CharlieKenny.me

people * stories * engagement

  • Image maker

    I was talking with a pal I hadn’t seen for a while. Mark wanted to introduce me to his girlfriend, who he said was looking to launch her own new business.

    ‘I’ve sorted a logo already, Charlie. I’m hoping the device can reflect all I’m able to provide and so tempt some new enquiries.

    ‘What is it you do anyway, Charlie? Mark didn’t know exactly … is it marketing?’

    I realised that ‘my old pal Mark’ and I didn’t know enough about each other to introduce business effectively. I hadn’t been introduced to Chrissie, Mark’s charming girlfriend, before, so I took the opportunity to confirm that yes, I was part of a network marketing group, with my main occupation outside of this being personal memoirs.

    ‘They seem to complement each other.’

    Chrissie and I talked for a while; I learned a lot. Then it struck me that more often than not, today’s entrepreneurs prioritise the digital image (see me, buy me) over personal engagement.  

    Does the image act as a shield – to dilute insecurity? Perhaps the image must come before the person?

    Hey, don’t think any less of me when I suggest the advantage in these current (o-so-fake) climes favours the brave individual who steps out with the story and adopts a plan … 

    (Don’t have a plan? Begin, and go with the flow – make a start – it’s OK!)

    Importantly though, in the plan it’s important to know who may help by making the direct introduction … helping business to be a little easier.

    But wait, I get it! Perhaps my 121 with Chrissie was part of Mark’s plan after all?  Clever boy, Mark, and nice work, Chrissy!

    Personally speaking (because business is personal), the story always comes prior consideration of branding. Writing for others, I am kept busy learning the character I’m working with as we compile the story of life.  During this time, spanning more than several months, I’m collecting images (mental and physical) before creating a picture of where my client’s story (brand) may fit. Whether it be personal, so a private testimony to a life well spent or visible ‘out there’ in the public domain, available to any interested party.

    I left Chrissy and Mark with a note to self …

    I must remember to be clearer (more succinct) when delivering my message at the regular Weeklybiz meeting – all real, no shield and no fake.

    ‘People buy from people.’

  • Make it easy

    How do I do that?

    I recently enjoyed a conversation with an old friend, an electronics engineer whom I hadn’t seen for a couple of years. He was finding it difficult to offer his tech services as a solution. Sure, he would describe, in detail, what he could provide … but solutions? 

    Noel has difficulty articulating his ideas; being very idealistic, he often struggles to visualise – without the tech- so it’s difficult for him to encourage new business.

    I’ve found this commonplace nowadays. I say that only because I’ve always found it relatively easy to dream big, describing what might be, the solutions and the feeling that comes from newfound success. I say nowadays because many people who visit our business network are newly self-employed. Some struggle in the new role, especially those who come from a steady, long-term position of responsibility.

    Becoming comfortable in our shoes takes time. Building confidence in the new role takes more time.

    Depending on our career path, relationships, the industry we inhabit, and who we’ve listened to … and if we’ve been spending a lengthy period of time (years) habitually doing things one way, it can be difficult to embrace change.

    ‘My friend Noel’ has spent his entire career working in the family business developing engineering solutions that solve problems … the family way. His biggest challenge remains accepting different routines, and simply explaining his solution – without the tech – to a listening audience.

    Stepping out of the comfort zone can be an enormous challenge, although if the brave would only take the time to adapt their solution – in plain language – to suit the audience, results are never far away. 

    One new supporter at a time.

    The biggest challenge for some (like Noel losing his tech-speak) is fine-tuning the message; it takes time, faith in oneself and lots of practice, realising it may be possible to achieve success once we step away from the past routine …

    Our job is to make it easy for our audience to trust us – buy from us – step into our dreams and so recommend our services to another world – their friends.

    Business is personal.

  • All for you.

    Personal autonomy is something that fascinates me. I learn much from others. The driving ambition people hold as they build momentum, taking steps to fulfilment. 

    The nature of autonomy and, not least, human nature.

    Like most, success in autonomy drives me forward. I learned we all ‘work for ourselves’ – whether salary-based or when running a business.

    Being long-term self-employed, those front-line confessions during conversation with friends in business mean I have the ability to see possible support or advice for those who may need it … taking them one step closer to greater satisfaction while working for themselves. 

    Little wins while navigating the journey to personal autonomy.

    Some of the situations and experiences I hear, I’ve had myself:

    How do I get people to buy from me?

    … by building rapport, relationships, trust

    My business needs a specific kind of client.

    … don’t be tempted to generalise, act on specific profiles

    Is there a formula for repeat business?

    … word of mouth. By delivering outstanding service, we become irresistible, others talk only of you.

