“Show me the money” is a familiar battle cry of overworked/underpaid workers. But mounting evidence suggests that the most effective incentive plans stress personal validation over compensation.

Studies by top research firms such as Gallup, Towers Perrin, and the Corporate Leadership Council reveal that the connection employees feel with their companies wield the greatest influence on the effort they put into their work. Major performance drivers include:

• Trust and integrity – How well managers communicate and then walk the talk are key builders of confidence and morale.
• Link between employee and company performance – Understanding how their work contributes to the organization’s performance fosters a greater sense of responsibility and importance.
• Pride about the company – How much self-esteem does the employee feel by being associated with his or her company?
• Coworkers/team members – Positive camaraderie is essential in reducing turnover, improving motivation and boosting productivity. Relationships with coworkers significantly influence an employee’s level of engagement.
• Relationship with managers – Does the employee feel comfortable, supported and encouraged in his or her relationship with a supervisor?

As the focus has moved from the organizational to the human, the contemporary version of an employee incentive plan has more to do with shared values than dollars. Enlightened companies have taken note, shifting their motivational emphasis from wholly monetary rewards to a more holistic mix of emotional and professional reinforcements.

Recognition
In a reward system that promotes employee engagement, recognition is available, frequent, and commends actions that are truly worthy of special note. Effective displays of appreciation always involve verbal or written acknowledgement from the employee’s manager in addition to any physical reward supplied.

Frequent Feedback
The downside of the annual employee performance appraisal is that it is a one-shot deal. Constructive performance feedback takes place every day, or at minimum, every week for employees who need less interaction with their managers. Feedback focuses on what the employee is doing well and what needs improvement. It is clear and specific and reinforces the actions that the manager wants to see repeated on a regular basis.

Communication
In a company that gets high employee buy-in, consistent communication is king. There is no such thing as insignificant information or operating on a need to know basis. In fact, letting people gain awareness and understanding of items that fall outside of their direct area of responsibility gives them a sense of belonging and even greater ownership of the company’s success.

Supportive Management
Supervisors who consistently extend respect, trust, and positive reinforcement to their employees can send motivation levels soaring. Managers who relate effectively with employees, who show that they are personally interested in and care about them, and who elicit input and opinions, create a reciprocal outlay of loyalty and hard work.

While the potential to increase earnings with a raise or bonus will always have its place as an employee incentive, the new paradigm is to also create meaningful partnerships between companies and the people who fulfill their missions.

Take the steps to make it clear that you value your employees as professionals and individuals. Your investment can generate the extra effort and enthusiasm that keeps paying dividends in above-and-beyond performance and bottom-line results.

No one says “Good Grief” or “Great Caesar’s Ghost” anymore, but plenty of people still say “Holy Cow.”

That’s pretty amazing when you consider “Good Grief” and “Great Caesar’s Ghost” had some snappy alliteration going for them and “Holy Cow” conjures up images of a slow-witted farm animal.

I say we’ve milked “Holy Cow” long enough. Let’s all make the jump to “Sweet Sockeye Salmon!” and call it a day, for Pete sakes.

Alan Williamson
Senior Copywriter
AdServices Inc.
AdServices.net

E-mail.  It’s a tremendous tool at the center of most professionals’ lives.  It can also consume our entire day, leaving us feeling drained and defeated come 5:00pm.  If we’re going to be productive, we’ve got to learn to tame this beast.  Here are a few tips that may help.

Have A System – Being intentional about how we handle e-mail is a huge first step.  If you’re familiar with phrases like “The Two Minute Rule” and “Delete, Delegate, Defer, Do”, you’re already on your way.  If not, then find a system – any system – for processing e-mails, rather than trying to solve this problem by the seat of your pants.

Use The Telephone – Remember that old fashioned technology called a telephone?  It’s superior to e-mail in some ways in that it allows for instantaneous two-way communication.  Consider you and a friend trying to arrange lunch together.  Coordinating date, time and location could easily require a dozen e-mails back and forth.  A phone conversation, with both people looking at their calendars, would probably accomplish the objective in 60 seconds.

Instant Message Selectively – There are times, particularly in intra-office communication, when an instant message or two can eliminate a bevy of e-mails.  They’re a convenient way to quickly confirm a detail, set up a meeting on the spur of the moment, deal with a sudden change of plans, or update someone on an evolving situation. But beware! IMs can lead to bantering back and forth and become a time-waster of their own, so make sure to only use them when appropriate.

