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Specialists in transformative coaching, personal and leadership development to help you thrive with clarity, confidence & purpose.

Thrive - Do What Matters are specialists in transformative coaching and leadership development, helping you grow with clarity, confidence & purpose. Through our professional coaching services and online learning courses you can maximise personal effectiveness, overcome challenges & inspire others.

14/10/2026

Authentic in person but feel fake on socials?

This came up at our Authentic Influence Masterclass, and I suspect plenty of us have encountered it.

In person you talk to someone. On socials it feels like we’re either talking to everyone or no-one, and so it can feel like a performance.

The “one person” approach can help. 🩷

What’s your tip for building authenticity on socials?

12/10/2026

A great customer offer can mean extending your offer feels easy. The value is clear, you know customers will be excited so you're pumped to share. 🎉

Before you do, remember it's not just an opportunity to close a sale. More importantly, it's an opportunity to build a relationship. An opportunity to help a customer develop trust with you, to make saying Yes easy - not just to this offer, but to future offers too.

There's a formula for trustworthiness, that can help you to hit the mark.

Trustworthiness = (Credibility + Reliability + Intimacy) ÷ Self-Orientation

🧠 Credibility: Know the offer inside out, including who it suits best and why. Remember it's not about why YOU think the offer is valuable - it's about why you think the offer is valuable for THEM.

✅ Reliability: Do what you say, when you say. If you promise to send the details tonight, send them tonight. If you offer to remind them before it closes, put it in your calendar straight away.

💬 Intimacy: When you connect, ask about their life before you mention the offer. How are they going solving that problem they have? When you know what’s happening in their world, you can better explain why your offer benefits them.

➗ Self-orientation: Resist sending the same message to everyone on your list and waiting for them to come to you. Consider people individually. Why would they benefit? What are their needs? How can you help them? Follow up with that individual contact, to provide that personal perspective.

Your offer helps a customer say Yes to you, but the way you share it is what helps them say Yes to you repeatedly. 🩷

Source: Maister, Green and Galford, The Trusted Advisor

11/10/2026

Trust has a formula. 🧮

Credibility, reliability and intimacy, divided by self-orientation.

Like all formulas, we can use it to help us understand how to build the result we want. Either proactively, or diagnostically, identifying which element might need to be increased or, in the case of self-orientation, decreased.

The higher self-orientation, the lower trust, because when your focus is on what YOU want, it’s not on what your customer NEEDS. 🩷

Source: Maister, Green and Galford, The Trusted Advisor

01/10/2026

The approach that builds trust with customers requires a mix of sharing products and promotions, showing up professionally with processes and systems to support you and having the warmth and relatability that comes from being personable.

When this mix is out of kilter, 3 typical scenarios result.

1. The Brochure - Product and Process, without the personable approach, leaves you sounding like a marketing brochure.

2. The Friend - Process and Personable, without coming back to highlight product, feels warm and fuzzy but doesn't close sales.

3. The Whirlwind - Product and Personable, can become chaos without systems and processes to support you.

Product is what you share. Personable is how you share. Process keeps you sharing. 🩷

Which one do you recognise might need strengthening in your approach? 🤔

30/09/2026

Remember in 2013 Jennifer Lawrence fell up the Oscars stairs on her way to accept the award for Best Actress?

The room rose to its feet, and her first words at the microphone were: "You guys are just standing up because you feel bad that I fell." People loved her MORE after this moment. They loved her for being human, for recovering from the fall and for being resilient in the moment to move on with grace.

Psychologists call this the Pratfall Effect, first studied by Elliot Aronson in 1966. A small, harmless slip makes capable people more likeable. Why? Because in that moment the person becomes more relatable.

The same applies in Direct Sales. Our networks look for us to be professional and personable, but not perfect.

At one of my first Thermomix demonstrations, I forgot to add the temperature to a mushroom risotto I was cooking. 13 minutes later I lifted the lid to find well stirred, but cold and uncooked rice. In that moment, I felt the same way I'm sure Jennifer Lawrence felt on the stairs. But what my guests saw was how simple it was to fix a mistake they could see themselves making too. That group of friends and I still laugh about "twice cooked risotto".

So the next time you mix up a product at a demo, or tell a customer "I don’t know, let me find out", remember that being professional and personable is the aim, not perfect.

What mistake have you made that helped your customers relate to you even more? 👇🩷

29/09/2026

Comment AUTHENTIC for the registration link to the free Direct Sellers Masterclass. 🩷

You are unique. Your own story, your own experiences, your own way of connecting. That's what helps a customer to say Yes. Sure, they make a decision about your product but they also make a decision about the relationship - and the relationship is built on things only YOU can bring.

Come along to this free Masterclass where we'll explore how to harness your Authentic Influence: - the AI that really matters:
✔️ The number one success factor in building your personal brand
✔️ Turning your experiences into content people relate to
✔️ Making your content feel recognisable and uniquely yours
✔️ Building the confidence to show up as yourself

Tuesday 6 October, Live on Zoom. Two times available. Link also available in bio.

29/09/2026

Two example messages. Same product, same customer, same intention.

Which one would you actually reply to?

And, if you consider your most recent messages to customers, which one looks more like the messages you usually send?

Message A has the product in it and it is perfectly polite. What it is missing is what makes it personable - it could be sent to anyone. It reads like it went to fifty people (because let's face it, that's probably the case).

Message B still has the product, and it is still professional. The addition is the personal factor - it's specific to Kate. The fraction of additional time it takes to make the message personal is far outweighed by being known, liked and trusted.

Before your next text, consider how your customer might respond when they receive your text. Will they feel seen and remembered personally? If not, what could you add in to make the difference? 🩷

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