In the ever-evolving landscape of business, the delicate dance between honoring tradition and embracing innovation is a critical one. Are you so bound in the past that you fail to focus on the future? Or are you so forward-looking, you ignore the values and traditions of your previous work?
This past weekend, Tammy and I attended the Past National Officer reception at the National FFA Convention. FFA (formerly the Future Farmers of America) played the primary role in my training for leadership and in speaking. It was an absolute blast to reconnect with so many great friends. However, what struck me was that the organization had the National FFA Officer team of fifty years ago present the opening ceremonies for the 30,000 students — mostly of high school age — in attendance.
You might think that these kids wouldn’t want to hear six 70-year-old men perform a 7-minute traditional ceremony — but that would not be the case. They cheered as if their favorite team had just scored in the final seconds of the big game. The FFA members were displaying they knew an important lesson we should all learn.
As we reflect on the legacies that have shaped industries, it is imperative to pay respect to past traditions; they are the bedrock upon which we build the future. However, revering tradition does not mean we should be ensnared by it. The art is in leveraging the foundational principles that defined our yesteryears while pivoting with agility to meet the dynamic needs of today’s customer experience.
Consider Apple, a company that respects the innovative spirit of its co-founder, Steve Wozniak (a fellow member of the In Residence faculty at High Point University), yet is not shackled by its past. Apple continues to push the boundaries of technology and design, all while maintaining a user-centric approach that has been the hallmark of its brand since its inception. This is a prime example of a company that transforms consumer expectations into customer experiences, all without losing sight of its core values.
Similarly, Netflix, under the guidance of co-founder Marc Randolph (another HPU colleague), revolutionized the home entertainment industry. It started with a traditional mail-order service and then boldly transitioned to streaming, leaving behind its old business model to adapt to new consumer behaviors. Netflix demonstrates the quintessential transition from respecting the past – note, not remaining in the past – to pioneering future possibilities, thereby crafting an ultimate customer experience.
My client BMW is another brand that honors its tradition of German engineering excellence, while also being a frontrunner in automotive innovation. The company’s commitment to producing the “ultimate driving machine” remains unwavering, yet it simultaneously forges ahead with electrification and autonomous driving technologies. This fusion of heritage with futuristic vision exemplifies the balance of honoring tradition without being trapped by it.
As we navigate the waters of change, we should reflect on our traditions, not as an anchor, but as a compass.
Our history is a source of invaluable insights and principles that can guide our innovation. Yet, to deliver the Ultimate Customer Experience ®, we must be willing to disrupt the status quo, to challenge the traditional ways of doing things if they no longer serve our contemporary customer.
Businesses that excel in innovation understand that tradition is not a destination; it’s a part of the journey. They honor the past by building upon it, not by staying within it. They recognize that to be remarkable in today’s market, to truly stand out, they must deliver an experience that is not merely different, but distinct. This requires an unyielding commitment to the present and future needs of customers, with an innovative mindset that is always looking ahead.
The Ultimate Customer Experience ® is a blend of reverence for the past and bold strides towards the future. As leaders and businesses, let us honor our traditions by allowing them to inform and inspire our innovative efforts.
In doing so, we not only pay homage to our origins but also pave the way for groundbreaking achievements that will, in turn, become the cherished traditions of tomorrow.
Today, I’m keynoting a major conference in the financial services industry being held near San Diego. Over 1500 professionals have gathered to discuss the present and future in the world of payments. Think about it for a second: you tap, insert, or swipe your card to pay for a purchase. In almost the blink of an eye, the information about your card is transmitted to card companies, payment processors, and banks. Businesses receive their payments quickly and you get your purchase secured instantly.
Here’s the problem – the payments industry, like many others, has improved its services and delivered to its customers at such a high level that we all take their work for granted. What do you do when customers assume you will consistently deliver excellence – so they stop paying attention to you?
It’s the curse of competence—when the exceptional becomes expected, and the extraordinary seems ordinary, your distinction in the marketplace can fade into the background.
There is a fine line between being reliable and becoming invisible.
