Spring has sprung. Now is the time to come out of hiding and make your business blossom. The BUSINESS BLOSSOM is a way to find other business professionals who have the same type of prospects that you do. Most people would think that a realtor and a mortgage specialist would have the same customers in common. However, if the realtor only sells condos of less than $500,000, and the Mortgage specialist only does #1 million dollar plus mortgages they may have very few customers in common. THE BUSINESS BLOSSOM is the ability to break your prospects down to simple components which any one can decipher.
The more components you have in common, the more likely you will have prospects in common. Each component is a petal on your flower. Don’t assume that people have the same clients you do – create a method for politely gathering the right combination of qualifiers.
At BAO, we are looking for VPs of Marketing/Sales of “techish” companies who have Sales Reps who make six-figures, who sell a product of about six-figures, who need to meet V/C class executives. There are five petals to the blossom: 1) VP of Marketing/Sales, 2) “techish” companies, 3) sales reps making six-figures, 4) product/service of about six-figures, and sell to V/C level executives.
The keys to a good BUSINESS BLOSSOM are the answers have to be easy to obtain. I had one friend who was trying to meet CFOs who had properties with over $50,000 dollar energy bills. WHOOOOOOOOOOOO!!! Energy bills don’t come up easily in conversation; nor is it easy to ask someone what their energy bill is. Instead he came up with a derivative: I’m looking to meet the CFO of a company that owns building with five plus stories or have parking lots which can hold over 100 cars. Now that is easy to figure out. You need to come up with petals that are easier for people to see or ask.
It is easy to ask a realtor is they sell house or condos or both. In fact, if you ask that, they might not stop talking. It is easy to ask a Mortgage broker, what is the high and low size of mortgages they sell.
After you create your BUSINESS BLOSSOM, you need to make sure that the people with whom you network, know exactly what you would like to do. It is a simple call and response.
Many times, I have heard financial advisors asking to meet prospects with $1,000,000 in assets. WOW that is an embarrassing question to ask. He narrowed the questions down to three easier questions. If you are talking with someone with a out of state summer home – I’d like to meet them. If you talking with a person whose whole family vacations in the Caribbean every year- I’d like to meet them. If you are talking with someone who trades in their BMW/Volvo every year- I’d like to meet them.
Just because someone does not qualify with all the petals on your blossom does not exclude them from the list of people you want to meet. At BAO, we would love to meet the Sales Rep who is making 6-figure selling a 5-figure product to C/V level executives. We’d also like to meet the CFO of a company selling 6-figure products to C/V level executives.
Finally, you may have to create two different BUSINESS BLOSSOMS if you have one product line for commercial customers and a second line for personal customers. When I worked at Eclipse Video in Cambridge, we sold video productions to small business, we also created photo montages to weddings.
Finally, my favorite blossom was from a friend of mine named Bill. Bill is a painter but he really wants to paint faux finishes. Now most people would think he wants to meet, handyman, carpenters, plumbers. But many of these professionals may not meet his ideal customer. Bills ideal customer is a (1) female (2)VP or higher of a company, who has (3) a child who has a (4) milestone coming up in (5) three to six months graduation, wedding, etc. His clients are more likely to do finally do their dream high-end interior wall painting when there is a reason for a lot of relatives to come over to the house. He is looking for the client that has the means, but may not have the time to manage the project. So, Bill was really interested in meeting people in the high-end wedding market - Wedding planners, live wedding bands, etc.
Each of his five petals are questions that are not hard or embarrassing to ask. And any one of the petals could be dropped out.
Have fun going through your client base and find out what they have in common and then build your own BUSINESS BLOSSOM.
Sunday, March 22, 2009
Friday, March 13, 2009
THe Art of Whoooo Hoooo
I first learned the Art of Whoo Hoo in Junior High. I used to pitch baseball. I was definitely middle of the road pitcher- except, when my dad showed up and I could hear him cheering from the stands. It was worth a couple of extra strikeouts a game.
