Category Archives: Career Coaching

Generate better business leads

Generate better business leads

As we all know, cold calling can be a very un-productive way to build your contacts and generate sales leads – especially if you’re one of the many people who are not comfortable pitching to strangers on the phone or with one foot jammed in their door. Prospects pick up on this lack of confidence and immediately get on the defensive.

A far more quantifiable and productive way to generate leads and convert prospects to clients is through networking.

Networking is more than just laughing at bad jokes

Networking is not about turning up at events, shaking hands, passing out business cards and laughing at bad jokes. And it’s not just an action you take when you want something. It’s a life skill.

Of course, events are a major part of networking. But networking also encompasses many other acts. For example, a spontaneous phone call, fax, email, thank you card or small gift to someone. It’s a kind word to a fellow worker or neighbour, even a good morning greeting to a complete stranger. And you can do anywhere, anytime.

To be a great networker you need to:

  • give without expectation
  • do things for others – not wanting something back
  • have an abundance mentality and with this alone anything is possible
  • believe in making the pie bigger for everyone. They cross-network with competitors and regularly give referrals.
  • know that having a poverty mentality – where people come from fear of sharing ideas of giving information away freely – is a negative way to live.
  • believe in the universal law of reciprocity – what you give out comes back ten fold in the future.

And you should consciously put it into practice at least fifteen minutes a day.

Business events are a more traditional type of networking. For many people business networking events can be an uneasy experience. But they shouldn’t be. If you really believe in your product or service, networking events offer a great opportunity to share your enthusiasm, meet others, learn more what’s going on outside your own little world and make some fantastic contacts along the way.

11 tips for feeling comfortable at networking events

  1. On the receipt of the invitation write “Why am I going?” and come up with an answer before you arrive. It will help you focus on the job at hand.
  2. Work out your logistics. Can you get there in time; do you have another function?
  3. What to wear – ask what the appropriate dress code is when you book.
  4. Arrive early and leave late.
  5. Be in a positive frame of mind.
  6. Ask if you can help at the desk- so the people who know all the right people get to know you.
  7. Keep your name tag on the right – it’s easier for people to glance at.
  8. Identify speakers of influence and ask “Do you mind if I join you?”
  9. Say that you specialise in (insert your unique selling proposition)
  10. Commit to being present – listen to the people you speak with
  11. Maintain eye contact with each person you talk to – don’t go looking over shoulders for more interesting targets.

If you want to generate good quality leads in a highly productive way, then brush up on your networking skills. You’ll be surprised how many more of your prospects soon become clients.

2 easy ways to work smarter not harder

2 easy ways to work smarter not harder

Everyone of us has talents that can be used to achieve the things we see as true success in life – and ultimately, real happiness.

To work and play at your peak is not about having an abundance of natural skill. You are better off with determination, vision, confidence and focus.

It’s about understanding where you waste time and how to use that time to best effect – working smarter not harder. With a little practice, it’s not nearly as difficult as you might think.

A picture perfect performance

Think about the incredible performances of an Olympic athlete like Usain Bolt. He achieves those cheetah like world records using the power of mental energy to reinforce exactly how he wants to perform. In other words, he sees himself crossing that line with the rest of the field in his wake before it happens.

Visualisation is not something reserved solely for elite sports people, rock stars, movie stars, business gurus, etc. Many successful people in all professions and ways of life have used it since childhood to create the circumstances of their own life. You can do it too. Here’s how.

Create vivid images to get where you want to be faster

Sit in a comfortable chair at home, close your eyes and breathe deeply to clear your mind and relax your body. The more sights, sounds and smells, tastes and touches you incorporate in your mental images, the more powerful your desire will be to make your vision happen.

When you focus on what you want – rather than the answers and the detours along the way – you will get to your destination faster. Without focus on your vision it will take a long time and effort to achieve your goal.

Get some momentum going on your new commitment for the good life! Prove to yourself that waiting is over and hoping is the past, that faith and action have now taken charge

Stop time wasting and start being effective

Take several sheets of paper and go somewhere where you will be alone and undisturbed and write answers to the following questions:

  • How do I waste my time? What can I do to prevent or reduce wasted time in the future?
  • How do I waste other people’s time? Whose time do I waste? How can I prevent this from happening?
  • What activities am I now performing that can be reduced, eliminated or given to someone else to do?
  • What do other people do that wastes my time? Can anything be done to reduce or eliminate future occurrences? If so, what?
  • What do I do that is urgent but unimportant?
  • What do I do that is important in light of my goals?
  • Am I spending my time pursuing those things that are important to me? If not, why not? If so, how?

Writing it down will help you see the things you need to concentrate on and those you need to cast aside.To make the transition easier:

  • work on improving your concentration and memory skills
  • prioritise your to-do list and make every day count
  • keep control of effectiveness-killing emotions such as guilt, worry, fear, failure and anger.

Practise these exercises regularly to stay focused on your goals and you’ll be well on your way to reaching them before you know it.