In a world saturated with choices, customers often gravitate towards familiarity, comfort, and reliability. Businesses that consistently deliver on these fronts do themselves proud but risk an insidious outcome: being taken for granted.
This complacency from customers arises when they subconsciously perceive your exceptional service as the standard. The challenge, then, is to reignite the spark of distinction without compromising the quality that earned customer loyalty in the first place.
The first step to combat this challenge is recognizing that distinction in a commodity marketplace is not just about what you do — but how you do it. It’s about infusing the customer experience with elements that are unexpected yet deeply appreciated.
This can range from personalized interactions to innovative service delivery methods. It’s these nuances that can elevate a brand from a mere option to a memorable experience.
To create distinction, it’s crucial to innovate continuously. This doesn’t always mean grand gestures; sometimes, the smallest changes can make the biggest impact. For example, a handwritten note of thanks included with a purchase can create a personal touch that stands out. Innovation can also mean employing technology to provide smoother, more intuitive service interactions that save the customer time and hassle.
Another key to standing out is engagement. In an era where digital interactions are the norm, creating genuine, human connections can be a differentiator. Engage with customers beyond the transaction. Seek their feedback, not just through surveys, but through direct communication. Show them their input is not just collected – it is acted upon.
When customers see their voices shaping your service or product, they feel a partnership rather than a patronage.
An often overlooked aspect of creating distinction is employee empowerment. When employees are vested with the authority to make on-the-spot decisions in favor of customer satisfaction, it can lead to unique, memorable customer experiences. This empowerment also fosters a culture of innovation within the organization, as employees are more likely to suggest improvements when they feel their contributions are valued.
Consistency in excellence is also vital. While pursuing the new and different, a business must ensure that its foundational services remain unshakably excellent. Consistency breeds trust, and trust is the soil in which loyalty grows.
To be taken for granted is to be trusted, but to be distinctive is to be treasured.
Finally, as I have frequently written, storytelling is a powerful tool for distinction. Every brand has a story, and sharing it can create an emotional connection with customers. A story that resonates with your audience can transform your business from a faceless entity into a character in their life story.
Narratives about your brand’s heritage, your team’s commitment, or your community engagement can make your business relatable and memorable.
Being taken for granted is a testament to a business’s success but can also be a warning sign of potential stagnation.
Creating distinction in a commodity marketplace requires a commitment to innovation, engagement, empowerment, consistency, and storytelling.
By implementing these strategies, businesses can ensure that their customers see them as not just a choice — but the choice.
In today’s hyper-competitive landscape, it’s an unavoidable reality that everything you desire—be it for your organization, your career, or your personal life—is within the control of someone else.
Whether it’s landing a coveted job, sealing a business deal, or achieving personal goals, someone else holds the key. This makes the pursuit of distinction not merely a lofty ideal but a practical necessity.
As I’ve written extensively, my research and experience clearly show that creating distinction is your golden ticket to ensuring you’re the choice that stands out.
In a study published in the Harvard Business Review, researchers found that companies with a distinctive brand message were twice as likely to attract consumer attention compared to those with generic messaging. This distinctiveness cuts through the noise and positions your company as the go-to source in its industry.
Similarly, a LinkedIn study reveals that recruiters spend an average of just seven seconds reviewing a resume. In those crucial moments, resumes that showcased distinctive skills and experiences were more likely to be.
For organizations, creating distinction often starts with a unique value proposition. According to a study by Bain & Company, companies with a strong value proposition experienced 4-8% higher revenue growth compared to their counterparts. But distinction doesn’t end there. Emphasizing a culture of innovation, providing exceptional customer service, or adopting sustainability practices can also set companies apart.
On the individual front, professionals who continually invest in skill development are more likely to stand out. A survey by PwC indicates that 74% of CEOs are concerned about the availability of key skills among employees. By homing in on these ‘gap’ skills – the “life skills” taught at High Point University that I’ve spoken and written about — one significantly boosts their chances of being indispensable to an organization.
