What happens when you realise your path is entrepreneurship rather than employment? Lindsay takes up the challenge and shares an account of her journey as it unfolds…
They say that if you keep doing what you always did, you get what you always got.
Here are four things I’m going to do differently in 2018 so that I get different results from the ones I got in 2017:
- I’m going to target those who I think want to buy Mirror Mirror the most
- I’m going to articulate the problem and the solution in ways that people can better relate to
- I’m going to focus on building the relationship rather than transacting a sale
- I’m going to relax my expectations and take each step at a time.
They don’t sound like much, but I know these incremental efforts will build up to huge changes.
I hope I can do it. It’s so difficult to undo the way you work. But like they say: if you do what you always did, you get what you always got.
And I don’t want to get more of what I got in 2017. A lot was done but I have mixed feelings about how the year went. On one hand, it was my first year of trading and a lot has been accomplished. It is true – Mirror Mirror is off the ground. I have two successfully completed trials and another scheduled with a client for February. Six agencies are interested in running Mirror Mirror for their clients, and we have good research in planning with the Technical University of Delft over Q1. There is a building social presence, the positioning is evolving well, and we are generating interest.
On the other hand, people are not lining up to buy the process, and a mammoth effort is going into generating just one sale. Here are three decisions from 2017 I wish I’d taken differently:
- Don’t give it away for free because it cheapens the brand. Amendment = give it away if you are in Beta test mode and if it means you’ll get an advocate inside the organization
- Target HR. Amendment = HR people are plagued by people trying to sell their latest models or methodologies. Fundamentally, they aren’t interested because they don’t own the problem and they don’t hold the budgets.
- Contact people with the pitch. Amendment = contact people to find out more about their world. Use it as an opportunity to do some field research. Build confidence and trust before trying to sell.
It was only when I was operating out of my comfort zone that I was able to see any of the above.
So, whatever you’re doing, ask yourself some hard questions and see if you need a little discomfort: the perfect tonic for the new changes you need for your new year.
Mirror Mirror is a rapid social alignment process that gets teams to a shared current reality: www.mirrormirrorhub.com