In this article, I share the kind of thinking that will enable you to repeatedly overcome adversity and progress – even as an entrepreneur breaking new grounds in a very difficult environment – to pursue authentic success, with honesty and integrity.

1. Development Of A Positive Mind Set:

A lot of people out here are so good at TALKING about how to be positive in spite of failure. About how never to give up, no matter how difficult things get – or even when friends and loved ones stop believing in, or abandon you.

Yet, I can tell you, from over eight long years of personal experience (tinged with uncountable bouts of loneliness, and lack), that very few people actually apply these principles in their lives when they are faced with those difficult situations.

I am not trying to make myself look good here, but my insistence on earning a living, supporting my family, by developing MS Excel-VB driven software and web marketing systems, NEVER won me any fans amongst those who knew me.

Yet, I stayed committed. Too many people who were irked by my refusal to do something else, year in, year out, even went as far as scheming to frustrate me. I have gotten numerous phony calls and emails, from people hiding their true identities who tried to play mind games on me.

They typically pretended to be interested in my product or service, when in reality all they wanted to do was make fun of me, if I fell for it. Sometimes – especially in the early days – I did, but over time I learnt how to protect myself.

My positive mind set has kept me going this long, to the extent that today, my client profiles have taken dramatic leaps to include larger businesses, that I never stood a chance of getting noticed by, when I was starting out.

2. You Will Need Mental Stamina:

In the course of my work out here, I have studied a lot of people, and come to realise that most of them are really good people – deep down. Many do not want to be crooked in doing business. They do not really want to cheat others, if they can avoid it.

Unfortunately, they have not developed the ability to ENDURE prolonged suffering without seeking undignified outlets to escape from it.

And this is what leads them to begin cutting corners! Take it from me – it is not easy to stay straight and honest when you have nothing to fall back on. When you see your spouse and kids threatened with lack of food or other necessities, on a repeated basis, THAT CAN make you change into a not-so-good person.

This is what makes many people in Nigeria feel “tired” of fighting or resisting fuel attendants who randomly impose unlawful fines or levies on them, whenever they have to buy fuel during so called periods of scarcity. People like me who have constantly refused to give in to their demands, and who stuck to our guns even when fellow citizens criticized us for playing “holy” now enjoy the benefit of being “recognised” by those greedy attendants, and reaping the rewards of being able to buy fuel at normal rates, without paying ANYTHING extra!

That’s what mental stamina can do for you. It makes it impossible for adversity to wear you down or break your resolve or commitment to your goal. No one is born with it – you DEVELOP it. And I offer PRACTICAL, personal, and confidential coaching to help interested persons develop this important aspect of their Emotional Intelligence.

3. You Must Be Able To Visualise:

The ability to imagine what can be; to envision what is possible – regardless of what IS the current reality around you, is one that EVERY person who wishes to achieve his/her dreams MUST develop. The picture you create in your mind and/or the images that dominate your thoughts, if kept positive, and in tune with your desires or longings, will ultimately attract to you, those things you want.

This is not some fancy theory or hypothesis. It is a concept that has been proven to work in real-life for as long as man has existed. I am able to say this because I have read a book written on this subject as far back as the 1900s that attested to this fact. When you think back to the history of man’s invention of the airplane and eventual travel to space etc, you will begin to understand why this is true.

In my journey to entrepreneurial stability and maturity, I have successfully used this principle to make myself relevant and in increasingly greater demand, by my preferred target audience, for my unique range of products and services. For instance, I recently got paid N2,500 (Current exchange rate: N150 to $1.00) per article of approximately 750 words, by a client, to write sixteen (16) new articles for use in his website marketing campaign, right here in Nigeria. And this is not the first time it has happened.

Most people out here only know something like this to happen in developed societies. A lot of people out here even try to get hired to write – via the Internet – for people based in developed societies, but are often unsuccessful. What I have successfully done is to create the same lucrative market for myself right here in my country. And all it took was my ability to hold my vision, and take practical steps to actualize it.

If you want your dreams to come true – start imagining in vivid terms what exactly you want to SEE or FEEL when you achieve your dreams -and then take definite steps to work towards achieving them. It is the key to your ultimate success.

Final Words – It Starts With How You Carry Yourself

You must come across as self-assured, confident and enthusiastic to the person you approach with your product or service offer, or indeed anyone you have to interact with. And you must KNOW your stuff – or subject. This goes without saying.

One Example:

I have entertained friends and clients with the story of how, back in 2007, I entered an office in Ikeja area of Lagos, to introduce my custom spreadsheet software development service.

