5 Secrets of Great Leadership — Here’s what it takes from Dale C.

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Thanks again to the “Dale Carnegie Training Newsletter”

Anita Zinsmeister, President — anita.zinsmeister@dalecarnegie.com
Dale Carnegie® Training of Central & Southern New Jersey 

BY JOHN BRANDON
 
Contributing editor, Inc.com

Great leaders are not born into the role. They exhibit traits that have been learned, refined, honed, and improved over many years. There’s no single trait that makes someone a great leader. It is a collection of refined attributes.

To find out more about the secret to leadership, I talked to several executives and asked about what they’ve learned to become a great leader.

Here’s what they had to say.

1. Act like a coach

Kris Malkoski, the President and Global Business and Chief Commercial Officer atWorld Kitchen, told me the secret to great leadership is to act like a coach. You have to set the strategy and the gameplan to win, hire and coach the top talent, set goals and measure progress–and then demonstrate how this all works by example to all of your employees on a consistent basis. “You have to represent the strong values and work ethic that they expect, and you have to anticipate competitive diversions and adjust their plans to insure goals are achieved,” she says.

2. Show your passion

Passion is not something you can fake. Employees can see whether you have it from a mile away, and they know the difference. Jimmy Haslam, the CEO of Pilot Flying J and majority owner of the Cleveland Browns, told me that it is the most important secret to great leadership. “Every day we try to show people our passion for the business,” he says. “We care deeply about the people who work for our companies as well as the entire communities in which our companies are based.”

3. Listen

One secret is to listen closely to what employees have to say. If you’re commanding too much, it means you’re not listening enough. “People want to follow a leader who listens, who understands what is going on in the organization and what is important to the people who work to make the business thrive,” says Barby Siegel, the CEO ofZeno Group, a global communications agency. “Let people know that you expect them to think beyond the task to contribute to the organization as a whole. I want people to speak their minds and I let them know this as often as possible.”

4. Accept the blame and don’t take the credit

Great leaders don’t crave the spotlight, they tend to save that for the star performers on the team. It’s almost like they know how to avoid getting the most credit and prefer the employees receive most of it. “Great leaders have a great appreciation for the people around them,” says Haslam. “They are willing to accept blame when things go wrong and aren’t concerned about who gets the credit when things go well.

5. Be open to opinions

There’s one last secret to great leadership. You have to be open. If you close your mind to a group of employees or pick favorites, it leads to dysfunction and disunity. “The effective leader needs to take in and distill multiple points of view from various people and agendas, and make a well-grounded decision in line with the company’s mission and values,” says Siegel. “A successful leader understands the need to change and adapt–to be open to differing points of view and new ways of doing things–even if that means stepping out of one’s comfort zone.

The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.
PUBLISHED ON: SEP 14, 2016

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17 Ideas to increase sales you can us (almost immediatelty)

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 This week’s blog comes from:

Dale Carnegie Training Newsletter

By Anita Zinsmeister, President — anita.zinsmeister@dalecarnegie.com
Dale Carnegie® Training of Central & Southern New Jersey 

(Billfryer.com)

  1. Don’t be greedy.If you always try to profit from the first sale, you ignore the real value of the customer. This is a mistake. If you do not invest as much as you could to get customers – you will not get as many profitable customers as you might. Also, your competitor, who does know the value of a customer, can outspend or underprice you – or both.
  2. Concentrate on customers more than prospects.Research by McGraw-Hill into why retailers lost customers showed that 68% went elsewhere because of indifference or the attitude of their salesforce. Only 14% went because they were dissatisfied with the product or service and only 9% went to the competition. Your customers will remain loyal if you pay them attention.
  3. Go where the money is – all customers are not created equal.10% of cognac drinkers account for 50% of consumption. 39% of cognac drinkers account for 44% of consumption. The remaining 51% account for only 6% of consumption. So focus on the top 10%.
  4. 4Never lose an opportunity to cross-sell.Research by banks into the number of accounts held by customers and their likelihood of switching showed those with four accounts or more were 100-1 against switching, those with only one account had a 50% chance of switching. Your existing customer is 3-8 times as likely to buy as an identical non-customer. Someone who has responded to a promotion is twice as likely to buy. Anyone with any relationship with you, however slight, is more likely to buy.
  5. Never spend without testing.  Look before you leap.
  6. Test new products on customers first.They appreciate being treated as special – and to you they should be. The risk is lower: they are more likely to buy. Only if it sells well to them is it likely to sell outside.
  7. Never lose a chance to communicate.Here are some golden opportunities: When you have anything to say of interest to customers or prospects new product, price, offer, news. When they are about to decide. When your competitors are cooking up something. When something big is happening in the market.

