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
There are many things competing for our attention … perhaps just now it’s this note from me to you.
Many of us take on more than we should, agreeing to and saying yes to things we probably shouldn’t. At some point, with all the demands, appeasement, noise and interruptions, when we finally sit down, it’s hard to know where to focus, which project to tackle first, or we begin to spin, thinking about everything on our plate. We create an obstruction of our making …
Pick one thing.
Pick one small action, the next best action you can think of, and do it.
One action does something, and it isn’t necessarily about momentum. One action can give you a new vantage point, clearing away something you had no idea was obstructing your view.
Once you do that, I’d likely ask you to do it again, but right now that’s not helpful, and it isn’t the point.
Just pick one small action, the next best action you can think of.
Many moons ago, as a youth Rugby Coach, one of the things I remember saying to my son was to make sure he stayed wide and watch for the gap.
“Once you see the opportunity, move into the space at pace.” I would say. He understood what I was saying, it was grasping (as a 9yr old) the required urgency he needed to work on.
I never realised that it would become an important part of a kind of subliminal strategy I’ve kept close for most of my own working life.
Reacting to the opportunity is the difference between success – or not. It may be a simple comment during conversation, an offer of help or a service that may be that opportunity leading to what it is (that win) you are looking for.
Of course, many of us are not in the slightest bit aware of what opportunity looks like. My son wasn’t either until I showed him the value of seeing the opportunity.
It takes time and practice.
We need to visualise success. If we conjure a picture of success and how we are to get there, we create a pathway to success.
Not everyone we meet may offer a path to success, ‘pot of gold’ or opportunity … unless of course you have described it to them and where they might find it.
It’s something we need to do … keeping it simple, ‘describing that thing and where to get it.’
It’s why I love to be around people in the structured environment my network brings.
With familiar people around me, I’m able to describe my skills and services. I can describe what an opportunity may be and paint a scenario of what success may be.
My son knew that the object of the Rugby game was to take the ball into the gap and so create the opportunity. Not for himself to score but to empower others to go with him toward the win.
We share the ball and work together … so I guess what I’m trying to describe here is the great value of identifying your tribe or like-minded friends, communicating by shaping the opportunity, talking up the business … visualising that gap and going for the win.
During the course of any working week, if I were to expect to hear one question, it would be this one:
‘Why aren’t I getting any business, Charlie?’
I can’t answer each query without knowing a little more about how that person operates as a business. What it is they offer, their pricing structure and who their market is.
There are though, some fundamental questions everyone should be asking themselves if they are intent on growing the business … and not everyone in business is looking to do that …
The first thing to ask yourself is, am I market-ready? Does my product or service provide something that people need?
Yes, I know, as salespeople (we’re all salespeople, right?) There are those who are taught to convince the benign contact that they ought to buy what’s on offer. We create a double vision …
I don’t need it, but perhaps I should buy it anyway??
Are we fit for business? Ask yourself, would I be able to fulfill any new business that comes my way? How do your prospects see you? Are you someone who is comfortable in their shoes, do you instill confidence in your market?
Some other questions the ‘doubters’ should ask themselves:
Am I sending consistent messages to my prospects
Do I engage my audience consistently, am I ‘bizable?’
When was the last time I helped someone with their own presentation instead of my own?
Have I made it a habit to follow-up with new contacts?
Do people understand that I am the person who does as he/she says?
So many worry about their inability to gain turnover at pace when they should be more concerned about developing their professional reputation so they have something that the audience can refer to … before they refer you!
After all, it’s the only reason I show up … I’m here for the business. What about you?”
I sat down with Chris and one or two right after the regular meeting when Chris asked me the above ‘leading’ question.
I thought it was one of those ‘trick questions’ at first. You know the one, the set-up before the fall?
I couldn’t help but smile when it occurred to me that I must be neglecting some parts of the audience. “My messages aren’t getting through.” I said to myself. Not everyone listens; we know that, some are too busy concentrating on their own presentation, their ‘ask.’
I offered an answer to Chris’s self-replied question anyway.
