If you give, you will receive

 

When is the time of year that most people think about giving? The first thing that comes to my mind is Christmas. Yes, you may be cynical and think that some people only think about the presents they will be receiving at Christmas rather than giving, but as I have matured, I’ve thought more about giving than receiving. This should be the same in business. If you give, you are more likely to receive. It doesn’t have to be a gift either, giving is part of building a relationship, and people will want to give to you more if you give to them.

A great example of this is a lady who was the Training Manager of a large corporation. We got on well but then she got made redundant. Instead of thinking that she was of no use anymore, I went for a coffee with her and gave her advice on the types of roles she may like to apply for. I also helped her with interview skills since she hadn’t been for an interview in a long time. Because I gave her my time, she wanted to help me in return and so referred me on to two companies that needed help with their training.

Think of the ways that you can give to your clients, the people in your team and ex colleagues. You never know, one day they may be able to give back to you.

I coach and train people on building relationships and I work strategically with my clients to think of ways they can build relationships. If you build strong relationships, you will naturally build your business. Giving to others is one of the ways you can build strong relationships.

If you would like to know more about how I can help your organisation, call me today and I can come and meet you to see how I can specifically help you.

Collaboration for Success - Use Your Competitors

 

Collaboration. What does this word mean? To collaborate is to work together to achieve your goals.

 

When I first worked in recruitment, my manager treated our competitors as if they were the enemy. I was unable to speak to any competitors that I saw at events or conferences as my manager would tell me not to talk to them, despite how lovely some of those people were!

 

Years later, I ended up being headhunted by a competitor. I was petrified about starting work there as, to me, it felt like I was working for the ‘enemy’. When I go networking, I meet my competitors all the time but often, when I speak to them, I realise we are not in direct competition with each other at all. We can actually help each other. I’ve often asked competitors for advice and have also worked with competitors on projects together.

 

Something I have learnt in business is that you can’t do everything yourself, you need to get a team together to help you achieve your goals and your competitors can be the first point of call. You or they may end up getting a project that is too big, therefore help on that project would be very beneficial.

 

I also have an accountant collaborate with me – it would take me too long to do my VAT and tax so I need a specialist. I have a web designer, a social media expert, a photographer, videographer, an email marketer, the list goes on. If you think about how much you are worth per hour, then work out the cost of you doing it, and the cost of getting a specialist to do it, more often than not it will be cheaper to get a specialist to do it. Collaboration will save you time, so in the long run will save you money.

 

 

You may want to collaborate with a trainer to help your teams in sales and communication. If so, why don’t you collaborate with me? I can coach, train and mentor individually and in groups and using my skills will save you time. Contact me and we can discuss how I can help you and your teams be motivated and successful.

Growing Your Client Base

 

One thing nobody ever taught me when I was studying at university was that when I went into the workforce, I would need to grow my client base to have success in whatever I do. So many people use the word sales and treat it as a ‘dirty word.’ I don’t look at the word sales, I like to think we are building relationships. If you can grow effective relationships with your clients you will grow your client base naturally.

 

You may be asking, “How do I build relationships?” Building relationships takes time, and you need a strategy. Don’t think it’s all about sales, sales, sales. You need to have a structure and do relationship building activities regularly with your clients so they refer you. The most effective way of doing this is to work out who is likely to refer you to your target market, then strategise the relationship building activities you will do with these people, and be sincere with them. If you don’t have a target market, you should. This will give you focus and make it easier to find clients.

 

The most effective activities are in person. So often we hide behind social media and emails. Stronger relationships will develop if you speak to or meet with people. Always have a goal when you are contacting people. You don’t want to be seen as a time waster.

 

An example of a relationship building activity is to take someone out to lunch to thank them for a referral. This luncheon could then turn into a meeting, and you would be amazed as to the information you could get from each other. Most meetings I’ve had like this have turned into business. This is a simple example. I have plenty more techniques to help you grow your client base.

 

To make sure you get on track, and grow your client base, call me to discuss your problems, then I can come in and coach and train your team so they grow their client base more effectively.  

Communicating your Why, Not your What

Why? Why? Why? Why? Why?

Do you ever remember your mother asking you on many occasions why you did what you did? If you were like me you likely froze and thought “I don’t know”. As a child, this word was used as a negative but if you want to build your business you need to turn this around and use this word as a positive. “Why” is such a powerful word! When you’re talking to potential clients, current clients, colleagues, anyone to do with your business, if you explain why you’re doing something, you will get their BUY IN.

I want to give you a practical example. You are a team leader and your director has just told you there’s going to be a huge change to the usual processes and  that this is going to take a long time to change. If you go to your team and just state the facts about the change, will you get their buy in? NO! If you state why the changes are happening and how it will benefit you all in the long run, you WILL get their buy in. In every aspect of life, always think of the Why, not the What.