Those who communicate most do better than those who do it least. Do not worry about talking to customers too often. Worry about being a bore. Talk whenever you have something you think will be of interest. But do not mail or phone just for the sake of it. Think constantly what prospects and customers might be interested in.

  1. Say “Thank you”.A retailer rang up a file of customers one month after a product had been bought to say “thank you; do you have any questions?” They didn’t ring a similar file, and researched the difference.

70 percent of those rung said they welcomed the call and would like more. 45 percent of those they did not ring said they would welcome such a call. Over the next 6 months 13% more of those called bought compared with the others. The average number of orders increased by 16% per customer called.

  1. Do you offer after-sales service?Sell it.
  2. Do you have a guarantee people fill in?Use questionnaires and build a mailing list.
  3. Do you offer account facilities or sell on credit and have to invoice people regularly? Sell them at the same time.
  4. Do you have accessories or software to sell? Do it aggressively, not passively, often there is more margin in accessories.
  5. If your sales force spends too much time canvassingand not enough selling. Get leads for them through advertising(and find out when prospects are interested).
  6. Do retailers or wholesalers dictate to you? Go round them direct to customersand build a database.
  7. Sell to your most recent customers first.They are usually your best respondents. The best time to sell is when they have just bought.
  8. Offer a store-card to best customers and create special events for them.They are about five times as likely to buy as casual customers. A special preview sale for them may be as profitable as the entire sale that follows.
  9. Watch for critical moments.In the prospect’s life e.g. marriage, new house, birthday. Before buying: sending for brochures, looking in stores, working out what they can afford. After buying – the “afterglow”; having a problem; time to buy again. These help determine your “contact strategy”. An example is: People often adjust their investments when they move house.

Bill Fryer is Creative Director of Bill Fryer Direct, a direct marketing agency in Warminster, Wiltshire. By talking to him you may get even more sales ideas. Send mail to bill@billfryer.com.

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Eastern Michigan University PRSSA — Shares 2014 National Conference Take-aways

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Eastern Michigan University Dec. 5, 2005 blog. Lots of good information.

Raven’s recap of PRSSA 2014 National Conference

Posted on December 5, 2014 by EMU PRSSA | Leave a comment

In October, I had the wonderful opportunity to travel to our nation’s capital. It wasn’t for pleasure but I did have a blast. I traveled to Washington D.C. to attend the 2014 Public Relations Student Society of America National Conference. The site seeing was absolutely amazing and getting to relearn some of our nation’s history was enlightening. Through the five days of various student development sessions, networking opportunities, and breakout sessions, I learned a large handful of things.

Here my top 10 takeaways from the conference. (In no particular order)

  1. Say “Hello”

Being all by myself in a place that I’ve never been to was scary yet liberating. If I wanted to be around people during our evenings out, I had to actively meet people and establish relationships. Don’t just stay in one place, get out and say “hello” to a stranger every once in a while. You never know who you’ll meet.

  1. Peers can be mentors

Having a mentor is almost essential to the way our society works. There’s just something about getting to know someone who was once in your shoes. Professionals are good to have but peers were also once in your place. They know what you’re going through differently than a professional may because they were there very recently. Don’t be afraid to reach out to someone only a few years older than you.

  1. It’s the Era of Engagement

Keynote speaker and President of Powell Tate, Pam Jenkins, believes now is our time to do stuff. “We have to do something because we have the skills to make a difference,” says Jenkins. The engagement means that people no longer turn to experts when they need something. They turn towards the people. Be the people who lead others towards good.

  1. Develop your skills, but understand your weaknesses

We can’t all be graphic designers, video editors, copy editors, social media gurus, etc. Take a minute ant think about what you do well. Develop those skills even more! If you can’t do everything then you might as well be good at what you can do. And at the very least, respect and understand the people who are good at your weaknesses.

  1. Teachers are right!

The relationship between public relations practitioners and journalists is built on trust. Teachers tell you that the relationship is built on trust and a good relationship and they are absolutely right. During a breakaway session, I learned that a lot happens off the record so you have to truly develop those relationship to get to that point. Understand that everyone has a boss breathing down their necks and definitely respect everyone.

  1. You’re making your connections now

The people that I’ve met at the conference and the people I’m meeting in classes now are going to be my coworkers, bosses, and employees years later. People are so concerned having networking events but not many realize that getting to know classmates is hugely important.

  1. Three Bone Approach

To succeed, three bones are necessary. A funny bone. A back bone. A wish bone.

  1. Life is like gym class

You fail if you don’t show up but if you do then you at least get a “B”. Go to events. Go to PRSSA. Even go to PRSA events and meetings. Get involved and you’ll be just fine.

  1. Agency versus Corporation

Both are every good options. Weigh the possibilities for both. Take a look at your personality type as well and see which works best for yourself. Think about the environment you really want to in.

