All Categories - ASTERI PURSUIT ™

ASTERI PURSUIT ™

EMPOWERING SALES

1/13/2021

Wanting to be a better salesperson does not make you:

Less Relationship Focused.
Less Compassionate.
Less Amazing.
Less of ANYTHING.

We all know that No sales = No business.

Fostering strong relationships will absolutely grow your business, but NOT if you altogether avoid sales. My last post was about how relationship building is more important than a quick sale, but NOT an effort to label sales as bad.

If you can’t or won’t sell yourself and your business, you’ll end up with a lot of friends, you’ll give away a ton of free value, but you won’t be able to pay your bills.

I like to think of sales like food.

We need it to survive. It’s not inherently bad or good. Almost all of us have a complicated relationship with it.

Some food we eat a lot, some we only eat once in a while or on special occasions.

It can taste delicious and makes you feel instant gratification. You look forward to it, savour it, and when it’s over, you can’t stop yourself from wondering when you’ll have it again.

Or, it can taste terrible, leave you with a stomach ache and feeling sick.

Sales aren’t bad.
Selling isn’t bad.
It’s an essential component of building a healthy, balanced business. ;-)

So why do sales feel so icky sometimes?
Because we don’t know if the person selling us cares beyond the sale.

Relationship focused business is NOT about avoiding sales.
It’s about fostering strong relationships, seeing the human behind the sale, and creating a safe, trusting and open space where sales happen naturally without the icky feeling.

When you care about the person behind the sale, you care beyond a yes or a no. You want to help, offer your services, and see them succeed. But you also see and nurture the strength and resilience in the other person, knowing that your relationship is essential regardless of the sale.

Company core values.

1/12/2021

Bullet lists of words are not what inspires or maintains company culture.

How can you choose the right values and then get your team and clients to buy into your values and culture?
Story.

In this video, I take you through the difference between core values and other common business values, as well as the simple process of creating a value story that inspires!

Relationship > Sales.

1/12/2021

Relationships > Sales.
There I said it.

Yes, to run any sort of a successful business you need sales. Although fast or immediate sales sound like a dream - they often come at the cost of establishing any consumer trust or brand loyalty.

Relationship-building sounds tedious and time-consuming, but the truth is - business is about the long game.

One sale today is not more important than:

Gaining brand loyalty.
Developing Trust.
Having Integrity.
Being Transparent.

All relationships are different. Sometimes we connect instantly and know we’re a guacamole and salty tortilla chip kinda match.
Sometimes they take time and need a lot of nurturing and growth.
Sometimes they just don’t work.
Welcome back to being human.

Business is about serving humans, not selling humans. When we come from a place of service and focus on relationships instead of sales, we get benefits far beyond a sale today.

Brand loyalty and long term sales
Word of mouth and referrals
Consumer trust
Differentiation in a consumer culture where the majority of consumers actually want connection.

So how do you start building relationships and honouring the human behind the screen?

Listen. Care. Serve.

Can I get an amen?

i'll take an attitude adjustment with a side of new winter gear

1/10/2021

After ten years in Ottawa, I’m still not used to these harsh winters. I grew up in pretty mild climates, and through most of 20’s I spend winters in the South training for swimming.

I find myself craving trips to the sun and sand. I’ll be sitting on the couch wrapped in my flannel snuggie in front of the fire, writing an email sequence for a client and all of a sudden drift off in my mind imagining a tart margarita and the feeling of hot sand burning my feet.

This year I decided I didn’t want to hate winter anymore. My trips to the south were all put on hold, and I didn’t want to be miserable for seven months (damn Ottawa).

I got some new gear, and I can confidently say that winter doesn’t have to suck, IF you prepare, dress appropriately, and TRY to like it. For Real.

Here are a few things that made a big difference for me. None of these are sponsored or paid in any way - they are just my honest favourites:

AKU Boots - These ‘hiking’ looking boots are fitted just right, not too tight, fully Gortex (waterproof), and are incredible for keeping my feet dry and warm.

Fjallraven Parka - Ok. I spent the extra money, and it was worth every penny. Warm (verging on HOT), comfortable, and looks good. What’s not to love.

Columbia Mittens - Screw gloves; my fingers always end up cold. I got these fantastic mittens, and I will never go back. My fingers stay toasty, and I don’t care if I can’t open my phone because it’s too cold to text anyway.

New Attitude - I’ve committed to trying to enjoy winter. I used to get distracted by how cold and uncomfortable I was and never really give it a chance. Now that I’m geared up and prepared, I have no excuse and find I can be more present and open to the fun around me.

You can take this as a simple gear recommendation post or look at it as a metaphor for most things in life. Preparation, spending a bit more for better quality on the things that matter most, and committing to a new attitude can make pretty much anything more enjoyable.

Here’s to making the most of even the coldest winters! Hit LIKE if you are ready to have some fun in the cold this year too!

