Everywhere I go lately, small business owners, company execs and everyone in sales is preoccupied with closing deals.  The economy has certainly made business a lot more difficult to succeed in, and more than ever, we all need to constantly be analyzing how we’re doing things to keep getting smarter, better, more efficient and more effective.  And at the top of everyone’s list: making more money.

That all said, I want to share some hard earned insight that will hopefully save many of you a lot of time, money and aggravation.

When you’re courting a new company or client, the sales process can easily get dragged out over a matter of weeks, months, or worse, never really result in an answer at all – be it yes or no.  So, how do you cut to the chase and find out whether there’s really even a deal to be done in the first place?

A few simple questions can make all the difference.

1.  What exactly are you looking to have done?

2.  What does success look like for this project?

3.  Where does this fall on your overall priority list?

4.  Are you exploring solutions with other prospective consultants/contractors?

5.  What questions do you have about me/us/our work?

6.  What’s the time frame you’re looking to start and execute this in?

7.  What does your budget look like?

8.  Who is the ultimate decision maker? (Who controls the checkbook?)

9.  Do you have a specific process for closing deals like this?

10.  As for next steps, would you like me to send you a recap of our conversation and a proposal on how we might be able to help you/best serve you?

They say yes, and you have yourself a hot lead.

It may take a meeting or so to build rapport and get comfortable enough to ask these questions, but rest assured you’ll start closing deals a heck of a lot faster when you get answers to these questions early on.

For a long time, a successful career was signified by receiving a shiny gold watch to commemorate your 30 or 40 years of loyal service to a single company. Getting ahead meant dedication, dependability, loyalty, putting your head down, getting your work done and following the rules.

For Baby Boomers, getting ahead took on a much different look. Think about the movies Wall Street or Baby Boom: power suit, power tie, power briefcase… huge shoulder pads. How very 1980s! It was all about influence, wealth and leverage. Everyone was eager to get ahead and more than a few people sacrificed their personal relationships.

Those who came of age in the 1990s embraced the idea of getting ahead by being their own boss. In fact, 87 percent of Gen X said they wanted their own business. This wave of entrepreneurs coupled with this “thing” called the Internet paved the way for Yahoo, Google and AOL. All of a sudden, people were clamoring for office space, patents, domain addresses and IPOs. Young people everywhere wanted to retire as millionaires before turning 40, 30…even 20-years-old!

That brings us to today where the rules are being rewritten yet again, and people are making more career changes in their 20’s than other generations experienced in a lifetime. I actually met someone last week whose son had 20 different jobs before he turned 30! These days, getting ahead involves much more than just slowly creeping up the corporate ladder or clawing your way to the top at any expense. In the age of instant makeovers, YouTube and reality shows, anyone can have a voice, be discovered, land a television show or get paid for doing just about anything people want to see. Success isn’t one-size-fits-all – it’s totally customizable.

I read a blog by Ryan Healy of Employee Evolution, which focuses on Millennials at work, and he said, “I don’t know anyone who will walk in the door of GE on their first day and think, ‘I’m going to do anything and everything I can for this company because they really care about me!’ This is because loyalty is a two-way street. The company must earn your loyalty and you must earn theirs.” He couldn’t be more accurate.

The notion of “getting ahead” will undoubtedly continue to morph but as generations and paradigms collide in the workplace, it’s important to know a little history. Even if you are determined to change all the rules and do things your way, your path will be more smooth and successful if you remember to show respect to the people who have been there and done that for a lot longer. Have your big ideas, shake things up, and place yourself in environments that embrace your ideas and strengths, but also make sure those opportunities and people can mentor you and help you see the world in a way that only experience can teach you. All the while, keep in mind that hard work, loyalty, integrity and passion will never get old.

We’ve been getting so many requests lately for content on how to gain media attention that we decided to bring back a recent article with plenty of tips for those of you who are still learning how to get noticed and for those who want to gain even MORE coverage!!