The owner of the company was so amused to hear me say I could develop software for him using MS Excel that he burst out laughing so many times, as I spoke. Eventually, he turned to someone seated next to him, and pointing to me said “Can you imagine him wanting to teach me Excel? I know more Excel than he knows! What can he possibly teach me?” Looking at me, with a mocking expression on his face, he said with a tone of finality “Anyway, I wish you all the best”.

All my handwritten testimonials from past clients – including two well known companies he was familiar with – did not impress him. As I left that day I had to muster all the courage I could, to avoid feeling depressed. I shook off the embarrassment of that experience, and continued my foot-solider-marketing. And it was a good thing, I did so.

Guess what happened? Before the end of that day, I had won a project to build an Excel-VB driven software for a medium sized hotel in Omole Estate, Phase 1 in Ikeja, Lagos. And I went on to sell THAT same application to another hotel in Ikeja less than ONE month after finishing it!

Looking back, I realise that it was the way I carried myself that often “won” over the clients. I always presented my offer in an engaging manner – using very graphic illustrations that instantly communicated the benefits they wanted. I NEVER let past unsuccessful sales attempts faze me one bit. THAT was the key! Anyone who wants to succeed in selling to others will need to master this ART.

One more thing:

It’s NOT necessarily how good your clothes look, but how good YOU look. Think about Arnold Schwarzenegger dressed as a barbarian. Even though he’s dressed in rags, he still looks “good” to behold. His physical presence commands attention from people of both sexes. Am I saying you should go and build muscles in order to succeed more? No, I am not.

But Zig Ziglar did let on in his writing that at some point in his salesmanship career, he decided to do more workouts to build his physique so that he could look more presentable. In my case, I have found staying physically fit not only makes me look physically good, it also helps me stay mentally sharp and alert – an asset that has paid off in terms of my being gable to deliver earlier than clients expect by working longer hours than they anticipate I can.

More importantly, the way I walk, and the fit of my body to my clothes, even when I wear the exact same ones day after day, has often helped me focus clients on ME, and my message, instead of what I am carrying or wearing.

You May Not Have The Means To Dress Well Enough:

I feel a need to hammer a little more on this point. Some people feel if they don’t have enough good clothes to wear, they will not be able to impress, and succeed. I argue that not everyone will have the means to buy good clothes, shoes etc to wear and impress those s/he wishes to win over. Sometimes, you just have to make do with what you have.

In these situations, the way you carry yourself, and how to engage the attention of your target audience will prove crucial in directing their attention to YOU, instead of what you are wearing.

Trust me on this – I HAVE been there and done just that, many more times than I can count. In fact, some of my new clients have confided in me that they hired me because they felt I “looked and sounded competent”. Now, THAT is what you want your clients to do – hire you because of the perception you have created in their minds that they will benefit by doing so!

This article describes a simple but highly effective self improvement formula I developed over a decade ago, that can be applied in any situation towards using setbacks as stepping stones to achieve authentic success.

It works for both self-employed persons and employees, who want to know how they can turn a blunder they make, into an opportunity for personal or career advancement/success.

In life, there will be times when things do not happen in the way we plan for them to. Sometimes, it may be our fault, and other times, it might be difficult to even determine the cause.

What is most important however, is that we carefully analyse what happened and decide on a solution that will enable us prevent a re-occurrence in the future.



Too Many People Are Afraid Of Failing Or Making Mistakes

They think it is better to play safe by not taking any risks. What they fail to realize is that they deprive themselves of the opportunity to “grow” by their unwillingness to venture beyond the realms of what they already know, or are comfortable with. They remain in their “comfort zones”, and by so doing miss out on valuable learning opportunities.

“I have made mistakes, but I have never made the mistake of claiming I never made one”
– James Gordon Bennett (1841 – 1918) Journalist

There is a saying that “you have not failed until you give up trying to succeed”. When you try to achieve a goal and things fail to work out, you can try using this formula: W x R(to the power of 3) i.e. Withdraw, Reflect, Refocus and Return.

Let’s take them one at a time:

Withdraw
– Step away. Take a break – maybe a stroll to a quiet place where you can free your mind from the potential worries about the problem. Alternatively, relax your mind by reading a book or doing something else that has little to do with the problem that occurred.

Reflect – Analyse what happened and try to establish what went wrong to cause your failure. You will need to be honest with yourself here. (Maybe a close associate or confidant might come in useful to help inject some objectivity into the analysis. Note that I said “Maybe”). At the end of this process you should have identified (possibly written out) specific aspects of your failed plan most likely to have caused the problem.