In the 80’s, a friend of mine asked me to run in the Boston Marathon, even though I had never run more then five miles in my life. The interesting thing about a marathon is that you break into a routine pretty quickly, and that routine just slows down the further you get into the race. About the halfway mark, you are about as numb as you are going to get. It is also the point where you pass Wellesley College. The entire school is cheering you on. Suddenly you have the power of the Chariots of Fire and you can do anything.
The a couple of years ago, I got an email from one of my clients saying thanks for setting him up with one of his top ten prospects. I spent the next week with renewed vigor and set up another meeting for him. The reason I bring this up, is I had been calling on these prospects for several months without much success. The difference now is that the territory had been handed over to a new sales rep, who took the time to send me a Whoo Hoo.
This past Fall it was my turn to Whoo Hoo when I adopted the Bedford High Varsity Girls Volleyball team. Many of the players I had coached years before in soccer. Although, I lost my voice, I knew that the newest way to say Whoo Hoo was to post game photos on Facebook that the girls could share. I made sure to deleted all photos that might be embarrassing for any number of reasons before posting. The games were always during rush hour traffic, so I knew a lot of parents couldn't make many games. Oh, by the way, they surprised everyone and were league champions
Take the time to send out a Whoo Hoo. What is a Whoo Hoo? An unexpected outburst of joy or glee. Some Whoo Hoos are public, some are private. Some are immediate- some are thought over and handed hours later. My dad could always be heard of the dim or cheering voices. The Wellesley girls had no idea who I was, but they were cheering on all who had made it that far. My Sales Rep could have decided that I was just doing my job and not bothered. I could have let the other parents cheer on the girls, or I could set the bar high - by the end of the season, the girls were saying, "Hello, Mr. Hoyland."
Make a point to send out two Whoo Hoos every day.
First, send out a Whoo Hoo to someone you know – whether it is family, a friend, or a co-worker. Someone does something good everyday- you need to send out an unexpected burst of joy or glee. Call up a niece or nephew when you hear that they did something astounding – they will never see it coming. When someone brings in breakfast treats, wait to the end of the day and stop by the desk and say. “you know, that was really nice what you did this morning- Whoo Hoo.”
The Second Whoo Hoo should be to someone you don’t know personally. Tell the person at the coffee shop, who makes your coffee every morning, that they deserve a Whoo Hoo. Send a thank you e-mail to a company that gave you excellent service.
Whoo Hoos are like Grandmother hugs – there are always more that can he handed out-it is one of the most renewable resources – and its very “Green friendly”.
So Dad, thanks for all the Whoo Hoos I got. Wellesley Collegians keep cheering on the Boston Marathon Runners. And Sales Reps keep sending in emails about how I’m making your life better. And BHS Volleyball, keep saying HELLO, MR. HOYLAND.
Saturday, February 28, 2009
THe Art of Taking Stock
For years, my wife has been talking about making changes in our house: new kitchen, new bathroom, new flooring, new front door. New! New! New! The last couple of months the talk has changed to making improvements on the house. We need improvements to the kitchen, the bathroom, a more heat efficient front door. Suddenly, I am all ears. I’m figuring the changes are the same but for some reason I’m buying into the message she is sending. Then it dawned on me that she was talking about value instead of growth. There are two kinds of Stocks – Growth and Value. I went and took a look at the history of which stocks did better during the last decades:
Since 1982, the growth stocks have beaten value stocks during:
1982
1985
1987
1989-91
1995-99
2007
A year ago, I could sell anything that talked about growth. “Better faster” was the way to position a new product. Today, it is all about value. It doesn’t matter the cost of the service as long as the value is substantial. Value is everyplace – on the news, at the water cooler (if you still have one, because using tap water is a better value), and at the home.
The Melting Pot Restaurant down the street from me had a huge Valentine’s weekend. Not because they were the cheapest restaurant around, but because they delivered a great value for those seeking a romantic dinner.
Last year, was the year to talk about new and different summer camps for our children, this year it is about the value they receive from the camps.
Every Executive I talk to has no budget. Every executive I talked to last year had no budget. I don’t think any executive will ever have a budget. This year, we believe them. We have been so in tune with the doom and gloom, that we believe the hype about no budgets. In fact, they believe they have no budgets. BUT THEY DO. They just need to make sure that when they pitch the new service internally that they CYA. In a value marketplace, they need to hear about value.
