3 Ways to Create Self-Motivating Urgency
(This is a guest post from the lovely David and of Postcard Perfect. One of his taglines is “Because frankly, ecards are kind of lame.” You can see why he fits in well with IttyBiz.)
Want me to swear under my breath? Ask me the following question:
“How’s PostcardPerfect coming along?”
I suppose I should explain. PostcardPerfect, my one year old home business start-up (unofficial slogan: “bringing sexy back, one postcard at a time”), went from an exciting initial launch to a flat-line of progress. Frankly, it’s embarrassing. For the last six months I’ve been answering said question with some variation of: “Umm..you know….it’s coming,” which, of course, is just code for: “Nothing’s changed, get off my back.”
The animosity, however, is not because the business is doomed. It’s not because people aren’t interested in the product. At the end of the day, it’s because I have done very little recently to move things forward.
Why? It’s not because I’m “just lazy” (I made it this far, right?), and it’s not because I don’t know how to proceed. No, I think it’s something else entirely.
I think it all boils down to a lack of urgency.
The problem is that I’m surviving. Every day I go to work (day job in the corporate world), and every month I pay my mortgage. There’s no urgency. You could work for yourself and be in the same boat.
If your basic needs aren’t being threatened, you probably lack urgency.
Contrast that with home business owners that have to fight to keep food on the table. There’s no contest. Things I casually avoid (cold calls, for example), they make themselves do. What I perpetually push off to “next week”, they accomplish today. While I rationalize time spent reading blogs as “working” (professional development?), they are getting results. Know why?
Cause they have no choice.
They’re in a position that requires going full steam just to survive. They have urgency. So, how do I get back on track?
The catch is that you can’t really fake urgency. Either you’re down to the last package of ramen, or you’re not. So, short of putting yourself in a overly risky position (for me it’d be quitting my day job), the only way around it is to play mind games with yourself. Here are some tactics that I’ve used in the past:
1) Create external deadlines
The trick is to set events in motion that will create consequences if you fail to to do something by a set date. For example, when trying to secure retail space in San Francisco, I needed to talk store managers. Cold calling gift shops and trying to pitch a brand new concept wasn’t exactly something I looked forward to. Consequently, I kept avoiding it. Finally, I just booked a flight (I’m in Chicago) a couple weeks out. For fear of having nothing to do when my plane landed, I had no choice but to pick up the phone and start setting up appointments.
2) Put things you’re avoiding on your calender
As we learned in tactic one, I’m not big on cold calls. Unfortunately, at this stage in the game, they’re required. Another way I’ve forced progress is by booking a conference room at work for 30 minutes mid-day (I’m salary…believe me, I make it up). When the time comes it’s just me, a phone, and my list. No distractions. No excuses. The calls get made. This has proved much more effective then hoping I get the urge on my lunch break.
3) Set short-term resolutions
I started using new month resolutions a few months ago and have found them to work fairly well. Essentially, they are new years’ resolutions with a light at the end of the tunnel. Telling yourself that you’re 26 days from reaching your goal is much more encouraging than 11 months and 26 days.
Another thing I’ve found is that they work better as action, rather than outcome, goals. Meaning, I’m better off committing to 30 minutes of cold calls per day than I am to closing five deals in a month. Essentially, it removes excuses in advance. I can control the time I spend. I can’t as well control the end result.
So that’s it — three simple tactics I plan to use to motivate myself to near-urgency levels. I’ve seen them work before, and I’m pretty sure that if I make an effort they’ll work again. So give me a couple weeks, and then feel free to ask me “How’s PostardPerfect coming along?” With any luck, I’ll be glad to tell you.
PS. What did I miss? What methods have worked for you?
[Editor's Note: It would be really cool if you could stumble this post and give David some love.]
heh. That sounds just like my bakery. It’s going well, growing slowly, but I need to expand. I’ve known this for months, but haven’t got my plan together. Haven’t really figured out Step 1 of the great expansion project. Day job is paying the bills, so why rush, right?