Re-focus
– Here you will take the findings from the Reflect stage and use them to decide on modifications that will be needed to make your plan work when next you try to achieve your goal.

Again, here the benefit of input from other “trusted” persons(close associates who share your vision, and sincerely empathise with you) could be explored. Just make sure that those you invite (as Napoleon Hill warned) are people who DO NOT take defeat or failure seriously.

You should end this stage with a clear idea of what you need to do differently or better when next you try out your plan.

Return
– You take your modified plan back to the real world and try again to use it to achieve your cherished goal!

IMPORTANT NOTE:

Now, in all likelihood, as has been my personal experience, this entire process can happen within a very short period(hours, minutes or seconds even) depending on what the problem is and how much experience you’ve had with it previously – or the nature of circumstances under which it has happened.

As such, I expect that if at all you decide to, you will adapt the above elements to suit your needs in planning how you may deal with setbacks that come your way when they do occur.

I will now share with you an actual experience I had in which I applied an adaptation of the WR3 formula to turn a major blunder I made on my first night shift duty into a career advancement opportunity two(2) months later.

A True Career Story

As a Trainee Brewer in Guinness Benin Brewery, I went through a harrowing experience on my first night shift as Brewer On Duty. Before then I had been attached to senior, more experienced brewers who had put me through on how to supervise the workforce, and do the various calculations for managing the brewing process.

1. Some Background

During my training I had been particularly uncomfortable with the use by the older brewers of calculators in computing weighted averages for as many as nine(9) beer parameters for each bottling tank to be blended. It was not uncommon to see a duty brewer punching furiously at a calculator while the operator waited for him to finish and pronounce the quantities of beer and other additives to be used for filling the next bottling tank.

There were times when to correct some poor beer parameters, we had to blend mature beer from up to four different storage vessels into one bottling tank to produce beer with the right parameters for bottling. Can you just think about what it must have been like using a calculator to compute weighted averages for parameters of four (4) different volumes of beer to get one set of nine(9) parameters for a bottling tank? Pure drudgery I tell you!

What I found most difficult to accept was the fact that despite the presence on the brewers’ desk of a desktop PC with Lotus 1-2-3 spreadsheet on it, the brewers all kept using the calculator for this very complex task. To be fair to them however, very rarely did any of them make the kind of error I eventually did in their calculations. I guess that was because they had become very good at it over time.

For rookies like me however, the learning curve was simply too(needlessly I thought) steep, and the entire routine too prone to avoidable errors. I did not like that one bit, and felt I could never get used to working that way especially when a spreadsheet offering better value was in the PC on my desk! So, I made a mental note to explore using the spreadsheet to compute beer blending and make up volumes whenever I was on duty. But for that first night shift, since I was just starting, I settled for the calculator – a decision I would later seriously regret.

2. The Fateful Day/Event

Here’s what happened. That day, after reading the handover notes, I knew it was going to be a long night. My department(Brewing) had been struggling to keep up with the bottling lines which had been enjoying smooth operations since the start of the day. We had only one full tank of beer left, which was already being blended to two bottling lines at the same time. I checked the combined speeds of the lines, and estimated that it would take them another hour and a half to empty it. If I was to avoid a beer outage, I would have to ensure I got another full tank into the bottling hall before that time.

Unfortunately we did not have comfortable stocks of matured beer – with good parameters – ready for blending. This was mainly because the centrifuges had been acting up, failing to stop yeast from getting into the filtered beer. To cut the long story short, I managed to send two half tanks of beer to packaging. That should have bought us enough time to send another full tank in within 2 hours.

But alas, it was not to be! By the time the laboratory analysis came out, the beer color turned out excessively high for both half-tanks – way beyond what the company specifications permitted for bottling. I was devastated, but nothing could be done at this stage, other than to watch the two bottling lines run out the remaining beer from the last tank!

The beer outage lasted over four hours. It was painful – and embarrassing – to see the idle men and machines waiting all night for me to get a new stock of beer for them to continue the work they were paid to do! Just before my shift ended the next morning, I was able to send one full tank to packaging so bottling resumed as the morning duty brewer took over. By then however, the damage had been done. My inability to keep the lines going had meant the brewery’s chances of meeting the bottling volume target for the week had been severely jeopardized. I shuddered at the thought of what my boss would say. He had specifically told me to ensure we did not run out of beer. I felt very bad for having let him down.

