Getting New Business Leads: It’s a pity new business doesn’t arrive like manna from heaven. We simply have to go out and get it. Most of us hate prospecting. Yes, some people thrive on the chase, but for many, the very thought brings out negative feelings – from discomfort, right through to fear and paralysis. At the very words, ‘cold calling’, eyes roll, and hearts sink. Wouldn’t it be good to have a shortcut – an effective alternative to making fifty phone calls to strangers? Luckily, most of you already [...]
About Mind Fit
With over twenty years at senior management level in the corporate sector and a successful Executive Coaching and Consultancy practice, Dervilla understands that people are the key that drives successful organisations. At a time of increased competition and tighter margins, Dervilla understands that business owners and managers need every possible advantage to deliver the performance levels required of them and their teams.Author Archive | Mind Fit
Forget Your Job Title – You’re In Sales
Irish people don’t generally like the ‘hard sell’ approach when doing business. We get a bit sniffy, and say things like, “Oh, that’s very American, but doesn’t go down well here – we prefer a more personal approach”. Fair enough, but, there comes a point at which I wonder why so many people in this country look down their noses at sales professionals. (Think stereotype ‘second hand car dealer’.) Sales people – be grateful to bankers and property developers for dropping below you on the ladder of disdain. The irony [...]
Shakespeare on Succession Planning
I’ve just seen a terrific production of King Lear, and was struck by how resonant the plot remains. It has everything – family upheaval, power, greed, betrayal, lust, madness and destruction – all the elements of a compelling TV drama. They’re the same elements I regularly see surrounding succession planning in family businesses. Consider the tale – the head of the family business (Lear) decides to relieve himself of his more onerous duties by dividing his kingdom between his three daughters – while maintaining all his titles and privileges. Translation [...]
I’ll Always Be Beaten On Price
How many of your customers fall into Oscar Wilde’s definition of a cynic? “A man who knows the price of everything, and the value of nothing”. When purchasing decisions are made based on cost only, how do you cope when there’s always someone cheaper than you? Do you match your competitor and reduce profit, or do you take a different approach? Today, price consciousness is not regarded as cynicism. It’s admired – a rediscovered purchasing strategy. We proudly announce how we shopped around, secured discounts and saved ourselves a packet. [...]
Do One Thing a Day That Scares You
Are you sitting comfortably? If you are, then there’s no need to move. Change is a bit like that. We get too comfortable where we are. We have ‘to do’ lists, and many reasons why we either can’t or won’t do them. Typical excuses include: fear of failure; feeling safe, a sense of obligation; being overwhelmed by what might happen next. Some of them are absolutely valid. If you’re the main income earner in the household, you may choose not to tell your boss to stuff his job, and leave to become a poet in Connemara. Often though, [...]
Referrals don’t work!
“What do you mean?” I hear you cry, “of course referrals work!” If that’s the case, why don’t more people ask for them? I’m being a bit facetious here. I work with a lot of businesses who struggle to grow their customer base. My first question is, “How unhappy are your existing clients with your service?” This usually provokes an energetic response along the lines of, “They’re very happy with us, they’re with us for years – we wouldn’t be in business otherwise.” Exactly! My next question is, “How big [...]
New Year resolutions – How good is your Goal Setting?
It’s well into January, and for many of us who optimistically set new year resolutions, we’ve already given up. So what’s the problem? In this post I ask the question “How good is your Goal Setting?” How good is your Goal Setting? We like the idea – new year, new start – a chance to make a positive change in our lives. The hard part is sticking to them. We’re bombarded with advice, from relatives and friends, our bosses, the media, or just that little inner voice nagging away in [...]
