E-Tip 258 - No News Isn't Good News

As the economy continues to fluctuate for many industries, we are still seeing a record number of employee layoffs, pay cuts/freezes, benefit cuts and 401(k) match suspensions. Because of this, many executives are finding it challenging to deal with their employees.

Silence Is Not Always Golden

During times of economic uncertainty, a management team's silence can reduce the number of employees who are proactive. In fact, a study by Harvard Business Review revealed that even a small layoff demoralizes employees so much that many leave at the first opportunity that presents itself. To avoid this, it is imperative for management to communicate with employees in order to keep them engaged at their work over the long haul and through the bumps in the economy.

Your People Need Information And Reassurance

One of the things we have come to learn is that employees want accurate and honest information about their future. If not, the rumor mill will be working overtime and spin things in ways that will boggle your mind. To help you address this issue, we have developed a number of tips to help you communicate better with your employees:

1. Make Benefits More Accessible - The most common complaint heard from employees is that they do not know how to find information on their benefits or how to use them. Some do not even know they have certain benefits, like flexible spending accounts or a 401(k) program. To solve this, we suggest having a "Benefits Resource Center" where employees can login and access tools, information, options, etc. on all of their benefits.

2. Listen To Your Staff - Listening to your staff will help you respond to the most important employee concerns, and will provide valuable insight on how they are feeling about the direction of the company. Listening to your staff can also help you quantify what programs or initiatives they feel are best for the company. So how do you do this? There are many ways to listen to your staff, from surveys at an employee meeting to talking with certain employees one-on-one. No matter what approach you take, give people the opportunity to express their thoughts so that you understand what they are thinking and feeling.

3. Keep Your Executive Team And Leaders Visible - The reality is this: The more visible your executive team is, the more your employees feel connected with the company. Make it a policy to have your team keep their door open during the day and encourage them to invite the employees they manage in to express their thoughts. Your team cannot be withdrawn in times of employee layoffs, cutbacks, and changing business strategies. While over-communicating is never wise, it is critical to inform your staff of your business strategy for success. History has shown that it is best to share general information sooner than later.

4. Celebrate As A Team - When you achieve any type of milestone, make it a point to celebrate. This is especially important during difficult times or challenging initiatives. By recognizing milestones and the people that make them possible, you will instill a sense of progress, optimism and hope.

Summary: Employee engagement is critical to the success of any business. Not only does someone's buy-in help you get the work done, but it also becomes your extra edge during tough times. When you need added help to meet deadlines or work with reduced resources, engaged employees are more likely to pitch-in and make things happen. Business leaders in companies of all sizes can make and save money by keeping their employees engaged; however, the only way for this to happen is to make their engagement a priority for your business.

For more information, visit our website!

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One-Day Seminar: Conquer Workplace STRESS

How to Conquer Workplace Stress could change your life. You'll be amazed at how much more productive you are and how much better you feel when you eliminate the lack of focus, fatigue and inertia caused by anxiety and stress.
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This seminar will take place November 18th in Shelton, CT

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E-Tip 257 - Get Your Employees More Engaged!

In today's global and competitive economy, it is critical for a business' workforce to have high productivity. Unfortunately, recent Gallup* and Conference Board** research indicates the following:

· 54% of employees are not at all engaged at work*

· Only 29% are truly motivated and engaged*

· 53% of American workers are unhappy in their jobs**

According to these points, over half of the American workforce is disengaged and unhappy at work. It is safe to say this is a formula for poor productivity and run-of-the-mill corporate earnings.

Click here for a list of 25 tips to engage your employees.

How Does A Business Like Yours Get Their Employees More Engaged?