Yes, I do turn up with business in mind Chris at the same time offering an introduction to the schedule on the day. Besides, business usually materialises after the meeting – or beforehand for the early bird.
I’ve never seen you offered a referral, Charlie. How come? I’m coming along now for almost two years and I’m regularly picking up business, until today.“
Not everyone attends for orders Chris. 50% of our group are seeking affinity and knowledge as they bolster the books with an order. The best, most effect groups work with a high level of trust and a healthy diversity in the room.
Besides, my business is not the commercial offer that your office supplies may be, Chris …
“Charlie, today was the first day in months that I’ve not had any firm business. I’m worried now that I’ve ‘run the course’ here.”
Chris, there are hunters, and there are farmers. You remember that story?
I’ve heard you mention it Charlie … most everyone here knows what you are saying.
OK, you understand then … as a serious business, your ledger needs orders for the future as much as it does today? You, I, and everyone else cultivate the business of the future each time we attend our meeting. We’re sowing the seeds through presence, developing trust with messages of support.
‘Next season?’ We look forward to the results of our time spent delivering messages over a given period.
Let me ask you, Chris …
Are you prepared to walk away from your connections? Those potential clients you’ve shared time with these past months … all for the sake of a dry spell of orders?
“Well, no … I’m hungry, that’s all.”
Hungry is good Chris. Let’s think about the broader picture. Think reputation, word of mouth. The messages you deliver conjure the picture of when, how and to whom we may refer you.
“Whom?” Chris replied.
Chris, think further than this group, much bigger. With every person in the room each knowing several people, who in turn know several more … it’s important to remember leverage. People like to refer those who offer support, who they know and trust.
Work with your connections Chris. Not everyone is in need of your product and services all of the time, although if they like you, trust you, then they may know someone who does.
I bumped into a good friend at ‘Pets At Home’ the other day. I hadn’t seen Cheryl lately, and we got talking about similar ‘doggie’ interests, their diets (not ours), and the fickle life we, as dog owners, endure.
Our best friends have particular tastes. I mean, they have to work hard if they’re ever going to achieve dog nirvana … they need to work smart in getting the messages regarding their preferences … not forgetting the favourite treat, please!
A bit like us.
Our animal buddies (most times) do as we ask in order to be happily rewarded with the food and benefits of choice. They fit around our interpretation of their needs.
A little like networking.
Cheryl works for a software company in town. She’s been with them for just a couple of years and likes the predictability of the easy lifestyle, of being employed “to do the job they ask of me and get paid “… that kind of stuff.
“Nothing too difficult …” says Cheryl, “it’s uncomplicated, not very exciting, although it’s flexible and with flexibility comes easy life.”
I like that interpretation of responsibility, and I believe people are generally yearning for that simple process Cheryl mentioned. Living is a somewhat easier task when you’re employed by contract, set times, health insurance and holidays. Holidays, remember those?
It had been some time since Cheryl and I last caught up, and we lingered for a bit outside of the store now, contented mutts happily by our side…
“Ever thought about coming back to the network forum, Cheryl? Re-connecting with faces old and new, it may even inspire?”
Cheryl smiled as she said, “I knew you’d ask me that. Charlie and I must admit that I do think about the community I left behind, although when I left, I needed the predictability, the regular pay. Perhaps I could call in for a visit sometime? That would be nice.”
We said our goodbyes and agreed to keep in touch as I began to think about the real value of having a network of trusted connections. Apart from the depth of solutions through human connection, the opportunity of belonging to a regular meeting allows us all to realise the value of keeping life simple.
Networking? No, there are no fees to speak of, the driver of keeping up appearances is speaking up, it’s shared skills, the chance of offering help, refreshing the connection with simple messages over a given period, understanding the needs of others and interpreting how we might help each other by sharing their story with others.
Spare us the details, Joe. Luck is the reward for being in the right place at the right time … just like today, you never know who may introduce you to your next best client.
So, last night Joe, anything you’d like to share with us?
“Yes, right time, right place, something like that Charlie. I went to collect the kids from a class after school as my wife didn’t have a car, I bumped into a friend I hadn’t seen for a bit … long story short, she asked me to help out with a design project. So yeah, lucky me …“
That’s a great story Joe, sometimes good karma comes our way simply by stepping out of our comfort zone.