Sincerely,
Mickey

PS - If you are looking for more than just gear and want some incredible winter hiking and outdoor recommendations, head on over to www.girlgonegood.com for everything wellness and wilderness! She’s my go-to for pretty much anything outdoors.

EVERY BUSINESS SAYS THEY HAVE ‘COMMUNITY’ - SO, HOW IS YOURS DIFFERENT?

1/5/2021

We all want to be a part of a community that is a positive space and filled space with people who embody the qualities we believe in and bring out the best in us.

As a business, having a strong community is an incredible tool for building and maintaining culture, improving brand reputation, increasing brand awareness and visibility, and attracting and retaining clients and employees who embody your company values.

Many challenges can arise when both building and maintaining a community for your business. Toxic members, miscommunication, ignored boundaries, awkward silence.

One challenge that is SO common and yet rarely discussed is how you can stand out from the mass of other ‘communities’?
How can you define and differentiate your community from every other community out there?

The most common strategy business owners and marketers use is to ask their members to describe it in their own words.

“I love this community because it’s so positive and welcoming; everyone is awesome!”
Not super helpful - everyone says that about their community.

So, how do you explain your culture with enough context that outsiders can see how it’s different?

The same way you go about describing how your business is different from the rest of the competition.

ASK MORE QUESTIONS.

What problems do your competitor’s businesses solve, and where does their community come into the process?
Ask prospective clients what it is that they are looking for in a community?
Ask current and past clients what it was that made yours different?
What problem do you solve in the market, and what role does your community play in solving it that others on the market do not? AKA What gap does your community fill in the market.

This isn’t a 5-minute project.
Learning the right words to describe your community and the culture it upholds takes TIME.
BUT, if your community is a crucial aspect of your business, you can and should use it to market your business.

Community is something we all crave and is a MASSIVELY powerful marketing tool when used correctly.

If you’d like an audit of your community ‘pitch,’ post it in the comments, and I’ll help you nail it!

our neurobiological wiring is relational.

1/5/2021

We, and our businesses, grow and flourish in connection ⚡️.

The word connected has taken on a different meaning in recent history. Phones, social media, and a constant need to be “connected” is NOT what I am talking about🙅‍♀️. Often, we are so attached to our phones and social media when we feel the most disconnected.

Genuine connection, brought forward through mutually meaningful relationships, has four specific components.

1. Mutual engagement and empathy: mutually involved, committed, and sensitive to the relationship with a willingness to impact AND be impacted by another.

2. Authenticity: the freedom and capacity to be ourselves with an awareness of how we impact others.

3. Empowerment: The sense of personal strength that emerges from the relationship.

4. The ability to express, receive, and process diversity, difference, and CONFLICT in the relationship in a way that fosters mutual empowerment and empathy.

If I’ve learned anything through this time of global crisis, it is that mutually meaningful relationships directly impact: the healthy development of our sense of self, our resilience, AND the success of our businesses.

We are wired to connect 🧠.

“We do not use nurturing or loving people to fill us up or prepare us to separate and then stand strong alone. There is not a cutoff on our need for connection - ever!” (Jordan, 2017).

🚫 It’s time to stop the cold DM’s, generic email campaigns, and manic feast-or-famine social media marketing strategies.

✅ It’s time to step up and take ownership of our communications authentically and take back REAL connection.

I’m here to help. 🙋‍♀️

If you are ready to build real connections and foster mutually meaningful relationships that empower, influence and lead, I’ve got news for YOU!

Strategic Communications & Marketing Consulting.
Connective Communications Coaching.
Done-for-you Marketing Services.

2021 HERE WE COME!

Get to the heart of what matters most to your clients and team so you can empower, influence and LEAD 💕.

Interested in learning more?
Click the link in my bio or send me a DM.

The loaded question

1/5/2021

Yes. Some questions are loaded.
No. It's not always the other person doing the loading.

The loaded question 🙅‍♀️.

Has anyone ever asked you a question that you think they already know the answer to?
They ask anyway.
You feel triggered.
The internal battle begins 🧠.

Why are they asking? Shouldn't they know? Do they want me to justify myself? I shouldn't have to answer this! 🙇‍♀️

No matter what is said, it feels...disappointing.
You feel misunderstood.

You go home and recite different ways you could have ’won’ the conversation in front of the mirror 🤦‍♀️.

Yes. Some questions are loaded.

No. It's not always the other person doing the loading.

If you notice a particular person, topic or question that continually feels loaded, it may be time to start doing some ’unloading.’

🙋‍♀️ “I need to take a pause real quick; I’ll be right back.”

*shuts the door, takes deep breaths, looks in the mirror and asks - what unwanted thoughts or assumptions did I bring to that conversation?

...minutes pass more deep breaths, feel a bit better, return to the conversation.

”I have to admit I started to feel _______ when we were talking; I feel ______ now and can see how I was bringing _________ to the conversation. I'd like to [start over/talk about something else/ whatever you want to do at that moment].”

