Marketing
Be Careful What You Focus Onby Tim Connor
Since 1973, I have survived three economic declines (recessions). During that same twenty-seven year period, I watched numerous peers, businesses and salespeople fail, give-up, or struggle through these difficult times.
Be careful what you focus on, you might just bring it into realty.
Many years ago, there was a study done at a major university. The researchers wanted to determine if there was a relationship between expectations and outcomes. The result was called the Pygmalion Effect. In essence, it found that: what you believe will come to pass (expectations as a result of your focus) will eventually become a reality.
Let's use a practical business example to illustrate this phenomena. Take yourself back to 1988.
Housing starts were declining
Interest rates were rising
Lay-offs were beginning
Unemployment was rising
Businesses were cutting back
The media focused on the negatives rather than the positives
Negative word-of-mouth was increasing
BINGO…we have just talked ourselves into a full blown recession. Why? How? The Pygmalion Effect in full swing.
Expecting negative outcomes changes your attitudes, actions and behavior. As a result, your outcomes match your expectations because you tend to:
focus on what's wrong
concentrate on what you can't do, rather than what you can
talk about what's not working rather than what is
Again, BINGO…
your business begins to decline
people buy less
inventories build
sales decline
Can this all be avoided? Is there anything we can do to stop this downward spiral? The answer is YES. The economy has been ebbing and flowing (up and down) for over 100 years. In these down periods, some people survive, some fail and some prosper. What is the difference in these outcomes when everyone, regardless of the outcome, is operating in the same economic climate? The answer is what people focus on, expect, talk about and do.
Regardless of what is going on out there – the economy/market place – you and I can control what is going on in-here – our own mind.
Business may slow so I may have to:
think differently
act more creatively
sell more aggressively
work smarter
think faster
work harder
get up earlier
go to bed later
react sooner
But, in the end, because of these actions, I will continue to get my share of whatever business is out there and beat the competition.
The opposite of this is a resignation that:
there is nothing I can do
it is out of my control
the situation is inevitable
I'll just have to wait it out – hoping I make it through.
I refuse to turn my destiny over to:
the economy
government actions or decisions
the weather
or any other external circumstance or situation.
How about you?
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Tim Connor, CSP, is a professional speaker and expert in the fields of management, sales, team building, and customer service. He's the author of 19 books and can be reached at 704-895-1230, speaker@bellsouth.net or www.timconnor.com.
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