CharlieKenny.me

people * stories * engagement

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about

I love the coast and in particular, the area in which I live, the North East of England. It’s an uncomplicated life, for the past twelve years I’ve been away from the ‘big smoke’ … and the decision to relocate my business to the North has been the best move of my career. So far. I am a writer and have a lifetime of experience in publishing and personal development. I now consider myself a specialist in helping my clients with memoirs – this could be a biography, or simply bringing diary pages to life. I tend not to advertise my business, word of mouth has always been kind so it’s no surprise that I do spend a couple of days per week in collaboration through networking. Peer collaboration can be very rewarding. Therefore, if you’d like to join me fortnightly for Wednesday ZOOM or either Tuesday or Thursday for (in-person) morning coffee, please get in touch. I’d love to meet you and perhaps help in any way possible. Thank you for stopping by the website. engage, develop, grow … with Go! charliekenny@live.co.uk
  • Make it special …

    Make it special …

    I really don’t know how to pitch the room today, Charlie. 

    Do as you usually do Tom, and continue the education and enlightenment.

    Should I tell them about the new business I’m thinking about, after all the presentation is only a couple of minutes and I’ve plenty of the regular business just now, should I drop in something new?

    That depends on how you wish to be seen, have you thought about how you would like your customers to remember you Tom?

    This is just a side-line Charlie, it’s something that might prove interesting to one or two, offering a different angle to my presentation.

    Does this new side-line complement the existing core business Tom? If so, I’m sure your audience would find value in learning more about you, you’ve been informing the room for a few months now. Most of us are familiar with your professional offer and should now be in a position to refer you.

    … although, if this new offer is completely different, then personally I’d be careful you don’t spoil all that groundwork laid down during the recent engagement.

    Let’s try not to cloud the water, Tom.

    Whaa? I don’t get it.

    If it were down to me I’d be inclined to concentrate on the core business and save the new introduction until the after meeting one-to-one. In fact, there’s a great opportunity to enlighten your referral partners with company news, and diversity perhaps. Invite them to sit down with you after the meeting.

    Ask their opinion.

    So you think I should stick to the regular intro., incorporating a hint of new company developments within the presentation, generating interest that way?

    If it’s important, why not Tom? I’d continue to deliver the specialist that is you. Showing what we’ve come to expect and then ask for the one-to-one with ‘selected colleagues,’ inviting them to meet and learn more about the broader offer, new developments.

    Make it special.

    Maintain your expertise Tom. Most of us are able to offer much more than the core business, unseen until we’ve had the chance to know each other or even work together. Think about who you and I would prefer to work with. It’s the expert in their given field right?

    There are plenty of hobbyist, part-time offers out there and personally I’d be wary of asking the handy-man plumber to tend my electrics, wouldn’t you?

    Be the expert, make it special.

  • What then?

    What then?

     

    ‘What’s so good about networking Charlie?’

    It’s been a few years since I started my blog and most of you have been extremely tolerant of my persistent business focus, thanks for that.

    I’m very happy that some of what I’ve shared has been useful as well and in answer to that question – ‘what’s so good about networking?’

    I’ll try.

    If – and there are a lot of ‘if’s’

    If you can be generous with your time

    If you are reliable (referable?)

    If the people in your network are encouraging, if they reflect your own enthusiasm, if they care

    If those that you meet understand it’s treating each other as we ourselves would like to be treated

    If you have diversity … if you can dance!

    If the timing is right, costs are acceptable etc, etc … like I said, lot’s of the if’s.

    Another one …

    If you give networking time, it can profoundly impact your business and therefore your future prospects. Networking is NOT just for the start-up either, if you are established, share your failures as well as your success.

    Build the relationships and you shall succeed.

    Succeed like this … (in my view)

    Try networking with friendship in mind. Don’t be shy, there is always someone else less comfortable than yourself in the room. Find the like-minded individuals, make time for the information exchange and share ideas.

    Referral business is a great by-product to networking, learning from your new-found friends, understanding their strengths enables you to pass referral while receiving the same, some of which can lead to great long-term partnerships.

    Networking is great for the confidence. Being able to share your news and views in a room full of friends offers great scope for personal development through added confidence.

    Developing your reputation, raising your profile with regular networking and engagement is great for the visibility. Engagement and visibility = the ‘bizability.’