A number of business experts recommend empowering your employees in the following ways:

· Make sure they are part of the solution

· Make sure they are part of the continuous improvement process

· Make sure they have a forum for their opinions to be heard

To ensure this happens at your business, we recommend three key strategies:

• Clarify job descriptions and responsibilities
• Provide your employees with the proper training to facilitate their job requirements
• Make everyone accountable for their job function and give financial rewards/incentives when certain levels of measurement are reached

Create And Maintain A Business Environment That Is Consistently Fair

Dale Carnegie^® Training has helped tens of thousands of organizations over the years. And if anything has been consistent, it is this: Not one organization was perfect. People still feel overloaded and stressed by meeting deadlines and mismatches in compensation, not to mention policy changes that typically take place without much internal discussion. By being open and truthful with your staff, you can weather these challenges.

Summary: As you can see, many companies need to hone their employee leadership development skills to provide the most opportunity for their current workforce. Primary benefits for businesses that succeed in this area include lower recruitment spending, increased employee morale and people being open to covering additional job functions without any added dollars to their paycheck.

For more information, visit our website!

E-Tip 256 - 9 Employee Engagement Tips for Your Business

Last week, we outlined the first 4 Employee Engagement Tips. This week we wrap things up with tips 5 - 9 to help you maximize your employee engagement events or programs.

5. Invest In Your People With On-site And Off-site Training - Training comes in different flavors. You have a myriad of choices, from hiring an inside trainer to hiring companies like Dale Carnegie. We suggest a core training program in communication, problem solving and conflict resolution skills. Better communication increases positive outcomes.

6. Ask Your Staff How They Are Really Doing - To help build the bridge to employee engagement, it is important to have open dialogs with your employees by using statement starters like this: "It is one of my goals to improve my skills as a manager/business owner/GM. Tell me, what could I be doing differently?" After having some dialog, ask them, "What could I be doing to make your job easier?" No matter what they say, keep in mind that you asked them for their opinion. That said, be prepared for an honest answer.

7. Laugh Often, Be Positive And Stay Away From Negative Discussions - I know that running a profitable business is filled with lots of stress, but we also need to know that laughing is a nice way to take the edge off the stress. One way of doing this is to take your team off-site for a team-building exercise or recreational event. Additionally, stay away from participating in negative discussions, as they are caustic to the organization.

8. Reward Your Employees In Ways That Motivate Them - Getting to know your employees will help you find new ways to motivate them and boost worker productivity. We often suggest finding the good in everyone and rewarding each and every employee on your staff.

9. Follow Through On Your Re-Engagement Activities - If you plan to develop a company-wide re-engagement program and do not follow-through, it can backfire and cause even more stress for your employees. Why? Many employees are frustrated with training programs or employee programs not backed by management. Are you committed to following through with your employees? Are your managers committed to keeping your employees engaged, involved in and excited about their day-to-day work?

Summary: Your employees are your company's greatest asset and their united ideas, feedback and enthusiasm will keep your business growing and profitable. While a small percentage of people will give their all and do their best no matter what type of working conditions they are in, the majority of people in today's workforce need the guidance of a skilled manager who welcomes their ideas and asks for their opinion. By opening a dialog, you will give these people a greater sense of job security and will have a direct impact on the profits of your business.

For more information, visit our website!

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E-Tip 255 - 9 Employee Engagement Tips for Your Business

Since the economy has become weaker, businesses are laying off more and more employees. Because of the rising rate of unemployment, many people who work for you are no doubt becoming more concerned about their job security. As a manager or business owner, you are no doubt concerned about your employees' happiness, but what many people fail to realize is the cost dis-engaged employees can have on their business or department's profit and loss.

Tough Economic Times Can And Will Disrupt Productivity And A Team's Performance.

Do you really know what your employees are thinking? How would you respond if I asked you these four questions:

1. Are your employees giving your company their all?
2. Do they think what they are doing is important?
3. Do you make your employees feel appreciated?
4. Do your people show up for work each day with passion and purpose?

