Turning upism is the philosophy of staying around long enough for something positive to turn up. It’s about buying time for a positive change or opportunity to arrive.

Though the term may be new to you, you see examples of turning upism regularly. Just consider the countless actors who achieved worldwide fame late in life, when the right casting opportunity turned up. And those politicians who only achieved high office after decades in politics, when the right opportunity to stand for office turned up.

What does this have to do with business?

Quite a bit, actually.

Turning upism and business

In business, success comes to those with the persistence to keep on doing the right things, correctly. However, as in the above examples, turning upism isn’t merely about persisting or waiting.

We also need to be prepared for when the opportunity turns up.

I wrote a while back about a friend of mine who was invited onto a popular, national radio show. She’s an amazingly gifted architect and the show is an absolutely perfect fit for her. After she told me about the invite, I was just about to congratulate her… when she said that she turned the offer down! She went on to say she just couldn’t do it because she’d be too nervous.

Prepare for your opportunity

Here are a few useful ways to prepare, for when turning upism presents you with the dream project or major client / customer that you’ve always wanted.

• Make it a habit to be on the look out for people who you can put in place, in case you need additional team members.
• Talk with your suppliers. Find out how quickly they can scale up if you have a sudden, vastly higher demand than usual for whatever they provide.
• Make sure your financial details are clear and detailed, should a serious party ask about acquiring your business. This will help you get the best possible price and show them you’re a serious operator.
• Talk with your bank manager, in anticipation of a future, major project. Make sure you have access to the cash flow required, for what can be a sudden, huge spike in your outgoings.
• Get some media training, before you need it. Learn how to speak on camera, how to talk with clarity and how to overcome any fears about there being a huge audience.
• And if you’re hoping to go ‘viral’, contact your web host to make sure it has the capability to handle huge volumes of traffic. I’ve seen what happens when a server can’t cope, and masses of valuable traffic is lost.

You get the idea. Prepare in advance.

Whether someone knows about turning upism or not, the longer you’re in business, delighting your customers or clients, building your reputation and your brand, the more likely it is that something wonderful will turn up. So be ready. Get the maximum from the opportunity. Because you’ve earned it.

Clearly, we are living in very uncertain times. And your prospective clients hate uncertainty. It makes them anxious. It creates confusion. It causes them stress.

What does this have to do with you and your business?

When things feel uncertain, people proactively look for leadership. They are powerfully drawn to those who display clarity, confidence, direction and a cool head.

So.

• If you’re a leader, there’s never been a better time to demonstrate your leadership. (This shows you how).
• If you’re thinking of becoming a leader, there’s never been a better time to get started.

Because that’s what your marketplace is eagerly looking for right now. They value it more than ever. And no matter what industry you serve, the opportunity is immediately open to you.

It’s important to feel optimistic about your business. However, the wrong kind of optimism will crush your chances of success.

Let me tell you about the meeting I had with Bob. His story explains exactly what I’m referring to.

I last spoke with Bob (not his real name) regarding his business, back in 2015. He’s the friend-of-a-friend and seems like a really nice guy. He’s also very optimistic about the future of his business. Optimistic enough to refinance his home, something he said he’d already done “more than once”. I found his optimism interesting, as in the 7 years since we last spoke, his business has barely limped along.

And back then, he’d already been struggling for years.

So, his business has been going nowhere for a very long time. And based on the plans he shared with me, there’s no realistic chance the business will see any future growth.

That’s because his business development ‘strategy’ totally fails to address his actual problems. Sadly for him, he’ll simply be repeating the same common errors that have been hurting his business all this time.

So, why is this happening and what’s the lesson?

The 2 types of optimism

Like I said at the beginning, it’s great to feel optimistic about your business. In fact, we have to be optimistic. But only if our optimism is justified. You see, there are 2 types of optimism. One is essential. The other one is toxic.

I’m referring to justified optimism and unjustified optimism.

• Justified optimism is based on sound planning. It’s the confidence that comes from knowing you’re doing the right things, correctly. And the knowledge that your business is making measurable progress in the expected timescale. This kind of optimism is clearly justified.
• Unjustified optimism is very different. It comes from ignoring the reality of your situation. It comes from hoping things will ‘just get better’, without making the ESSENTIAL improvements your business is screaming for. It’s rooted in fear; the fear of change and ironically, the fear of loss.