🚫 There's no need to fake it, hide it, or bury it.
🚫 There's also no need to shame it, discredit it, or judge it.

Acknowledging how you feel without judgement is a crucial part of developing self-empathy ✨.

Mutually growth-enhancing, healthy relationships require both empathy AND self-empathy.
No shame. No self-judgement. AUTHENTICITY.

Let me know if you've ever felt this way in the comments and what's been working or not working for you!

'why questions' and why they suck

1/5/2021

stop asking 'why questions.'

Why did you do that❓
Why do you think that❓
Why did you say that❓
Why do you feel like that?❓
Ugh.

’Why questions’ assume two things, 1) that the ’why’ will somehow be helpful, and 2) that they know why in the first place.

What do ’why questions’ almost guarantee:
🚫 Over-intellectualization and rationalization instead of meaningful and open observation;
🚫 A defensive internal dialogue;
🚫 A ”I did what I thought was right at the time” response.

So why do so many rely on ’why questions’?
They seem deep 🧠. They sound psychological. We've seen it in the movies.

Instead of asking why, here's what you can do:

✅ Listen attentively and get the whole story;
✅ Ask open and inviting questions;
✅ Allow them to get to why on their own;
✅ Extract their motivations from what you see and hear;
✅ Reflect your observations to them; and
✅ Ask if you are on the right track.

Whether you are a trainer, coach, physician or clinical practitioner, avoiding ’why questions’ will show that you are listening, and you are empathetic. You will also prevent harsh and defensive internal dialogues.

Getting to why can be important, but asking why questions isn't the best way to get there. ✨

Have you ever been asked ’why questions’ and felt defensive or therapized?
Let me know in the comments!

Lost in Translation

1/5/2021

Challenges of Digital Communication

Tone, body language, facial gestures, and personality can be easily lost in written communication.

Have you ever read an email or message and wondered:
Are they mad?
Do they care?
Do they have any idea what I’m going through?
How can they expect me to understand this?

The reality is, life is only getting more digital, and our ability to lead is directly impacted by our ability to communicate both verbally AND in writing.

So what can you do to ensure your written communications are working in your favour?

Be CLEAR - Ambiguity is the killer of effective communication. It turns on our internal dialogue and stops us from listening or absorbing what is actually being said or written. Read your text out loud and take your time.
Give Specific Directions - What do you want? Be specific, and don’t ever assume someone knows what you want. They cannot read your mind.
Be Concise - No one wants to read an unnecessarily long message. The longer it goes, the less reading actually happens. Keep it concise. Time is precious.
Empathy is EVERYTHING - Always make a point to lead with empathy. Put yourself in their shoes, and then ask for confirmation that you understand what they are going through, need and feel. The more the other person feels heard and understood, the more open they will be to the rest of the conversation.

These four simple steps can massively improve your written communication and help you genuinely connect with your reader.

Bonus Tip: Use the newbie test - if you were sending this to a brand new team member on their very first day, would they understand it, feel empowered by it, and be able to list exactly what you are asking of them?

Let me know if you found this helpful!

INVITATION SKILLS

1/5/2021

HOW TO INVITE OTHERS INTO THE CONVERSATION ONLINE.

Engagement. I really HATE that word.
Engagement is the most commonly used word for soliciting interaction from followers on social platforms.

Engagement on social platforms is used like fishing.
Bait. Hook. Catch (ie. click, comment, DM).
Toss into the boat or back into the water (ie. pitch a sale).
Start over.

Over time, the social platform rewards you with a small net.
Repeat.
The social platform rewards you with a bigger net.
Repeat.

The thing no one wants to tell you about this process: those ‘catches’ are HUMANS.

There IS a better way.

Instead of getting caught up playing the fishing for Engagement game, you can instead work to develop relationships that will grow the metrics that actually matter in your business.

There is a simple tool you can use to start developing connections and nurturing REAL, HUMAN relationships.

Door Openers.
Door openers are an invitation to a conversation that allows the other person to determine the depth of their response. More than just a simple greeting or passing social response; they signal that you are genuinely open and available to connect (not just sell) and encourage exploration, and discussion.

“You mentioned in your stories that you just started working from home. How’s the transition been?”
“Oh, you like to cycle? I just started. I’d love to know more!”
“I see you prefer podcasts over physical books too. I’d love to know more about why?”

The KEY to door openers is that once the door is open, you have to KEEP IT OPEN, regardless of a pitch or sale.
You don’t use door openers to get Engagement. You use door openers to start developing Relationships.

Some of these relationships may turn into
- direct sales;
- word of mouth;
- answer to questions you have;
- referrals;
- friendships; or
- a conversation.

I’m NOT saying to drop all of your personal boundaries and spend all of your time online talking to everyone.
I AM saying that we need to ditch the “what am I getting out of this” attitude and remember that business is about serving HUMANS. You are Engaging with Real People - so let’s treat them that way.

I’d love to know what you think about Engagement in the comments!