A few [months] ago, I had the chance to revisit one of my favorite yearly events – The National Publicity Summit.  Hosted by my old friends, Steve and Bill Harrison, and their stellar team of PR pros. The Summit brings together a wide range of experts and authors with over 100 journalists from top tv, radio and internet programs.

The most exciting (and valuable) activity by far is the one-on-one speed networking sessions with journalists where you get 2-3 minutes to pitch yourself, your business, your products or whatever else you’re looking to promote.  Imagine producers from The View, 20/20, editors from USA Today, Newsweek, Wired, Rolling Stone, syndicated columnists and radio hosts…all looking to book new talent and uncover hot topics and new sources.  I’ve honestly never seen anything like it.

Whether you’re just venturing out to get your first press clippings, have already secured your fair share of media recognition, or are a seasoned pro, the event always propels you further up the learning curve.   It’s not all “trial by fire” though.  There’s a ton of educational programming and training spattered throughout the schedule as well.

For me, the best insight comes from the massive Q&A panel featuring the members of the media.  That’s when Steve asks them all to introduce themselves and talk about what catches their attention, turns them off, turns them on, and even drives them crazy.  Most in the room are like sprinters getting antsy to jump out of their starting blocks into the one on one event that follows.  But this is where some of the best gems of insight come from, and where I take my most copious notes.

As usual, on top of learning myself, I’m always thinking about what juicy little nuggets I can share with all of you. So, here are the top 10 takeaways for all you busy people, eager to increase your own exposure in the press:

1. Be targeted. Don’t mass email journalists or address correspondences “to whom this may concern”.  Those go right into the trash.  Take the time to identify the right department or column and send your pitches to specific people with a personal note.

2. Be short and to the point. Journalists are really busy people who are often inundated with pitches from strangers.  Get to your pitch quickly and don’t assume they’re going to read 4 or 5 paragraphs.

3. Clearly articulate your story hooks. What do you have to say that will really grab the readers or viewers attention (let alone the journalist’s!)? Say something powerful, revealing or life altering if you can.  If you only have a sentence or two to captivate, carefully consider what you’d say.

4.  Talk in sound bites. Imagine the people reading or listening to your pitch, as well as their audience, all have ADD.  All of your information needs to be bite sized.  If the editor or producer gathers a bunch of content from you, make sure it’s easy for them to pull out a few juicy pieces they can plug into their story or lead it off with.

5.  Timing is everything. Know whether you have a time sensitive story (Valentine’s day gifts for your X) vs. an evergreen story (5 tips to get in the best shape of your life).  Be aware of and sensitive to the news cycles of the media you’re pitching, be ahead of the curve (but no too far ahead), be relevant and be timely.  This is not always easy to ascertain, but it makes all the difference in whether their ears are peeled or glazed over when you pitch.

6.  Don’t forget online. A lot of people will focus on the big platform opportunity and pursue the big television or radio shows.  Most media has an online presence too and often they need fresh content to drive people there as well.  Be sure to mention anything that you can offer for their site as well.

7.  When they call, jump! If you’re serious about working with the media, you need to be extremely responsive to them when they come knocking.  Call them back or email (based on their instructions) as soon as humanly possible.  If they don’t hear from you, or get you on their first call, rest assured they’ll move right on to find some else.

8.  Follow through. If a member of the media asks you for something (a book, and article, tips, a photo, etc.) don’t leave them hanging. They’ll forget about you or write you off.  The more reliable you are as a source, the more likely they are to use you again too.

9.  Be dynamic. Boring people make boring experts and guest.  If you have a personality, show it, amp it up to match the tone of the show or publication.  If you don’t, force yourself out of your shell or consider having someone else represent you to the press.

10.  Know your own material. Some journalist said that when they question authors about their own books, some stagger or forget details or stories in their own work!  If you’re going to position yourself as an expert, you’d better have the facts to back it up and be fluent in the subject matter you’re pitching or representing.  It all goes back to that issue of substance,  credibility and expertise that we wrote about in a recent post.

