Month: August 2023

Un-Elevate The Elevator Pitch: Time For A Pattern Interrupt!

 

The quintessential elevator pitch has been indoctrinated into our culture for aeons. It is time to call time on that.

 

A pattern interrupt is anything that forces someone to change their natural pattern of thought. As a result, it is a technique that sales development and business development professionals use for a variety of situations in sales calls and sales processes.

 

Pattern Interrupt is an NLP (Neuro Linguistic Programming) technique for breaking a person’s usual habits by altering their mental, emotional, or behavioral state. Consider it an unexpected act that shocks them into a different state of mind.

 

” The purpose of an elevator pitch is to describe a situation or solution so compelling that the person you’re with wants to hear more even after the elevator ride is over “- Seth Godin

 

The brains of our audience are overloaded and preoccupied. Even a tiny bit of memory space is hard to come by. Experts will suggest the 3C model for your elevator pitch– Clear, Concise & Compelling. There is no shortage of advice floating around.

 

What if we do a pattern interrupt on the conventional elevator pitch? Which typically has always been about you making a pitch to a potential business partner or employer in the shortest possible time frame. No one ever bought anything on an elevator. The elevator pitch isn’t about selling your idea, because a metaphorical elevator is a lousy place to make a pitch.

 

When you are trying to cram in your perspective, your truth, your nuance, your past & your ambitions, all the while being judged, as you ride up a few floors, in just a few seconds, it is a sure fire way to failure.

So, how about putting the shoe on the other foot? We move from elevator pitch mode to a question mode, the elevator question. Beginning a conversation with the person you wish to connect with. Understanding who they are and what they want and then mapping it against who you are and what you want. So the elevator is like your trial room to check if the fit is right. And if the fit is not right, it is a signal, an opportunity to help the other side, even if it is not from you.

 

Rejection sets in when there is a mismatch of needs, narratives and what’s on offer. Rather than salivating over the prospect of the other person hiring you or doing business with you or fund you, calibrate your mind to think that no one can do these things. While you do that, open up the sunroof to bring in the sunshine of what you can help the other side with( and there are plenty of people whom you can help, mind you). And one way is that help could also come in the way of NOT making a pitch to them.

 

Hustle is de rigueur in our culture but a pattern interrupt that will work best is not to fall into the trap of hustling others.

 

Building a personal brand is an art. If you agree, this article from BrandKnew could be of interest, https://www.brandknewmag.com/you-need-to-establish-a-personal-brand-to-succeed-in-the-workplace-of-tomorrow-heres-how/

 

ENDS

Customer Experience Is A Spectator Sport!

 

Before we set out, lets take a look at some of the world’s top tier customer centric companies:

 

Walt Disney: Stooping To Excellence

ACE Hardware: Helpful Hardware Place

Ritz Carlton: We Are Ladies & Gentlemen, Serving Ladies & Gentlemen

Amazon: Still Building The World’s Most Customer Centric Organisation

 

In an in increasingly commoditised, Red Ocean infested world, guess what is your organisation’s best product or service? CeX: Customer Experience.

 

The longest and hardest nine inches in Marketing is the distance between the brain and the heart of your customer.

 

With each passing day, interactions with customers move from private ( phone, email) to public ( social media, review sites and forums). The ‘Me’ in Social Me’dia is the Custo’me’r: Your job is to give them something to talk, yelp, post, upload, converse about…

 

With each customer interaction on these public platforms, not only has your brand to manage the expectations of the original customer in question but also the emotions and perspectives of dozens or hundreds or even thousands of other customers and potential customers bearing witness.

That’s why it is more important to be mindful of what your brand says to the customers online but HOW it is conveyed as well. A minor choice in words could be the difference between an awesome customer interaction, and an unruly, offended mob!

 

Contrarian as it may sound, Employees First. Customers Second(there is a lot of meaning in this contradiction). Transfer the ownership of “change” to the employee in the value zone. You can’t have happy, enthused customers without happy, engaged employees.

 

The customer-centric company looks at customer service as a philosophy to be embraced by every employee of the company. It recognizes that there are both external and internal customers.

 

“You need to get to the future, ahead of your customers, and be ready to greet them when they arrive”- Marc Benioff, CEO, Salesforce.