Since 1982, the growth stocks have beaten value stocks during:
1982
1985
1987
1989-91
1995-99
2007
A year ago, I could sell anything that talked about growth. “Better faster” was the way to position a new product. Today, it is all about value. It doesn’t matter the cost of the service as long as the value is substantial. Value is everyplace – on the news, at the water cooler (if you still have one, because using tap water is a better value), and at the home.
The Melting Pot Restaurant down the street from me had a huge Valentine’s weekend. Not because they were the cheapest restaurant around, but because they delivered a great value for those seeking a romantic dinner.
Last year, was the year to talk about new and different summer camps for our children, this year it is about the value they receive from the camps.
Every Executive I talk to has no budget. Every executive I talked to last year had no budget. I don’t think any executive will ever have a budget. This year, we believe them. We have been so in tune with the doom and gloom, that we believe the hype about no budgets. In fact, they believe they have no budgets. BUT THEY DO. They just need to make sure that when they pitch the new service internally that they CYA. In a value marketplace, they need to hear about value.
Friday, February 13, 2009
THe Art of Being a God
Today, a group of my co-workers and I were discussing sales and the economy. As an ISR (Inside Sales Rep or what I like to think of as an Introductory Sales Reps) we were talking about how scary it must be to be an outside Sales Rep in this economy. A year ago, they were making 6-figures selling a 6-figure product/solution. They were pondering whether they were going to make the 100% Club. They were planning a night dinner with their loved ones. Now they are scared for their livelihood. Forget quota, will I even have enough money to pay the bills? Will I be sacked?
I use to have “Minor Video Deity” written on my business card. I remembered the old line from Ghost Busters” – IF THEY ASK YOU IF YOU ARE A GOD – SAY YOU ARE A GOD! I always remembered that my clients are looking to me to make everything great.
We all need to show the little bit of GOD that is inside of us. We are all looking for the little bit of GOD in others.
Today, being the day before Valentine’s weekend, I set up two introductory meetings for my outside sales reps. I could have been happy with two successes and called it a day, gone home hugged my family and told them I had a great day. Instead, I thought about my two sales reps, who had been working all day. They were going to see their loved ones this weekend, and when someone asked them “how are things going?” They might have replied “Well, good, considering the economy. . . ”. Instead, I called each rep and said, “Just wanted to let you know I got you a Valentine’s gift for the weekend . . .”. Now they can say the week ended great, they have an appointment with a major client they have been spending 9 months trying to set up an introductory meeting with these prospects..
On the way home, I thought about the two prospects for which I set up the meeting. They were probably going into this weekend thinking “How am I going to cut cost in the company without cutting jobs?” “How am I going to pull off this major company re-organization?” Now they can go home and tell their loved ones that “This guy called me today and told me about this solution his company has that just might be the fix our company has been looking for . . .”
Have faith in what you do. Have faith in what you sell. Know that the value you bring to your customers is making their lives better too. If you can’t be a Major Deity, be a Minor Deity like Cupid – share a little love too.
I use to have “Minor Video Deity” written on my business card. I remembered the old line from Ghost Busters” – IF THEY ASK YOU IF YOU ARE A GOD – SAY YOU ARE A GOD! I always remembered that my clients are looking to me to make everything great.
We all need to show the little bit of GOD that is inside of us. We are all looking for the little bit of GOD in others.
Today, being the day before Valentine’s weekend, I set up two introductory meetings for my outside sales reps. I could have been happy with two successes and called it a day, gone home hugged my family and told them I had a great day. Instead, I thought about my two sales reps, who had been working all day. They were going to see their loved ones this weekend, and when someone asked them “how are things going?” They might have replied “Well, good, considering the economy. . . ”. Instead, I called each rep and said, “Just wanted to let you know I got you a Valentine’s gift for the weekend . . .”. Now they can say the week ended great, they have an appointment with a major client they have been spending 9 months trying to set up an introductory meeting with these prospects..