Think about your business and think about all the things you do in your business and what you have to offer. If you go to a meeting and tell a potential client all of these things, you’re probably going to bore them. On the other hand, if you go to the meeting and tell them why you are so passionate about what you do, why you love working with people like them and why you have been so successful, you will get their buy in so much quicker.

Not only do you need to understand your why, but you need to communicate it and practice it. Practice makes perfect. Think of different scenarios and practice them as if you are speaking to your clients. Imagine the clients saying, “so what?” to help you communicate your why more effectively.

If you’re confused and don’t know what your why is then I’m here to help. I can coach or train you and your team on firstly finding out their why and then how to communicate it. Why is powerful. Use it in every aspect of your business, especially when you are trying to attract more business.

Contact me to find out more.

How to Use LinkedIn to Understand People's Behavioural Style before you meet them.

 

The most common question I get asked when I train and coach Behavioural Styles is, “How do I find out their Behavioural Style if I’ve never even met them before?” My answer is always the same - Social media! You’ve got so many tools with Social Media that you don’t need to do any sort of questionnaire beforehand to find out a person’s behavioural style. It’s amazing what you can pick up on their LinkedIn profile.

 

If you have been on my behavioural styles workshop, you’ll know that you can understand someone’s behavioural style by what they are wearing and what they are saying. If they are very smartly dressed for example, very businesslike with a very businesslike hairstyle which makes them look like they mean business, they’re probably a Director. As a result, a Director’s LinkedIn profile would be to-the-point and their language would be based around their success and achievements.

 

If the person has very bright makeup with fun hair and clothes, they’re probably a Socialiser. They tend to use use excitable words with loads of exclamation marks!!!! They may even sound like they’re shouting.

 

If the person is wearing neutral, sensible colours they are probably a Relator. They tend to be very sincere in their profile, using caring words, often showing how they relate to people.

 

If the person’s clothes are good quality and their hair is perfect, they may be a Thinker. They will have a very detailed profile and use a lot of words, showing their expertise in what they do. They will have a lot of information and expand on it.

 

You may be a bit confused by this. We are all a mixture of these 4 Behavioural Styles, and it can be difficult to know how to communicate with each person due to the intensities of the behaviour. Some people have a very high intensity of one Behavioural Style, but we all have different mixtures of all 4 behaviours.

 

To find out more, I can come in and train your whole team on Behavioural Styles using The Platinum Rule Assessment by Dr Tony Alessandra. Knowing Behavioural Styles is very powerful and helps you connect with people, whether you work with them, they are a potential client or a current client. Call me so we can discuss how I can help your team build relationships to build your business.

Adapt to People to Build Relationships

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Have you ever received a gift and thought, “that person doesn’t know me at all!” Imagine if you were a teetotaller and one of your best friends bought you a case of wine for your birthday, or you were allergic to milk and were given a beautiful box of chocolates. Adapting to people is one of the main ways to build a relationship. Not only when giving a gift but when you are communicating with them too. Behavioural Styles is one of the most powerful tools I have used to understand people, and how to communicate more effectively to adapt to them and build a relationship.

 

Dr Tony Alessandra bases his work on Behavioural Styles around his quote, “treat people the way they want to be treated.” I believe this in every aspect of my life. If I am having friends over to dinner, I think about what food they would like and what they would enjoy drinking. If a chocolate lover is coming to dinner for example, I will make one of my ‘famous’ chocolate mud cakes.

 

How can we use this in business? If I’m emailing someone, I think about their behavioural style and adapt the email for them. For some people, I will be more chatty and use excitable words, for others I will be more to the point, using short, sharp words. And others very detailed and explain every step. In a client meeting, some people want a long icebreaker and introduction, getting ‘warmed up’ before the questions come. Then when you are questioning them, you need to be very considerate and calm. Others want the meeting to be quick, to the point, noting the actions. Others will ask you question after question after question.

 

All of these quirky ways are not personal, they are their behaviour. If we adapt to people’s behaviour we will build a stronger relationship, people will remember us and we will be able to build our business because we are gaining more sales quicker.

Share Your Vision and Goals

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Imagine if in 5 year’s time you have been on that amazing holiday to Mexico that you have always dreamt of? Are you somebody who has always ‘dreamt’, but your vision has never come to fruition? Do you want to go through life saying,   “If only I had done that….”

 

My suggestion is that you SHARE YOUR VISION AND GOALS. It sounds so easy….. In reality it can be difficult. People often say to me, “I couldn’t tell anyone about that as it will never happen.” If you say it will never happen, it WILL NEVER happen. In sharing your vision and goals, you are putting yourself out there, you are letting people know you are serious. You are committing to achieve that dream you have always wanted.

 

You may be asking, “Who can I share them with?” There are plenty of people. Start with your friends and family. One of my annual activities over the Christmas break with my family is for each of us to create a vision board. We get loads of coloured felt tips, as well as google search photos and create our vision board on A3 paper, then laminate it. It is then used throughout the year for our placemats at meals. In September, my 7 year old son read his out and said, “Mummy, I have not scored a goal in football yet and I’ve got it on my vision board.” Guess what, the next week he scored a goal.

