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UXL Blog

“Creating Successful Leaders”

August 19, 2015 The Elevator Pitch is Out!

For years, we’ve been taught to hone our elevator pitches—those thirty-second sound bites about ourselves that are theoretically meant to engage a complete stranger. The problem? The typical elevator pitch usually comes across as canned and overly-salesy. The eyes glaze over, the listener makes any excuse they can to get away. You might manage to shove a business card into your listener’s hand before they dash away…

It’s not surprising that this kind of approach doesn’t work. But, what does?

According to international sales speaker Kim Duke, you should ditch the traditional elevator pitch in favor of storytelling. Tell a little something about yourself in story form. Make it interesting and unique.

What should your story involve? According to Kim Duke:

  • PEOPLE. You’re not talking about gadgets and services – you’re talking about people. It is conversational, interesting to listen to.
  • CURIOSITY. You lead with something that captures their attention – something that they are struggling with.
  • DON’T SOUND CANNED. There’s a difference between being passionate or being an actress. If you’re too dramatic, or too flat – people TUNE YOU OUT both ways! Practice your introduction but don’t sound like a robot.
  • GET TO THE POINT. What is your claim to fame? This is where you can include a little Zip (e.g. My clients on average increase their sales by 50% or more.)
  • CALL TO ACTION. People should feel inspired to want more, learn more, go to your website, ask for your card…make them think!

And don’t forget to LISTEN to what others have to say. A good listening ear can go a long way.

Remember to always be your authentic self when telling your story. Don’t stretch the truth or just “tell ’em what they want to hear.” Lay out your story and practice it in the mirror or with a friend. That way, you’ll feel more natural when the time comes to actually talk to a potential client. Above all, be yourself!

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August 12, 2015 Having Clarity

In my mind, having clarity comes in two parts. You have to give clarity and ask for clarity. If you are in charge of a project or leading a team, don’t assume that everyone already knows your expectations. Make those expectations clear and leave room for others to ask questions. Put yourself in others’ shoes and anticipate questions that might come your way.

On the flip side, if you’re on the receiving end of a project or initiative, don’t be afraid to ask clarifying questions. It is much better to make sure your idea of the project’s end state aligns with the actual anticipated end state then to muddle your way through it and hope you’re doing what’s expected of you. One good way to make sure you completely understand your assignment is to repeat back what you think you heard. Something like: “Okay, Bill. It sounds like you’re saying we need to come up with a better social media marketing strategy for product X, and we have two weeks to get you a proposal. Is that correct?”

Having Clarity is one of the chapters in my book, The Ten Minute Leadership Challenge, and I go into much more detail in those pages about how to give and ask for clarity.

I’ve also made a short video about Having Clarity based off the principles outlined in my book. Enjoy!

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August 5, 2015 Tapped out? Nap it out!

The evidence is building. Taking a nap in the middle of the day can help you rejuvenate, concentrate, be more productive, and boost your creativity. Furthermore, we need it! According to Salary.com, “Americans have the longest working hours in the industrial world. Twenty percent of adults say they are so sleepy that it interferes with their daily activities. Eighty five percent of 30-something women report feeling tired on a regular basis.”

On the economic side, tired employees are a drain on the economy. One study found that sleepy employees constitute a $150 billion-a-year drain on American businesses in the form of lost productivity, health care costs, and employee absences.

But will naps really solve our chronic exhaustion? According to several scientific studies, yes!

NASA recently determined that “a 26-minute nap can boost workplace performance by 34 percent.” Also, researchers at the Salk Institute for Biological Studies found that “with a nap, brain activity stays high throughout the day; but without a nap, brain activity declines over the course of a day.”

Of course there are alternatives to taking naps. You could load up on sugar or caffeine, but you’ll need to sustain the high level of stimulants in your body in order to keep alert. And they might not even work all that well in the first place. According to WIRED magazine, “sometimes caffeine actually makes you perform worse.”

Although several progressive companies have embraced a “nap culture,” napping is still frowned upon in many traditional workplaces. If that’s the case for you, try bringing to light the benefits of power naps to your co-workers or boss. Ask your superior if s/he would mind if you took a twenty minute nap in the afternoon to power up.

Of course, if you have a private office, you could simply shut the door and catch a few Z’s. Just make sure you’re doing it responsibly and that you don’t oversleep. The typical recommendation is 10-30 minutes, otherwise you’ll wake up groggy (and anything beyond half an hour is frankly overkill).

What if you can’t seem to find a good way to catch a power nap in the workplace? Focus instead on getting a good night’s sleep. Cut the caffeine after noon, invest in light-blocking window shades, and try to get eight hours of undisturbed rest.

Happy napping!

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