A lot of people ask me why I keep going to these events.  “Continuous learning and networking”, I tell them.  Even though I’ve spent an entire career working with hundreds of journalists and have been featured in front of hundreds of millions, it’s not easy to stay fresh, relevant and connected…let alone for, urgh, 17 years, as I have.  (“Have”, “have tried”, “been hammering away” – whatever you want to call it!)

I’ll say it again, what ever stage in the game you’re at, keep challenging yourself to learn more, become more seasoned, and fine tune your packaging, delivery and messaging.  This holds true for just about all of us, in every situation, no matter what business or industry we’re in.

OMG, my neighbor won a Grammy award this Sunday!

As you can imagine, I’m psyched beyond words for her and immediately wanted to celebrate her life changing career success with you all here at YoungandSuccessful.com….because well, that’s what we do, but also, because I thought you’d all appreciate the little taste of this experience up close and personal.

Living in Los Angeles is a pretty surreal existence. Sometimes it’s a little over the top, often it’s fascinating (mostly due to the crazy characters who reside here), frequently it’s perplexing (attitudes, values, paradigms, etc.) but the real reason most live here is for the unbeatable lifestyle – the relaxed atmosphere, the beauty, the beaches, the amazing weather.  Sure some come to be discovered, others to escape the cold, and the rest in search of a better life.

Anna Joseph moved to LA from Minnesota to launch her career in the entertainment industry like countless others.  For the past few years, she’s been a wiz at producing commercials and more recently started to take on some other projects – one of which was a music video.  Long story short, the “Boom Boom Pow” video featuring the Black Eyed Peas was in part, her creation.  And Sunday, they took home the Grammy for Best Music Video.

As I watched the awards that night (with my other favorite neighbor) I couldn’t help but look beyond the glitz, the glamour and the stage show that was put on to celebrate and publicize it all.  When Taylor Swift talked about what it was like to be a kid in high school dreaming the impossible – to one day win a Grammy – then experience it actually happening that night, she reminded millions around the world that many on that stage have had journeys similar to ours.  She ruminated about how those of us who start out all filled with fire and ambition, hungry to succeed, are all told at some point or another that much of what we dream of is unreachable…but clearly it’s not.
Listening to Taylor was a reminder of that.  But helping Anna get ready for the actual Grammy’s herself was the best proof I could ever imagine.  And I really wanted to remind you all of that.  These kinds of successes really do happen.

Anna is the sweetest, nicest, most considerate, professional and talented person you could meet.  She’s real, authentic and dedicated to giving everything she can to everything she does.  She’s one of those people that you hope experiences a success like this…but still, you never dream it will actually happen.  And yet, it does sometimes!

For the past month our building has been a buzz with getting her ready – dresses, hair, makeup, planning.  Her sisters and niece and father flew into town this weekend.  Everyone else at home huddled by their televisions with bated breath.  Those in town got all dressed up, went to the parties, escorted her to the awards show, bit their nails as they waited for the category to be called, then were right by her side when it all happened.  Totally surreal.

I know you don’t all personally know her, but I wanted you to share in this experience because it’s important for us all to see come to life.  All this hard work, the late nights, the pain, the suffering, the dedication, the commitment…is worth it.  Not always, but often enough to make the effort worth it.  Plus, how much more exciting are our journey’s than everyone else’s?  We lead these crazy lives because we want more out of life and we’re all curious to to see just how far we can go.

As you’re thinking about your path so far and all the things you aspire to do, take a look at this video and put yourself in Anna’s shoes. It is possible.  This level of success can be yours.  Anna is living proof.

Just because we’re at the end of January doesn’t mean were letting you off the hook with your resolutions just yet. You may already be into the groove of the new year, but odds are there are still many things you can do to set yourself up for great success this year! Here are a few tips to keep you in the strongest state of mind:

1. Surround yourself with success
“Show me your friends and I’ll show you your future,” is a great saying because it’s true! The people and influences we surround ourselves with play a huge role in how we think, act and form our own aspirations.  Rearrange your environment to include more positive, proactive, prosperous, generous and happy people.