    It’s great doing business with friends, hugely satisfying, just show your new colleagues how they can help you, to help them.

    If, (it’s that word again) you don’t ask, you don’t learn, you gain nought.

    Business is personal.

  • Fail sometimes. It’s ok.

    Fail sometimes. It’s ok.

     

    So how about a salesperson Sally? Who looks after sales within your organisation??

    Employ someone? Where am I going to get a salesperson that understands my business, Charlie?

    Fair comment I thought to myself, we’ve all asked the same question.

    I knew that Sally was a sole trader and the question from me was an honest one. Sally had her bookkeeper, relied on some freelance and just now was worrying about the struggle for new business.  Social media brought the odd enquiry although nothing substantial.

    Besides Charlie, I don’t think I could burden the business with the cost of an extra person, even if it were part-time. I would worry about their messages, fear for their rejection, the critique acquired through competitor comparison … if that makes sense.

    It does. So, you’re going to come along and find out how networking may help?

    Yes, next week. It’s early, which is good as just now, it’s the only time I have Charlie and I feel I need to be more accountable for new business, for sales.

    Fear of transparency, failure as a consequence of taking the opportunity, stepping out of the comfort zone is commonplace Sally. The very thought of turning up and engaging a room of expectant strangers is enough to undermine any thoughts of a great first impression … but … the positive to networking can be profound.

    So when should I expect results?

    I’m just as impatient Sally, although when I started networking I soon found out that not everyone is in the marketplace for my services at the same time. Networking ‘works’ with calculated patience.

    You already know and understand that you are the best qualified to offer your business services. The ‘selly-sell’ is not required.

    Be prepared to fail sometimes, show your vulnerable side … (develop empathy.)

    If you can keep your eye on the ‘why am I doing this?’  Clearly explaining this to your audience, by being concise you will soon find support.

    Benchmark your efforts Sarah. Deliver consistent messages over a given period of time and adjust your presentation accordingly, for ‘the room’ or seasonally to suit your business, create the trust among your audience to realise the opportunity, the ‘bizability.’

    Something else, don’t forget to have fun Sarah, smile.

    At 7 am?

    People buy from people Sally.

  • So, what’s plan B?

    So, what’s plan B?

    Terry and I used to work alongside, together with a small army on the press-room floor. The job was proof-reading and press make-ready. The daily broadsheet didn’t wait for anyone, going to press in the small hours and straight out for distribution.

    We worked together a couple of generations ago and although the news industry has drastically altered through technology, the importance of pre-press quality control still matters, maintaining quality levels and protecting advertising revenue remaining all important.

    We had a depth to the quality assurance in days gone by, if we were light on personnel there was always someone else on hand, willing (and qualified) to check the proof and ‘press pass.’

    Contingency is still very much a priority in business today, having a plan if the plan does not go to plan … you never know when we’ll need a plan B!

    Yet I find it surprising that around 78% of today’s start-up business has no plan for success in contingency, whether that be planning for downtime or ultimately business succession.

    Take networking for instance. We have around 40 business owners attending our local meetings on a regular basis, the goal being simple, to engage and educate like-minded individuals to the advantages of working together in the hope of that eventually, our colleagues will have the confidence of being able to introduce us to our next best client.

    Yet when it comes down to contingency safeguarding the new business proposition, there is a scant idea of the purposes of a plan B.

    Put yourself in those shoes …

    Wouldn’t you feel better working together with a new supplier who has a thorough understanding of your needs demonstrably walks the walk and knows the depth of commitment you have together? Isn’t it comforting to be the client who is happily secure in the knowledge that if it all goes up in smoke … plan B is in place …

    Earning the new business is more than having the right product at the right price, your prospects need to know that if they are going to risk new business and reputation with you, then the risk needs to be minimal while being covered by the shared contingent plan B.

  • Business is seasonal …

    Be 8% 1.jpeg

  • It’s here, right in front of us …

    It’s here, right in front of us …

    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?

  • the constant networker

    the constant networker

    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?

  • Business without parachutes!

    Business without parachutes!

    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.

    Attitudes are contagious. Is yours worth catching?

  • How do you do that?

    How do you do that?

    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 …

  • You, want to help me?

    You, want to help me?

    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 …