Thanks for the tips. I’m pretty good at ignoring calendar entries though. I’m thinking of inviting my top 10 customers and my in-laws to the grand opening of my new space, before I have a new space. Now that’s motivating!
Mark
PS — thanks to Naomi for inviting you over, too. I checked out your blog and it looks really interesting. Great post about the vegas scam artist! (http://postcardperfect.com/blog/?p=97) It probably cost me ‘first commentator’ karma on this post but there you go.
“New Month’s Resolutions.” Love it. :-)
I am exactly here. Not growing as much as I’d like, but not facing eviction and starvation, so…
I’ll set deadlines with clients, even when they don’t give me one. “When do you need this?” “Oh, some time next week.” “I’ll have to you Tuesday. Will that work?” Now, in both our minds, the stuff is due Tuesday. This is motivating!
So true. Every time I go to my dayjob I have a panic attack like “Why the hell am I still here? I need to do something!” but then when I get to go home, the urge to do something becomes more faint because I’m no longer at the place I hate. But honestly, besides telling people about my work and adding more art and prints to the store, among other things to help the business, I really don’t know what else to do or how to do it.
Great post! I really like the “New Month’s Resolutions”. I have been walking around the idea of starting up my own massage therapy practice for about a year now, but like others here, my bills are paid, so why get started? It’s nice to know others are in the same boat, and it’s great to hear how other people are combating the problem.
On another note, I don’t know if David will read these, so I’ll try to remember to drop him a line directly, but I love his Postcard Perfect idea. Especially the kiosks that let you send a card from the memory stick in your camera. While it may not be as motivating as starvation, I hope a big kudos from a random chick on the net helps a little!
@ Mark - Set the date and go for it. The embarrassment of having to cancel the opening should provide ample motivation.
@ Dave - Thanks!
@ Matt - Exactly. Setting a deadline (even when nobody is asking you for one) helps a lot. The key is making sure that the people you announce it to will come looking for you if you don’t deliver.
@ Tanya - Not sure what else to do? Sounds like you need some IttyBiz consulting…
@ Margot - I <3 random net chick kudos.
Hire a Dominatrix - uhh I mean,…..Biz Coach? A friend, a real estate sales broker ,did that - it worked for her to a point. But actually, I probably get her to stay more focused on her numbers better than anyone else. (hmm…is there a job op I’ve missed thinking about?) She said she needs to feel accountable to someone…….so as a nice friend…..I’ve been on her ass about her books and her numbers. Get a friend who knows biz to look at your books and ride you about it. It’s easy and it’s free. For me, I like knowing that I am helping her succeed. She says just knowing that I’ll call puts some fear into her.
Make yourself send money to an organization with values you don’t agree with. $100 donation after 2 weeks, $200 after 4 weeks - etc - you wont’ want to write that check more than once. I have never needed to do this - but it scares the shit out of me to think of sending my hard earned dollars to a group that I find has no redeeming value.
The other thing that works for me, is just plain curiosity. When I have to make a cold call - this is how I start:
The first few names on the list - become - “research calls” - I’m not selling - I’m just doing “research” - so it’s easy to pick up the phone- because in your voice - that is what they hear - and they are more likely to speak to you. I’ll even change my name and say I’m calling for my company- doing some primary market research. It’s amazing how easily the dialog flows - people actually want to be quite helpful. And then suddenly, it’s so much easier to pick up the phone for the next call and the next call and the next call. If people think you are listening to them - and doing the research - they can go on and on and on. It really does work. I am always amazed at how many people don’t do this kind of thing. It seems so natural to me.
Stop dreaming. I know, I know this one is really hard. You picture all these great things in the future…..you see where things could go - you do the math and multiply x this and that - and you dream about how great it’s all going to be. Optimism abounds. You have all these other really great ideas - all these ad-ons, these great product ideas- you see where it all can go. STOP! Bullshit! Cut the crapola - and stop dreaming. Ideas alone don’t create value. Is what you are doing of some value? If it is - then focus - get it done. Are you bored already? or bored with the mundane tasks? We all have those parts of our jobs. Focus. Focus. Focus. Dreaming is a great way to start - but it doesn’t get the work done. So when you start to hear yourself say…..”Wow! I just had a great idea….” Pick up the phone and make that cold call instead. Leave the dreams for another time…..you know they won’t go away - you couldn’t make them if you tried.