2. Commit to making this your best year yet
Banish the doom and gloom attitude of ‘09!  All that fear and pessimism is barely going to get you by, let alone help you knock things out of the ball park.  Switch up your attitude to expect success.  Plan for it.  Build your daily life and plans around achievement and doing what you need to to get to the next level.  Reject status quo.  Instead, make it your fall back plan.

3. Solidify your career plan
If you’re not already committed to a well thought out path, stop RIGHT NOW and look at where you are, what your options are, and be more strategic with every new step you take.  Stop wasting time!  Get a grip now on how to leverage your talents, interests and style to make work something you love and are excited to talk about.  For free help, YSN’s Career Planning tool will help you discover your best path to success in as little as 20 minutes!

4. Show your appreciation
Tell the people you love that you do more often.  Articulate your admiration for your mentors, tell your neighbors how grateful you are for their kindness. As for clients, colleagues, managers, employers, don’t forget how critical they are to your survival and success.  Let them know how much you appreciate their trust and commitment in you and your company.  Little emails, notes, texts, calls and quiet conversations over coffee can really make someone’s day and reinforce your relationships.

5. Combat stress with healthier habits
Next time you feel sluggish, frustrated, fired up or depressed, pass on that third cup of coffee and take a walk around the block, go for a jog, hit the gym, cut up some fresh fruit, nibble on some protein, down a bottle of water, of just put some headphones on and listen to music you love with your eyes closed for a bit.  Not only will you get away from the stress for a few minutes, but you’ll feel stronger when you get back, and you’ll remind yourself that subtle little things you can do like this do make a difference, not just personally but professionally too.

6. Stockpile your options
Opportunity truly is everywhere.  Today, more than ever, you need to have a solid idea of your options so you’re prepared for anything.  Don’t let life or the economy sideswipe you or knock you around like tennis shoes in a dryer.  By lining up opportunities and having backup plans at the ready, you’ll feel more confident, less vulnerable, make smarter choices, and start to pay more attention to what really makes you happy and gets you closer to your goals.

7. Get your career on the fast track
Did you know that every day you have the opportunity to do little things that can make a significant difference in your success? That if you get a better grip on how to best position yourself, package your experience, and build your credibility, people will pay more attention to you and treat you with more respect?  If you surround yourself with experts, advisors, and mentors you’ll make smarter decisions.  If you arm yourself with the right information and insights, you’ll be smarter and probably make more money. Let us show you how with our NEW  Fast Track to Success: 30 Days to Transform Your Life and Career Program!

8. Plan things to look forward to
Looking onward and upward keeps us moving forward and helps maintain our excitement and enthusiasm for what’s to come.  Make plans to go check out a big conference or seminar you’ve been reading about.  Organize a get together with a bunch of friends who really inspire you. If you’ve been working like a dog, schedule a sleep day to shut off your phone, stay in bed, nap, watch movies and rejuvenate.  Set a goal to achieve with a deadline so you can go celebrate when you hit it.

9. Become a tourist in your own town
Start to enjoy your own surroundings more.  It doesn’t matter where you live.  Start to explore like you’re new in town.  Go check out the sites, restaurants, even libraries or theme parks that you haven’t seen or been to in a while. Drag a friend along with you and have a blast.  Find a new appreciation for the place you call home and the fascinating and funny characters who live in your city, town, village or neighborhood.

10. Build your community, build your career
Getting involved in local causes, charities, fundraisers and committees can not only help you make an impact in your own backyard, but you’ll make some great friends and connections too.  Rallying behind a cause (whether local, national or global) gives you a very special opportunity to work with community leaders, entrepreneurs, corporate execs and other special people you might never have met.  Joining forces with them builds unity, camaraderie and a real sense of community.  Best of all you can make a difference in the lives of others…and the rush you get from that is second to none.