    I’m not earning – it’s taking too long.

    … most of the results of early ground-work aren’t seen right away. Think farming, not hunting. Don’t forget to ask for business

    A recent lesson came from a friend (Darren) who we’d come to know over the two or three years he’d spent building a business from scratch. Darren put the time in watching the market. He adjusted his targets, identified his ideal customers and most importantly, met with the people … Then … he decided he’d ‘had enough,’ declared that the business ‘sucked,’ and went and found himself a job!

    We’ve all seen similar situations. After all that farming, Darren walked away from the harvest! He’d lost patience and forgotten that … real success is a product of consistent application over time.

    (I do respect that for some people, with financial commitments, starting a business in a recession is a tough ask!)

    Anyway. One month after Darren left our business group, someone with a similar offer to Darren came along.

    You guessed it! All the groundwork (farming) that our friend had put in over the years now started to bear business … for someone else who was on hand to support new opportunities.

    Business is seasonal. Business is personal

    … because people like to do business with whom they know and trust.

  • It’s personal.
  • Jackpot!

    I recently spent the day with a whole bunch of creative writers. It was a workshop run by the really lovely, equally fun Barbara Slade, a fantastic presenter, so knowledgeable, so well connected.

    Anyway, Barbara was talking all sorts of ways to structure the screenplay that you deserve. Highly interactive and deeply engaging. Thank you, Barbara.

    We talked about ‘Show and tell as opposed to say and tell.’ This is something I’ve been ‘banging on about’ for years; people buy into what they believe, and what better way to convince your audience than to turn up on the day and demonstrate why your story matters?

    The next part of this story is a little off-piste … although it reminded me of when I was a small boy (5 or 6?), around the time when our family lived riverside in Perth, West Australia. So, Dad was adamant that his son needed swimming lessons, and the best time to start is when they’re young. 

    Mum, not keen on the water, wasn’t bothered, not in such a hurry.

    On this particular day, we (brother, Mum, Dad, and I) boarded the family boat and set off downriver, having a jolly time when we heaved-to (boat talk for pulling up). All I now recall of that day is Mum’s horrified face as Dad collected both of his sons and tossed each over the side!

    “What are you doing?” Frantically cried Mum, watching her sons flap up and down, gulping for air.

    ‘They can’t swim, you fool!’

    “Exactly. Do the boys know that bull sharks have been spotted in this part of the river?” Dad replied.

    Somehow my brother and I clawed our way back to the boat, squealing all the way. Dad was impressed we made it back; Mum, I remember, didn’t share the sentiment!

    It didn’t matter though, because the job was done!  Mum booked us in for ‘proper’ swimming lessons after school … all because Dad turned up on the day and made something happen.

    We can wish our lives followed a different path, or that the next new face we meet was that special one we’d been looking to connect with – or we can make something happen.

    Don’t wait. Time doesn’t. Step out with your story – start with peers, today. Even if you don’t hit the jackpot, you’ll feel great by simply taking action.

    ‘People buy from people.’

  • From … The Archive of Maria Popova

    |How to Be a Living Unison: D.H. Lawrence on Harmonizing the Conflicting Parts We Live With

    The great paradox of personhood is that the sum is simpler than its parts. We move through the world as a totality, fragmentary but indivisible, clothed in a costume of personality beneath which roil parts perpetually fighting for power, perpetually yearning for harmony. The person making the choices, the person bearing their consequences, and the person taking responsibility for them are rarely the same person. 

    To live with consciousness is to own all the parts but not be owned by any of them, to choose with clarity and composure which ones to act from. To love fully — oneself, or another — is to accept all the parts and cherish the totality. 

    D.H. Lawrence (September 11, 1885–March 2, 1930) captures this with poetic precision in his personal credo, composed in response to the thirteen qualities Benjamin Franklin identified as the wisest parts of personhood — temperance, silence, order, resolution, frugality, industry, sincerity, justice, moderation, cleanliness, tranquility, chastity, and humility. 

    D.H. Lawrence

    “The soul has many motions, many gods come and go,” Franklin had observed in recognition of our composite nature. “Know that you are responsible to the gods inside you and to the men in whom the gods are manifest.” Lawrence writes in response:

    Here’s my creed, against Benjamin’s. This is what I believe:

    “That I am I.”
    “That my soul is a dark forest.”
    “That my known self will never be more than a little clearing in the forest.”
    “That gods, strange gods, come forth from the forest into the clearing of my known self, and then go back.”
    “That I must have the courage to let them come and go.”
    “That I will never let mankind put anything over me, but that I will try always to recognize and submit to the gods in me and the gods in other men and women.”

    There is my creed.

