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Adapting is part of being human, so why is it so difficult? For many of us, change is not an easy thing to wrap our heads around, especially when it’s for something as important as a job. COVID-19 has certainly altered how we work–combining our homes with our workplaces–so it’s necessary to adapt along with it. As a result, the changes made right now could be in place for longer than we expect as we await a vaccine. 

In the meantime, here are 5 ways to effectively adapt to change:

Ask questions.

Digital meetings are just one example of a new widespread workplace innovation. These meetings can be hectic and confusing. When confused, the best way to figure things out is to speak up and ask questions. Asking questions shows that you’re really paying attention and that you want to do your best work. If your technology skills aren’t quite up to date, set up a meeting with your IT department to make sure your digital meetings run smoothly. 

Over-communicate.

Your employers may not know how your time is spent when you’re working from home. Communicating often with your boss and/or associates may seem like overkill, but it demonstrates your responsibility and that you’re getting work done. Keep close track of the hours you work and what you’re doing during that time to ensure you’re being accountable. 

Have ideas? Share them!

There will be a lot of uncertainty as we move forward in the midst of the pandemic. Some managers will look to employees for proposals on how to social distance when transitioning back to the workplace. Research is a crucial step to fully forming an idea. Taking initiative to research can go a long way because it saves your boss’ time. Sharing and researching ideas demonstrates that you’re invested in the company’s future AND shows you’re a leader. 

Keep in contact with co-workers.

Co-workers with similar jobs are going through the same thing you are. A great way to cope with change is to ask co-workers if they’d like to discuss what they’re going through. Associates can offer new suggestions, help you problem-solve, and provide new perspectives. Developing workplace friendships can also benefit you in the future by giving you access to new opportunities!

Be open-minded and flexible.

With everything uncertain, we can’t expect things to go back to the way they were immediately. Old tasks might take longer than they used to and can be frustrating. If you’re open-minded you can challenge your belief restraints and you can grow personally. Being flexible to new ideas also shows that you’re in it for the long haul. 

Just remember: “Intelligence is the ability to adapt to change.”  -Stephen Hawking

MARGARET SMITH IS A CAREER COACH, AUTHOR, INSIGHTS® DISCOVERY (AND DEEPER DISCOVERY) LICENSED PRACTITIONER, AND FOUNDER OF UXL. SHE HOSTS WORKSHOPS FOR PEOPLE WHO NEED CAREER OR PERSONAL GUIDANCE. 
NOW LIVE: CHECK OUT MARGARET’S ONLINE LEADERSHIP COURSE.

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In an era when it’s increasingly common to talk with others through a screen, people are becoming more and more nasty to each other. It doesn’t take more than a few minutes of scrolling through social media before you encounter harsh words, name-calling, and general bullying.

Though messages of hope DO exist in social media feeds, it’s easy to be distracted or pulled down by the negative ones.

This online rudeness, unfortunately, seems to be bleeding over to the “real world” a bit. We see it in neighbors who light firecrackers until one in the morning, not bothering to think about those with PTSD or terrified pets or children. We find it in people who shout at or ignore those who have differing opinions, instead of engaging them in a thoughtful dialogue.

Much of this nastiness could be eliminated if we practice a little empathy and follow the Platinum Rule: Do unto others as they would like done unto themselves.

The Golden Rule is fine (Do unto others as you would have them do unto you), but not everyone wants to be treated as YOU want to be treated. Different people have different needs, sensitivities, and enjoyments. People do not come in a one-size-fits-all package, and that’s what makes life so interesting and colorful.

The Platinum Rule also forces you to go deeper–to consider what it would be like to walk a mile in another person’s shoes. It makes you shift perspectives, ask questions, and do some thoughtful reflection. It shows you truly care.

So, as you step forward into this sometimes difficult world, do your best to be kind. Choose your words and actions carefully, knowing that they could either help or harm another human. Your efforts can make a difference. They can create positive change.

MARGARET SMITH IS A CAREER COACH, AUTHOR, INSIGHTS® DISCOVERY (AND DEEPER DISCOVERY) LICENSED PRACTITIONER, AND FOUNDER OF UXL. SHE HOSTS WORKSHOPS FOR PEOPLE WHO NEED CAREER OR PERSONAL GUIDANCE. 
NOW LIVE: CHECK OUT MARGARET’S ONLINE LEADERSHIP COURSE.

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Coconut vendor

One of the first rules in sales is this: Focus on the clients you ALREADY HAVE. It’s difficult to pull in a new client or buyer. That doesn’t mean you shouldn’t pound the pavement and attempt to find new customers/clients, but it DOES mean that you should put a little extra effort into the clients that are already in your pocket.

But that, alone, won’t help you reach your sales goals. What you need to do is engage is the simple (but often nerve-racking) practice of upselling.

Upselling might sound like an ugly word (you might think of a car salesperson saying “But for only $40 more each month, we’ll throw in a…”), but there IS a way to do it tactfully and honestly. Upselling involves introducing an improvement or an upgrade. You might upgrade to a faster laptop, a more powerful fishing boat motor, or a more durable set of kitchen knives.

I certainly don’t advocate selling a customer something that they genuinely don’t need. When you upsell (or cross-sell, which involves introducing a relevant but different product), do it with the customer’s needs at the center of your mind.

Why upsell? For one, upselling works 20 times better than cross-selling. Once potential buyers are fixated on a product, they don’t really want to be distracted by something else.

Secondly, your customer might not be aware of the benefits of upgrading to a different model. They might not realize, for instance, that a kitchen pan that’s $10 more than the one they are currently considering is known to last three times as long and tends to cook food more evenly.

Third, if your customer is already interested in a product, it doesn’t hurt to introduce them to a better model (again, if you genuinely think they would benefit from it). You’re already making the sale, why not make a better sale?

So, how can you tactfully and honestly incorporate upselling in your sales game? Try these five tips:

1. Arm yourself with knowledge.

If a customer is interested in a certain type of camera, for instance, be prepared to tell them about their full range of options and why the next model up is better. Anticipate questions and be prepared with candid answers.

2. Listen.

Be sure to listen carefully to your customer’s needs before trying to upsell. It could be that a bigger, better product is not necessary for this particular person. If that’s the case, do NOT push the customer into something they don’t truly need.

3. Make it easy.

If you’re in a retail setting, make sure the best products are prominently visible on the sales floor and easy to access for a demonstration. Customers should be able to easily tell the difference between a base model and the souped-up version.

4. Honesty is key.

Don’t fudge the facts. Don’t push a sale that won’t benefit the customer. Your potential buyers are usually savvy enough to see through an act and, if they’re not, they will wise up quickly once they realize that the product you sold them doesn’t fit their needs at all. Do you think they’ll send any friends or family members to you after that?

5. Be confident.

Upsell with confidence. You should be proud of the products you sell and stand by their worth. Let that confidence shine! (And if you’re not confident about the products you’re selling, it may be time to start hunting for another sales position!)

Try incorporating upselling into your sales strategy and see where it will take you. It’s the easiest way to increase your sales and demonstrate the full range of product opportunities to your customers. What’s holding you back?

For more in-depth sales advice and career counseling, please get in touch with Margaret today.

MARGARET SMITH IS A CAREER COACH, AUTHOR, INSIGHTS® DISCOVERY (AND DEEPER DISCOVERY) LICENSED PRACTITIONER, AND FOUNDER OF UXL. SHE HOSTS WORKSHOPS FOR PEOPLE WHO NEED CAREER OR PERSONAL GUIDANCE. 
NOW LIVE: CHECK OUT MARGARET’S ONLINE LEADERSHIP COURSE.

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