“Yes, I’m with you … so what have you been up to Charlie?“
Apart from the writing I’m kept busy with the local network here, it offers some great diversity, Joe. A good number of people working on all sorts of projects.
Follow me Joe, let me introduce you to someone I know in a similar industry to yours … he might be a good option for your clients …
… I hadn’t seen Joe for some time, his new family keeps him busy and of course supporting his own design services from home takes up much of his time. Today though, he chose to accompany a mutual friend to the network and introduce himself. Just so happens, the right decision has changed his luck – again!
I speak with quite a few people who come to me wishing to change direction, grow their prospects and I’m invariably suggesting we have a conversation during networking.
There are so many options open to us with the benefit of flexibility that comes with the solopreneur, if only we simply step out and take the opportunity that presents itself. Sure, the value at first may be unseen, and you may wish to check the calendar for the full moon (yes, it happens!) Or, like me you might consider the regular visit to your group of like-minded business-owners … just for the opportunity of learning from their experience as they share your story.
So if you’re in two minds as to where to spend your time and money developing the reputation that brings your next opportunity, there’s no need to wait until the next new moon. Start a conversation with a new connection at your local network, there are so many options, real people with valuable experience.
Sh*t happens to come along, and guess what? Change happens. We share with close connections and the trust goes deeper.
We may be basking in a moment of success, a somewhat rare occasion when the day is cruising, uneventful, time is yours to play with … when it happens. Yes, change happens, we’re on our toes once more.
I rely on change, I know that now. So much in fact, I wouldn’t be pursuing the path I have been on these past 15 years. If it wasn’t for those ripples on a flat sea or sunshine during a particularly dark and dreary day. Change is my inspiration, I don’t see how any of us are the worse off for distraction, it’s vision, the fuel for doing. Discovery.
As it happens we’ve come out of two weeks break time over the holiday and for me and the family it was lovely. I’ve had time to reflect, (steady, I hear you say) the extra time offered me the chance to empty the tank and see from whence came or what was the case for … value. For me.
Reflection is rare for me.
The most valuable thing we have in our lives is our time and our energy, both being in limited supply. It is the people and the situations we give our time and energy to that will define the way we live, how we exist.
I appreciate the company of close family and good friends, more so as the years go by. I see change as the opportunity to remedy. Those situations where I’m surrounded by selfish people, (it happens) you know, when we find ourselves giving so much … only to find that nothing comes back. The givers and takers analogy I guess …
In that situation, yes, I’m seeking remedy, by which I mean, I’m changing the company I keep.
It may not be easy to side-step those who appear to rely on my input for their own gain … I understand it’s important to help. We need to change by degree.
I’m inspired by something else. Those who influence me are the people who encourage introduction … different/fresh points of view, different tales, are vital to the way I see life.
I enjoy my life and I’ll continue to seek out those inspirations because people are the key to being where we wish to be …
This is what feeds me, I applaud these connections. We all are different. Made up of a combination of different stories and influences. The role of collaborative, like minded souls in our circle for me, should never be underestimated.
The good for me is not always good for you, the givers and the takers, the time thieves, the cultivators. Change is good.
Collaboration is a key driver of change. If I’m stuck for ideas, I see change as the opportunity to grow from within.
By listening out for change we’re learning from others. I’ve been very lucky. How does change inspire you? Take your time, let me know … when you know …?
“We haven’t seen Smithy for a while now, Charlie?” Asked Ian.
I’ve heard the above statement many times from lots of different people regarding those who just don’t ‘get it’ … one-time attendees to our business community. (Just like Smithy)
“Community is not for everyone, Ian.”
The term ‘community’ is something I use more often when discussing our network these days, being established and meeting on at least a fortnightly basis since 2012 … makes sense eh?
Our sole reason for coming together is to support and inspire, support the business owner and so inspire the opportunity. The given ‘opportunity’ comes in different guises. Some of us see stepping out, attending the meeting itself as the sole reason for qualifying it’s effectiveness. It’s always been tough being a sole trader or SME, so I get it, the value of conversation is invaluable.