Good guest post. Made with the funny. I love it.
I just start making promises. I’m a complete sucker for my own honor. Seriously. If I said I would call you at five, I will call you at five, come hell or high water. So if you have to cold-call people, send them a quick email or a voicemail when you know they won’t be around, and say, “Hey, I’m David and I’m hoping to talk to you about meh meh meh, I’ll give you a call Tuesday at 2:00.”
Two things happen:
You prove that you are a reliable sort of person with whom it is pleasant to work.
You are no longer making a cold call. You’re keeping an appointment.
It’s my favorite trick.
I found this post VERY interesting. Thanks David. I hope things get better with your venture. Combine a lack of urgency with being completely time-poor (for example, when you’re juggling a home-based business with looking after a small child, like I do) and it compounds the problem. I’ve enjoyed reading the suggestions made here, including those offered up in the comments (that’s the sign of a great blog article, when content is thought-provoking and the comments give the reader even more to work with).
@ David: Great post! You touched on a few of my weak spots, but my worst one is that the more urgent things become, the more I balk. I know, it’s weird. By the time I’m taking action, it’s after the fact rather than preventative. Hmmm. You’ve given me some things to think about, though. I like the new month’s resolutions, too. Thanks!
@ Tei: PERFECT! What a great idea! I like the trick. I just wonder if I could do it. I’m a person who keeps her honour too, but in light of that, I’d probably not send the email in the first place. Lazy? No. Chicken-shit? Hell yes.
Stumbled! Completely empathize with you, David.
I think you’ve captured a lot of tricks. what I’ve found most helpful is to FORCE YOURSELF INTO COMMITMENT. That will create both external and internal urgencies that will make you turn things in and get things done, much like you most likely turned in papers on time back in school. Here’s my advice on this (via a guest post I did on Dumb Little Man).
Hope that helps, and good luck with the site!
I.
Love.
This.
Post.
Totally hit home. I, too, am in the same boat. While at the borning-as-heck day job I constantly think about escaping but once home, after dinner and the kid is put to sleep the motivation I felt went… somewhere.
I like the idea of creating external deadlines. For me, it’s talking things through with my wife - which makes the situation “real” - and listening to her objective (somewhat) viewpoint.
Taking steps towards my own goals partly because I know she’ll be hounding me a week later about them based on our discussions.
Whatever works!
@ Laura - Whoa, you should be the one guest posting. I love the “market research” idea. The sending money idea reminds me of a company I just read about that lets you set up contract with yourself and sends the money to charity if you don’t keep it. http://www.stickk.com
@ Tei - “Make an appointment” tactic - Brilliant.
@ Tracey - Thank you. I hear you on being time-poor. Thankfully no kids yet, but if it were up to my wife…
@ Steph - Glad to hear I’m not alone. We need to form a support group.
@ Jared - I just read that people with deadlines set by others outperform those that set them for themselves (Book: Predictably Irrational by Dan Arieley). I think that’s why setting up external deadlines works so well.
@ Jeff - Thank. You. Very. Much. You can join the support group with me and Steph…
What scares me into action is the thought that I might find myself doing the same thing, same time next year. I know I won’t survive that. I left corporate for the challenge, flexibility and change. When the daily becomes the weekly becomes the monthly I get scared that I may have created another corporate same-old-same-old. This makes me intentionally plan next steps. What does growth look like? What structural changes will accommodate new projects? I don’t change big-time all the time… I just contracted a virtual assistant and am learning how to best utilize this service. Baby step but change nevertheless. And that energizes me to peek around the next corner. (this is how I sound on an ‘up’ day…)
David,
A great post. Faux deadlines and New Month’s Resolutions always work to keep me moving, at my ittybiz or at home. I heard once that it takes 30 day to make a new habit, so without calling it that, New Month’s Res. have been a part of my world for a long time.