For business leaders in companies of all sizes, you can make and save money by keeping your employees engaged; however, the only way for this to happen is to make their "engagement" a priority for your business. Doing so will create "wins" for everyone as an employee will stay focused on their job and management keeps worker productivity high. With that in mind, here are 4 of the 9 (5 - 9 will be talked about next week) management tips for creating and sustaining employee engagement:

1. Talk Directly With Those Employees Who Are Negative - Every company has people who are negative by nature. When approaching such employees, try to understand where they are coming from and why they feel the way they do. Look past their outlook and see them as a resource of knowledge who can contribute to the business.
2. Make Sure Employees Have The Tools To Do Their Jobs - Remember that first day at the office? Or when you first started your business? You probably wondered if you were equipped to do your job in the most efficient manner possible. You can lesson similar employee concerns by asking each staff member, or the team as a whole, "Do you have everything you need to be as efficient as possible?" Remember, just as your clients' needs change, so do your employees' needs.
3. Clearly Communicate Your Expectations - Sure, most business leaders have their core values, vision and definition of success. But what your employees really need is a clear understanding of your expectations -- both on a day-by-day and project-by-project basis. The clearer you are with them, the more efficient and productive they will be.
4. Get To Know Who Your Employees Really Are - You do not have to be buddies with everyone in your office, but we do suggest asking them about their business/personal goals and taking an interest in their well being . . . because showing some compassion will go a long way in building trust.

Summary: Your employees are your company's greatest asset and their united ideas, feedback and enthusiasm will keep your business growing and profitable. While a small percentage of people will give their all and do their best no matter what type of working conditions they are in, the majority of people in today's workforce need the guidance of a skilled manager who welcomes their ideas and asks for their opinions. By opening a dialog, you will give these people a greater sense of job security and will have a direct impact on the profits of your business.

If you want to find out more about how Dale Carnegie^® Training can make your business more effective, or need more information on this subject, please send us an e-mail at the address below.

P.S. Stay tuned for next week's e-tip 5 - 9!

for more information, visit our website!

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E-Tip 254 - The Key to Managing Your Employees' Expectations

Did you know the power of "managing expectations" cannot be underestimated by a manager?

The Reality Of "Managing Expectations" Revolves Around 3 Simple Principles:

1. Managers communicate their expectations verbally and non-verbally to their staff.
2. People consciously and unconsciously understand their manager's expectations.
3. People perform in ways that are consistent with their manager's expectations.

More times than not, people excel in response to their manager's performance message. Conversely, it can undermine someone's performance when a manager does not articulate their expectations in a clear and concise manner. Although many managers' expectations are often subtle, they are picked-up consciously and unconsciously by their staff. It could be as simple as a manager failing to praise someone's performance as frequently as they praise others. Other times it could be them talking less to a particular person or not sharing ideas or personal items with someone else. Yes, people do pick-up on these little things because to them, it is that obvious.

Less Skilled Managers Will Reduce An Employee's Self-Esteem And Performance Level.

That's right. However, if a manager is skilled and has high expectations for all of his/her employees, their self-confidence grows, their skills get developed faster and their performance moves in a more positive direction.

Imagine For A Moment If You Were Able To Communicate Your Exact Expectations To Everyone You Manage.

If you have high-expectations of the people you manage, and you communicate those expectations to them, you will find your staff will begin to make more positive contributions and live up to your expectations.

Summary: Setting your employees' expectations is a critical element in managing people; however, don't stop there. Follow-up with your employees on a regular basis to ensure they are meeting your expectations. If not, you will find that some may take the path of least resistance in getting things done and that will produce "average" results more times than not.

Case in point: Let us say you are managing a sales team and you have set a "sales quota" for everyone. You also know each sales person needs to make a certain number of "prospect cold-calls" to make their quota. If you are not managing their level of "cold-calls" each week, there is a very good chance some people will not perform to your expectations. On the other hand, if you do manage their phone-time by setting specific dates, times and number of cold-calls they need to do each week, you will soon see their sales increase.

This means that as managers, we need to spend time getting to know our employees and understand how internally or externally they are driven. Then we can adjust our communication and follow up accordingly. Yes, it's that simple.