On the way home, I thought about the two prospects for which I set up the meeting. They were probably going into this weekend thinking “How am I going to cut cost in the company without cutting jobs?” “How am I going to pull off this major company re-organization?” Now they can go home and tell their loved ones that “This guy called me today and told me about this solution his company has that just might be the fix our company has been looking for . . .”
Have faith in what you do. Have faith in what you sell. Know that the value you bring to your customers is making their lives better too. If you can’t be a Major Deity, be a Minor Deity like Cupid – share a little love too.
Monday, February 9, 2009
THe Art of the LEGO® Principle
I grew up with Legos®. My kids are growing up with Legos®. You can make a billion things with Legos®. Most of us have only made a couple of thousand Lego® creations. Which lead me to an interesting discovery. . . Our house has a box of Legos®. Like most boxes of Legos® it has been sitting in the closet. My daughter wanted a Lego® set for Hanukah. My son and I went down to the Lego® store. While he was reviewing the toys for his sister, I saw that they have a new set of Legos® with US Coast Guard ships and helicopters. I called my dad who is a retired Coast Guard Pilot, and told him about my find. Why had I never thought to build a USCG helicopter out of Legos®? When my daughter opened her present, my son brought out his old Legos® creations and the two played happy . . . Hence: the Lego® Principle.
We all have a list of clients we targeting for sales. Some of the prospects we attack vigorously; others languish in our closets. Those that are languishing are just as viable, we just have forgotten all the billions of possibilities that those prospects provide. We are busy chasing the hot prospects.
A couple of years ago, “Information Security” was a hot topic. I couldn’t wait to call on prospects that needed information protection. There was one scandal or another on the news about major corporations with information leakage about their customers. This past summer, the news was all about the presidential election. No one was interested in Information Security. I had 100 prospects my client wanted me to track down for an introductory meeting. With every “It’s not on my top ten list.” and “we don’t have the money because of the economy.” I started to believe what my prospects were telling me. Then my client handed me four new prospect names. Suddenly, I had 104 prospects and the old prospects seemed new and fun, because I had four new prospects which were new and different. I got the creative spirit back. There were now a billion reasons to talk to prospects about Information Security. The prospects could hear the excitement in my voice. I got two new sales right off the bat. Not with the four new companies, but with two of the old prospects that were suddenly jazzed about talking about Information Security.
We all have a box of Legos® in our sales closet just waiting to be brought out. Dig through the prospects you haven’t called on in a year. Rediscover the billions of opportunities.
We all have a list of clients we targeting for sales. Some of the prospects we attack vigorously; others languish in our closets. Those that are languishing are just as viable, we just have forgotten all the billions of possibilities that those prospects provide. We are busy chasing the hot prospects.
A couple of years ago, “Information Security” was a hot topic. I couldn’t wait to call on prospects that needed information protection. There was one scandal or another on the news about major corporations with information leakage about their customers. This past summer, the news was all about the presidential election. No one was interested in Information Security. I had 100 prospects my client wanted me to track down for an introductory meeting. With every “It’s not on my top ten list.” and “we don’t have the money because of the economy.” I started to believe what my prospects were telling me. Then my client handed me four new prospect names. Suddenly, I had 104 prospects and the old prospects seemed new and fun, because I had four new prospects which were new and different. I got the creative spirit back. There were now a billion reasons to talk to prospects about Information Security. The prospects could hear the excitement in my voice. I got two new sales right off the bat. Not with the four new companies, but with two of the old prospects that were suddenly jazzed about talking about Information Security.
We all have a box of Legos® in our sales closet just waiting to be brought out. Dig through the prospects you haven’t called on in a year. Rediscover the billions of opportunities.
Sunday, January 25, 2009
THe Art of Objections – Yes, that is exactly why I’m calling.
The number one problem in Sales is Objections. You need to agree with the prospect. The most successful technique I learned is to say “Yes, that is exactly why I’m calling.”
WE HAVE NO MONEY IN THE BUDGET!
“Yes, that is exactly why I am calling. We are talking with companies right now that have no money for at least 18 months; however, they are using this downtime to do the research so that they can present the proper solution when the money comes back. . .”