Unjustified optimism comes with a very dangerous side-effect: It has the exact same power on your mind, as justified optimism. If your business is stagnating or even shrinking, yet you choose to believe everything is going to be great, it acts like a narcotic.

A narcotic?

Yes, a narcotic!

Why?

Because pumping yourself up with optimism, even unfounded optimism, takes away the pain (or urgency) you need to feel, in order to motivate yourself to fix what’s wrong.

Here’s an example I use, when explaining this to groups of young entrepreneurs.

It’s like seeing black smoke bellowing from the back of your car, but choosing to ignore it and instead, telling yourself that your car is doing great. Even if you 100% believe your car is in amazing shape, the engine will still get trashed if you ignore all that black smoke. The unjustified optimism does nothing to solve the problem. It just stops you doing what’s required.

Business owners tend to be optimistic. Let’s face it, we have to be! The fact we started a business in the first place, with zero guarantee of success, takes a lot of optimism.

The key here is to make sure that our optimism is always justified. And that our optimism is grounded in the reality of our situation today, along with the plans we’re making for tomorrow.

Today, I’d like to share a business development idea with you that’s seldom talked about. However, it’s a key factor in the success of some absolutely remarkable people and businesses.

Let’s go!

Malcolm Gladwell was once asked in an interview, if he would reveal his “secret sauce” for writing a best-selling book. After all, he should know! His reply was extremely interesting. Here’s a snippet from what he said:

“The moment you write a book hoping it will be a best-seller, your chances of it becoming a best-seller go downhill. […] You write the book you would want to read.”

He then went on to make an excellent point about Steve Jobs. He explained that Jobs never commissioned the development of a product or service, based on what he thought would be a smash hit. Instead, Jobs developed the type of products that he himself wanted to own.

Now, let’s unpack that and look for the common thread. Because it’s pure gold!

• Malcolm Gladwell writes the kind of books, which he would want to read. And interestingly, his books are unlike any other books in his niche. (Until ditto-head authors decide to rip his ideas off). Gladwell’s books are also among the best selling non-fiction books of the last 2 decades. And those 2 factors are directly connected.
• Steve Jobs created products he wanted to own. He famously shunned focus groups, deliberately striving to produce the kind of remarkable products he longed for. In doing so, Jobs’ success with Apple led to his company being the most highly valued in the world. Again, those 2 factors are directly connected. Recommended reading – Steve Jobs, marketing and liars!

In short, deliver the level of service that you’d love to receive. Create compelling products that you would love to own. Develop solutions for pressing challenges, which you’d love someone to solve. And make the experience of doing business with you so exceptional, that it would knock you off your feet if you were the customer or client.

Success leaves clues. Our job is to find them and apply them into our businesses.

Photo: Shutterstock.

I’d like you to consider the following, seemingly unrelated facts. They’ll provide you with a really useful insight for your business.

• Although it’s 2022, we still remember Sir Roger Bannister as the first person to run a mile in under 4 minutes.
• Apple became the world’s most valuable company, largely from the profits of its iPhone; the world’s first smart phone.

There are a couple of really valuable business lessons here.

When you are the first to do something, it’s talked about and it’s remembered for a very long time. We remember Bannister, even though Australia’s John Landy broke Bannister’s record just weeks later. Landy was faster, yet remained relatively unknown because he wasn’t the first person to go sub 4 minutes. The first person was covered worldwide in the media of the day. Landy was largely ignored.

Secondly, it doesn’t have to be perfect. The first iPhone was really buggy. It even lacked a basic copy and paste facility for over a year! However, it was extremely useful, compared to the so-called feature phones that preceded it.

You and your business

Here’s a highly valuable question to ask yourself: What useful adjustment or change to your product or service, could you be the first in your industry to provide (locally, nationally or globally), in response to the current economic challenges?

Here’s why that question is potentially of so much value to you.

You don’t need anyone to tell you that we live in very uncertain times right now, or that lots of business owners are struggling. However, other businesses large and small are innovating and inspiring their marketplace, just like they did at the start of the coronavirus pandemic in 2020.

