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Networking

Networking

I attended an event at the local chamber of commerce today.  It was about networking and it made me think of the importance of good old face to face meetings… remember them?

I know that we’re supposed to use all this technology we have at hand, and I have to admit that it’s great. Social media, blogging, websites, webinars… all good stuff.  But, there’s a lot to be said for getting to know someone’s handshake.  It’s kinda cool to see their facial expressions.  To laugh together at something funny, as opposed to typing “lol”, or my favorite “Hahaha”.

So, there is a ton of information out there about networking.  The presentation I went to today was very informative and enjoyable.  I was, of course, networking at the networking presentation.  lol

Years ago, I was reading about networking, and I loved this piece of advice.  Don’t network by talking about yourself.  Network by listening and asking questions.  The premise is… If you’re interested in other people, they will find you interesting.  That is, ask them about their business.  Follow up with a question about what they just told you, or a general business question.

I’ve found this to be true, for the most part.  Of course, you want to answer questions, but focus on listening.  Yes, your elevator speech is important.  But not as important as using your active listening skills when they are giving you their elevator speech.  After all, you already know about yourself.

Something I picked up today that I thought was great.  When you’re at a networking event, you might be feeling weird about talking to people you don’t know. Notice the person that’s off to the side, feeling awkward like you, and talk to them.  You’ll both feel relieved, and you won’t have to worry about interrupting a conversation.

Think of ways to be a matchmaker with people who you meet. Introduce them to each other.  Consider strategic pairings… power partners.  Once you’ve met people who can complement each other’s businesses, put them in touch.

How do you feel about networking in person?  Is it a thing of the past, or does it still have value in today’s business environment?

-Cat

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Coaching Mindset vs. Business Mindset

Coaching Mindset vs. Business Mindset

Cage Match or Pillow Fight?

(No Holds Barred)

What is a “Coaching Mindset?”

If you’re a coach, I will take it for granted that you’ve got a coaching mindset. Not sure what I mean? Let’s take a look at it. Most leaders are said to have a “coaching mindset.”  We view them to be helpful and empathetic in nature.

Coaches value learning and developing people to be their best selves. They may even choose development over deadlines. They are excellent communicators and like to talk with others. In fact, they take deep satisfaction in bringing out the best in others, no matter which type of coaching they are involved in. Using this coaching mindset in a corporate setting to develop and empower teams can be quite effective.

It doesn’t matter what type of coaching you are interested in doing. You must have the correct coaching leadership mindset. Here are the classifications of coaching we’re discussing here.

  • Performance Coaching
  • Skills Coaching
  • Life Coaching
  • Career Coaching
  • Business Coaching
  • Executive Coaching
  • Team Coaching
  • Transitional Coaching
  • Spiritual Coaching
  • Financial Coaching
  • Group Coaching
  • Relationship Coaching
  • Health and Wellness Coaching
  • Behavioral Coaching
  • Transformational Coaching

All of these distinctions in the coaching industry require subtle differences in treatment. Still, most need the same coaching mindset we talked about earlier.

What is a “Business Mindset?”

A “business mindset” focuses on holding your vision and working effectively towards results. It’s a hybrid skillset that includes many subsets. A successful business mindset stays concentrated in Metrics, Income/Expense Ratios, and Operating Procedures.

Some common thought processes characterize this way of thinking. You must:

  • Think for yourself, and don’t allow anyone else to dissuade you from your business passion. Some people will take any chance they get to shoot down business ideas and strategies. Don’t give others that much power.
  • You must be very strategic about the actions you take in your business. Don’t waste time or money on activities that don’t support your goals.
  • Some people don’t understand the basic premise – business exists so people can make money. If you ignore this fact, you won’t be in business long.
  • Knowing your figures is an excellent expression of the business mindset and shows you understand the importance of profitability.
  • A business mindset is open to new business ideas and new streams of income. The sky’s the limit with a proper business mindset.

Where Do You Stand in the Mindset Arena?

I’m going to come right out and say it. If you are a coach and own a coaching business, you have to use both of these mindsets.

Without the empathetic, helpful nature of a coaching mindset, people won’t want to engage with you. You must take the time and put the energy into building relationships with your coaching clients.

Experience has taught us that the stronger your coaching mindset, the less likely you are to embrace a business mindset at the same time. In fact, you may find it unattractive, “salesy,” pushy, etc. The two ways of thinking must co-exist if you are to be a prosperous coach.

A Match Made in Heaven

Much like a Yin/Yang scenario, these two parts of yourself which will add up to success are not mortal enemies. They are just two separate pieces that make up a whole when it comes to your business. You need both!

