CharlieKenny.me
people * stories * engagement
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Yes, people do indeed buy from people Charlie, especially those with a distinctive, unique selling proposition. That special something within that we cannot find elsewhere.
Isn’t that the point David, we all carry our own USP, don’t we? The unique selling person?
Agreed, but not all of us put the work in to be able to offer the definitive difference. I’ve seen many people lose out on the opportunity by failing to close with confidence during the pitch.
Not all of us are pitching right away David. We all have our own very different way of engaging people. During the initial introductions, I’m not entirely sure the selly-sell is the best way to go.
For some, we embrace the person before the product and services. Business is personal and I’m a people person. Face to face and in front of them, I like to dig a little, take time for a one to one …
OK, I knew we’d be down this route … so why so many purchases online Charlie? Grocery, electronics, music, you name it and you get it without any human interface.
Good point David. Saving time and resources is important so we’re all tempted by a bargain. Some purchases have different values to any one of us, we look around for them, although for those important buying decisions, especially for those directly affecting the business, accountancy maybe? HR services, creative services, strategy, referral groups, not to mention those important trade partnerships? I’m one of those looking to engage the person first.
I do agree with you David, the online experience gives all the opportunity to be the best-informed, thrifty shopper without being seen or consulted, or sold to. For me, if knowledgeable service and engagement are important, don’t you think it’s at least useful talking to the vendor about the product?
So, how do online recommendations rate with you Charlie?
I take my advice from a trusted friend David …
Ok, we’ve found a little common ground David and I’ve learned a little more about you during our conversation, so, what can you tell me about your business that I haven’t just found out?
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I’m often asked why it is that I am so adamant in ‘keeping up appearances,’ when networking …
Sure, not everyone needs a reminder. We meet weekly, with the reasons why regular contact is important being recited to the newer attendees.
It’s natural enough to feel that the main part of the exercise (engagement) has been achieved. The many ‘positives’ most experience when departing a meeting full of new acquaintances looking to know more about us, pitching your own for business and thoughts of great new contacts, possibly new business, it can leave us euphoric.
So why do so many fail to follow up?
For the uninitiated, they are often thinking … “I’ve met those in the room, swapped cards, they know what I do and all I need to do now is wait for the call …”
Now most of us understand that today’s networking simply doesn’t work this way. Sure, we’re all our own best sales representatives, but we’re not selling, we’re cultivating the broader relationships.
Sadly for some of our new friends, we rarely see them again, although those who take time to understand ‘the process’ are soon back in the familiar space for the follow-up. All looking to rekindle the initial engagement and some content with pacifying that fella (myself?) who keeps dropping hints regarding the start time … we’ve all been in a very similar position.
So why are we so adamant about the follow-up I hear you say? Why should networking be such a chore?
No bore networking, please …
So let’s look at what’s been happening since the last meeting. Business updates, results of one to one engagement, not least the featured presentation – all of which are components of a structured environment developing the formula for success. Familiarity, stronger relations, trust.
So for those thinking of coming along when ‘time allows’ (time is business, right?) It’s important to realise what happens when we choose to leave it too long. What happens is that the advantage of the initial meeting is lost, people soon forget you and as they make those important business decisions they’re choosing to sit down with those who they know best …
When we’re absent we miss that ‘bigger picture,’ it’s an exercise in relationships and it takes much longer to realise our goals when we don’t know our network well enough.
Those who invest in regular networking recognise that occasional visitors are simply being lousy gardeners … sitting back to see what comes of the initial engagement. They’re all the while developing nothing but the reputation as the ‘frantic networker,’ seen at most dates on the networking calendar for just about any opportunity that just may present itself … they don’t do the network reputation-landscape much good at all.
For me, I’ve not seen a garden produce anything in abundance without regular maintenance, how about you?
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We shook hands over the first coffee of the morning and with a room full of colleagues, I was meeting another smiling face
‘How can I help you?’ I asked.
“I’m not sure, I’m just going to see how it goes with this business, test the water and give it a few months. If it doesn’t work out then I’ll see if I can find a job that offers a decent salary.”
See how it goes, give ‘it’ a few months?
Don’t you just love it when you meet someone you thought might just be that referable person and you hear ‘the parachute story’ – the just in case – the back-stop or something similar to:
Well, it’s just a part-time thing, I’ll give it a go, see what this new business thing is all about.
or perhaps
I’m studying just now and if I get any business coming my way, well, ‘it’s a bonus.’
Or the current favourite where I am just now…
I’m not looking for any new business at the minute, I have a holiday cottage working for me over the next couple of months. Come back and see me at season end …
Business planning or kamikaze marketing? I can see the strategy for both although I know which one has a better return.
Should you be networking if you cannot at least pitch your business with aplomb?