Again, just as in 2020, the businesses that will thrive are the ones willing to adapt to the new, commercial realities.

It’s easier than you might think

Fortunately, you don’t need to reinvent the wheel. For example, an idea that’s common in another industry may be unheard of in yours. It just needs to be new to your locality, industry, profession or marketplace.

And it absolutely doesn’t need to be perfect. It just needs to be useful, based on the 2022 requirements of the market you serve.

Photo: Shutterstock.

I was prompted to share this tip with you, after recalling an argument between a business owner and one of his customers. It was noisy, public and lost the business owner at least one customer. As you’ll see, the whole situation could have been avoided. Here’s what happened, along with a valuable business lesson.

First, here’s a quote from the 1936 classic, How to win friends and influence people.

The book’s author, Dale Carnegie, said; “Show respect for the other person’s opinion. Never say, you’re wrong! to them.”

You are right. They are right too. Maybe!

When someone disagrees with us, it’s easy to think that they are wrong. This is especially the case when we truly believe that our opinion is right.

Here’s the thing: It’s entirely possible that their opinion and our opinion are both correct, even when we see things very differently.

For example:

• I really dislike the taste of anchovies. In my opinion and in my experience, anchovies taste disgusting.
• You may love the taste of anchovies. In your opinion, they taste absolutely delicious.
• If we went through a lie detector test, we would both be proven to be telling the truth — even though our answers were 100% different.

That’s the thing about opinions. When an opinion is given as an answer, it’s usually one of dozens, maybe hundreds, of possible correct answers.

How one retailer got it VERY wrong

I was prompted to write this post, after listening to a business owner arguing with one of his customers. The argument took place in a cycling shop.

Here’s what happened.

The customer asked if the retailer stocked a particular brand of tyre. The retailer asked why the customer wanted that brand. The customer explained that in his experience, it was the best on the market. The retailer then insisted the customer was wrong. He even went so far as to get his iPad out and show some negative Amazon.com reviews of the tyre, which the customer asked for.

Incidentally, I would have picked a different brand of tyre than either of those picked by the customer or the shop owner. That’s because depending on our experience with different brands of tyre, we will have formed different opinions.

Anyhow, the customer walked out of the shop, shaking his head in frustration. After the confrontational stance the retailer took, and his raised voice, I doubt the customer will ever return — especially as he now knows he can get the tyre he wants, for less, on Amazon!

The retailer had a smug grin on his face, assuming he’d won the argument. What he’d actually done, was lose a customer by showing zero respect for the customer’s opinion and turning a sales enquiry into a heated argument. I’m not sure any business owner can sustain too many victories like that.

Turning a difference of opinion into a valuable opportunity

We don’t have to agree with everyone. What we should do, however, is learn to respect their right to their opinion.

Indeed, we can use our difference of opinion as a way to create a useful dialogue. We can even use it to deepen our relationship with customers, clients or contacts.

For example, here’s an effective way to handle a business situation, when your opinion is different from the other person.

• Explain that all you’re interested in, is finding the best solution for them. This places both of you on the same side. The difference this makes to the tone of the conversation is huge.
• Give the other person the opportunity to say what they want to say, without butting in. By allowing them to get their point across, they will feel less tense and feel more positively toward you, for showing them respect and recognition.
• If you believe they’re incorrect or about to make a mistake, you should offer them another perspective. Note: You’re not arguing with them. You’re offering them your perspective based on your experience and expertise.
• Then, offer an example of how your suggested approach has worked in the past, for people with similar challenges. This is massively more effective than looking for holes in their position and bombarding them with reasons why they’re wrong.
• Ask them what they think… and listen again without butting in.
• Because there’s no confrontation, no argument to be won or lost, the other person is free to consider your opinion. They can now agree with you, without losing face.

Does this approach magically win around everyone, whose opinion is different from yours? No.

However, I’ve used this approach since starting my business with huge success. It has gained me many clients and many good friends too. Equally, it has never lost me a client, unlike the kind of confrontational approach, used by the store owner in my example.

Interestingly, I’ve always found this approach to be massively more effective at helping others see things my way, than attacking their opinion.

