Preparing To Win: Seven Mental Tips For Professionals

After reading the article by Jim Taylor, Ph.D., in Psychology Today, I couldn't help but wonder if his tips for mental preparation for endurance athletes wouldn't somehow translate into business and communication. I think they do.

Seven Mental Tips For Business Professionals.

1. Endurance. In business, passion tends to dissipate while working on a long-haul project. You can remain passionate if you avoid short-term sprints and continually freshen the project with new people (readers and colleagues) and ideas (from anywhere).

2. Preparation. While many business leaders consider research (and measurement) the heaviest lifting, it's essential to creating better products or crafting better messages. You also have to understand the outcomes and adjust.

3. Contingency. While intuition can help leaders turn companies and industries in a dramatic direction, the better course is a solid strategy with contingency models that allow for spontaneity at key points during a project.

4. Fulfillment. Intrinsic motivation (cash rewards or fame) doesn't hold as much value as some people think. It's also the most common reason people fail (in social media, they disappear from social media or abandon blogs). When doing isn't a reward in and of itself, you're already heading toward failure.

5. Coping. Business is loaded with adversity. So when products fail to catch interest or a message fails to resonate, people tend to stress themselves out of success. Always keep in mind that few failures (unless intentionally unethical) kill companies or communication plans. Over time, repeated exposure to adversity usually reduces the impact of stressful situations.

6. Self-Reflection. Most strong emotions are hardwired into our brains, which means the reaction we have during any given situation could be based more on past experience than present circumstances. When you feel strong emotions, it's time to step back and objectively review the situation.

7. Balance. Many people burn out in business. They try to reach some goal that isn't tangible because unlike a race, there is no real end. Make time for your physical health, life balance, spiritual fulfillment, and happiness. Balanced people never have to put as much effort into success.

These seven tips don't only apply to small business owners, professionals, or executives. You can easily apply them to communication and social media. Instead of businesses, communicators run long-haul plans or campaigns. Bloggers, more or less, are creating a long-haul project.

Ever wonder why so many blogs are abandoned or cut back to once a week? Reread the tips. One of those is the most likely answer despite whatever excuses they cook up. If they truly had a passion for content creation, they wouldn't have any other choice but to carry on with a project. Much like anything.

Preparing For PR: Advice For High School Students

Every now and again, I receive emails from students, asking advice about communication-related fields. I'm honored by the requests. What I don't do very often is make the inquiry public, but I might reconsider if the question is specific enough.

A few days ago, I received the following letter from a high school student (her name is omitted for obvious reasons). And I thought my response might benefit someone else (at least two percent of it, anyway). Enjoy.

Hi Rich,

I saw your twitter on a list of people involved in the PR industry that should be followed. I am a High School student interested in becoming involved in the industry. I would like to be involved specifically in the sports side of the industry, but I know that I might have to start somewhere else before I can get to where I want to be. I currently am the Sports Information Director of my High School football team where I create press releases and encourage people to attend our games. I hope that this will help me when I try to pursue opportunities outside of school. Any advice that you may have about the industry is greatly appreciated.

Than you for your time,
KB

Five Lessons For Public Relations Students.

Dear KB,

Let me begin by saying that I hope you don't mind taking your inquiry public. Doing so could help other high school students and possibly give you something to refer back to from time to time. It makes it a worthwhile exercise for me too, rather than answering privately like I usually do.

Serving as the sports information director of your high school football team is certainly an early step in the right direction. The experience you gain there could be invaluable when you apply for college. Most students, even college students, don't have enough experience by the time they graduate.

I always encourage them to seek out nonprofit organizations, which provides them an opportunity to help their communities while they help themselves. Surprisingly few do it. The ones that do, however, are almost always hired first and at better companies.

1. Start Where You Are.

Most professionals I know are overly focused on where they want to be two years from now as opposed to the present. It's a mistake. Stronger candidates work on where they are, pouring their passion into whatever they are doing right now.

