It’s Your Business
- Subject: The basics of leadership
- Essential Reading: Shop Owner, Center Manager
- Author: Terry Greenhut, Transmission Digest Business Editor
Recent statistical surveys show that only 10% of employees look forward to going to work, and most point to a lack of leadership as the reason for their discontent. Many, at management level and below, don’t believe they are given the proper direction, motivation or attainable goals to make the daily contribution to their employers worth the time and effort they are asked to put in. In other words, they are uninspired by their so-called leaders.
But it doesn’t have to be that way. All business leaders must learn and employ the power to inspire, motivate and positively influence the people in their lives, but they also have to “want to,” and that’s where it gets a little sticky. While it’s one thing to motivate oneself, it’s quite a different task to motivate others. Some say it can’t be done, that people are either motivated or not, but I disagree. If the proper approach is taken I believe that most can be motivated. It’s just a matter of hitting the right “hot buttons” with a consistent, positive message.
Although there are thousands of motivational speakers standing in front of audiences every day, I equate most to the “Chinese food and half an hour later I’m hungry again” syndrome. You listen, it all sounds good and inspiring, and if you could jump right up off your chair at that moment you could probably run out and begin to make something happen, but about a half hour after the lecture is over you find yourself asking: “Where’s the beef? What did I learn that I can apply and have work for me long term?”
Often there isn’t anything, because too many motivational speakers key in on getting audiences excited rather than giving them any kind of long-term strategies. If you can’t figure out how to apply what you’ve been taught it dies on the vine, and you are no better off than you were before the lecture. In fact, you could be worse off for having found out that there is something out there but not knowing how to reach out and grab it.
Motivation is a part of the total leadership package. Excitement without anyplace to put it doesn’t last very long. That’s why the most-successful leaders and entrepreneurs are those who have the ability to sell their vision, values and themselves with the appropriate amount of enthusiasm to everyone they meet throughout their business careers. Everyone you deal with needs to be motivated to do something for you – employees to produce at their maximum, vendors to supply quality merchandise at the right prices and, of course, clients or customers to give you enough business at profitable prices.
Inspiring leadership is or should be a lifetime commitment, because no matter in what situation you find yourself there will always be others who have to interact with you to complete some kind of task. Many times they will require a strong leader to carry out the mission successfully. There are many followers in this world but not very many leaders. Although there can be great rewards for effective leadership, most people don’t want either the responsibility or the hard work that leadership would entail, so they are much more comfortable hanging back and letting someone else do it.
When you decide to go into business for yourself or hire on as the manager of someone else’s business, knowingly or not you have assumed the role of leader. How well you execute the associated tasks will determine the success level of the business.
There are eight basic rules and premises for leadership. Adopt these and you might find that getting others to follow you will become far easier.
1 – Display the passion
Being passionate about your business is indeed a wonderful thing. Displaying that passion so others can catch the fever is even better. It isn’t enough to want to build a transmission that works OK or will last until the warranty is up. You need to show your employees that you want the best-running transmission there is, even if it is going to be installed in a car that’s a fugitive from a junkyard. Take the attitude that “good enough” is never good enough. It has to be excellent or it isn’t getting out the door.
In the Army we had a phrase, “close enough for government work.” That phrase doesn’t apply here. Nothing is close enough unless it’s perfect, and even then it should be questioned. Customers need to see that you are maniacal about taking care of them, that you pay attention to even the smallest of details to ensure their satisfaction and that nothing escapes your scrutiny. Vendors need to know that you will not tolerate anything but the best products, super service and pricing that befits your loyalty to them. Tell them up front that you build the highest-quality transmissions and that you can accomplish that only by using the best parts and having them there in a timely manner. Tell them that you won’t be wasting your time price-shopping them on every job but that you’d better never find out that anyone else is getting a lower price than you or you’ll be out the door.
2 – Demonstrate continuous enthusiasm
Consistency is the key. An effective leader is always enthusiastic, even when things aren’t going as well as they should be. A true leader will point to something else to get excited about. Business is slow – “Hey, that’s great! It gives us time to work on that new marketing plan or do some outside selling.” Come in every day with the attitude that “Today is a great day and we’re going to make wonderful things happen today.” Employees, customers and vendors will come to rely on your consistent high level of enthusiasm to inspire them to take the proper action. You cannot inspire unless you yourself are inspired, so figure out what rewards of business get you the most excited and go for them.
3 – Design and put forth a compelling course of action
Inspiring leaders deliver a specific, consistent and memorable vision. A goal such as “We intend to double our sales by this time next year” is not inspiring. It’s too far into the future for anyone to realize the instant gratification we’ve all come to know and love. What’s needed is a breakdown of the steps and intermittent goals that must be achieved to get there. That way there will be rewards throughout the process. Use a vision statement instead of a mission statement. A vision statement is a short (usually 10 words or less), vivid description of what the world will look like when your product or service succeeds. Outline all the steps necessary to succeed, and then assign the tasks needed. Be sure to monitor and measure everything constantly.
4 – Sell the benefits
Always remember: It’s not about you; it’s about them. “Why should my employees, customers or vendors care?” Everyone wants to know, “What’s in this for me?” Answer that question. Don’t make them guess. Let them each see at least one clear-cut benefit of following your lead: If you do this, you get that. Then everyone knows what they are working toward.
5 – Tell Stories of Others’ Successes
Everyone loves success stories. They allow us to look at what other people have accomplished and say to ourselves, “Hey, I’m as good as he is. If he can do it, so can I.” No amount of statistical data can replace one good success story. If you don’t think that’s true just turn on your TV set any night about 3 a.m. and you will hear something like, “My Mary Jane and I are dumb as fence posts and we made $20,000 last month following Joe Blow’s Cash Management System.”
6 – Invite participation
Inspiring leaders bring employees, customers and suppliers into the process of building the company. This is especially important when you’re trying to motivate young people. Collaborative management is the new style, asking everyone for their opinions and taking them all into consideration. Even if you don’t use very many of their ideas, at least they will feel ownership of their part of the process. That in itself is a major motivator.
7 – Reinforce an optimistic outlook
Inspiring leaders always speak of a brighter future, even if it is only for those who are willing to go the extra mile and do the right things. The glass is always half full. In our case, even though we are part of a mature industry there are still plenty of opportunities for those willing to seek them out. There’s a lot to get excited about. Always speak in positive, optimistic language. Be a beacon of hope.
8) – Encourage potential
Inspiring leaders praise people and invest in them emotionally. When you praise people they flourish; criticize them and they shrivel up. Praise is the easiest way to connect with people. When people receive genuine praise, their doubt diminishes and their spirits soar. Encourage people and they’ll walk through walls for you.
When you inspire people you become the kind of person they want to be around. Customers will want to do business with you, employees will want to work with you and investors will want to back you. It all starts with mastering the language of leadership.
Visit ww.TerryGreenhut.com.