        10. Move people towards action

Simply telling people how things are isn’t going to get them moving. We have to move people from awareness to action. Speaking of which, comment below with any recent takeaways that you have learned from a conference, networking opportunity, or class. You can even comment with what you want to learn from PRSSA throughout our meetings next semester!

If you want any more information on the National Conference or even upcoming National Assembly or Regional Conference then don’t hesitate to take action and email EMU!

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The right way to get a favor – networking

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This and other tips and techniques can be found in Larry Litwin’s The ABCs of Strategic CommunicationCheck out Litwin’s website.

Effective networking is the proactive solution. If you think ahead

and network well, asking for a favor can be an easy, natural thing

to do. Sometimes you may find that you don’t even need to ask.

Here are a few easy ways to maintain your relationships so that

favors come easily:

  1. Get organized
  • Keep track of your contacts whichever way works best for you.

You can use computer databases, smartphone or other device, or even index cards.

  • Keep track of birthdays, anniversaries and other miscellaneous information.
  • Know your contacts’ needs, such as information, jobs and other contacts (relationship management).
  1. Keep in touch
  • Review your contact list regularly and craft a follow up plan.
  • Send notes and cards on occasions such as birthdays and

holidays.

  • Regularly call and set up lunch meetings or dinner appointments.
  1. Nurture mutually beneficial relationships
  • Send any helpful information to your contacts.
  • Connect your contacts with others who can help them.
  • Use your skills to help others.

If you care for your network of friends, colleagues and acquaintances, it will be your best resource.Whether the favor you need is

information, a job referral, technical help or even more clients, the best solution is a strong network.Most importantly, always

remember to say thank you with an email, a hand-written note, or a gift.

(Source): Andrea Nierenberg – The Nierenberg Group

420 E. 51st Street Suite 12D New York, NY 10022 –

www.mybusinessrelationships.com/

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The right way to get a favor – networking

This “Tip” and dozens of others come from Larry Litwin’s The ABCs of Strategic Communication (available on www dot larry litwin dot com). [To comment: larry at larry litwin dot com.]

Effective networking is the proactive solution. If you think ahead and network well, asking for a favor can be an easy, natural thing to do. Sometimes you may find that you don’t even need to ask.

Here are a few easy ways to maintain your relationships so that favors come easily:

  1. Get organized
  • Keep track of your contacts whichever way works best for you.

You can use computer databases, PDAs or even index cards.

  • Keep track of birthdays, anniversaries and other miscellaneous information.
  • Know your contacts’ needs, such as information, jobs and other contacts.
  1. Keep in touch
  • Review your contact list regularly and make a follow up plan.
  • Send notes and cards on occasions such as birthdays and

holidays.

  • Regularly call and set up lunch meetings or dinner appointments.
  1. Nurture mutually beneficial relationships
  • Send any helpful information to your contacts.
  • Connect your contacts with others who can help them.
  • Use your skills to help others.

If you care for your network of friends, colleagues and acquaintances, it will be your best resource. Whether the favor you need is information, a job referral, technical help or even more clients, the best solution is a strong network. Most importantly, always remember to say thank you with an E-mail, a hand-written note, or a gift.

Source: Andrea Nierenberg – The Nierenberg Group

420 E. 51st Street Suite 12D New York, NY 10022 –

www.mybusinessrelationships.com/

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Tips to Succeed: Workplace relationships

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Here is Tip No. 89 from Larry Litwin’s The ABCs of Strategic CommunicationLike The Public Relations Practitioner’s Playbook for (all) Strategic CommunicatorsThe ABCs is used at two-dozen colleges and universities and has found itself on the desks of hundreds of professionals. It contains 7,000 definitions and nearly 300 proven successful strategic communication tips and techniques.

A leader, whether in or outside of the office, must be able to

understand the different types of personalities on his or her team.

Here are some tips to help strengthen professional and personal

relationships:

• Don’t criticize, condemn or complain. Avoid being negative and

offer only honest and sincere appreciation when warranted.

• Always show you’re happy to see someone. A pleasant or warm

greeting, especially after some length of time, is a particularly

effective approach.

• Be a good listener. Encourage others to talk more about themselves,

reaffirming your sincere interest.When you do speak,

always try to talk in terms of the other person’s interests.This is

an excellent way to redirect a conversation should you want to

move on to a different subject.

• Never forget that people are always impressed when you remember

their name.Nothing can strengthen a relationship like showing

you are interested enough in a person to recollect his or her

name. It adds an effective personal dimension to any relationship.

And saying the person’s name when you meet them is

exactly what they want to hear.

• Make the other person feel important.Use a sincere and honest

manner to establish a sense of worth and importance. Remember

that everyone has some quality or skill that makes him or her

important. When you recognize this in others, point it out in a

proactive manner – like catching them doing something good.