So let's start there. How can you be the best sports information director possible? Here are three ideas. Purchase an Associated Press Stylebook, which will help you know when to capitalize titles, among many other things. Open dialogues with journalists covering the games (asking how you can help them more effectively) and the people who turn out for the games (specifically the various clubs and associations at your school). Measure everything, especially whether or not your efforts did increase attendance at the games and, perhaps, deeper coverage of the players who will one day be vying for college spots.

2. Pursue A Dual Education.

While you might have a change of heart along the way, investing equal amounts of time studying public relations (communication) and your preferred field will give you a leg up in your profession. If you love sports, a degree in communication, journalism, public relations, or related field along with a degree in health education or sports management will make you much more attractive to an employer in that niche.

Public relations professionals are notorious for whining that they don't have a seat at the executive table. However, more often than not, they haven't earned a place at the table because they invest so much time into public relations and not enough time in the industry in which their company operates. While public relations professionals at firms (as opposed to inside companies) tend to be generalists, a dual education could help there too.

3. Nurture A Network Now.

It's never too early to start nurturing a network. As a high school student actively involved in the field, you have an advantage in nurturing your network. If possible, develop relationships with the coach, journalists, and local public relations professionals.

You might also notice that I intentionally chose the word "nurture" over develop or create. Most public relations professionals develop networks for self-serving agendas (e.g., they befriend "journalists" or "influencers" to get more coverage). You'll be much more effective if the relationships you create are mutually beneficial. The results will be much more powerful than trading favors. The people you seek to help will help you because they want to, not because they owe you. That's priceless.

4. Ask Yourself Who You Want To Be.

Personal branding quacks often advise people to focus on what they want to be. The better question to ask yourself is who you want to be. The difference between those two words are powerful, but most people don't find this out until it is much too late.

It's not all that different from understanding the difference between a strategy or a tactic. Some people insist that objectives and strategies are interchangeable, e.g., that you develop a strategy to get more people to the game. This isn't true. Instead, a strategy might be to make the team more accessible and therefore the players more endearing, which will get more people to the game.

The strategic thinker invests in values that produce long-term outcomes. The tactical thinker invests in tasks that may deliver a short-term benefit but aren't sustainable. By shaping who you want to be (e.g., honest, credible, helpful) will have a lasting impact for life. Developing lists of people, sending out more press releases, offering bribes (free hotdogs), and asking for favors to get ahead will not.

5. Never Accept Advice On Its Face, Including Mine.

Thanks to the Internet, we live in a world where advice has been cheapened to the lowest value in history by allowing everyone to have their turn at the podium. There is nothing wrong with that. I have yet to read an opinion that doesn't lend some value to a conversation, even if the value might be in that you learn the advice stinks.

However, it also creates a world where we must be more vigilant in testing ideas, vetting information, and seeking multiple sources as opposed to assuming that the experts are who they say they are (or their friends for that matter). And even when some of these well-meaning folks are right for themselves, never assume that what was right for them will be right for you. So while there is no harm in trying out advice like you might try on a dress, expect that less than two percent will fit.

That's all I have without giving up the entire book I'm writing in between assignments. I hope some of it fits for you. If it does, I would welcome the occasional update to see how you are doing. You have my direct email.

All my best,
Rich

Counting Impressions: Twitter Follower Nonsense

"What’s the value of a tweet sent by a person with a million followers? What’s the cost per tweet impression?" — Tom Webster

Marketers keep asking the question. And some, like Webster, appreciate that one million followers doesn't have so much meaning.

Counting impressions like traditional media, especially on platforms like Twitter, is junk math. There are too many variables outside traditional impressions because the reason people follow someone or something is not as finite as listening to a radio show or watching a television program.

