There's no scarcity. Desperation will not get you Sales

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Were you ever so desperate to be best friends with the most popular kid in your school that you would do some really silly things to get their attention? You’d try everything and anything to impress them but it didn’t happen because you were trying to force a friendship.

 

Similarly, when trying to build your business, if you try too hard to impress people it may seem like you are forcing the situation, ultimately making you look desperate. An example of this is networking. Many people perceive networking as trying to get a quick sale, but networking is not a ‘quick fix’, it’s about nurturing and building relationships. If you appear too pushy you’ll likely scare people off, so try to relax and remember that sales will come if you strategically plan how to build a relationship rather than force one.

 

If you’re forcing sales, your mindset might be that there is scarcity. When I was first in sales, myself and my director were very competitive. She always wanted me to be the best and beat our competitors. However, one thing I’ve learnt while having my own business is that there is no scarcity. If I don’t win business then it obviously wasn’t for me.

 

I’ve also realised that I don’t want to win every single business out there. Some clients just don’t suit me, and I don’t have time to work with every single business. Before I even attempt to get a client on board, I qualify them and decide if I want to work with them. There is no scarcity. If one business doesn’t suit me then it’s on to the next one. Have confidence in what you do and only work with those you want to work with. Remember don’t be desperate, you will come across as pushy and turn people off.

 

 

For more information on how to build your business with the right people, I can coach and train you the skills so you are not desperate. Contact me and we can discuss how I can help you and your teams in your business.

 

Growing Your Desk

 

 

One thing I was never taught at university was that when I went into the workforce I would need to grow my business in order to be successful. When I got into recruitment I quickly realised that I had to grow my desk, but how?

 

Many people in recruitment treat the word sales as a dirty word. I don’t look at recruitment as sales, I like to think of recruitment as building relationships. If you can grow effective relationships with your clients then you will be able to grow your desk naturally.

 

Building relationships takes time and you need a clear strategy and a structure. You should regularly do relationship building activities with your clients and candidates so they can 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 done in person. We often hide behind social media and emails but stronger relationships will develop if you meet with people. Always have a goal in mind 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 at the information you could get from each other. Most meetings I’ve had like this have turned into business. This is just a simple example and I have plenty more techniques to help you grow your desk.

 

To make sure you get on track, and grow your desk successfully, call me to discuss your problems. I can come in and coach and train your team so they grow their desk 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

 

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

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.

It's 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.

 

 

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

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.

 

Personal Vs Professional. To be Successful in Recruitment you must be both.

When I was first in recruitment, I had a very stern boss who never opened up and never told me about her personal life. I felt disconnected with her. I felt like she wasn’t a human being. She was also like that with her clients and candidates, never really connecting with them.

 

What I have learnt over the years is that you can be professional as well as being a human being. It does not take from your credibility to let your personal side in. There is a very fine line of how to do this, and this is a technique where you communicate with your colleagues, candidates and clients, letting them know you are human and you also let them know you are there to get the job done, to achieve results and to be efficient.

 

This all leads to you building a relationship, so the people around you get to know the real you. They get to understand not just what you do but also why you do it. Here are three of my top tips on how you can be personal and also be professional at the same time:

  • Let your colleagues, candidates and clients know why you are so passionate about what you do. What your vision is. Why you work so hard.

  • Ask your candidates, clients and colleagues what their goals are and why they want to achieve these goals

  • Listen to your colleagues, candidates and clients if they have a problem. Really listen, not just to what they are saying, also how they are reacting throughout the conversation

 

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

 

 

How to Improve your Relationship with a Colleague you Clash with.....

I remember my first job in recruitment. I ended up managing a team when I had only been in the position for 3 months. There was a lady I had to manage who really annoyed me. She was extremely sweet, but took forever when having conversations with her clients and candidates. We had very high targets to meet and she didn’t understand she had to hit them fast. She wanted to giggle and laugh with the candidates, wanted to have fun, long lunches and just didn’t get the job done, and done quickly, which was my expectation.  

In the short term, I didn’t see her being successful for the company. However, in the long term, she ended up being a great asset to the team. She just went about things differently to me. I wanted to get results and get the job done quickly. She wanted to have fun and really get to know the person, having long conversations. To me, this was a waste of time and as I said - it annoyed me.

If I knew then what I know now, I would have been able to work more productively with her. She was mainly interested in the person, looking after them, caring for them whilst also having fun. I was interested in the results and making sure we got the job done. I needed to understand how to work better with her, be patient, give her more time and understand her way of dealing with people. Both of us were successful, we just needed to understand that we approached things differently.