    Art by the 16th-century Portuguese artist Francisco de Holanda. (Available as a print and as stationery cards.)

    It is not easy living with those constant visitations from conflicting gods, each with a different dictate, impelling you toward a different path. What makes it all bearable is seeing this constellation of parts as a part of something greater still — a vast and coherent universe governed by immutable laws and immense forces that vanquish the grandiose smallness of the self and its warring fragments, that render life too great and total a miracle to be met with anything but a resounding “yes yes — please.”

    Lawrence channels this perspectival consolation in his 1930 book Apocalypse(public library) — a reflection on The Book of Revelation, composed as he lay dying from tuberculosis in a sanatorium, not yet midway through his forties. 

    Observing that what we most long for is our “living unison,” he writes:

    The vast marvel is to be alive… The supreme triumph is to be most vividly, most perfectly alive. Whatever the unborn and the dead may know, they cannot know the beauty, the marvel of being alive in the flesh. The dead may look after the afterwards. But the magnificent here and now of life in the flesh is ours, and ours alone, and ours only for a time. We ought to dance with rapture that we should be alive and in the flesh, and part of the living, incarnate cosmos. I am part of the sun as my eye is part of me. That I am part of the earth my feet know perfectly, and my blood is part of the sea. My soul knows that I am part of the human race, my soul is an organic part of the great human soul… There is nothing of me that is alone and absolute except my mind, and we shall find that the mind has no existence by itself, it is only the glitter of the sun on the surface of the waters.

    Complement with pioneering psychoanalyst Karen Horney on the conciliation of our inner conflicts and Scottish philosopher John Macmurray on the key to wholeness, then revisit Lawrence on the strength of sensitivity and the key to fully living.

    Thank you, Maria Popova, The Marginalian

  • Today, it’s cake!


    Hi Everyone… I recently felt that my time spent following a particular path was coming to an end. I sensed I was tired; my enthusiasm was down to a minimum … I felt we (my community practice and I) had run the race, now becoming yesterday’s flavour.

    It wasn’t until I sat with a friend who – by pure coincidence- confided that she herself felt ‘burn-out’ had become her constant companion.

    Teri is a hard worker – the market she inhabits is competitive, and over time she’s learned to work ‘it.’ She’s very aware of all her smarts. Teri is well-versed in customer needs, fluent with what she has to offer and how to adapt, and most importantly, Teri has the experience to know when to stand back and give herself room.

    ‘It’s just I’ve found myself in a familiar downward spiral, Charlie.’

    This was my light-bulb moment. (No, I don’t have many!)

    I’m so glad you’ve confided in me, Teri! You have made me happy … I said.

    Teri looked slightly indignant, smiled and carried on:

    ‘Charlie, have I triggered something in the deep mire that is over thinking? The thing you keep telling me to avoid?

    Kind of, Teri. A moment ago I was thinking similar lines to you, now I feel better! You’ve made me realise how important it is to remember where it all started …

    ‘Where what started, Charlie?‘

    Teri, we know each other pretty well. I would even suggest there are many in our network with whom we could be having the same conversation. 

    ‘Same conversation about what, exactly?‘

    Teri, it’s the undermining of our confidence the holiday season brings us, half the population are away enjoying ourselves as we seemingly languish in self pity. Remember when you first started business, Teri?

    ‘It was a while age, but yes, it was tough times, I’d been made redundant, had to learn new skills … yes, so what are you saying? I need a holiday??‘

    Not necessarily Teri – although please take me when you do decide to go, please. 

    We (you, me and many of our contacts) work to stay in touch with friends, listening for the opportunity to help and it’s tough when summer turns up. The phones go quiet, social media is full of distractions and the last thing people wish to talk of is … business!

    ‘Except you and I, Charlie.‘

    So, what I’m trying to do is placate my self doubts Teri … (yours too) … lets think how far we’ve come in a few short months/years, look at the how we overcame ‘seasonal business’ and how we succeeded by understanding that the wheel continues to turn, we simply carry on. We enjoy a little breathing space, sharpening the pencil as we support the offer our prospects know we provide so well and return to us in time.

    Seasons change, close friends never really go out of fashion Teri, they take time to adapt.

    ‘You’re no fun, Charlie. Let’s have cake!‘

  • Going off-piste

    Building relationships online is the same as in any other community. How your audience comes to see and know you through the messages we’re delivering.

    Getting to know you, that’s important.

    Often, I see people enjoying our morning business meeting, introducing themselves through networking, looking to deliver the message of what they’re looking for, and for one reason or another, they neglect to deliver the intended message, the important one, the ask that could make a difference. Instead, they’ve either fluffed the lines completely or gone ‘off-piste’ (yes, just like me.)

