Category: Kim


Posted on /by admin/in Kim, Purpose

Is too much focus on the competition making you run at half pace?

A company that is too focused on what others are doing, hampers its own growth. For a company to achieve its true potential, it must be intrinsically motivated.

Recently, my partner Steve was looking through my mobile running results on the Strava App, when he said: “You know you actually run faster when you run on your own than when you run with me.” He then said it didn’t surprise him because, when he runs with his friends that are faster and better runners than he is, he struggles.

Comparing myself, I panic

Thinking about it, I realised that the issue I have is that when I run with him I compare myself to him. I know he’s finding it easy and so I immediately start to focus on how much harder it is for me. I then think I’m running faster than I usually am because I know he runs faster than me, and I panic that I can’t keep up.

Once I panic, I become more aware of the pain in my body and everything feels harder. The irony is that I’m actually running slower than I usually would.

When I run on my own I let go of all that. I’m not a great runner but I run because I want to. I run because I want to be fit and I like to know I can. I’m not comparing myself to anyone else. I have some goals in my head – I know the distance I want to achieve and the speed I would like to be able to do it at.

When I approach my goals I stretch them out because, as soon as I get close, I realise that I can achieve more. This is how I approach everything in life. I give it the best I can each and every day.

On my own, I go within

Out on the road, I’ll ‘go’ inwards and feel how my body is that day. When I’m running on my own, I have a constant awareness of how my body actually feels and I push it to my limits. I’m not comparing myself to anyone other than myself. Once I’m on the edge of my limit I run a check through how every part of my body feels and make a decision, ‘can I push myself further?’ ‘Do I have more to give?’ and if the answer is ‘Yes’, then I pick up the pace.

I’ll focus on my breathing and the positioning of my body to feel where is most comfortable. If I feel pain I have a mantra that repeats “Let it go”. The more I ‘let go’ the more relaxed I feel. I reach a place that feels like flying. It feels really good. It doesn’t last for the rest of the run. It comes and then goes and I have to recreate it, repeating the patterns above.

I have no idea if this is how you should do it. I’ve never had a running coach. I would probably benefit hugely from one. But it’s my way, and it works because the end result is that I continue to get better and faster.

The power of intrinsic motivation

I believe that this is the power of intrinsic motivation. When I’m on my own I’m not comparing myself to anyone else. I’m not distracted by what they’re doing. No one is telling me to do it. I do it because I want to, and because I want to, I give it everything I’ve got.

I believe that this is what purpose give us and it applies to how we approach work.

The research backs it up to. A study of more than 11,000 West Point military cadets by Amy Wrzesniewski, Barry Schwartz and their team of Yale University researchers found that those who were internally motivated (I want to be a better leader) were more likely to graduate, receive promotions and stay on in the military, compared to those who entered because of external motivations (I want to earn more money).

“Helping people focus on the meaning and impact of their work, rather than on, say, the financial returns it will bring, may be the best way to improve not only the quality of their work but also – counterintuitive though it may seem – their financial success,” said Wrzesniewski and Schwartz.

If we are focused on our vision, and our journey and we are only competing with ourselves then we are focused on being the best we can be, doing the best that we can do. Nothing else matters and so all of our energy is focused in the right direction.

Keeping an eye on the competition can drain us

The end result is that we get better than if we are trying to keep up with someone else, or following in someone else’s footsteps, or in competition with other people. All of these mean that we’re channelling energy that could better be used to push ourselves forward to something else.

For an organisation and its leadership, those ‘internal motivators’ can be found in the company’s vision, and the more aspirational the reason for being in business, the better you, your team and your business are likely to do.

Anyhow, we’ve written a short e-guide (yes I know, very professional!) and if you’ve made it this far in my blog, I think you’ll find it interesting and helpful. 🙂

Click here to download: “How to inspire your employees and get them excited by your company vision”.

Posted on /by Kim Goodhart/in Kim, Purpose

How living my purpose landed me in deep water

“The trouble with not having a goal is that you can spend your life running up and down the field and never score.” –Bill Copeland

 How my purpose landed me in deep water

About a year ago I was asked if I would facilitate a conference for 60 people over two days. I had never spoken on a stage as an adult, and I had never run a conference, but… the topic of the conference played to every element of my purpose, using ‘real stories to inspire people’ to grow, to have fun, to enjoy life and work. To turn away from it would have been to turn away from my purpose…something I could NEVER have done.