When working with colleagues, we need to work out who they are, why they do what they do and then we can build our relationship, as colleagues, much more effectively. We work with other people for so many hours during the week... wouldn’t it be much more pleasant to have a positive working atmosphere, getting the most out of others, rather than being frustrated and getting worked up because they do things differently. If you truly understand why people behave in the way they do, you will build relationships at a much faster pace.

Once you truly know about people, you will succeed at work and in life.

To find out more about how to build relationships, with your colleagues, candidates and clients, I can come and coach your team in a safe, comfortable environment that is conducive for learning.

 


 

How to Instantly Recognise and Adapt to Your Clients’, Candidates and Colleagues’ Behavioural Styles

When I was growing up, my mother always taught me to treat others the way I expect to be treated. This is a good ethic to have, but how can it be used when trying to develop relationships?

When you are at work and engaging with clients, candidates or colleagues, understanding how to communicate with them will enable you to create stronger relationships. Ultimately, people need to be treated well, feel comfortable around you, like and trust you.

For busy professionals, this connection needs to be made as soon as possible. The word ‘instantly’ is very direct, but for you to be able to quickly engage with a person you need to recognise their behavioural style from the moment you meet them.

There is not an exact method; but there are a few things to take note of to help you “guess” their behavioural style. Looking at the following will help:

  • What they are wearing
  • Their movements and pace
  • The language they use
  • The car they drive
  • The way they shake your hand

Taking note of the above entails more than simply being perceptive; understanding these points will help you communicate better with clients, candidates and colleagues from the word go, helping you to achieve better outcomes.

For example, let’s talk about Billy. Say you have worked with Billy for five years and yet you still struggle to connect with him. Maybe he frustrates you as he is not interested in the client’s and candidate’s needs, he is just interested in getting a result and being the ‘top biller’. Billy treats every candidate as a number. He wants results and he wants them fast. He doesn’t care who he rubs up the wrong way. This will work for the short term, but does not mean clients and candidates will have a long term relationship with him. It is not Billy’s personality that is getting at you, it is his behaviour.

If you understood why he behaves this way, there’s no doubt he would be a lot more tolerable. By building a stronger relationship with Billy and understanding how he communicates you’ll be able to work more efficiently with him.

“Once you truly know about people, you will succeed at work and in life.” To find out more about how to successfully relate to your clients, candidates, colleagues and even friends and family, I can come and coach your team in a safe, comfortable environment that is conducive for learning.

The last workshop was a huge success; attendees left stating it was insightful and practical for every aspect of the workplace, as well as for their personal lives.

 

What are Behavioural Styles, and How Can They Build The Consultant-Candidate relationship?

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Have you ever spoken to a recruitment consultant, only to feel a huge sense of disappointment when they fail to connect with you, or everything they say irritates you? Sometimes it can feel as if they have no idea of how to build a positive relationship with you.

On the other hand, consultants: have you ever had a candidate who comes in and you simply don’t know how to relate to them? Perhaps you just don’t ‘get’ them, or they seem to rub you up the wrong way?

If that sounds familiar, don’t worry – you are not alone. It’s human nature to click with some people straight away, and others not so much; as they say, we are the way we are. But what if you could do something about that? Wouldn’t it be great if you were able to…

  1. Click with people from the word ‘go’?
  2. Find a connection with someone as soon as you start talking to them?
  3. Understand why people do certain things, and find a way to relate to them regardless of their actions or behaviours?

It’s important to remember not to take things too personally – it is an individual’s behaviour that we respond to, not their personality.

Let’s take John, for example. He comes into the office and begins going into great detail about his past jobs, explaining every minute thing that has happened. As a professional consultant, you would of course like to listen to every detail; but you’re also aware that you only have a half hour interview and are already falling behind.

What do you say? How do you act? What we have to understand is that this is John – he is like this with everyone he meets and in everything he does. There is no use getting frustrated, because this is just his behavioural style. What we can do, however, is adjust our own behaviour to accommodate John and provide him with the best possible service.

First of all, you need to pick up from his language on the phone what his behavioural style is and he should be booked for a double appointment. The next thing you need to do is take a deep breath, be patient and ask John the right questions so that he doesn’t ramble on for too long. By understanding his behavioural style, how to communicate with him and the best words to use, you are going to make your life much, much easier.

“Once you truly know about people, you will succeed at work and in life.” To find out more about how to successfully relate to your candidates, colleagues, and even friends and family, I can come and coach your team in a safe, comfortable environment that is conducive for learning.