We watch and listen to programs because we have a vested interest. Twitter is different. The reasons people follow are more akin to the reason for having a full cable package. We have many cable networks not because we watch them, but because they are there. And unlike cable networks, two-way communication means there is a potential for reciprocal broadcasting. Ergo, if you watch my network, I'll watch your network. But unlike Twitter, nobody counts viewers when their televisions are turned off.

10 Reasons Why Twitter Impressions Never Add Up.

• Not every follower is online at any given time. One million can quickly become a few thousand or a few hundred.
• Not every tweet is read. And, increasing the number of tweets can diminish the impact of each tweet.
• Not every follower is interested in what you have to say. Some follow you because you follow them.
• Not every follower likes your topic du jour. Conversations aren't as consistent as programing.
• Not every follower is a follower. Some follow you because they think you're interested in them.
• Not every follower likes you or your organization. Sometimes they follow you to complain or make fun of you.
• Not every follower has any interest in taking action. You can put up links all day and they'll never click them.
• Not every follower can take action. Sometimes proximity or discretionary income can be issue.
• Not every follower is part of your tribe. Sometimes they follow you (or retweet you) because a friend did.
• Not every follower is even a real person. Autobots, auto follows, and auto responders have thousands of followers.

This quick list of ten is only for starters. It hints at the truth. There is no such thing as a Twitter strategy. Individuals have intent and organizations have tactics, and the uses are as varied as the people who make up the greater Twitter space.

Does that mean I'm down on Twitter as a communication tool? Nope. Personally, I have a very narrow intent. I use Twitter to keep up with colleagues, students, and a few friends. That's about it. I listen more than I talk (when I have time to be there).

Other people use it as a broadcast platform (which is what the owners of Twitter say it is). And others use it as a messaging service among friends (which was its original purpose). And others use it to engage customers. And others use it to get book deals based on the delusion that one million followers means something. And some use it to inflate their ego. Good for them.

The reality is that very few people use it to listen (even those who claim to). And even fewer use it to have dialogue. Don't get me wrong. Some do. Not always, but often, those are the people I follow. More importantly, as much as I like them, they cannot sell me a watch. I own two watches. I like them.

In closing, I might add that a friend of mine recently messaged 380,000 people asking for donations for a good cause. His solicitation earned $75. Had his request had been on Twitter, that means his tweet would have had a value of $75. Two years ago, I messaged about 1,200 people about a different cause. I raised more then $5,000.

Outcomes count, even though the real reward in supporting that cause had nothing to do with the money raised or any numbers. It was about people, pure and simple. As soon as they become numbers, they don't count so much. Keep it real.

Overemphasizing External: Companies Still Neglect Employees

While a new survey from the CMO Club and Hill & Knowlton reveals 52 percent of companies have yet to align marketing and public relations efforts, the real story is that 70 percent of chief marketing officers (CMOs) do not have an active employee engagement program.

Perhaps worse, 58 percent of CMOs believe marketing spearheads efforts to galvanize employees. Seriously? Having sat in several meetings where advertising agencies have unveiled new logos by giving employees pens and paperweights, I can assure anyone that not only are employees the most important public, but many of them also wear more than one label.

Five Reasons That Employees Matter As A Public.

• People are more productive when they enjoy what they are doing. Most entrepreneurs always advise that you have to love a business to make it successful. Employees feel the same. If they feel like their employer is making a difference in their lives, then they will work harder to make a difference in people's lives, especially customers.

• People are drawn to building something. Sure, most people are content to let other people set their goals in exchange for security and stable conditions. But great companies empower people more than they employ them. They frequently crowd source from their employees to make improvements on every level.

• People want to be proud of where they contribute. One of the most neglected areas of crisis communication is employee communication. Even while companies such as BP spend millions to ease the markets, they forget the residual impact of several thousand employees who are embarrassed to tell people where they work.

• People don't wear just one hat. This is especially true for B2C companies, but B2B as well. Employees are frequently customers and shareholders too. And, with the exception of luxury brands, consumers feel comforted knowing that the bank teller keeps her account at the same bank and the car salesman drives the brand he sells. Likewise, employees who have some of their retirement wrapped up in a company are equally sensitive to stock fluctuations.