(From: Dale Carnegie Training of Central and Southern New Jersey)

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Techniques to Succeed: Grunig’s Four Models of Public Relations

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This week’s blog comes from The ABCs of Strategic Communication (AuthorHouse – 2008), which contains 7,000 strategic communication definitions plus 282 Tips and Techniques.

James Grunig and Todd Hunt developed four models of public relations. Each differs in the purpose and nature of communication. 

Press Agentry/Publicity – one-way communication – uses persuasion and manipulation to influence audience to behave as the organization desires (One way with propaganda as its purpose.)

Public Information – one-way communication – use news releases and other one-way communication techniques to distribute organizational information. Public relations practitioner is often referred to as the “journalist in residence.” (One way with dissemination of truthful information.)

Two-way asymmetrical – two way – Sometimes called “scientific persuasion” (short term rather than long term). Uses persuasion and manipulation to influence audience to behave as the organization desires – incorporates lots of feedback from target audiences and publics – used by an organization primarily interested in having its publics come around to its way of thinking rather changing the organization, its policies, or its views.

Two-way symmetrical – two way – Uses communication to negotiate with publics, resolve conflict, and promote mutual understanding and respect between the organization and its public(s). Research is used not only to gather information, but also to change the organization’s behavior.Understanding, rather than persuasion, is the objective.  (Every attempt is made for each side to understand the other’s point of view. If your public agrees with you, then you must find a way to communicate with the public and motivate it to act.) Seems to be used more by non-profit organizations, government agencies and heavily regulated businesses (public utilities) rather than by competitive, profit driven companies.

Thanks to: James Grunig and Todd Hunt – University of Maryland – 1984

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Jack Welch’s 5 Stages of Crisis Management

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Jack Welch is a former chair and CEO at General Electric. His “Five Stages of Crisis Management” along with hundreds of other words of wisdom on crisis communication are contained in The Public Relations Practitioner’s Playbook for (all) Strategic Communicators. Check it out.

1. Denial – Denial in the face of disaster is human. It is the main
and immediate emotion people feel at the receiving end of any
really bad news. That doesn’t excuse any official from not reacting
quickly and staying “in front of the story.” Rather than denial,
the reaction should be forthright, calm, fierce and bold.

2.  Containment – In companies and other organizations, containment
usually plays out with leaders trying to keep the “matter”
quiet – a total waste of energy. All problems, and especially
messy ones, eventually get out and explode.

3.  Shame-mongering – This is a period in which all stakeholders
fight to get their side of the story told, with themselves as the
heroes at the center.

4.  Blood on the floor – Too many times, officials believe that
someone has to pay for the crisis with his or her head.

5. Galvanizing effect – The fifth and final part of the pattern – the
best part – is the awareness raised by a crisis.

More on Miss New Jersey 2013

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Hello everyone…

As many are aware, I was honored to be among the six judges for this year’s Miss Newsey pageant. A fellow judge Dr. Hilary Leavey Friedman blogs regularly. Below is a link to a related blog. I could not say it better. Please read it and feel free to react/respond. Each judge, acting independently, and Marie Nicholes and her committee deserve incredible kudos. That committee puts in endless hours to make the Miss New Jersey Pageant a huge success. Here is Hilary’s blog:

http://blogs.princeton.edu/paw/2013/06/mccollum_14_win.html#more

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In the wake of Sandy — Be careful

This was sent in all upper case.

THE FOLLOWING MESSAGE IS TRANSMITTED AT THE REQUEST OF THE CENTERS  FOR DISEASE CONTROL AND PREVENTION (CDC):  IN THE WAKE OF SANDY
IT IS IMPORTANT FOR CITIZENS TO REMEMBER  THE FOLLOWING INFORMATION TO PROTECT YOUR LIFE AND HEALTH AND THAT  OF YOUR FAMILY:
DRINK CLEAN

SAFE WATER AND EAT SAFE

UNCONTAMINATED FOOD.
KEEP GENERATORS OUTSIDE AT LEAST 25 FT FROM DOORS

WINDOWS AND  VENTS.
DO NOT GRILL INSIDE YOUR HOME

THE FUMES CAN KILL.
NEVER TOUCH A DOWNED POWER LINE OR ANYTHING TOUCHING ONE.
USE 1 CUP OF BLEACH FOR EACH GALLON OF WATER TO REMOVE MOLD.
NEVER MIX BLEACH AND AMMONIA

THE FUMES CAN KILL.
WASHING YOUR HANDS PREVENTS ILLNESS.
SEEK HELP IF HAVING TROUBLE COPING.  FOR MORE LIFE SAVING HEALTH RELATED INFORMATION CALL THE CDC AT  800-232-4636.

TTY 888-232-6348.