Having a distinctive profile—whether as an organization or as an individual—adds a layer of resilience during tough times. For instance, research shows that during economic downturns, companies with strong brand equity recover nine times faster than their generic competitors.
Moreover, distinction paves the way for sustainable growth. The Edelman Trust Barometer revealed that 81% of consumers must be able to trust a brand to do what is right before making a purchase. (I’ll be a featured speaker at the Trusted Leader Summit in early November. As my friend, David Horsager, CEO of TrustEdge, says, “Your biggest expense as an organization is a lack of trust.” For registration information, go to: https://trustedge.com/summit/ )
Distinction is the lever you can pull to swing doors wide open in your favor. By offering something uniquely valuable and continuously striving for excellence, you tilt the odds in your direction.
And in a world where someone else holds the key to what you desire, distinction ensures that you are too good to be overlooked.
In a world that currently feels saturated with negativity, it’s challenging, even for seasoned professionals, to maintain a positive outlook. It has long been one of my missions to prove that distinction in approach and perspective can be our most powerful tool in combatting this tide. So, how can you cultivate a distinct, positive mindset amidst the noise?
1. Recognize the Power of Your Unique Value
Every professional brings something unique to the table. Your individual experiences, knowledge, and insights set you apart. Embrace this distinction. When you recognize your own worth and the value you offer, negativity becomes less potent. Remember, the most recognized names in the Sales & Marketing Hall of Fame, including legends like Seth Godin, Dale Carnegie, and Zig Ziglar, leveraged their unique qualities to make lasting impacts.
2. Engage with Purpose
To stay positive, it’s crucial to clearly understand your purpose. Why do you do what you do? This isn’t just about your professional role; it’s about the impact and difference you wish to make. Engaging with a strong sense of purpose acts as a buffer against the prevailing winds of negativity.
3. Global Perspectives
Having spoken in about 40 countries, I can attest to the value of a global perspective. Drawing on diverse viewpoints and international trends broadens our understanding and allows us to see the larger picture. By recognizing that challenges and negativity are universal, we can more easily find shared solutions and positivity in collective triumphs.
4. Continuous Learning
The landscape of business and life is ever-evolving. By committing to continuous learning, you equip yourself with the tools to navigate challenges and consistently introduce new sources of positivity and inspiration into your life. Whether it’s a new book, a seminar, or a conversation with a colleague from a different field, always be in the quest for knowledge.
5. Surround Yourself with Positivity
While being informed is essential, incessant negativity, especially from media, can be draining. Be selective about the content you consume. Surround yourself with positive influencers, thought leaders, and resources that uplift and educate rather than pull you down.
6. Constructive Feedback
As an author, I’ve learned the invaluable lesson of seeking and embracing constructive feedback. While filtering out baseless negativity is fundamental, constructive critiques offer growth. Distinguish between the two and use feedback as a tool for improvement and positivity.
7. Practice Gratitude
In the pursuit of distinction, it’s easy to focus on what we lack or where we want to be. However, taking a moment to acknowledge and be grateful for our achievements, the people around us, and even the simple joys can be a powerful antidote to negativity.
8. Remember the Ultimate Customer Experience®
In business and life, our interactions matter. By striving to offer the “Ultimate Customer Experience®,” not only do we set ourselves apart, but we also cultivate a more positive environment. When we uplift others, we uplift ourselves.
While our world is filled with challenges and negativity, professionals have the power to create a distinct path filled with positivity. By recognizing our unique value, engaging with purpose, embracing global perspectives, and committing to continuous growth, we can combat negativity and thrive in it. As we strive for distinction, let positivity be the hallmark of our journey.
Earlier this week, a great friend of mine was subjected to negative comments on social media. The reason some cited was that she was a “phony” — because she always seemed so upbeat. As I posted, it struck me that we never say a negative person is a phony. That critique seems reserved for those who choose to express an optimistic attitude.
However, my experience and research has taught me that in the quest for distinction within any organization, one vital component resonates at the core of success: a positive attitude. A company with a culture infused with optimism doesn’t just thrive, it stands out. Here are six reasons why this essential aspect is pivotal in creating a distinctive business culture, no matter the size of your company.