Think Before You Type – Many e-mails and their replies are simply unnecessary.  They’re the technological version of small talk, and at least as disruptive to our schedules.  It’s good to ask ourselves if that e-mail we plan to initiate is worth our time and that of the intended recipients.  If it isn’t, it’s best to refrain.  And not every e-mail we receive requires a reply.  Sometimes the Delete key is the better alternative.

Choose Your Targets – Too often, people who really don’t need to be are carbon copied on e-mails.  These CC’d recipients may then feel obligated to reply themselves, perpetuating the cycle.  Nip that in the bud by being careful to include only those who can truly benefit by what you’ve written.

“Reply All” With Caution – Let’s say that Carla in the accounting department of a small company brought brownies to the office.  She sends an e-mail to all 20 of her co-workers, asking who wants one.  If everybody gives their answer via the Reply All button, 400 e-mails have been generated.  So before clicking, consider whether or not  the whole distribution list really needs to know what you have to say.

Mind Your Manners … But Not Too Much – It’s nice to be polite, and it makes Mom happy, but it sure can fill up the In Box.  If you swap e-mails with the same people on a regular basis, consider having an agreement that you’re mutually thankful for everything each of you do.  Then you won’t feel obligated to reply “Thank You” several times a day.  NOTE: If some really stellar work comes along, feel free to break this rule.  Mom will be extra proud.

Take An E-Mail Hiatus – When more desperate measures are in order, avoid e-mail altogether for a time.  Turn off the program if you must, or just discipline yourself not to go there.  If the thought of this makes you perspire, consider setting an auto reply that tells people you are not currently checking e-mail and gives them a time when you’ll be back in touch.  Your auto response can even provide an alternate means of contacting you if the matter is high priority, such as a telephone number or co-worker.  This should satisfy just about anyone.

The tools described above can send you on your way toward being efficiently connected, productively engaged, and feeling good about workdays well spent.  Soon you’ll be a master craftsman in the art of e-mail.

I’m a guy who will LOL when he finds something funny, which apparently isn’t as often as a lot of people who will LOL without any provocation whatsoever.

Example # 1: “Just bought 2 cans of diced tomatoes, lol.”

Example # 2: “Thought today was the 15th, not the 14th, lol.”

Example # 3: “One of these days I’ll get to Wyoming, lol.”

Please stop, gratuitous LOL people. I’m occasionally within earshot of some of you and I hear no audible laughter to substantiate your hysterics.

Maybe you really meant ROTFL … though why you would Riccochet Off The Fluorescent Lamp is beyond me. 

Alan Williamson
Senior Copywriter
AdServices Inc.
AdServices.net

Businesses looking for someone to help them achieve their marketing goals must often size up a substantial assortment of suitors. There’s no real shortcut to researching a potential marketing firm’s capabilities, professionalism, body of work, roster of contented clients, and price structure. That’s where hard work and diligent digging are indispensable.

Once you’ve narrowed the field to the most promising candidates, however, there are a few key factors you should take into account before making a final choice. If they lack any one of these move on to the others, and don’t stop until you have a winner.

1) Chemistry. Do you feel a strong connection and comfort level with the agency’s staff? Effective marketing campaigns come from working closely with smart, talented people who believe in your vision, are passionate about your success, and become a partner in building your business. There’s no getting around it — chemistry is key to making great things happen as a shared commitment creates a mutually rewarding relationship.

2) Integrity. Honesty and integrity are vital building blocks for any successful relationship. It’s no different with you and the company you entrust to handle your marketing. Get a feel for their character and reputation by asking them for a list of references and speaking to some current or past clients. Also, consider any professional designations and memberships, and check to ensure they’re in good standing.

3) Strategic Thinking. A lot of people produce materials – logos, brochures, web content. But the value of the work is dubious if it isn’t based on sound strategy. A strategy-driven marketing firm thoroughly researches your industry, listens to your concerns, pinpoints your strengths and competitive challenges, and singles out the methods best suited to accomplish your objectives. With every execution, they help you focus your efforts where they have the most impact: Advertising the benefits of your products and services to the people who care.

4) Results. Eye-catching creative work can be a joy to behold . . . but a waste of money if it’s blind to the goals you want to achieve.  Whether your priority is on increasing sales, generating leads, expanding customer interaction, or building brand awareness, never hesitate to measure a prospective marketing firm’s abilities by the results they obtain for their clients. Ask them for case histories of past successes and follow up with questions if you need more data.

