Costco Connection - October 2006

FRESHviews
RHONDA ABRAMS:
STRATEGIES

Rhonda Abrams’ newest book is Successful Business Research. For more tips, see www. PlanningShop.com.

When in doubt, get real

AFTER I HAD BEEN in business for a couple of years, a friend asked me, “Rhonda, when did you know you were good at what you do?” It was then I realized it had been quite a while since I’d experienced the “Fraud Factor.”

The Fraud Factor hits when you’re in a new phase of your life—starting a business, changing jobs, getting married, having a baby. You don’t yet feel like you’re “really” an entrepreneur, spouse, parent. You’re just playing a part.

Part of the Fraud Factor comes from the fact that you’re new. It takes time and experience for your confidence to grow along with your abili-

ties. The Fraud Factor is common and natural, but to overcome that feeling as fast as you can, there are some simple steps to take.

Get educated. The more you know about what you’re doing, the more confident you’ll feel. Attend seminars, read books, take classes.

Get connected. Join with others who are in the same boat. If you’re starting a business, join entrepreneur organizations. Make friends at your new job; join a new-parents group.

Get credentials. Most professions and trades offer some form of advanced-certification programs. These credentials increase your sense of confidence.

Give yourself credit. You may be new to this phase of your life, but you have other experiences that make you capable.

Remind yourself of your skills and talents whenever you’re feeling insecure.

Get real. The surest way to feel like a fraud is to be one. Never misrepresent yourself. When potential clients ask you about your experience, be honest.

So what did I say to my friend who asked the question about when I knew I was good at what I do? I told her I really didn’t know; one day I just did. And so will you. C

Covey unplugged

STEPHEN COVEY gained fame for giving us The 7 Habits of Highly Effective People. His latest role is in an inspirational book, Everyday Greatness (available at costco.com).

The book is a com-

pilation of stories from

Reader’s Digest that show courage, respect, humility and perseverance against incredible odds. Covey, a Costco member, comments on these stories, examining how their heroes made choices to act, seek a higher purpose or follow key principles. (For an interview with Covey from The Connection’s archives, see this month’s Online Edition at costco.com under “Costco magazine.”). C

Staying in touch

throughout the year

SENDING HOLIDAY cards to business clients is always a nice thought, but there are other creative ways to stay in touch year-round, advises Keith Ferrazzi, a marketing and sales con-

sultant based in Los Angeles.

Here’s a list.

■ Write or call to celebrate
events that matter—the more
personal, the better: birth-
days, wedding anniver-
saries, a child’s
graduation and even
ethnic or religious
holidays. When your
relationship is strong
enough, be sure to
send condolences
when not-so-good
events occur, too.
■ Write or
call to offer
congratulations
on company
milestones,
such as the
anniversary of
the company’s

JUPITER IMAGES

founding and, especially for public companies, quarterly earnings reports.

■ Offer to help the client’s child in high school or college get a summer internship.

■ When you’re in the same town, do something together outside the office. Perhaps go for a run or do another kind of workout, or offer an invitation to a non-business dinner with several interesting, fun people.

■ Make an unsolicited introduction—even over e-mail—to someone in your network whom your client would benefit from knowing.

■ Call to ask for advice on something the client is particularly knowledgeable about. Perhaps he or she knows how to play the guitar and you want to start, or is a great parent and you are having a child soon.

■ Invite the client to an “impact weekend” that you organize—a conference where

he or she can meet and collaborate with other movers and shakers interested in making an impact in a specific area of business or life.

■ Summarize a couple of books you like. Send the sum-maries and the books before a vacation or holiday weekend so the client will have ample time to read them.

■ For cards, Thanksgiving works well because no one sends them then and it’s a perfect time to express your gratitude for the relationship.

■ December’s busy, so add the client’s number to your speed-dial and make a quick call to catch up when there’s a break in the action. But make it brief.