• People don't like surveys all that much. If your only employee feedback is in the form of a survey, they're not engaged. In fact, most employees are afraid to provide honest feedback for fear of being fired. It's much more effective to establish communication through supervisors (whom employees tend to trust) and some direct contact with executives. If your employees aren't comfortable with sharing information direct, it's likely a symptom of bigger problems.

Who Should Lead The Employee Engagement Effort?

Interestingly enough, many companies struggle with the question as much as they struggle with who is best suited to lead social media. Given all companies are different, there seems to be only one right answer. True integrated communication is ongoing, not ad hoc, which leaves the person best suited to the task being the leader.

Right. Leaders are best suited to lead whether they come from the public relations, corporate communication, marketing, investor relations, or even human resources department. And in communication, the best leaders tend to be those who are the most experienced across a variety of disciplines. Or, in other words, if you are an entrepreneur making the decision, choose people over professions.

Remaining Competitive: Lessons From The U.S.

For the first time in history, the United States fell two positions as a competitive nation, dropping from second to fourth place. This is according to the World Economic Forum's (WEF) competitiveness survey, which analyzes each country's ability to remain competitive in global business.

While the meaning may have political ramifications, I thought it might be more worthwhile to apply some of the broader lessons to organizational and individual success. Among the top ten problematic factors for doing business in the United States, access to financing (regulatory caused), inefficient government bureaucracy, tax rates and regulations, inflation, workforce education, and work ethic round out the top of the list. How do these apply to business?

Five Lessons To Remain Competitive.

1. Avoid Debt. While many small business owners and individuals sometimes take on debt to rapidly improve the scope and size of their financial position, the wrong reason to go into debt is an attempt to maintain operational levels or lifestyle. Not only will access to financing eventually run out, but the interest rates on that financing can overburden long-term goals.

The best bet for businesses attempting to remain competitive (and individuals) is to accept such risks only when there is a clear outcome. For example, when founding Copywrite, Ink. almost 20 years ago, I used credit to purchase my first computer, a monochrome Mac Classic. Increased productivity (over typed assignments) quickly paid for improvements. Avoid any financing that does not produce a higher yield.

2. Remove Restrictions. Too many policies and regulations can thwart proactive thinking. In business, almost every organization that has an excess of regulatory procedures tends to struggle (consider the airline industry). When employees are not allowed to think creatively or make judgement calls, they become demoralized and stifled. Likewise, it always pays to eliminate bureaucracy, which tends to create regulations without relaxing them.

For individuals, the same is true. Overcommitting on favors, plans, and other personal commitments can eventually erode spontaneous free time, which the mind needs to recharge. Learn to say no once in awhile and don't assume working harder or longer hours will increase your productivity. Often, it will not. It also pays to never assume you can't do something.

3. Focus On Innovation. There is an old saying in politics that if you're defending, then you are losing. There is some truth to that. Businesses that invest more into fending off competition as opposed to innovating will eventually collapse.

Likewise, only individuals who subscribe to complacency ever need to "worry" about younger workers rushing to take their places. It's not their youth that gives them an edge; it's their tenacious passion in lieu of time-in entitlement. If you are not willing to think out of the box, you can bet someone else will.

4. Emphasize Education. Persuasion might be valued in the workplace today, but information will win in the long run. Social media pros often advise businesses to listen, and on this point they are right. The person who knows the consumer better will win.

For individuals, not only will the most successful professionals continually learn inside their fields, but outside their fields as well. I've met and worked for dozens of companies that were not the most competitive firms in communication and marketing, but could be easily considered the best in specialized fields (e.g., medical, finance, emergency response, etc.). Never stop learning.