When a proven history of results combines with chemistry, integrity and an emphasis on strategic thinking, you can be confident that you’ve found the right marketing firm.  Seal the deal and let the win-win partnership begin.

Did you ever wonder what your life would be like if you had a different name? Yes, I’m talking to you Rufus, and you, too, Cornelius. I’m talking to Diesel and Duncan and Rocco. I’m even
talking to John and Judy and Bob and Linda and Nancy and Ken.

Whether it’s common or kooky or somewhere in between, your name is bound to affect people’s initial perceptions of you. According to a study in the Journal of Managerial Psychology, people with common names like Mark, Susan or Tim were more likely to be called in for job interviews than people with unusual names. Life just isn’t fair sometimes, and even though Pepperspray, Moonblood and Boo may be capable, qualified professionals, they’re often viewed as high-risk hires by skittish job screeners.

I don’t know about you, but if I were to change my name, I would pull out all the stops and get my money’s worth. I’d pick something scary cool – smooth yet with a hint of danger lurking just beneath the surface.

Hi, I’m Spencer Madrid. Can I freshen up your drink . . . in Aruba?

Hi, I’m Connor Bradley, architect. Let’s build something beautiful together.

Hi, I’m Kip Caramia, plastic surgeon. May I take your bags?

Hi,  I’m Kyle Sebastian, sportscaster. Let me introduce you to LeBron.

So how about it? If you could start life over under another name and see if it made any difference in your personal journey and opportunities, what would you choose?

Remember, Kyle Sebastian is taken. So is Moxie Crimefighter (just in case you were going for something scary cool to impress job interviewers).

Alan Williamson
Senior Copywriter
AdServices Inc.
AdServices.net

A business blog can be a strong channel for customer engagement and brand extension. But with so many jumping on the blog bandwagon, being just another face in the crowd isn’t going to do the job.

Blogs are easy to set up, but getting them to work productively is a different story. There are various procedures and techniques that support success in blogging to build your business. Here are a few that can start turning your blog from an underachiever into an impact player.

Be consistent in your blogging. Blogging is a commitment: If you don’t make creating new content a priority, the people you’re trying to attract won’t make reading your blog a priority either. Posting once or twice a month should be a minimum.

Keep it concise. Shakespeare said “Brevity is the soul of wit.” That less-is-more philosophy would have likely earned him a loyal flock of followers in today’s jam-packed world of business blogs. Time is limited and many people are drawn to blog posts that give them something useful, provocative or interesting in a bite-size portion. Show us a long-winded post, and we’ll show you a Macbeth size tragedy.

Capture attention with a catchy post title.  To get people to pause and zoom in, you need to seize their attention in the moment. “Getting In The Great Idea Groove” was the title of a recent AdServices blog post on productive brainstorming. We could have called it “How To Better Your Chances Of Generating A Higher Ratio Of Effective Ideas,” but the attention grabbing element wouldn’t have been very forceful.

Make some posts open-ended. To increase participation on your blog and the growth of an engaged community of potential customers, it pays to avoid writing every post with a beginning, middle and end.  Encourage others to add their two cents by not having a tidy wrap-up or by posing a question. Sometimes the best conversation stimulus is to end with a simple “What do you think?”

Apply these best practices for effective blogging, and visibility, credibility and connections with business potential will be the returns on your investment.

Just as the best car models are re-introduced each year with new features and design modifications, I look for opportunities to make a few changes in my life that will send me out into the world a sleeker, smarter, more fuel-efficient member of society. Here’s how I’m planning to put my foot on the gas pedal and make 2013 my best year ever.

Resolution # 1: I will stop making contrived, awkward analogies, such as comparing my self-improvement plans to the design enhancements of a new car. It’s a shameful, repulsive habit, and it must end now. 

Resolution # 2: I will think big thoughts, but relish small pleasures. Big Thought: I must build a body of work that will reach across time and space and enrich people’s lives long after I’m gone. Small pleasure: Mmmm, sweet potato fries.

Resolution # 3: I will strive to live my life according to the three Rs: Respect for self; Respect for others; Random acts of kindness carried out Regularly. (Okay, that may actually be a total of four Rs, so I’ll shoot for all of them and consider three out of four a successful campaign.)