Respect never gets old

The technologies we use today are very different from those, which were used when Carnegie wrote that best-selling book. However, business is still all about people. Showing respect for others and their opinions, is just as important today as it was in 1936.

There’s a really good chance that wherever you are as you read this, the economic forecast is something between terrible and absolutely terrible.

Although a growing number of businesses are really struggling, others in the exact same industry are thriving. I know, because these thriving businesses are owned by the kind of people who hire me.

Whichever of those groups you are in, my advice to you is the same. You need to do 2 things.

1. Reflect.
2. Take action.

Let me explain.

Reflection and action

If we reflect on our current situation, our progress and the direction our business is heading, and discover we’re on course to hit or smash our targets, we need to take action.

• We need to retain control of our focus.
• We need to fight against complacency.
• And we need to carry on doing the right things, correctly.

If we reflect on our current situation, our progress and the direction our business is heading, and discover we’re not on course, we also need to take action.

• We need to wake up and accept the urgency of our situation.
• We need to decide that more of the same is not an option.
• We need to get strategic.
• We need to make better decisions.
• We need to take better actions.

There are business owners who are already switching between those 2 groups.

Switching groups

Some of those who were doing great got cocky, took their eye off the ball and slipped into the struggling group.

Some of those who were struggling woke up, stopped pretending this would ‘fix itself’, started planning and saw their results catapult them into the thriving group.

In short, regardless of where you and your business fit into this picture, it’s time to reflect and take action. Because when the economy is this screwed, a casual approach causes casualties.

Criticism is painful.

How painful?

It’s painful enough to stop us from creating great products and services. It’s painful enough to stop us from marketing them as creatively as we possibly can.

The thing is, almost all criticism comes from people, who aren’t in the market for what we do. It comes from people who were never going to hire us. It comes from people who envy our success.

• If you sell premium services, the low price crowd will be critical. It’s too expensive!
• If you sell low price services, the premium crowd will be critical. It’s too cheap!
• And whatever you sell, there will always be small-minded people who snipe at you. Who do you think you are!?!

NB: You’ll find this article useful “Why people criticise you and how to deal with it, in just 3 steps“.

Criticism is poison

This means we need to wise up. We need to listen to relevant voices. We need to learn from informed voices. We need to appreciate well-intentioned voices. And we need to ignore the rest.

Then… we need to follow the numbers!

Look at what the numbers tell you. Pay attention to your customers and prospective customers. Monitor their interest. Only then will you be free to do your best work. And free to market it the best way you can.

You’ll be amazed how your results improve when you learn how to deal with critics and their poison. It frees you to do your very best work, rather than a diluted version. It enables you to stand out, rather than try to blend in. It gives you and your products or services the visibility that only comes, when you’re truly doing things your way.

Of course, once you do this, the only thing stopping you is ‘you’. That’s both extremely liberating and more than a little scary. However, I work with businesspeople every day who’ve now learned how to overcome the fear of criticism. And the improvement it makes is life-changing.

You can overcome it with the right help

Decide today (yes today) to take action on overcoming your fear of criticism.

Every day and every opportunity you lose because of this needless hurdle, is another day and another opportunity you’ve lost.

They’re everywhere: experts, claiming to be able to deliver unbelievable results in unbelievable time with unbelievably little effort.

Don’t believe them!

Growth hacking, business hacking, success systems, tricks and shortcuts are everywhere. Not because they WORK, but because they SELL.

A huge subset of the population wants to believe that they can get rich (thin, healthy) quick. They want to reap the harvest, without planting the seeds and tending the soil. They want the rewards, without the effort. They’re looking for magic – something that breaks the laws of cause and effect.

This is why today, we see the marketplace flooded with online gurus selling the 21st century equivalent of snake oil. It’s well-crafted bullshit. Bullshit designed to press all the right buttons, on those who are looking for unbelievable results. And the hungry marketplace laps it up.

The fastest route to success

The fastest way to get from where you are, to where you want to be, is to take the most direct route. To find out what works and do it. It’s about doing the right things, correctly.

Shortcuts to success are nothing more than costly detours. Be extremely cautious of anyone trying to tell you otherwise.