Laura,
Market research! I had to do “interviews with famous architects” as an assignment in college (yep, locate architect everyone in class will know, get through his or her system of secretaries, and bag telephone interview), and I have never forgotten how much people love talking about themselves. I use your tactic all the time, because the phone is really not my thing, and it is genius!
Tei,
I have never tried the email-first idea but it is super and I am going to use it. I know what you mean about being a sucker for your own honor.
Naomi,
Thanks for letting David do a guest post. His writing is super.
Regards,
Kelly
@ Steph @ Tei: I had to laugh because when I read Tei’s excellent suggestion my first thought was the same as Steph. My procrastinatory rationalisation reflexes would know that the appointment making email/phone message is just the cold call in another guise and resist anyway.
Maybe we could combine this with the external pressure suggestion and provide a friend with the list of email addresses and a standard contact mail. Invite said friend to randomly email (with a cc to you) thereby auto-creating the appointment you have to keep.
Ah, the lengths we go to to outwit ourselves.
Fab post, David - I love the idea of new month resolutions and will adopt it immediately (well, at the start of June). I also like the whole concept of Postcard Perfect because you’re right, e-cards are lame and I hate getting them.
@Laura & Tei - they’re both great pieces of advice that will also be implemented soon.
@ David @ PostcardPerfect: I think you’re right but my bank account doesn’t agree with that.
David -
Get in touch with me via twitter (@davenavarro) - I’d love to feature your service on my blog soon.
Yay D@PP! Kudos to Naomi for knowing David would deliver — great tips, great post — and I’m sure it wasn’t easy to get yourself to write it.
One thing I might add, on your topic of urgency (which I thought your post would be about) — the urgency of the PRODUCT or service.
Your terrific PostcardPerfect is more necessary to the buyer when they perceive an urgent need for it. Since postcards/snail mail have a built in wait-factor, this is tougher, but you can still play up the fear of the urgent need, by offering a calendar of prepared postcards to go out on specific dates; or address the fear of forgetting a birthday card situation, you’ll database it and they can forget it. Or your buyers can use the urgency factor they know their clients will feel and tickle it with your postcards. I’ll send two weeks before a contest I know they’ll want to enter will open/expire, so they can hire me in a panic to XYZ. Urgency — great reminder. (And Naomi’s post on StomperNet shows how well ‘urgency’ works.)
We’re rooting for you — now I just gotta go order some!
@ Rudy - That’s the same fear that makes me plan next steps. The trick is taking them from plan to action.
@ Kelly - Thanks!
@ Nicole - Good call. For some reason they seem to work if done in tandem with the calender months. I need to start drafting mine for June too.
@ Tanya - Again, I fully empathize. I hear she starts dirt cheap though…
@ Girlpie - As always, great suggestions. Thanks.
Late to the party…damn, I hate that.
I’ve often written/said that the only thing that makes people really strive for change is discomfort - as long as we are living relatively comfortably, the urge to change is relatively weak.
Facing ramen every day, though, would be enough to prompt changes that, in a small business arena, supports the bottom line - generating profit.
It’s just part of the irrationality of people that moderate doses of discomfort and misery spread out over a lifetime (i.e. a lot of people’s careers) doesn’t register the urgency meter as much as an extreme dose of discomfort and misery over the short term. Another analogy: we don’t worry about the debt overhead we’re in until we reach the critical point in which we can no longer pay our bills. Only then does it register that we’ve been overspending.
Great tips here.
[...] leads me to my next little bump. Wednesday, Naomi put up a fantastic guest post on motivation from David. First off, the post is excellent, so go read it, and then come back and [...]
Thank Gawd I’m not the only one who puts the uncomfortably un-necessary off. (I’m not starving - yet!)
You’ve got me thinking. (Now will I do anything about it?)
Awesome article. I find myself working 10x harder during the last week of the month because I know rent and all of my other bills are to be sent out on the first of the month. I will put these things into action though for the other three weeks of the month :)
[...] some of you already know, I guest posted at the very cool (and immensely more popular) IttyBiz.com last [...]