So, in case you were looking forward to the cage match… I have to tell you it’s a pillow fight at its worst. You won’t grow or even start much of a coaching business unless you reconcile the two mindsets and nurture them both.

Your ability to do this will affect every area of your business. Without the proper emphasis on the business aspect of your coaching business, you won’t be able to pay for the things you need to build and grow your coaching practice.

Time to Put on Your Thinking Cap

Think about these two types of mindset and assign yourself a score for each… that add up to 100%. To put it another way, it doesn’t need to be 50%/50%, but it should be at least 60%/40%. If you honestly can’t stomach the business mindset, invest the time and resources to get this squared away before your work anymore in your business. Don’t let this hold you back! Please pause and consider.

If you’ve found this information useful, but you’d like to explore this in-depth with me, I’m available to help!

Let’s chat some more about ways to help your business grow and prosper! I can help with your messaging and marketing needs!

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The Lost Art of Customer Service

The Lost Art of Customer Service

When I was considering my blog topic for tonight, I thought that I should write about something more personal.  The thing is… I take customer service very personally.  These days, you can buy or sell anything on-line.  They are converting to order taking robots at McDonald’s.  I saw a vending machine with iPads and iPhones in it.  Is customer service dead?  Are we programmed not to care about our buying experience anymore?

The Frustration of Bad Service

I spoke with my prescription drug company recently.  I had a credit card on file with them.   They could charge whatever medication they sent out, rather than sending invoices to pay.  So, my credit card was compromised, and had to be replaced.  When I saw that I had a balance with them, I called their customer service to straighten it out.  Of course, I got the automated menu.  I’ve learned what to say when they ask you to state why you are calling.  I just say “customer service” repeatedly, and it gets you to a human faster.  Bottom line… you have to trick a machine in order to speak with someone.

I told the representative about my card.  I let them know that I was calling to pay my balance and add the new card for future payments.  He says “Okay, I’m going to try to add that card.  Usually, it doesn’t let you change cards if you have a balance.”  I asked him “Well, how will I pay my balance if you won’t take my new card information?”  That stumped him for a minute, and he put me on hold so he could speak with his supervisor.  Then he came back on the line, and the two of them had decided that they would work it out for me.  Wow!  I’m pleased to report that all is well now, but what a cluster!

Outstanding Customer Service

I had a beautiful online experience recently with a company called Brighton.  I purchased a lanyard from them that I really loved.

So, when it arrived, ahead of the expected time, it was in a box, with a heart shape cut into it… beautifully done.  I opened the box, and it was wrapped in two shades of tissue, and tied up with a gorgeous bow.  When I opened the ribbon, there was a card enclosed.  It had my first name on it, thanking me for my purchase and sending me good wishes.  It was hand signed by someone.  Classy!  I would buy from them again in a heartbeat.  Why? Because I felt appreciated as a customer.

Customer Service Matters

This is the thing that’s hard for machines to do.  They really can’t express gratitude for your business.  A machine can’t help…  they can just refer you to another source, usually a website.  If I wanted to talk to your website, I would have logged in.  There’s a reason I called you instead.

In this world, your business can stand out by delivering a great experience.  If people didn’t notice in the past, they do now.  It almost takes you by surprise when someone is pleasant in their work these days.  I look for those places to do business with.  It’s proven that people will travel farther, and pay more, for the experience.

What are we thinking?

-CatThe 

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What’s Holding You Back?

What’s Holding You Back?

We don’t all strive for greatness.  Some people are content to just put one foot in front of the other.  Getting through the day is important, but it that all there is?

I think that most of us can agree that we need to do a better job with keeping all our plates spinning.  There’s a lot of buzz about work/life balance, but let’s face it; most of us struggle with the juggle.  Special shout out to career minded grown ups with little munchkins at home.

It’s still self-doubt that trips us up in the end.  The negative talk we generate in ourselves can really stifle our dreams.  Like any new habit, resolving to stay positive takes a while to get the hang of, and even longer to make it stick.

There are a million and one excuses and victim statements that keep us from leading the kind of life we want.  We don’t have enough education.  We don’t have enough money.  We don’t have a significant other.  We don’t like our job.  We’re too tired, depressed, angry… whatever.

Are you happy thinking about the reasons you can’t live the life you want?  Or are you ready to actually get started working towards some life goals?  Do you have a clear picture of where you’re going?  Maybe you’re on your way.  If you are, reach down and help the next guy up. We all need encouragement.

This week, try to identify and remove one negative self talk tidbit from your life, and replace it with a new positive affirmation.  If you think it sounds corny, keep doing what you’re doing.  If you’re interested in positive change, give it a try.  It’s free!