 

ENDS

Taking A Chance Called Luck!

 

As luck would have it..

 

This popular refrain has stood the test of time..both good and bad..

 

For all those of us staking a claim on luck..

 

Good luck seems something that has been unearned..a freebie..

 

And bad luck seems like an excuse..

 

It’s like being between a rock and a hard place..

The false promise of meritocracy decries luck in all its forms..

 

It goes for the countless things that happens to us in our lives..

 

That I was lucky to get that job or the contract..

 

That I was unlucky not to get that big meeting some years ago..

 

Giving credit(or blame) to luck makes it easier to get back to the hard work of making things better..

 

We do remain guarded about our luck..especially if there has been a windfall that has come your way or you have had a prized catch..the feeling that good luck is scarce, only adds to that sense of secrecy. Though you might want to attribute your new state of success to your skill or talent, on deeper introspection, you would be the first one to acknowledge that is not true.

 

So, WTL(What The Luck)?

 

While we are on this mindset you could take a look at this article on The Power Relentless Optimism in BrandKnew.

 

ENDS

 

Why Is Enough NOT Enough?

 

Not until something challenges you to rise up, you shall always stay down; not until you realize your enough is enough, you shall always have enough.

 

The scars in our culture will never let you get away from the imagined slip between the cup and the lip in this case. Present day bookkeeping(at least the one that most of us seem to practice) seems to have only debit, deficiency and gaps.

 

This is our modern curse: A century of conspicuous consumption has trained us to be dutiful citizens of the Republic of Not Enough, swearing allegiance to the marketable myth of scarcity, hoarding toilet paper for the apocalypse. Along the way, we have unlearned how to live wide-eyed with wonder at what Hermann Hesse called “the little joys” — those unpurchasable, unstorable emblems of aliveness that abound the moment we look up from our ledger of lack.

 

What are you chasing? Or what is chasing you? Counting on life or making life count?

 

The democracy of inadequacy is NOT of the people, by the people, for the people. We all need a different domicile.

It’s time to script your own countercultural invitation to rediscover life’s true priorities amid our confused maelstrom of materialism and compulsive productivity.

 

“Enough is so vast a sweetness, I suppose it never occurs, only pathetic counterfeits,” Emily Dickinson lamented in a love letter. In his splendid short poem about the secret of happiness, Kurt Vonnegut exposed the taproot of our modern suffering as the gnawing sense that what we have is not enough, that what we are is not enough.

 

You, you-er, you-est is the perennial journey you will embark on and the ticket for that ride will be your investment.

 

This civilisational trance and the unabashed quest for more needs a wake up call and the time is now. Enough said.

 

If a contrarian take on productivity is of interest to you, allow me to take you there https://www.sureshdinakaran.com/blog/2020/06/08/rip-productivity-productivity-is-not-working/

 

ENDS

The World Doesn’t Need Another Ad Agency! NO!

 

It’s amazing how a simple tap on the space bar can make such a difference.

 

” Another ” is one of those odd English words that have multiple and contradictory meanings.One definition is ‘ being one more in addition to one or more of the same kind ‘, like having another car payment or another piece of pizza( two more things none of us likely need).

 

But ” another ” also means distinct or different from the one first considered. That puts an entirely different spin on things, and putting a space between the letters ( ” an other ” ), underscores the point.

 

The world rarely needs ” another ” but it will always welcome ” an other ” -particularly in the most mature, crowded, commoditized industries, where sameness leads to staleness.

 

Time after time another product or service gets superseded by an other product or service, making our lives more pleasant, more efficient, more productive or better in a host of additional ways.

Seeking ” an other ” is a sound strategy to keep pace with the inexorable march of creative destruction. In the marketplace, what is, will not always be, and what is to come, has not always been. The task of strategists therefore is to be agents of creation rather than victims of destruction. Our challenge is to pursue the new and unproven while we preserve the existing and profitable.

 

Unless you can ensure your company, brand or service is continually and legitimately, ” an other “, it will always end up becoming just ” another “.

 

As I conclude, I am encouraged to direct you to this article from BrandKnew about the need for Intersectionality in the Ad Industry.

 

ENDS