Happy New Year everyone! Give it your best. Count your blessings. Don’t sweat the small stuff. And remember that the main thing is to always keep the main thing the main thing. Which reminds me of one final pledge:

Resolution # 4: When my attempts to sound philosophically advanced result in pretentious babble about “keeping the main thing the main thing,” I will wisely shut up.

Alan Williamson
Senior Copywriter
AdServices Inc.
AdServices.net

It’s that time of year when people start thinking about what they want to accomplish over the next twelve months.  And as all the research shows, actually recording those desires as written goals gives us a much better chance of accomplishing them.

The format in which a goal is written is more important than it might seem.  To illustrate, you might enjoy seeing the text of an actual e-mail I received from a young man applying for a job at the advertising agency I manage:

Please accept this letter in application for one of the following positions possibly available within your company: Account Executive, Loan Originator, Account Manager, Office Support Staff, Branch Manager, Office Manager, Supervisor, HR Support Staff.

It’s hard to achieve your goal when you don’t know what it is.  On the other hand, define your goals, state them properly, focus – and you’ll be on your way to great things.

Here is a format for setting and writing effective goals.

• Start with the word “To.”
• Then add the verb that describes what you’re going to do.
• Next insert a quantity… and make it a range.  This is called “stretch.”  You will wind up with a basic goal and a stretch goal.
• Fill in the text that explains your goal.
• End with the word “by” and the date or time frame by which you intend to accomplish your goal.

Here are some examples:

• To read five to seven books on the topic of self development by December 31 of this year.
• To call my brother three or four times by the end of each month.
• To reduce my overall cholesterol twelve to twenty points by July 1.

This format, of course, is not the only way to write a goal, but it does create something  specific and measurable, with both a basic version and a stretch version.  It allows you to very quickly see exactly what you need to do. It gives you the opportunity to know, at any moment, where you are in relation to your desired result, and how much time you have to make up the gap.  It includes a built-in mechanism for going above and beyond.  These elements make the whole process much more dynamic.

I wonder if the person who sent me that e-mail ever got his dream job.  I don’t know, and chances are he’s not sure either.  By using the format described in this paper, however, you would be clear as to whether or not you’ve achieved a successful outcome.  And that’s the very reason we set goals.

An effective ad contains specific ingredients designed to grab attention, tell a story, present an offer, create a sense of urgency, issue a call to action, and identify the advertiser in the prospect’s mind. Crafting an effective sales presentation follows a surprisingly similar path.

1. Header/Opening. A strong, attention-getting header in an ad, like the opening in a sales encounter, should tell prospective customers how the product or service will benefit them. It should make a promise to solve their problem, or give them information they need.

2. Body Copy. Here is where you tell prospects more about your product or service, explaining clearly and persuasively how you can help them achieve their goals. In a sales situation, this is the actual presentation part of the process. Should this portion or body copy in an ad be short or long? That’s a trick question. If the product or service is complex, and your audience needs details, a long explanation may be appropriate. If fewer words will do, keep it short, sweet and focused on appealing to their interests.

3. Illustration/Explanation.  In an ad, an illustration or photo is a necessary ingredient. This can be a picture of the product, but it is usually better to illustrate the benefits of using the product. For example, an ad for an air conditioning and heating company would show someone enjoying their comfortable surroundings, rather than just showing a piece of equipment. When selling direct, it is the duty of the sales person to illustrate a product’s or service’s benefits with words. Charts, diagrams and bulleted messages can also be used to demonstrate key selling points.

4. Offer. A well-crafted ad or sales discussion often contains some special offer. It can be even more effective if this offer is good for a limited time only, with the expiration date clearly defined. You want to give your customer a compelling reason to buy, and to buy now.

5. Call To Action. Any good sales person knows you have to ask for the order. Likewise, a good ad should ask for a specific action. “Call today,” “Visit our website,” or “Stop by any of our convenient locations” are good calls to action in an ad.

6. Corporate Identification. In an ad, corporate identification is as simple as including your company logo, telephone number, etc. Sound obvious? Take a look in your local newspaper or a magazine, and you’ll see how many companies neglect to put that basic information in plain sight. In sales, you want to make sure that when it’s all over, the customer will remember you and your company. Without strong corporate identification, an otherwise great pitch can do more harm than good, by possibly confusing your company with someone else’s in the customer’s mind.

Include these six necessary ingredients in your next ad or presentation, and enjoy the three-part reward of a story well told: Attention earned. Message received. Sale made.