1. Unleashing Potential
A positive attitude unshackles potential. It energizes, motivates, and inspires employees to transcend the ordinary. It’s about seeing challenges not as roadblocks, but as gateways to creativity and innovation. A culture of positivity instills a sense of purpose, propelling an organization towards distinction.
2. Strengthening the Customer Experience
As someone who has extensively studied, written, and spoken about organizational distinction and customer experience, I firmly believe that positivity is integral to delivering the Ultimate Customer Experience®. When positivity permeates a company, it’s felt by every customer. It translates to engaged employees, superior service, and ultimately, customer loyalty. The connection between a positive attitude and customer experience isn’t just theoretical – it’s proven, tangible, and transformative.
3. Cultivating Collaboration
Positive attitudes foster an environment of collaboration and inclusiveness. Diversity and unity thrive in an optimistic setting. Team members feel valued and respected, leading to stronger collaboration. This creates a synergy where the collective wisdom transcends individual capabilities.
4. Building Resilience
In the ever-changing global business landscape, resilience is a prized attribute. My friend, speaker, author, and someone who has conquered physical disabilities, Roger Crawford always states that a positive attitude equips an organization with the flexibility to adapt and the strength to endure. It breeds a culture where failure is seen not as a dead end but as a lesson learned, a stepping stone towards success and distinction.
5. Enhancing Profitability
Numerous studies from respected sources affirm that companies fostering a positive culture enjoy higher levels of productivity and profitability. Gallup, for instance, found that companies with engaged employees outperform others by 202%. A positive attitude is not just a moral booster; it’s a strategic business tool.
6. Becoming Iconic
As I’ve highlighted in my book, “ICONIC,” becoming an iconic organization requires commitment, effort, and a clear vision. A positive attitude is the fuel that powers this journey. It’s the beacon that guides a company from mediocrity to greatness.
The Positive Path to Distinction
Creating distinction is not about mere survival; it’s about standing out and thriving. It’s about embracing a positive attitude that sets the tone for excellence in every facet of the organization.
A positive attitude is not a by-product of success; it’s the foundational element. It’s what separates the good from the great, the ordinary from the extraordinary.
A positive attitude is not just the cornerstone of a distinctive company culture. It’s the heartbeat, the lifeblood, and the soul.
It’s not about being phony and it’s more than a business strategy; a commitment to a positive approach is a philosophy that resonates with human potential and aspirations. By nurturing a culture of positivity, we pave the way for distinction, innovation, and growth.
Ask yourself who you would rather deal with as a customer or a colleague at work: someone who acts as if they have a positive attitude about your business…or a sincere jerk who doesn’t care about how you’re treated?
Does positive thinking really create better results?
When my late wife, Sheri, and I were first married, her father took me aside to give me advice I’ve never forgotten: “Think big, and you will be.”
My great friend, Dr. Tony Alessandra, related that when he was working on his Ph.D. at Georgia State University, his professor was Dr. David Schwartz — known for the popular book, “The Magic of Thinking Big.”
And the late, great Zig Ziglar wrote and constantly spoke on the importance of how we think, telling his audiences and readers that we all need a “checkup from the neck up.”
It begs two questions: First, does how we think actually impact our results?
And second, if our thinking does make a difference, how can we change it to improve our attitude and, subsequently, our actions?
Most motivational psychologists suggest the answer to the first question is a resounding “Yes!” Just as exercise strengthens our physical muscles, so do our thoughts shape and mold our minds. Our attitudes are a direct result of our predominant thoughts.
For example, the Mayo Clinic lists these personal results from a positive approach:
Increased life span
Lower rates of depression
Lower levels of distress and pain
Greater resistance to illnesses
Better psychological and physical well-being
Better cardiovascular health and reduced risk of death from cardiovascular disease and stroke
Reduced risk of death from cancer
Reduced risk of death from respiratory conditions
Reduced risk of death from infections
Better coping skills during hardships and times of stress
When it comes to business, Harvard says, “Research shows that when people work with a positive mindset, performance on nearly every level—productivity, creativity, engagement—improves.”
