Hard work is more important than ever. No it isn’t!

With so many people worried about losing their job or trying desperately to get a new one, hard work is critical, right?  Wrong.  Being a hard worker is a good trait, but not critical to successfully keeping your job or getting a new one. 

 

The reality is lots of people work very hard and still fail, while lots of people work very hard and succeed.  At the same time some people work rather lightly succeed, while others work lightly and get no where.  So what’s the answer? 

 

If you are an employee:

 

Probably everyone knows of someone who worked very hard for a company but was still laid off.  The thing to remember is that companies/managers DO NOT CARE how hard you work or have worked.  They will still lay you off.  They care what you can provide for them in the future.  So, for you to keep your job you need to look like you have FUTURE value to include items like:

           

• Seem to do as much of your boss’s job as is realistically possible:
  • As long as you are careful not to look like a usurper, the more of your boss’s job you do, the more he/she will have to do if you are let go!
• Do NOT seem to be working to hard – just seem busy:
  • If you are working hard that means you will either leave or will soon be asking for help.  Either way they can’t give you more work in the future - bad.  If you are just busy, that’s good and valuable, and they may think they can give you more responsibility in the future.
• Take managerial control over as many areas/personnel as you can:
  • The more people that you manage, the more SOMEONE ELSE (perhaps your boss) will have to manage if you are let go.  In addition, if it looks like you are managing well, they would be better served to fire another manager and put his people under you.
• Have people report to you (paper trail):
  • This part is critical – this let’s everyone know that you are busy and important.  Have paper/e-mail coming to you and going from you to your seniors constantly! This paper trail should have benchmarks that have been and that will be achieved for as many projects as possible.

 

If you are a sales rep:

 

We’ve all heard of reps that have lost clients because of shrinking budgets.  Just because you work hard for your client/prospect doesn’t mean that they say yes or give you repeat business.  Working hard just means that you’ll have no time for family and friends, but it doesn’t guarantee more sales or that you’ll keep your job. Here are some good ideas:

 

• Niching now is even more important:
  • More time in less industries/sectors means you are most efficient.  As long as these sectors aren’t completely destroyed, you’ll be positioned to get whatever business there is, since many others will be running all over the place.
• Confidence is effective:
  • Acting like things are not so bad (whether they are or not) is critical!  In addition, it should seem like your product or service is exactly what they need now.  When prospects are worried or scared, your confidence is the absolute best antidote.  If you seem worried or hesitant, your odds of closing go into the toilet.
• Constant reports with $ values and good pipeline:
  • This is similar to the paper trail concept above.  When managers have to decide who to boot and most are performing just at par (or worse), they are more apt to keep the rep that has an OBVIOUS plan for the future.  Lots of reports with dollar values help tremendously.
• Staying in front of clients:
  • This makes them feel like they are part of your team.  In addition, you are set up to receive referrals, and any up sell business.  More importantly, they often know who is hiring!  It may even be them.  Many sales reps are hired by their former clients.

 

If you are an owner/entrepreneur:

 

Times are tough for many of us and most owners/entrepreneurs have felt the pinch.  Working hard means that you’ll hardly be home, but it doesn’t mean that you’ll keep your business running.   In fact, you may become obsessed and other relationships may suffer.  No good.  Here’s a better answer:

 

• No one should ever see you worried:
  • Clients will think that you can no longer deliver, prospects will think that you about to go under (no new business), vendors will start asking for money earlier and your employees will be a mess (inefficient because of worry) and you best talent may leave.
• Market as if:
  • Still market like your product or service is the answer!  So many others will cut their budget and your target market will notice.  You are positioned to get any business that is there and you will be far ahead in the market confidence game when the economy turns.
• Should seem magical – no complaining:
  • You should NOT seem to be struggling.  It should seem like you can handle anything and that you were ready for this – even if you weren’t.  So if you are working hard, let it seem like you are having fun.
• Talk about past successes as if they are still current:
  • Keep everyone reminded of what great things have happened and speak like they are still happening, such as client success stories and client acquisitions.  In addition, speak about how great the future is.  This will get as many people as possible (both clients and employees) to stay positive.  Clients will pass on referrals and employees will still perform well.

 

The most important thing is to NOT seem to be working hard, but to seem busy and effective - in the best interest of those you want to impress.  Perception is EVERYTHING.  Even if you are working hard or being efficient and effective, if it doesn’t LOOK that way, you will probably still fail.  We all need people to act (or NOT act) for us to be successful.

 

Understanding this and ensuring that those people see what they want to see, will increase your odds of success in whatever you endeavor you are in.

 

 

“Make your accomplishments seem effortless”

 - Robert Greene, 48 Laws of Power

 

"The performance of the expert seems relaxed. The actions of trained people do not seem rushed. "
- Miyamoto Musashi, The Book of 5 Rings

 

Good luck!

 

Larry