 

For your business goals, you may be in a mastermind group, or have a business coach you can share your goals with or you may have a business buddy, or a colleague at work. In sharing your goals, you are committing, and then you will see the goal evolve.

 

You might be asking, why is it important to have a vision?

 

If you have a vision you have something to aim for. In having something to aim for you will have more success, be more efficient, have fun and build better relationships so you can build your business, and achieve what you want in your personal life. Don’t go through life being a ‘gunner’ where you’re ’gunner do this and gunner do that’. Be a ‘doer’. Write down your vision and goals and go for it! Achieve them and be proud of it.

 

To make sure you get on track for 2017, and achieve your goals from now, call me to discuss your personal coaching programme which can be developed specifically for you. It’s never too late to start, call me now and we can discuss a coaching programme specifically for you.

 

Its Not too Late to Set Goals for 2017

How are you going with setting your goals for 2017? “But it’s only November!” I hear you say. Last year I fell into the trap of not thinking about my goals until January. I’d set myself short-term goals, but hadn’t thought about my vision and exact goals until January. I should have started thinking about them in November so that I was ready to hit the ground running from January.

 

What are the benefits of setting your goals now? The biggest benefit is that you can visualise your year ahead. Think about painting a picture. What do you want to achieve in your year? What are your dreams? Think about your personal life as well as your business. Think about your health as well as your family. Think about your finances too. They all interrelate and effect one another.

 

An activity I do with my children and husband every December is to create a vision board. We get a large piece of paper each and draw a big mindmap with pictures and lots of colours. We then laminate it and use this as our placemats for the dinner table throughout the year so we’re reminded of our vision and goals. It is not only a great exercise to help each of us focus, but it also helps us communicate what each other is thinking. I remember my biggest dream when I was younger was to go travelling. If I had communicated this better to my mother I wouldn’t have upset her when I told her I wanted to ‘fly from the nest’. It is an amazing way to fully understand what your children and partner are all thinking.

 

To find out more about how to create a vision, set goals in 2017, I can come and coach your team in a safe, comfortable environment that is conducive for learning.

 

Have Vision, Set Goals and Change Lives......

This year, I have based my year around a YouTube video that I watched in January on Sir Nicolas Winton. I’d heard about him before but I hadn’t put what he did into context. Recently, we were fortunate enough to have a lovely lady from the Czech Republic stay with us and we realised that friends of ours would not be here today if it wasn’t for Sir Nicolas Winton. I looked into more detail about what he had done and realised how much a simple goal of his effected so many people’s lives. In one of the YouTube video’s I watched the reporter asked, “do you realise you now have 50,000 grandchildren from the 669 children you saved?” he humbly said, “What a responsibility.”

 

The goals we set in our life can effect so many people. I decided that my goals for 2016 were going to be goals based around helping people build relationships in their businesses and in effect could change their life. My biggest aim was to get into more businesses and organisations and work with them to build relationships so they could achieve their vision.

 

If you set realistic goals that relate to your dream, you will be changing lives. My dream is that people in life understand each other more, thus working more effectively with each other and building deeper relationships so they can be successful, more efficient and have fun.

 

Let’s start now. If you start to think about the goals you want to achieve in 2017 then you’re one step closer to fulfilling your dream. The most important thing to remember when setting goals is to make sure you achieve them. It’s no use coming back a year later and feeling like you’ve been defeated. Set your goals from the heart and you will strive more to achieve them.

 

To find out more about how to create a vision, set goals and change lives I can come and coach your team in a safe, comfortable environment that is conducive for learning.

 

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The most important part of communication is about hearing what is NOT being said

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As a child, when arguing with one of my siblings, in an attempt to resolve things my mother would ask, what was said? This frustrated me because it wasnt just the words being communicated that caused the argument, it was the gestures and the tone of voice.

 

Communication involves much more than just words, so in order to understand the full message we have to look deeper at the gestures and tone of voice as well. As a result, building rapport is essential and enables us to fully connect and understand what the other person is saying. It is much more difficult to portray the true meaning of conversation if we are not actually in the conversation ourself.

 

Hearing is an ability, but listening is a skill, and listening is more than just listening to the words, it is listening to the meaning as well. Often the meaning is underlined about what is NOT being said and so we need to take into account more than just words and look at the whole communication to fully interpret the true meaning.

 

When my husband asks me whats wrong? I respond to him nothing. This can be interpreted in many different ways depending on body language and tone. When listening and communicating we have to look deeper than nothing and look at the whole meaning, particularly about what is NOT being said. By asking more questions, we can get to the true meaning. So next time a friend, colleague or your partner responds to you with nothing, try to clarify what the real meaning is.

 

 Once you truly know about people, you will succeed at work and in life. To find out more about how to build relationships both personally and professionally to build your business, I can come and coach your team in a safe, comfortable environment that is conducive for learning.