For more information, visit our website!

E-Tip 253 - 3 Steps the Position You as the "Go To" Expert

One of the easiest ways to drive sales opportunities and to ensure job security is to become an expert in your field. In fact, the term "expert" carries a tremendous amount of authority, trust and credibility - the things that reduce the risk of people not buying what you have to sell . . . and goes a long way in ensuring your job security.

This 3-Step Process Can Help You Quickly Position Yourself As The Fountain Of Knowledge People Turn To.

Step 1: Determine A Niche

Instead of trying to sell or market yourself to everyone (including your own company), you are better off by narrowing down your focus to a specific industry/industries or job function. Doing so will help you develop certain skills, buzzwords and contacts. It will also position you as the resident expert. Recently, a business acquaintance of mine told me how she was able to set herself up as the go-to expert at management/leadership training in three industries (nuclear energy, coal and solar). When she told me what she was doing, I asked, "Are there enough companies you can target to make a living from it?" She smiled and said, "There are hundreds of locations, and I am the only management/leadership training expert in the country who concentrates on these industries." Find your niche and you will eliminate any sales obstacles or job issues.

Step 2: Write About Your Area Of Expertise

After settling on your niche, you need to begin the process of writing about your area of expertise. You could write weekly e-tips, newsletters, books, articles, training manuals, new processes and techniques; your options are close to endless. You can even create your own website and design it as a way for people to access your information. If you can, write about things that teach people about your expertise and what you do.

The More Business You Do In An Industry, The More Of An Expert You Will Become.

Once you start marketing yourself on a proactive basis, you will become recognized as an expert in an industry -- even if you never had formal education in it; however, there are times when certification or specific training is needed to truly be anointed as an expert.

Step 3: Become A Speaker Or Presenter As Often As You Can

If you are proactive in networking and publishing articles you will find people will ask you to speak at conferences, chamber meetings and industry associations, or even make presentations within your own organization. Sure, most of us get nervous about speaking in front of a group, but keep this in mind: You will gain instant trust and credibility when you do it.

What To Do If You Are Nervous About Speaking In Front Of A Group

If you get nervous talking in front of a group, we suggest attending a public speaking class (click here to see what type of public speaking courses we have to offer). And taking this type of course could be one of the best decisions of your business career, as you will most likely find yourself more secure in presenting your concepts, processes and thoughts. The more confident you are, the more convincing you will be.

Summary: Start today by thinking of what niches you could become an expert in. After that, write down ways you can network, i.e. trade shows or associations meetings, as well as targets of opportunities. The key here is building up a database of names/e-mail addresses. After you build this database, start the process of "dripping" on people with e-mails and direct mail campaigns . . . just make sure the content is relevant to whomever you are targeting.

E-Tip 252 - How to get FREE Word-of-Mouth Advertising

We all know that word-of-mouth advertising is one of the cheapest and most effective types of advertising you and your company can get. In order to make this happen, you need to get out of your office and network with people. Many people like to go to their local Chamber of Commerce or a business card exchange event. But the reality is that very few people go there to buy anything.

When You Are Networking, You're Not Selling.

When you are at a networking event, don't focus on trying to sell to everyone. Look at it as an opportunity to be a teacher, a center of influence and a fountain of knowledge for buying what you are selling. By making a few changes to your approach, you can become a center of influence in any industry and in effect, generate a considerable amount of word-of-mouth advertising.

Go Into A Networking Event To Do Just That. . .Network.

One of the biggest mistakes most people make when they network is trying to sell someone (this happens whether or not they are showing buying signals). This is the LAST thing you should do. Don't talk about how great you are or why someone should buy from you. Just have a general one or two sentence overview of what you do and the type of people you work with. Tell people this, along with how much fun you have doing it and you will find people asking you more about what you do. If you go into a heavy sales pitch, you will only end up pushing opportunities away.

People Buy From People They Like and Trust.