Over the next two months, I planned 8 workshops, talks and activities.

I was terrified

Truth was, I was terrified, almost paralysed by the fear and there were countless times when I wondered whether I was doing the right thing. Part of me wanted to move out to a small cottage in the country and forget all about it. To some people, public speaking may not be such a frightening prospect, but I was terrified, there was a very real chance that I would be overtaken by uncontrollable shakes (it had happened to me before) and suddenly I was swimming in the deep end.

Enormous amounts of adrenalin cascaded through my body, triggering the fight or flight response. Or as my partner calls it, ‘the cowering in the corner, like a scared rabbit response’.

Adrenaline and the breath

However, I knew that it was something I just had to do, and so I ran regularly to burn off the excess adrenalin and I used breathing techniques to calm my thoughts. I use a technique where you breathe in for a count of one, out for one, then breathe in for 2, out for 2, then 3, then 4, then 5, then 6, then 7. By the time I get to about 6 or 7 I usually have a handle on my fear.

With the adrenalin at a manageable level it became my greatest ally. With it, I had the focus to act. I spent hours in a state of flow writing scripts and learning them by heart. I employed a coach to help me with my delivery and I lined up my children’s teddy bears on the couch and practiced talking to them – for days.

Once I knew I was prepared, the anxiety turned to excitement and I was ready to go. I was following my purpose and I felt truly alive.

I did it!

It was an exhilarating and exhausting blur of activity over two days and I loved every minute of it.

However, while the conference was a success and the organisers were happy with the outcome, the real reward came not from learning how to fascilitate a conference. It came from what I learnt about achieving my vision. Things I would never have learnt had I not accepted the challenge.

People thought I was crazy to take on such a challenge with such little notice, but I took it on because I have a clearly defined purpose, and to turn the conference down would have been to turn away from that – something I just wouldn’t have been able to do.

I also learnt more about what my purpose is, how it can be achieved and what the challenges are that I will face to achieve it. I’ve done two more talks since and I have learnt even more from those, getting better with each one.

I learnt a lot about people, what they want to know, what makes them uncomfortable, what holds them back, what terrifies them…

But, you may be wondering, what’s the ‘moral’ of this story?

It’s this:

If I did not have a clearly defined purpose, I would never have been given the opportunity, never mind have accepted it. I would not have faced my fear and I would not have learned to speak on a stage. A purpose is like a compass pointing to ones ‘true north’.

Everybody – individuals, businesses and organisations – should have a purpose, a ‘reason why’ because without it there can be no authentic achievement and fewer significant learnings and experiences.

Live your life, do your business, on purpose – you’ll be surprised, delighted and enriched by the journey. Purpose makes us better swimmers.

 

Click here to download: “How to inspire your employees and get them excited by your company vision”.

 

 

 

Posted on /by admin/in B2B Sales Video, Kim

How to take the trauma out of cold calling and get awesome results

How to take the trauma out of cold calling and get awesome results

Your palms are wet and warm as blood, but it’s sweat. You can actually feel your heart jerking around in your chest like its developed a mind of its own and is trying to batter its way through your ribcage. Meanwhile, your stomach’s tied itself in knots and refuses to unwind. It’s cold calling time…

On a Sunday this January, at about 4.30pm, I got a call on my mobile from a woman who introduced herself as Gemma – she sounded like she was in her early twenties – who wanted to tell me about a limited, half price special on membership. I was not irritated or put out, because I had previously considered joining. Gemma had found somebody willing to listen to her (I also envied her sheer guts for making the call).

 Finding Better Ways to Cold Call

Perhaps she made 50 calls that afternoon and only achieved a handful of sales, but sales they were. People say that cold calling is dead. That it’s rude and disruptive, but cold calling will never be dead so long as you find willing customers at the end of the line. We just have to find ways to do it better, in a way that is not so intrusive to the customer and less stressful for the salesperson.

The strenuous objections of your nervous system aside, the reality is that nothing beats ‘cold contact’ for quick results, quick wins and immediate cash flow (particularly if you marketing department is terrible at generating leads – hands up anybody?).

Quick wins, especially when cash flow suddenly tightens up and things slow down, remain critical, as does connecting with companies you want to do business with but aren’t necessarily networked with.