    We find ourselves offering a wild story that has no resonance with the vision or understanding those in the room have of us.

    Yes, community is all about relationships, trust, we know this … fun too …

    We’ve all been in the situation … when we’re aware there are choices/distractions out there that may confuse us at the very moment we’re delivering our message. This, in turn, affects how others perceive us – and it’s unwelcome when we consider that the consistent messages are those which keep us to the fore in the minds of our audience, whether online or in-person.

    Save the ‘off-piste’ comment or distractions of the weekend for the one-to-one.

    Take, for example, your favourite radio station or blog post – we come to expect the ‘angle,’ the humour or the view that the host has, understanding that the ‘message’ or values you hear from the host are delivered each time we log in … not in the exact same way, perhaps, that would be dull, wouldn’t it? 

    We’re reassured when the familiar message resonates as we’ve come to expect.

    In a way, it’s the reason why we’re tuned in to that particular station or blog.  We tune in because that’s where we feel comfortable.

    I’ve learned over the years that people gravitate to those whom they know and trust, so – trying not to be too boring – I’m learning to keep the core messages going, just packaging them up a little differently …

    ‘People buy from people’

  • Revise, plan, go again.

    As business owners, there are times when we’re so intent on making money, we forget about the fundamentals that may help drive our enterprise while we’re working ‘in the business.’

    Recognising the foundations of your business is critical and takes dedication, 6-12 months if working business-to-customer, perhaps longer working business-to-business. We know relationships and trust are important, so here’s a reminder of what (in my view) we need to address when starting out, see what resonates with you, some are obvious, others may be overlooked …

    • Fully understanding our business offer – what we do.

          Is it valuable to our prospective clients?

    • Can you describe what it is you offer in one sentence?

          Think about a catch-phrase – it’s a shortcut to the real benefits of working with you.

    • Does it cost me to produce what I provide? If so, what does it cost our clients to accept our offer?

          Give yourself a picture of how much it costs you to provide your service/item.

    • How many orders/customers do I need per month? (How long until I become a self-reliant business?)
    • Who are the customers who will benefit most? Where do I find them?

            Do I know anyone who might like to become a reciprocal introducer?

    • Do I have a brand? Is it known?

    Identify the best way to become visible (bizable?). Web/blog/social/affinity … networking …

            Grow your contact list, keep them informed, up to date and able to introduce you.

    While we’re busy now working ‘on’ the business, it is worth remembering that the cumulative effect of our efforts over time are the building blocks to our reputation. Word of mouth is so important, people like to buy from and recommend those whom they like and trust – business is personal.

    If in doubt about WHY it may be in your best interest to regularly REVISE and work to PLAN, simply remember why you initially started with the idea of making a difference.

    In the meantime, I’d be happy to help with ideas if you’d like to reach out.

  • Eureka … referral!

    I was with friends in conversation during our Tuesday Biz network when Terry, a relatively new contact turned to me and asked:

    “So, why is it I don’t ever see you ask for business, Charlie?”

    I wasn’t expecting to hear that question (although I have many times in the past) when I found myself replying … almost mechanically:

    I’ve been a host to the network for over 14 years, Terry. We run as a not-for-profit … there are no fees required to become an exclusive regular participant. The group wasn’t intended to be an income generator for The Company itself. Most agree that coming along, engaging new contacts while sharing business stories and ideas can be a great way to generate word-of-mouth interest.  More so, our forum offers a great opportunity to accelerate personal development through association in a shared, safe space. 

    To answer your question, Terry?

    ‘Business of the day’ may not be evident to those occasionally coming along on an ad-hoc basis.

    Terry thought he hadn’t made himself clear and asked again … “Yes, great for the community, but what about your own business? Aren’t you looking?”

    I’m always seeking business Terry … by looking out for others.

    Here’s what a famous man by the name of Zig Ziglar, once said:

    “You can have everything in life you want, if you just help enough people get what they want.”

    This phrase is the basis for my own business. You see, I write memoirs, enabling clients to leave a legacy. It’s not a particularly commercial enterprise, although I’ve had some terrific introductions presented to me via my networking.

    I don’t  believe everyone enjoys being sold to, and yes, I understand that some are selling to hit targets, feed the family and grow the business. I’ve been there myself! But for me, I think the time to introduce your product and services is on invitation, during a conversation. Hence networking.

    When people trust you.

    In my view, networking is about the strength of relationships developed over time, by regularly being with my community, listening and learning, actively helping them by keeping an eye out for what they may be  looking for, great business is discovered during conversation, by creating great relationships, together with a little gossip! 

    Terry, people like to buy from those whom they know and who they trust. Just ask Zig.