I have discovered that many CIO’s are worried about their jobs. When asked for a solution to the companies problems they have to come up with the right answer that will work the first time. If your solution really is as good as you say – they will find the money sooner. If it isn’t that good – you need to sell a different product.
I DON’T HAVE TIME RIGHT NOW!
“Yes, that is exactly why I’m calling. I am trying to find out if you are working on President’s Day. I’m working that day, and I am trying to find out if you have to work that day too . . .”
You will be surprised how many top executives have to work partial days on American only holiday- especially executives working for multi-national companies. Also try the day before “Major Holidays” like Thanksgiving, Christmas, Memorial Day, etc. Most of the “TEAM” has taken the time off so there are no team-meetings.
Always make the executive feel that you have done your homework and are prepared to meet them, because you understand the situation at hand.
WE HAVE NO MONEY IN THE BUDGET!
“Yes, that is exactly why I am calling. We are talking with companies right now that have no money for at least 18 months; however, they are using this downtime to do the research so that they can present the proper solution when the money comes back. . .”
I have discovered that many CIO’s are worried about their jobs. When asked for a solution to the companies problems they have to come up with the right answer that will work the first time. If your solution really is as good as you say – they will find the money sooner. If it isn’t that good – you need to sell a different product.
I DON’T HAVE TIME RIGHT NOW!
“Yes, that is exactly why I’m calling. I am trying to find out if you are working on President’s Day. I’m working that day, and I am trying to find out if you have to work that day too . . .”
You will be surprised how many top executives have to work partial days on American only holiday- especially executives working for multi-national companies. Also try the day before “Major Holidays” like Thanksgiving, Christmas, Memorial Day, etc. Most of the “TEAM” has taken the time off so there are no team-meetings.
Always make the executive feel that you have done your homework and are prepared to meet them, because you understand the situation at hand.
Sunday, January 18, 2009
THe Art of Coaching Girl’s Sports
We all need therapy. My therapy is coaching children’s sports. I’ve coached both girl’s and boy’s soccer. My total experience in playing soccer is spring leagues in high school. I was by no means the best soccer player out there; however, I had the sheer will to make thing happen.
If you get the chance, I recommend coaching girl’s sports- you will learn more about yourself and your ability to motivate others than any training you can take. WHY GIRL’S SPORTS? I found that some boys are forced to play sports by their parents. They have no desire to be there, and little desire to get better. Girl’s on the other hand join sports because they want to be there. Some join because their friend’s are playing, some join because they love to play, and some join because they love to win. The key is they love. If only co-workers came to work for the same love of the game . . .
Here are the top five things I learned that can be applied to business:
1) SHOW THEM DON’T TELL THEM
Actually my brother sent me this about ten years ago when he was coaching girl’s sports. Too many times we tell people what we want them to do but we lose it in the translation. Last fall, the third grade girl’s soccer team THE BEDFORD SHARKS lost a game 8-1, I was beside myself because none of the Sharks were chasing down the other team when they got the ball. Dozens of times, the other team came in from the right with two players and the defensive Bedford Sharks player on the left would not come over to help. After the game was over, I asked my daughter why she wouldn’t come over and help. She told me, “You said my job was to defend this side of the field and I did.” Well, she did exactly what I told her to do.
2) IF IT AIN’T WORKING- FIX IT
Well coach, you taught them the wrong way to play soccer. . . I forgot that this was their first time they had played soccer competitively. They didn’t know the big picture. They didn’t know strategy. They knew that they loved to play soccer, they loved playing with their friends, and a few loved to win. Well, that’s a lie. They loved to score, they didn’t love to win or lose. I loved to win. You can’t teach someone to win, but you can find what they love to do and show them what to do so that they end up winning. So the rules of the game changed: Players on the back line – you’re job is to get the ball over the midline has fast as possible. Players on the front line – you’re job is to get the ball in the net as fast as possible. With this new mission statement, I was able to show the players on the back line how to work together to get the ball over the midline and how to get the front line to score.