Networking is one of the best ways of increasing your field of influence to help promote what you sell. Moreover, the reality of being in business is that people do business with (and recommend) those that they like and trust. To facilitate this bond, you should help people get what they want.

Take An Interest In Other People.

Experts have proven that people like those who are interested in them. One of the fastest ways of getting someone talking is to ask them questions about what they do. So, what type of questions can you ask someone? Here are a few questions you can ask at your next networking event (write them down on a small card and read them before you go into your next event):

• What is your name?
• What line of work are you in?
• Do you own the company (never assume that people are at the low end of their company)?
• Where are you located?
• What made you start your own company (owner question) or how long have you been working for this company? This keeps the conversation rolling and provide you with some interesting background data.
• What makes you or your business different from someone else?
• I know a lot of people here, what type of person would be a good prospect I could introduce to you? Once you ask this question, you will be shocked at the positive effect this will have on the conversation.
• Ask everyone for a business card and his or her permission to send your newsletter to them.

By asking these questions at your next networking event, you will quickly get to know someone and learn what they do. Now don't stop here. Get out a pen and write down on their business card some key information about them. When you get back to the office, enter their name in a CRM tool like ACT! or Goldmine so you can keep track of these people electronically. This will make it easier when it comes time to send them electronic newsletters or direct-mail campaigns.

Summary: If you do this at every networking event you attend, the word will spread rather rapidly that YOU are the person everyone needs to turn to when buying what you are selling. You can also leverage your sales by developing a bi-weekly or monthly e-mail newsletter (or direct mail newsletter) you can send to your database of clients and prospects. By implementing this simple approach, you will find that when you walk into a room, people you have never even met before will come over to talk with you so they can learn more about how you can help them.

for more information, visit our website or email us at bob_dickson@dalecarnegie.com

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E-Tip 251 - The #1 Secret to Giving a Great Presentation

Over the years, we have helped tens of thousands of business professionals in the local area increase their level of confidence when making a presentation.

Research has proven that if you have some snap in your step, excitement in your voice and a command on your subject matter, people pay attention. So, if you want to win over your audience during a presentation, the number one secret is to provide them with a high degree of enthusiastic energy on a subject matter you know cold.

6 Tips If You Get Nervous In Front Of People

For anyone who gets a little nervous talking in front of people, it has been proven that concern over appearing nervous doesn't matter, as people cannot even see it. To reduce your nervousness, we recommend the following:

1. Become The Subject Matter Expert - You can quickly impress your audience by having a clear command of your subject matter. If you know your data, content and handouts cold, you will woo your audience within a short period of time.

2. Limit How Much "Copy" You Use On Each Slide - Go through each slide and make sure your copy is "bullet point" driven vs. "sentence" driven. Your presentation should be built around the highlights of your subject matter; you are there to expand on each point, as you want your audience focused on you and not the screen they are watching. If you are giving a detailed presentation, make sure you have a supplemental handout to support your presentation.

3. Control Which Questions You Will Answer - There is nothing worse than seeing a speaker get sidetracked with irrelevant questions. If someone asks you a question that is not relative to your content, address it by telling that someone that you will answer their question after your presentation.

4. Start Off By Telling People That You Are Nervous -After you have told everyone that you are nervous, tell them, "Now that I got that out of the way, let me tell you a little bit about what I am going to present today. . ."

5. Slow Down - If you are nervous, there is a good chance you have sped up your speech or skipped over certain things. Keep little reminders in your presentation to prompt you to slow down. You could have a little stop sign in your presentation that acts like a trigger.

6. Walk Around The Room If Possible - When giving a presentation and the venue is more casual, make an effort to walk around the room and interact with some of the people who are watching you. You will be surprised how this will help you become more "at ease" during the presentation.

Summary: As you can see, enthusiasm plays a huge part in giving a great presentation, but it also needs to be combined with a number of other components. And once you master this, you will quickly become great at presenting and win your audience over and over again.

for more information, visit our website, or email us at bob_dickson@dalecarnegie.com

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