Hungarian Paprika
It's Not What You Do, Your Mindset Matters Most
By Mike Gauss
Senior Account Manager,
Articulon, a branding, integrated and public relations firm.
I have had two interesting conversations this week about the state of the economy and how business is being affected. One conversation was with a client looking at 2009 marketing and PR budgets. They shared they are yet to experience any business loss attributed to the economy, but they're planning for it. The implication: cutting all expense budgets and preparing for the worst.
The second conversation was about the use of Hungarian paprika in the office and its benefits. Interestingly enough, what I found that permeates both conversations and ultimately directed the next steps, wasn’t the content of the conversation, but the attitude of the deliverer and the slant of their message.
Since just about everyone has had tightening-the-belt/prepare-for-the-worst conversations, I won’t rehash that talk. Instead, let me tell you the story of Hungarian paprika.
A friend, who is the team manager for a group of residential real estate agents, works for one of the largest agencies in North Carolina. These are the people whose business was affected first by the economic downturn. The ones for whom there is no golden parachute, government bailout or silver lining on the horizon. My friend shared with me a story about one of his agents - let’s call the agent Jill.
Jill angered a fellow senior agent. The senior agent said that Jill would never make it in the industry, or for that matter, she would never make another deal. Jill was beside herself, and for the next few weeks she struggled to even get appointments and showings. She was "cursed." The concept of getting to the offer or closing stage seemed impossible.
One of her friends suggested that she needed to find a way to get the curse lifted. Jill began searching for a cure. From friends to spiritual advisors, she sought a solution. Many offered ideas that might work, but no one was certain.
On a whim, while driving past a psychic shop, Jill went in to see the elderly woman. The psychic said, “Relax my dear that is easy to fix. You just need some Hungarian paprika, that's all.” The psychic then gave Jill instructions on its use, including sprinkling it on all of her listings laid out on a table. She was also told to sprinkle it on all of her tools-of-the-trade including signs, phone, computer, her desk and even her car.
Jill did as she was instructed and appointments and new listings started to spring up. Offers were being made and closings were being scheduled. Within six months Jill became the top selling agent in her group, all because of Hungarian paprika.
What the Hungarian paprika actually did for Jill, was to change her attitude from being “cursed” to being “cured.” She no longer thought about failure. She sought success.
Believe it or not, this is a true story. Within the realty team that my friend manages, they regularly use Hungarian paprika. It is sprinkled on new listings and offers. If an agent or the team is having a bad week, Hungarian paprika flies through the office like perfume sprayed when walking through department store makeup counters.
These, and several other conversations, reminded me of all the sales and leadership seminars I've attended. At the center of everyone was having a winning attitude. Even the top talking-head economic analysts constantly reference consumer confidence as the key motivating factor in economic rises and falls.
I offer that if we apply a healthy dose of Hungarian paprika to our business ventures, we can experience the same success Jill did - even in a slowing economy.
Here are three steps I propose:
1. Be an active and positive listener. The goal is to discover the “curse” – in my world we call it the pain point; others I know call it assessing wants and needs. The key is to keep the client positive as they discuss areas of concern. Don’t let them get down and become a doomsday speaker like the first conversation I mentioned.
2. Offer clients Hungarian paprika. Not literally of course, unless the gift can get the conversation rolling. What I mean is: with confidence offer them THE CURE (your products or services) for their CURSE.
3. Never let fear run the company or the deal. Movements happen because one person stands up and this inspires others. My success is made of yours is a nice pitch, but I propose the pitch needs to be: “Your success is made of mine. And by the way, I am successful.”
Next month I will talk about practical approaches for expanding market share in a shrinking economy. The tactics I will offer will do absolutely no good if there is the “curse” of a doomsday attitude permeating the application. As we all spend a little time engulfed in holiday joy and celebration, let’s grab some of it and inject it into our business and deal making.
Have a holiday filled with Hungarian paprika sprinkled on all of your deviled eggs.
Success In a Tight Economy
Linear Mode