3. Applying An Adaptation Of The Formula

Downcast but still puzzled as to what could have led to such gross miscalculation on my part, I went back to the brewers’ office and checked the paper I had used for my calculations again(this was the “Withdraw/Reflect” stage ). That was when I noticed the error I made in computing the amount of Guinness extract to be added to the beer. In my rush to supply the needed figures to the operator, I had inadvertently punched in a wrong volume of mature beer to be added resulting in the calculator returning a much larger volume of Stout flavouring extract than required.

As soon as I realized this, I could not help instantly thinking that if I had been looking at a computer screen with all the tank volumes and parameters typed in, and formulas returning the estimated volumes to be added, I would have had a better chance of discovering my error earlier!

There and then I made up my mind to develop a spreadsheet that would enable me accurately and reliably calculate needed make-up volumes for beer, and additives blending whenever I was on duty(this was the “Re-focus” stage).

Over the next two night shifts, I began building a Lotus spreadsheet(this was the “Return” stage) for my calculations, gradually modifying it to accommodate every possible scenario I could anticipate – including documented occurrences I had been told about by my senior colleagues.

4. Testing The Solution Developed

Eventually, after about a month, my spreadsheet had become a close companion that helped me safely plan for accurate beer blending for bottling whenever I was on duty. I never bothered to tell anyone about it because as I said earlier, my senior colleagues were mostly quite comfortable using the calculator. Also, a few had scoffed at the idea of totally converting all the calculator dependent computations for process management and report generation to PC spreadsheet format as I had proposed when I first joined them. So I thought it would be easier and better to simply use it for myself.

5. Solution Is Adopted By Entire Department(Success!)

As fate would have it however, my boss – Greg Udeh – one day walked into the office and saw me using the spreadsheet, which I had named “Beer Racking Projection Table”(“Racking” being a term describing beer make-up and transfer from the storage/maturation area into bottling tanks).

He asked me what I was doing with the spreadsheet. I demonstrated how it worked – including how close(to +/- 2 units) the computed final results it gave often were to those the laboratory returned by their analysis of the blended tank. I had actually been carefully collating the results from the lab and comparing them with the spreadsheet’s computed parameters for each bottling tank that was filled. The high degree of positive correlation between the computer and lab results was glaring.

That benefit, in addition to over 90% reduction in time taken to do weighted average calculations for beer blended to packaging, and increased flexibility in choice and number of storage vessels used for blending instantly appealed to Greg.

Suddenly, it became obvious that brewers could safely dispense with the exclusive use of calculators for this task, as all nine(9) parameters for blending of up to 4 mature beer tanks could be seen at once in a printable on-screen (projection results table) format. Necessary adjustments in volumes of beer, additives etc could also be easily made to achieve the desired final beer parameter specifications.

At the next departmental meeting, Greg announced the existence of the spreadsheet and asked me to put all other brewers through on how to use it. From then on, the entire department formally adopted the Racking Projection Table. As you can imagine, I got noticed for this and other similar solutions I would later develop for use by the department.

Summary

But if you recall how I began this story, it was a very unpleasant first attempt at doing my job the way it had always been done by those who taught me to do it, that led me to find a better way of doing it myself.

If I had simply given up and not challenged myself as I did, in order to better equip myself to do a better job next time(and so avoid making the same mistake again), it is unlikely that I would have developed the spreadsheet that eventually became useful to many others. The moral here is:

“It’s not what happens to you that’s important. It’s how you deal with it” – Can’t recall who said this!

People may say “I told you so” or laugh at you etc. Yes, you may have made a mistake. Maybe you were overconfident. The important thing is not that you have now fallen.

No. What should matter to you is what you get out of the experience. Do you know more to be able to do better next time? If your answer is “Yes”, then you have absolutely nothing to worry about.

No matter how sensational your failure or mistake is, you can pick yourself back up, and try again and again, more intelligently each time, till you succeed.

Let them laugh if they want – it would not be the first time people who eventually achieve phenomenal success get laughed at before they succeed!

There is a part of the lyrics of England’s Manchester United Football club’s marching song(“Stand Up For The Champion”) that I love so much. It goes thus: “When I fall down, I have to pick myself back up(2ce)”.

It does not say “If I fall down”. It says “When”. Periodic setbacks are inevitable, but when a true champion falls, she picks herself up and tries again, and again UNTIL she succeeds.

In or out of paid employment, the principles described in this article can be successfully applied to turn a bad situation around for the better. No special skill or talent is required. You only need to be willing to try.

NB: This article was first published online on 21st June 2006.