - I recognize when I am in it and the feelings associated with it. And the best part, it is a huge motivator. 

What is ‘the dip’? It is where the rubber meets the road and you shine, where your talent rises to the occasion, where you are able to distinguish yourself from the pack.

An example? I am currently working on an RFP (request for proposal) for a significant project. This is a big project for me personally and my colleagues. We are amped and psyched. And…the process is long. Very long. Each RFP we send back is returned shortly after requesting more information about a new question. Now, as the process goes on I have watched competitors drop out of the process. Why? The process demands a lot of time and energy, patience, fortitude, creativity, and above all belief in the project. We could easily be one of those competitors bowing out - but we are in it and rising to the occasion: embracing ‘the dip’. And as a result, further satisfying the client’s need to work with us, the experts.

Nice work Godin - naming ‘the Dip’. Sometimes all it takes is a name to diagnose and treat the experience. 

The other part of The Dip? When to quit? But, let’s leave that for another post - check out the book, short read, easy to digest, and the impact is significant.

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The Susan Boyle Syndrome

by Matt Walker on May 4, 2009

Thank you Susan Boyle for shaking the world up and doing it with incredible grace (if you haven’t seen Susan sing go here now). The effect that Susan Boyle has had on the national (and international) conversation has been nothing short of miraculous. She has called on each of us to question our judgements and preconceived notions - even my most cynical friend was blown away by her performance and his own snap to judgement prior to hearing her sing. 

The Susan Boyle Syndrome - the tendency we have to snap to judgement about what a person can or can’t do based on image, use of language, and culture.

This past week I have the privilege of  working with my dear friend Michael Port. We, along with a team of players, released his latest book The Think Big Manifesto. What is the tie between The Think Big Manifesto and Susan Boyle Syndrome? Simple - Port’s book calls on each of us to question our preconceived notions of what it means to think big and what are our impact is in the world. Port calls upon us all to take the reflection and impact of watching Susan Boyle’s performance and bring that energy and awe in to our own lives. 

I am biased. I have been working with material from the The Think Big Manifesto for some time now. I implore you to check it out and think bigger about your world, your work, your impact on those around you and the earth. It is amazing what we can do together when we think bigger - and do bigger.

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Am I a sell-out?

by Matt Walker on April 21, 2009

My last post asked if Deepak Chopra is a sell-out? No, he isn’t. That is laid to rest.

But, am I a sell out? Why? Because I am going to use the blog forum to self-promote. I am being transparent. 100% self-promotion here. 

Why, because I am offering an outstanding opportunity and want the world to know about it. That’s it. Are you a solo-preneur and loooking to book more clients, work with your ideal client, and gain more financial security in this volatile market? Yes, of course. I want you to sign up for our 15 week Book Yourself Solid Group Coaching Course.

Again: I want you to sign-up for our 15 week Book Yourself Solid Group Coaching Course. BYScourse.com 

I am offering this course in collaboration with my fellow certified Book Yourself Solid coach Jeff Simpkins. Together we are hosting a 15 week course that meets once a week to cover each step in the Book Yourself Solid system and, in addition, we also host a one hour group coaching accountability call to keep you engaged and cranking out the work. This is a unique opportunity to take a group course with peers and get support from 2 certified Book Yourself Solid coaches. Below is more details about the course:

This Group Small Business Coaching Program Works because it shows you how to:

Make a positive impact on your bottom line:

  • Triple your income with a smarter marketing plan, that takes half as much time and doubles your productivity.

Develop a smarter marketing plan of action, that you cannot wait to act on.

  • Leave the program professing “I cannot wait to sell!” In this small business coaching program you’ll get a new outlook on what it means to sell and market your small business.
  • Selling will come naturally when you implement a smarter marketing plan and the 7-core self-promotion strategies.

Execute a smarter marketing system that has booked thousands of service professionals solid.

  • Get handed a complete smarter marketing system with procedures that are fully explained over the course of the intensive 15-week small business coaching program.
  • Learn tips for executing your smarter marketing plan, increasing your visibility, making prospects reach out to you and closing the deal.

Improve your productivity by working smarter, not harder.

  • Productivity improves with a group. We’ll do it together, with the players on your team who will be the biggest thinkers with the same, if not bigger, visions to help support and propel your smarter marketing plan.
  • Get shaken, stirred and inspired into action. The 15-week Intensive Small Business Coaching Program keeps the steam engines rolling so you don’t fade slowly back into isolation.

One action item at a time you will publicly promise your way into accomplishing your business goals.

Head on over to BYScourse.com for more info and to sign-up. Shoot me an email at matt@mattwalkercoaching.com or give me a call.

Is Deepak Chopra a sell-out?

by Matt Walker on April 21, 2009

Those of you that know me, know that I read. I read a lot. I am one of those readers that has 5 or 6 books going at once and I read a different one depending on the time of day. Full disclosure, my wife thinks I only read pulp fiction spy novels (that’s what I read at night usually). 

So, I had Chopra’s The Seven Spiritual Laws of Success sitting on my desk for a few weeks now. I just had a mental block against the title. I have a bias against titles that list the specific number of steps to do things - feels like MLM or gotcha marketing. My thoughts while looking at the cover (not reading it mind you) were, Chopra is a sell-out. 7 Laws to Success? Really, that’s it huh?

In a moment of acknowledging my bias I cracked it open - I stand corrected, Chopra simply maintains that living an authentic life and with integrity yields success. This is a simple guide that encourages you to examine how being authentic impacts your well-being, your health, your relationships, and your energy and enthusiasm for life.

Some questions to consider in relationship to your business:

  • What is your ‘platform’? What is the message you are putting out into the world? Is it congruent with your authentic self?
  • What service are you providing to your clients and community? In what ways are you giving and enriching lives? 
  • Do you also receive the gifts of others? Are you remaining open to relationship and community?
  • Do you let go of the outcome and focus on being in service and doing your best work? 

Did Chopra sell-out? No, not in the content and wisdom contained in The Seven Spiritual Laws of Success - in my opinion, the title downplays the lessons and essence of the book. But, get past the title and a treasure of wisdom awaits.

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