3) GO WITH THE FLOW
The team only won 2 games the whole season. It was the most successful season I’ve ever had. What were the real goals of third grade girl’s soccer? Teach them teamwork. Teach them to score. Teach them to stop the other team from scoring. Teach them soccer skills. Well actually that is a lie too. The real goals??? Have them learn teamwork. Have them learn to score. Have them learn how to stop the other team from scoring. Have them learn soccer skills. Have you ever tried to teach someone a skill and they just don’t get it? That is kid’s sports. During practice we played a lot of games that required them to use soccer skills and figure out strategy . . . Sounds like business training. Some of the games worked well some failed miserably. The games that worked we did every other practice. Those that failed, well as a coach you want to try new things and new motivation. Some just don’t work. If it isn’t working- move on. Remember what motivates your team. When these girl’s were in first grade I told them about my father. He is retired a Coast Guard helicopter search and rescue pilot. I told the girls they were now rescue pilots. I had them start behind one goal post. I stood on the sidelines of midfield and kicked their balls out onto the field. Their job was to find their own ball and take it all the way down the field to the other goal which was the hospital. The game transformed into “SAVE THE BABIES”. We played this game a half dozen times before I forced them to take a break. And they were mad I made them take a break. Now the traditional coach would have told the team that we are running sprints, and everyone is going to sprint the whole field 6 times. I had accidentally tapped into the LOVE OF BABIES as a motivator. In third grade, this is still one of their favorite games. The parents are amazed that I can get the girl’s to sprint the whole field because they want to.
4) IT’S MORE THAN THE TEAMMATES
In sales, we always want to get to the decision maker who can cut the check and buy our product. We forget that there are influencers who can kill a sale. In sports, they are called parents. Every teammate needs a ride to practice. This team was also motivated by love of parent. At the end of every practice the girls would have a scrimmage for about a half hour. If they had a good practice, they got the ultimate prize- a scrimmage against the parents. Now we had parents with mad skills, parents with no skills, brother and sisters who played soccer. I’d bring the influencers out onto the field. To make the game fair, I would come up with rules to handicap the “OLD SHARKS” – only one touch on the ball, no running (only walking), you have to hold hands with a teammate, etc. By the end of the season, I had all the parents showing up a half hour before the end of practice so they wouldn’t miss the scrimmage. The last couple of practices were in the New England cold of late October, sometimes it drizzled. And still the whole team would show up. Everyone wanted to show up – for the love of soccer, for the love of friends, for the love of well- family.
5) THERAPY
Have you ever seen a team lose by 2 goals and they think it is a greatest day ever? That’s girl’s soccer. Win or lose the team ran off the field, lined up to shake hands, and then gathered to talk about what we wanted to work on during practice. The girls were telling the coach what they wanted to work on! Who doesn’t want to be part of a team like that? At the beginning of the season, these girls didn’t know the left side of the field from the right*. They had never played team passing soccer. They lost the first 4 games by 6 or more goals each. The spirit of “wanting to get better” never diminished. Who doesn’t want to be on a team like that? Because you know what? That’s what makes a winning team.
*When the team switches sides at half time, the girls didn’t know that left and right now apply to the other side of the field.
If you get the chance, I recommend coaching girl’s sports- you will learn more about yourself and your ability to motivate others than any training you can take. WHY GIRL’S SPORTS? I found that some boys are forced to play sports by their parents. They have no desire to be there, and little desire to get better. Girl’s on the other hand join sports because they want to be there. Some join because their friend’s are playing, some join because they love to play, and some join because they love to win. The key is they love. If only co-workers came to work for the same love of the game . . .
Here are the top five things I learned that can be applied to business:
1) SHOW THEM DON’T TELL THEM
Actually my brother sent me this about ten years ago when he was coaching girl’s sports. Too many times we tell people what we want them to do but we lose it in the translation. Last fall, the third grade girl’s soccer team THE BEDFORD SHARKS lost a game 8-1, I was beside myself because none of the Sharks were chasing down the other team when they got the ball. Dozens of times, the other team came in from the right with two players and the defensive Bedford Sharks player on the left would not come over to help. After the game was over, I asked my daughter why she wouldn’t come over and help. She told me, “You said my job was to defend this side of the field and I did.” Well, she did exactly what I told her to do.