You can’t rely on the Marketing Department

In an ideal world, a sales manager and sales person could rely on the marketing department and good networking to create a stream of leads, but let’s face it, they rarely do. A browse through job sites like Seek makes it very clear that even January 2017, companies want to hire sales people who are ready, able and willing to cold call.

In the consumer space, picking up the phone and calling strangers may be unavoidable. In the business to business space, it doesn’t have to be that way. A common approach today is to warm up the potential customer with an email, or two. Easy, but easy to ignore, delete or miss too.

 A Novel, Honest Approach

A bit of honesty, a short video and a novel delivery method will be so hard to ignore that potential b2b customers may actually pick up the phone before you do.

Wendy Evans, the author of How to Get Business in 90 Days and Keep It, couriers a basket of fruit with a free copy of her book to the potential customer ahead of picking up the phone. Not everybody has a book, but everybody can produce a smart, authentic video – with a dash of humour – and deliver it straight to the reception of your high value prospect with some clever, but cheap and disposable technology.

One company I have heard of, will courier an iPad in a nice box to the potential customer. The iPad plays a video in which the salesperson addresses the potential customer by name. At the end of the short video, staff humorously debate how they they’re going to ask the potential customer – again referred to by name (it is easier and cheaper than you think) – for their iPad back.

But you don’t have to use an iPad. At Real-TV we offer the option of using a disposable, cheap video booklet made out of cardboard (details on exactly how to do it can be found in our free eGuide, ‘Never Cold Call Again, How to Get That First Appointment Using Video’.

The point is this. The telephone is not the only cold calling tool available. Technology driven tools like social media, camera phones, content marketing blogs and landing pages, have – some would argue – eclipsed cold calling, but those approaches take time.

Cold calling is still the shortest distance between two points. It’s time to use some of that technology to change the way you do cold calling.

Posted on /by Kim Goodhart/in Kim

How to utilise the power of the ‘aha’ moment to motivate your teams.

The ‘aha’ moment of coming up with a solution to a challenge that you’ve been facing is one of life’s greatest pleasures.

In this talk I explain how everything up until that equisite feeling of the ‘aha’ moment is filled with confusion, questions and objections. So, if you want others to share in your excitement. To experience the same boost in energy that gives them the momentum to act on the idea then you need to take them on the same journey as you. And that means letting them into your decision making process until they reach the same conclusion. At that point they reach the same level of insight and are ready to act.

 

Posted on /by Kim Goodhart/in Kim

Leadership begins with revealing your ‘inner hero’

In this talk I discuss why it doesn’t matter if you’re out to save the planet from the next meteor strike, create a safer work environment or cultivate a better customer experience. If you believe in your vision and you have the strength to to see it through then you’re a hero. To create teams that trust in your decision making, that are motivated to turn your vision into a reality you need to reveal that hero and let them know what you’re really made of.

 

Posted on /by Kim Goodhart/in Kim

Connecting with customers begins with believing in yourself.

Companies that engage with their employees and customers experience a 240% boost in performance and those that don’t risk surviving on a price relationship alone. (Gallup).

Two thirds of our decision making process is made from the heart. (Gallup) So, to create engagement you have to connect with people from the heart and here lies the paradox. We currently teach people to connect by coaching them to think rationally but it’s not the rational part of the brain that governs connection. It’s the emotional control centres. And these require that you believe in yourself and what you’re saying. Not an easy task.

To achieve this you have to be able to step outside of yourself and objectively view your strengths as seen by others. When you feel that intangible connection you catch a glimmer of what you’re capable of. Then you start to believe in what you have to offer.

When we make videos for our clients that shine a light on those strengths and reveal the magic that lies within their people and their organisation they get to see with some degree of objectivity how they are seen and celebrated by others. This imbues them with a sense of confidence. They let go of their negative thought patterns and focus their attention on the people in front of them. This is when they actually start communicating and connecting with their colleagues or customers and create engagement.

 

Posted on /by Kim Goodhart/in Kim

How to tell a story that inspires hearts and minds

In this talk I discuss why it’s so important to shine a light on the truth if you want to take people on a journey, change the way they think or create real change. I explain how truth has the power to transform hearts and minds, how it gives people a real sense of hope, excitement and anticipation and how it creates the momentum for real change and connection. Story is the vehicle we use to deliver it on. Without truth story can leave people feeling empty, disillusioned and even angry.