Those are powerful results! To achieve them for yourself, start by asking:
What attitude do you want to have?
What kind of person do you want to be?
And remember: the attitude we display toward others is just a reflection of the attitude we have toward ourselves.
It all starts with self-acceptance: liking yourself just the way you are — warts and all. From that foundation, everything else follows. It will be difficult to like others if you don’t like yourself. If you don’t think highly of yourself, it will be tough to think highly of others. It’s hard to have a positive attitude when you’re trying to cover up a negative self-image.
Three steps to improving your self-concept are:
Choose your attitude. We need to start teaching students (and it’s never too late to learn) that attitude is one of the few aspects of life over which we have total control. If you decide to have a bad attitude, you can make yourself and everyone around you miserable with your negativity. If your choice is on the other end of the spectrum, you can have a stellar approach to what life puts in your path.
I promise that you know someone who has more difficulties than you and that has a better attitude than the one you currently possess. Conversely, I’ll bet you also know someone who has it better than your current situation who is still miserable and unappreciative.
Decide what kind of person you want to be. For example, my wife, Tammy, decided she wanted to be more involved in our community and give more to others because of her gratitude for our blessings. After making those decisions, she has become highly involved with a program called Cup of Hope that helps feed and inspire homeless men and women here in Las Vegas. Many people experiencing difficulties have been helped through her volunteering — and Tammy has grown into more of the person she desires to be by first deciding precisely what she wants.
Determine the price you’re willing to pay to achieve it. It’s long been called the “Coke bottle philosophy of life: No deposit. No return.” I heard a speaker once say the only time you ever get handed millions for nothing is if you win the lottery. I had to disagree — even to win the lottery, you have to go to the store and spend the money to purchase a ticket.
The question you must ask yourself is, what price are you willing to pay to achieve what you want? I can say that I want to write a book — but if I fail to put the seat of my pants in the seat of a chair and write…instead of watching television or going to a ball game…then it’s all just empty talk!
“Our attitude toward life determines life’s attitude towards us,” wrote the legendary Earl Nightingale.
My friend Brian Tracy has said, “You cannot control what happens to you, but you can control your attitude toward what happens to you, and in that, you will be mastering change rather than allowing it to master you.”
The second question — how do we change our thinking? — is just as important as the first.
Several speaker pals of mine use a critical quote: “In software programming, it’s popular to say GIGO: garbage in, garbage out. However, when it comes to how we think and how our minds work, it’s GIGS: garbage in, garbage stays.”
Just as there are exercise programs to get our physical bodies in shape, so too are there mental exercises we can perform to “strengthen our minds.” Here are some suggestions:
Read books and articles that inspire you and reinforce positive thinking. (Some of my favorites are the previously mentioned “The Magic of Thinking Big” by David Schwartz, “The Power of Positive Thinking” by Norman Vincent Peale, and “Atomic Habits” by James Clear.)
Find a mentor or coach who can help you stay focused on your goals and think positive thoughts.
Hang around people who are positive and upbeat. I’m always amazed at how my attitude improves when I’m around people like that!
Practice gratitude. Every day, make it a point to think of five things you’re grateful for in your life. You’ll be surprised at how this simple exercise can change your attitude for the better.
Make it a habit to think and speak words of encouragement to yourself throughout the day. Stop beating yourself up over every minor issue that doesn’t turn out perfectly.
Give yourself regular “attitude checkups.” At the end of each day, ask yourself how you did in terms of staying positive and keeping a good attitude. If you slip up, don’t beat yourself up — just resolve to do better tomorrow.
Just as it’s essential to take care of our physical health, it is just as vital to regularly monitor our mental and emotional well-being. When we pay attention to our thoughts and attitude, we can ensure we’re thinking positive thoughts that will lead to positive actions and results.
Resolve to give yourself a daily “checkup from the neck up” — and watch your life become more distinctive!