2) IF IT AIN’T WORKING- FIX IT
Well coach, you taught them the wrong way to play soccer. . . I forgot that this was their first time they had played soccer competitively. They didn’t know the big picture. They didn’t know strategy. They knew that they loved to play soccer, they loved playing with their friends, and a few loved to win. Well, that’s a lie. They loved to score, they didn’t love to win or lose. I loved to win. You can’t teach someone to win, but you can find what they love to do and show them what to do so that they end up winning. So the rules of the game changed: Players on the back line – you’re job is to get the ball over the midline has fast as possible. Players on the front line – you’re job is to get the ball in the net as fast as possible. With this new mission statement, I was able to show the players on the back line how to work together to get the ball over the midline and how to get the front line to score.
3) GO WITH THE FLOW
The team only won 2 games the whole season. It was the most successful season I’ve ever had. What were the real goals of third grade girl’s soccer? Teach them teamwork. Teach them to score. Teach them to stop the other team from scoring. Teach them soccer skills. Well actually that is a lie too. The real goals??? Have them learn teamwork. Have them learn to score. Have them learn how to stop the other team from scoring. Have them learn soccer skills. Have you ever tried to teach someone a skill and they just don’t get it? That is kid’s sports. During practice we played a lot of games that required them to use soccer skills and figure out strategy . . . Sounds like business training. Some of the games worked well some failed miserably. The games that worked we did every other practice. Those that failed, well as a coach you want to try new things and new motivation. Some just don’t work. If it isn’t working- move on. Remember what motivates your team. When these girl’s were in first grade I told them about my father. He is retired a Coast Guard helicopter search and rescue pilot. I told the girls they were now rescue pilots. I had them start behind one goal post. I stood on the sidelines of midfield and kicked their balls out onto the field. Their job was to find their own ball and take it all the way down the field to the other goal which was the hospital. The game transformed into “SAVE THE BABIES”. We played this game a half dozen times before I forced them to take a break. And they were mad I made them take a break. Now the traditional coach would have told the team that we are running sprints, and everyone is going to sprint the whole field 6 times. I had accidentally tapped into the LOVE OF BABIES as a motivator. In third grade, this is still one of their favorite games. The parents are amazed that I can get the girl’s to sprint the whole field because they want to.
4) IT’S MORE THAN THE TEAMMATES
In sales, we always want to get to the decision maker who can cut the check and buy our product. We forget that there are influencers who can kill a sale. In sports, they are called parents. Every teammate needs a ride to practice. This team was also motivated by love of parent. At the end of every practice the girls would have a scrimmage for about a half hour. If they had a good practice, they got the ultimate prize- a scrimmage against the parents. Now we had parents with mad skills, parents with no skills, brother and sisters who played soccer. I’d bring the influencers out onto the field. To make the game fair, I would come up with rules to handicap the “OLD SHARKS” – only one touch on the ball, no running (only walking), you have to hold hands with a teammate, etc. By the end of the season, I had all the parents showing up a half hour before the end of practice so they wouldn’t miss the scrimmage. The last couple of practices were in the New England cold of late October, sometimes it drizzled. And still the whole team would show up. Everyone wanted to show up – for the love of soccer, for the love of friends, for the love of well- family.
5) THERAPY
Have you ever seen a team lose by 2 goals and they think it is a greatest day ever? That’s girl’s soccer. Win or lose the team ran off the field, lined up to shake hands, and then gathered to talk about what we wanted to work on during practice. The girls were telling the coach what they wanted to work on! Who doesn’t want to be part of a team like that? At the beginning of the season, these girls didn’t know the left side of the field from the right*. They had never played team passing soccer. They lost the first 4 games by 6 or more goals each. The spirit of “wanting to get better” never diminished. Who doesn’t want to be on a team like that? Because you know what? That’s what makes a winning team.
*When the team switches sides at half time, the girls didn’t know that left and right now apply to the other side of the field.
Subscribe to:
Posts (Atom)