5. Set Your Own Path. Yesterday, I mentioned that there is no singular path through the forest to success. More correctly, there is a forest to success but most successful companies and individuals cut new paths to reach the other side.

In classes, I sometimes joke that Robert Frost was wrong. It is not the path less traveled, but carving out new paths that will make all the difference. It's how this country was founded. It's how most companies excel. And it's why there are so many different stories for individual success. It's not about implementing what everyone else is doing; it's about finding a better way.

Lessons From WEF And Back Again.

Just as individuals and organizations might learn something from how the WEF ranks countries, our government might learn something from those individual and business tips above. If the government wants to play a role in strengthening the economy, it would be prudent to stop overspending, remove restrictions (taxes and regulations), focus on immediate innovation, invest in education, and stop attempting to duplicate what Europe does.

On that last point, I have nothing against European ideas. On the contrary, they have great ideas for Europe. But transplanting those ideas have profound consequences here. Case in point: building a super department store in an urban setting is a good idea, but when that same store is built in a rural community, it kills the economy. One size does not fit all.

You can find the two-page report on the United States here. In addition to citing those problem areas, the survey ranks 15 indicators with subcategories. Some subcategories are surprising, including that we ranked 40th among property rights, 120th in national debt, and 89th in total tax rates.

Being Different: Fresh Content Project

While social media isn't the end all to communication, it did open a conversation that marketers had forgotten. There is no singular path through the forest to success. More correctly, there is a forest to success but it is your willingness to cut a new path that will take you where you want to go.

All fresh posts, three of which are by one author, touch on this fact. Communication is situational in its crafting and delivery. It's never the answer most people want to hear, but it is, without question, one of the most important lessons to learn. Ask any successful marketer and they'll tell you. While some experience can help you plot the course, the course is always different.

Best Fresh Content In Review, Week of August 30

• Should You Be Pitching Me?.
"You give me way too much credit if you think your potential customers read my blog," begins a thoughtful post by Valeria Maltoni before going on to explain that new new media is not the same as traditional media. Many professionals have better luck doing something other than pitching something, she says. And she's right. The quantity of the pitch in social media is less than the quality of the pitch to a single blogger. Think about it. Who knows? Maybe you'd be better off talking to customers direct...

• Five Steps to Better Communication With Customers.
Anna Barcelos shares her wisdom with five tips that might help your organization communicate with customers. I'll share a few here. The first, she suggests, is finding out exactly what is going on within your organization. It might be of interest to someone (but perhaps not who you think). Another is to visualize them as real people. And finally, realize that there are no cookie cutter solutions in modern marketing. All of it requires that you test, measure, and adjust on an ongoing basis.

• Four Challenges Facing Location-Based Services.
Almost everyone knows that the next step in communication is mobile, especially with continued advancements to location-based services. However, that doesn't mean that the transition is guaranteed. In this post, Mike Schaffer shares what he believes are the greatest challenges facing location-based services: fear, technology, urban-centric, and badge exhaustion. All of them are valid, with only technological penetration being the easiest to overcome.

• Set Your Own Rules.
When Valeria Maltoni writes a quick book review, she frequently lends as much to a conversation as she gets out of it. In this post, she runs down a list of 11 ways to be unremarkably average from The Art of Non-Conformity by Chris Guillebeau and applies it to her own life. At the same time, without asking her readers to do it, it's easy enough to infer that it might be a worthwhile experience. How about you? Are you stuck on rules that make you unremarkable?

• See How They Did It: 104 Social Media Case Studies
There really are more than 104 case studies in Valeria Maltoni's notes, but she only shared 12 within the body of a single post. Even better than the case studies, she provides a four-step structure not all that dissimilar to strategic communication case studies: situation or challenge, timeline or complication, solution, and results. Showing how these four fit within a strategic communication outline would take a little longer than a couple of sentences so I'll highlight the best point here. If you understand the true situation or the challenge, you'll be that much more likely to develop a strategic solution as opposed to a tactical one.