I was reading an article in The Globe and Mail the other day by Harvey Schacter. He was reviewing the new book called How To Hepburn by author Karen Karbo, who apparently observes Hepburn with a twist, i.e. from the career point of view. The attributes that Karbo claims skyrocketed Hepburn to fame and fortune truly reminded me of my own clients and their leadership and entrepreneurial situations. What are the award winning “success” attributes?
1. Persistence: How many people do you know who have had success in their careers who haven’t had to slog through some pretty difficult times? Sales statistics that I’ve seen suggest that you have to contact someone at least 8 times before you are likely to get their attention. Don’t give up too quickly. I’ve often been told by clients that my own persistence is what got me in the door. In fact, one of my clients told others in the professional services firm that I was working with that if I hadn’t been in his face all the time, he may never have paid attention to training and development as a serious part of his overall strategy for the firm. It’s also important to be persistent about achieving excellence at what you do. If you aren’t being promoted or chosen for choice projects, find out why not and do everything you can to learn more and distinguish yourself.
2. Brashness: OK, not everyone’s going to try to buy someone out of their marriage so you can take their place as Hepburn apparently attempted to do, but some of us are sure going to push the envelope when it comes to stating what it is that we bring to the table and why we’re the right ones to select for that leadership position, sales management role, partnership in the firm or preferred supplier. Don’t be shy about talking up the results you bring to the table and be prepared to provide relevant examples.
3. Originality: What sets you apart from everyone you’re competing with for the same position? Why does your originality make a difference to the client? your company? your colleagues? It’s all about getting the right attention and being known for something you do extremely well or that is completely original. Blair Cosgrove, media relations and communications expert from The Message Parlour (blair@themessageparlour.com) says “the slogan of so many is a variation on “we do whatever it takes to make you happy.” “This doesn’t differentiate you because you’re saying, in effect, that you have no unique attributes. Focus your messaging on just one thing that’s unique – whether it’s your low (or high) price, the quality of your product, your warranty or the return on investment the customer can expect. Promote that message obsessively and you’ll carve out a valuable niche in the minds of customers.”
4. Be yourself. Maximize your strengths, and surround yourself by those who can take care of the stuff you aren’t so good at. Brand who you are and pay attention to who and what you attract. Perhaps the target market you set your sights on isn’t the one that wants you. You may need to change your strategy or learn how to attract the market you want.
5. Work smart and work hard. I just got off the phone with a client who was describing to me what made his salesperson excel when he’d been through three previous ones that clearly didn’t. A large part of it was spending the time to build the relationships and doing the one extra thing each day that makes a difference. The same holds true in leadership positions and entrepreneurial situations. Push yourself just as you might in the gym. Increase your weights regularly, go an extra 1/2 mile in your job, do a few more sit ups. Get results. Reminds me of a VP International who I once worked with. He said, after many years in the same job, he still went into the office everyday thinking about what his replacement would do as the new VP, and he operated as though he was that new person.