-Cat

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Considering Corporate Culture

Considering Corporate Culture

I was putting my thoughts together for this article, and I thought I would do some field research.  I asked someone for one word that came to mind when they think about “Corporate Culture”.  Their one word was “integrity”.  I thought that was encouraging, and went on to ask the next person.  Their one word was “corruption”.  Hmmm.  I stopped there.  Granted, I could have included some more research. But I think that the first two answers gave me an indication of the scope of attitudes towards “Corporate Culture”.

So, is the use of the word “culture” a rhetorical device, or does it have actual meaning in the business world?  Nobody would feel comfortable saying that their company really doesn’t focus on culture.  Everyone wants to think that it’s a very big deal in the workplace.

Corporate Culture is based on a set of common “core values”.  These may be expressed in the company’s mission statement, which is given as a handout to new hires.  How much actual time in management meetings is spent talking about core values on an ongoing basis?  Isn’t it more likely that the conversation turns to shareholder value? 

Values clarification exercises are critical to personal self-improvement. This is the process through which core values are identified and used as a guide to behavior and actions.  They must be revisited from time to time, and adjusted as necessary.   I just can’t picture executives sitting in the boardroom discussing values clarification.  They are more likely discussing ways to increase growth and revenue.  That’s not a problem.  It’s the way business works.

Another facet of Corporate Culture is shared attitudes and beliefs. How do we come together on beliefs and encourage diversity all at the same time?  I understand that this means corporate beliefs and not personal beliefs.  I know that in the business boat we all have to row together to get anywhere.  I’m just saying that in this climate, we can’t count on people to separate personal from professional.  People don’t want to set aside their differences.  They will cling to their uniqueness, even if it means that they’re not as “successful”.

And… do we profit (pun intended) if we all think and act alike?  Does that get us to the goal faster?  Consider that it takes all kinds of people working together to really make a dynamic difference!  Yes, we all have to move towards the goal.  Are there different ways to get there? Is there a benefit to taking the proverbial road less traveled?  Does somebody know a shortcut?  Or is the direct route best?

Enter the “team builder”!  Team builders are always fun, and help you learn something about other people on your team.  I think that they are beneficial to the team, and they keep meetings from being boring. They may be quick exercises, off site days, or even corporate getaways. They can be invigorating, and help employees approach work with a renewed gusto.  Team builders are touted as one of the best ways to build culture.  They’re awesome, but do they increase focus on core values?

Communication is key to building culture within an organization.  If you can go a step beyond that, and actually connect with people on a human level… even better!  Listening to people increases their feelings of self-worth.  It’s natural that your team will perform better, together and as individuals, if they feel valued.  As a leader, if you want to teach empathy to your team, be empathetic.

Culture makes a difference to every aspect of a company.  It affects the hiring process, training, and employee retention.  It will affect the way your customer service initiatives are carried out.  It can determine the landscape of the work environment.  And… bonus!  It will affect your earnings.  Be a company for which people want to work.  Attract and keep quality employees by considering, reviewing, and living your culture everyday.

–  Cat

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Coaches… Are You Asking For the Sale?

Side Hustle

Almost everyone I know has a problem with “selling” themselves. This is especially true for coaches, and I know it’s a reality for me. Most coaches have an empathetic manner. They can talk to a prospective client, and that conversation can flow well. Positioning in problem/solution language, making a great connection, explanation and acceptance of a unique selling proposition… everything’s great.

Then comes the moment. You hesitate. Your heart beats a little faster. Will it work? Will I say the right thing? You may blurt out something… it might even make sense. Then you pause and wait for the objections. You’re prepared, and you counter each one. Now what?

Let’s Put a Name on It

This, my friend, is the exciting world of sales anxiety. Everyone that makes their living selling anything, even the sales pros, have suffered at one time or another. How do we work to overcome it?

It’s the feeling of relief we get when a cold call hangs up on you. It’s nodding your head in agreement as the prospect tells you the reasons why he’s not going to buy today. It’s that headache, that feeling in your gut, that nervous cough… the physical manifestations of “I don’t want to have to sell this person anything.”

Technique vs. Mindset

People have studied this from every angle. Do some people just “have it like that” when it comes to sales? Are there particular techniques, tips, and tricks you can master to ease the anxiety and win the deal? Is it more about mindset? Do you bring about what you think about?

Well, I’ve come to believe that it’s a combination of all these things and possibly a few more. One thing I’m definitely noticing in coaches, though, is the difficulty they have in asking for the sale. It all goes well, and they are passionate in talking about how they can help but stop short of asking for the sale.

The Right Mindset

Here’s one of the weirdest things I’ve noticed. It applies to all sales, but especially to those of us in the business of helping others.