Word of mouth works and the above are just one or two examples of stories sure to dampen the expectation of those serious about meaningful engagement and further business.
It’s not enough simply to show up at meetings, we know it’s tough in the world of start-up although the above examples don’t do themselves (or anyone else) any favours by being ill-prepared during the all-important introductions …
Working on your presentation goes a long way to credibility, your reputation.
Being successful in pitching your business helps set you apart from the competition. It shows you have ambition, expectation and confidence in your offer. Having confidence in your offer means being able to share the same passion and commitment you hold for your business with existing colleagues and new prospects alike.
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While enjoying several years of Networking Northumberland I’d (almost) chosen to disregard the fact that I’ve spent 25 years in business this year!
That was until I was asked what would be the most important words I would give anyone ‘starting out’ today in the world of self-employment?
I thought to myself … how much time do you have? As I considered an answer to the question …
Practice what you preach, do as you say you shall & treat others as you wish to be treated yourself.
Sounds about right, doesn’t it? Here’s why it sounds good to me:
So often we are asked to demonstrate our offer when asked … ‘So, what do you do?
That very moment during an initial introduction is (in my view) ultimately defining and there are those who just don’t realise the importance of first impressions and so, the opportunity to meaningfully engage is often lost.
Following up on your intentions is a fantastic demonstration of your dependability.
It’s great to have the opportunity to work alongside another (especially so if you are a sole trader) or on behalf of a new client and so be considered a reliable connection, an asset, a close ally, the trusted referral partner … building trust, it’s a wonderful testimony to your character.
‘Along the way’ I’ve always found that by being transparent, considerate and aware of the needs of others is exactly how I’d like others to feel when we’re engaging.
The human factor should never be overlooked. People buy from people, so if we understand that your next best customer may just be a smile away, you’ll find the business trail is just a little kinder in keeping you referable.
25 years? Surely not I hear you say …
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Yes Ian, I know someone who can help you with that …
My friend had expressed a need for a specific kind of business support. With my offer being anything but extraordinary, I was somewhat taken aback with the reply:
You do? But, why would you want to help me?
I quickly explained that helping others is simply something that I like to do, it’s part of my nature and by offering my support I feel good. As a people-person, it helps me when I am able to assist another. I’ve also learned that it’s good for business.
I was a little concerned after Ian fell silent …
Surely there must be something I need to offer you in return for your help?
Er, no, nothing at all. I replied. Although if my advice and introduction does help you in some way I’d be grateful if you would mention my name during the discussion?
A little later the presentations had finished and as the room emptied of delegates I caught up with Ian once again.
So many people wanted to help me today Charlie, why is that?
Ask Zig Ziglar … it’s the age-old formula for success Ian. You asked for help … and you received it!
You mean, if you don’t ask, you don’t get?
Exactly. We need to know what it is you are looking for, in order to help you …
Any concerted networker understands that by developing common ground we find clarity, going a long way to further the personal introduction, the lead and ultimately referral.
Trust is the important factor in any relationship, that’s why we meet regularly, trust empowers all of us, qualifies us to help as many people as possible.
Developing our own reputation as that go-to person goes a long way in developing the business. Engage, develop, grow …
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Here’s the story, see if you relate to this …
It’s early in the day, the meeting is over and ‘sticky buns’ are present when I ask:
So, how is business?
Business is great Charlie and I love these networking events, there is always plenty of opportunities. I think I’ve identified one or two potential clients already and it’s only my first visit.
Terrific, why not sit down and work on the plan, see how you can help each other out?
Well, I’m due at another event shortly, so no time just now although I’ll catch up with them next month, see if we can do meet up. Besides, they have my card, and I know where they are. Keep me informed of future dates, please.
One of the few ‘downsides’ to structured networking (and to my mind there are not that many) is that the process identifies some of those human failings that sometimes go unnoticed. You know, like timekeeping, preparedness, the genuine offer of support.
The Business Insider covers most of the basics …
Sure, the main reason most go out and meet others in business is to learn how to develop the prospects that help business prosper, although some of us inadvertently spoil all the good ‘groundwork’ laid down during regular attendance simply by failing to give time, that most important time in the follow-up.
I’ve been there, I’m sure most of you have as well – there are plenty of great networkers out there who are simply there own worst enemy. Good groundwork and no follow-up…
Following up ‘next month’ is simply not enough. The opportunity is in the room with you.
Timely engagement counts (now time) and this is where we should be following up, not in the weeks and months down the line when that once genuine opportunity has now gone cold. Or worse, the potential next best client has gone to someone else with the business …
Networking works, if we’re prepared to remember the basics and simply work smart.
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“It’s funny, I never imagined that I’d enjoy meeting so many new people, so when I found out that there were those in the room, similar to myself it soon put me at ease. It was great there are those willing to reach out and engage, offering to help my business, I have to say I wish I’d made the decision to join you earlier.”Sally and I were having a conversation after one or the morning sessions of the regular Weekly Business, taking the time to reflect on the first-time visit.
I’d opted for the carrot cake and although I knew the answer to my own forthcoming question, I asked anyway … So why had you not come to see us earlier Sally?
“Family,
Faith in my offer,
My own self-confidence,
Commitment and of course,
Failure …”
Sally’s kids had started school and although she’d been working on the ideas of the home business for some time, it was the professional isolation that came with the responsibilities of home-maker tended to hold her back.
I’d sent Sally an introduction and it had arrived at the right time for her.
‘I just needed the inspiration and the guts to make the date, plus I have a real fear of failure, always in the back of my mind are the ‘what if’s, or I’m not good enough’s and what happens now??’
We can be our own biggest enemy, so congratulations Sally, taking the first step, showing your value while meeting a room full of people this morning is a great start.
Sally reached for my carrot cake … ‘but, what if I fail?’
Fail? (ask Will Smith)
We meet on a regular basis Sally, accept the dance ticket and commit to attending regularly and take the offer of a personal meeting, take up the challenge to listen and learn from your peers.
After all, you wouldn’t go to the dance without learning a few new moves first, would you?
Fail? Perhaps. But don’t be afraid to fail Sally, that’s where we learn … and, please do help yourself to the rest of my cake …
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It’s not that I didn’t see January coming, I do have a calendar, I try to keep my eyes on the path, although the festive distractions somehow find me ‘contending’ with those best-laid plans.
Like most I have a routine, I try to stick to what works, to what helps me excel, to do a better job. This year though I have resolved to losing some of the ‘stuff’ that has not worked.
There is plenty to lose as well… such as the deliberation.
Do I listen to that best advice from my own self?
‘Stick to the plan, keep the goal in mind and you shall achieve.’
Honestly? Well, most times I do listen to me although I tend to deliberate a little …
2019 for me is starting with fewer distractions, losing the time thieves and putting into practice more decisive direction.
How about you? I’ve heard similar from closest colleagues these past few months about there being ‘not enough hours in the day’ or ‘understanding who to trust’ or the old gem … ‘I’m concentrating on core business, I’ve no time.’
No time to deliver a better you?
Making time is surprisingly easy when we’re more decisive.
Trust? This starts with natural attraction of like minds and the risk acceptance. Each of us is aware of how to find more time so just now we won’t dwell (deliberate) … Steve Shapiro can help us there. Allocating time for the more important stuff, that which matters to you, with action(s) you can do now for your clients and for your own business is simple. (Even I can do it!)
It’s about losing the deliberation. You know, we ‘chew the fat’ put the plan on the shelf, we listen to the social opinion (yikes!) and before we know it, we’ve found more cons than those original pros we had in mind for going forward. Deliberation.
Let’s be decisive folks, go forth in your offer, follow up with your instincts, welcome change, show your real self (people buy from people) and look after all that faith you have invested in you and stand in wonder as he (or she) returns to support you.
It’s often said:
‘more business is lost through indecision than by making the wrong decision.’
What say you?
Just don’t take too long thinking about it.
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So, it’s not long ’til Christmas! What are you planning between now and then Charlie?
My friend and I were meeting to discuss the opening chapter for his new book – something I was looking forward to getting started prior to the annual holiday. Coffee and the pastries were ordered as we sat down…
Well, you know what Chris, I’m most likely to be working on something or other, engaging the people that matter in my life while keeping ‘ahead of the business expectation.’
Surely working for yourself though, you can afford to put your feet up at some point Charlie? A change of scene, a short break perhaps?
The ‘Danish’ arrived with a pause as we considered our choice … the coffee smelt good.
Chris worked for a national company and his available ‘free’ time is generally weekends and with a young family, he was of course pretty much distracted with the various demands/expectation of family life. Christmas holiday is family time.
‘I’m very lucky in that respect Chris. I have certain flexibility although the work I carry out on behalf of my clients demands a certain presence and carrying out my work at home, I’m able to balance the application of time to ensure all is left in good shape until I’ve returned.’
‘I like to keep ahead of the game Chris. This way I’m able to offer a little more presence to family, friends and the business. Whenever that is needed.’
So no holiday during Christmas Charlie?
‘I’ll be making sure I’m with loved ones Chris, like yourself I understand the value of presence, being there when required.’
So glad you were able to find the time to listen to my draft ideas Charlie, seems like there are just not enough hours in the day … I need to be back at the office, see you in the New Year?
Time is the greatest gift Chris, wait, take another Danish, I’ve enjoyed your Christmas presence.
Happy Christmas!
CharlieKenny.me 