FACT: If you are desperate to make this sale, you cannot make it!

That’s right, the more you feel that you HAVE to close, the less likely you are to do so. When this happens, you are working with a Scarcity Mindset. This mindset works against you, unless you knock it out.

Adopting an Abundance Mindset is the best way to eliminate your scarcity way of thinking. Affirming to yourself and developing a belief that you are helping people. It’s helpful to adjust your worldview to notice the possibilities of everything, the blessings you have in your life, gratitude for all these blessings. Adopting these thoughts and practices are a great way to start developing a mindset of abundance. This is how you work to change your success paradigm and get clients to come to you, hoping for a chance to work with you.

Mini Closes

If you know that you always “choke” at the moment of truth, try working up to that moment with mini closes. When you are explaining features and benefits of your programs, stop and check for understanding. “Does this sound like something that might help you?” “What do think that would do for you?”

Pay attention to the fact that I’ve asked two different types of questions here. The first is a closed question. It is possible to answer it with YES or NO. The second one… What do you think? is an open-ended question and requires a more thorough response.

This changes the dynamic of the conversation, in case you’ve found yourself in a situation where you are doing all the talking. Pepper these questions, or mini closes, throughout the discussion. If you prospect has agreed with you thirteen times throughout your presentation, it’s natural for them to accept at the end.

Offer Options

“You can keep what’s behind door #2 or give it back at take what’s behind curtain #1.” Exciting stuff, right? Options make it easier to close and make us feel like we are in control of the final decision. If you’ve used mini closes while talking with the prospect, you can ask at the end… “Which of these two options will help you the most?” If you’ve structured your offer correctly, the higher priced option will actually help them more, and provide the best value. The second option is meant to allow them to fall back on something if they are adamantly against the premium offer.

It’s essential that you know ahead of time which components of the deal you can be flexible on, and what’s written in stone. For instance, maybe you can adjust payment options, but not overall price. It’s possible you have an accountability piece written in your program that says you must make yourself available every Tuesday at noon for a call… or perhaps you can have it on another day if Tuesday isn’t working.

Be Prepared

Whatever you decide, make sure you can answer questions about your offer, and know what to say when these questions are asked. Put a lot of thought into structuring your program and play devil’s advocate as you think about what your prospect might object to. Overcoming objections can be your greatest strength, or your most significant opportunity.

When it comes to objections… Practice, Practice, Practice! Find someone in your network that you trust and do some good old-fashioned role play scenarios. One effective way to do this is to work with another coach. As you work through objections together, you both have a chance to learn and grow.

Parting Thoughts

Look for Buying Clues… When your customer asks how to sign up, sign them up!
Ask for the Sale… If you’ve laid the groundwork properly, it will be a natural part of the conversation!

Once you’ve closed the sale … Stop talking!

If you’ve found this information useful, but you’d like to explore this in depth with me, I’m available to help! Visit my website or shoot me an email [email protected] Let’s chat some more about ways to help your coaching business grow and prosper!

– Cat

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Side Hustle

Side Hustle

That’s what Urban Dictionary calls it.  Your part-time job, alternate income stream, consulting, or in my case, freelancing.  What do you call what you do… aside from your “day job”?

A lot of people who I work with during the course of my day have something else that they do on the side.  These are people that make a good income, but want to develop something of their own.  We can be so creative, and the ideas that we have are so varied, that at times, they can support one another.

My passion is my freelance writing.  Most of the work I’ve been doing is in the B2B sector.  That means that my Side Hustle is to help your Side Hustle grow and prosper with business writing.  So many people have a fear of writing, or they know that it’s not their strength.

There is such a need now for business writing.  Do you have a website?  Of course you do!  How’s the content working for you?  How are you driving people to it?  Do your emails hit the mark?  What about your bio… or your direct mail campaign? Your social media marketing?  It can all be overwhelming, and to worry with all this stuff while you’re trying to do… what you are trying to do… can be too much.  It’s easy to get mired down with the details of it all.

Maybe you’ve managed to turn your passion into your “real job”.  If you’ve got that entrepreneurial spirit.  There’s nothing more rewarding than going to work everyday, doing what you love, in a business that you created.  Most people think that being a business owner means having a ton of money and spare time.  In most cases, I’d say nothing could be farther from the truth.

Owning a business, and developing it into a successful venture, is hard work.  My oldest son, and his wife, both have businesses. He builds custom furniture, and she’s a photographer.   My youngest son has a side hustle as well, working as a videographer and video editor.  My daughter in law bakes and decorates cakes on the side.  Like my writing, these jobs provide a creative outlet.  A little extra cash never hurts, either.

What’s your passion… your side hustle?

– Cat

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