When working for yourself the feeling that no-one is listening, or that the ‘world has forgotten you’ comes to us all.
I’ve always said that business is a by-product of effective networking. Not the sole benefit or add-on by any means. There are many benefits, the most valuable (depending on who’s listening) is the opportunity to share. By sharing we’re offering insights, experiences, bringing further education about our business during conversation … becoming even more … valuable
… we’re enlightening others on the type of person we are, and the positioning of our business, about what makes us both tick, where we’d like to be in the future. Aspirations … We’re educating.
The clearest opportunity in the early days of community building is the offer of solution(s) to family members. Introducing a helping hand to loved ones through our business community can be especially satisfying.
Another oft-overlooked advantage of joining a like-minded community is partnership. By putting the work-in, being brave, giving time to the room, we’re reaching a whole new community of listeners. Each of us have the potential to reach new prospects through recommendation. Word of mouth works … if only you give us something to talk about.
“So, yes Ian, it’s a shame Smithy is too busy for more business, seemed like a nice fella, although I never got to know him. Did you?“
The greatest gift is time, if you’re building a community network, the most important ingredient is together-time.
I was in conversation with a business friend recently. I do this a lot, … Sue was going through a rough time qualifying herself as the go-to business-person.
She felt that all she ever did when promoting her business, was sell. Endlessly pitching the selly-sell…
If they don’t know, then how can they make a decision? I asked.
Before Sue could counter my claim, I reminded her of the basics once more … why are you in business? What is it your company provides? Most importantly, how do you make people feel?
Today was a particularly bad day for Sue. I knew she was promoting her business through various presentations recently. Like everyone else, she was busy on the business ‘circuit’ and I wanted her to understand how valuable her efforts were.
You are building your reputation, Sue. Repetitive messages over a given people is what it takes.
I clarified with Sue that we needed to have people believe in the person before they actually invest in anything. Whether our prospects invest their time or hard-earned cash, the first point we needed to address is our own self-belief … are we believable?
Does your company offer a better way of life, Sue?
Is this something you provide? If so, say it, and tell a story of how this has worked in the past.
Sue nodded in affirmation, she was listening.
Remember why you do what you do. If it’s to bring yourself and others a better standard of living, then understand what you are offering to your network is worthy indeed.
It’s significant, is it not?
There was silence …
Once you believe that you have a credible offer, and that you are the in-the-flesh proof of this offer, and the vision of how your company works for your customers … then you should remind yourself, daily – that you have the power to bring the ‘feel-good’ to anyone in business.
That’s why you’re taking the message out to as many people as you can, so that they can spread the word on your behalf.
You are the bringer of good news – and that’s not a bad thing, is it Sue?
Nicky offered a gleeful cheer and a leap of joy as she declared that today … at what had proved a very quiet trade fair, her start-up business had received it’s very first order!
Great news indeed.
“It’s success Charlie, I’m so pleased!” Nicky cried.
Nicky had every right to be happy. That first acknowledgement of the faith she has in her very own enterprise will stay with her for a long while.
It’s relief, validation of her actions and in her product and service. It can be tricky for anyone wishing to start their own business. Today’s fickle, competitive, and somewhat demoralising world calls for a tough skin.
The very process of declaring yourself ‘open for business’ calls for bravery. Although working for yourself doesn’t call for being anything other than transparent. Being yourself.
While we understand Nicky’s delight in her first order, isn’t it great news? We should understand that success does not start with the first exchange of cash for goods.
Some would say success is in the very fact that you step out, decide to start out on your own in the first place!
I/we believe that to be true, don’t you think?
So, that very start. Before we start trading. Even in advance of company formation and bank(?) account, that tricky market positioning and publicity … all that ‘stuff’ is way, way ‘down the line’ in the pursuit of success.
We should first turn our thoughts to recognition. By working toward validation from peers that you can be trusted as a credible person and with a viable product … this is the most important ingredient to success. Imagine who they know?
For, until we have affinity with like minds, those contacts within our business or social sphere … the pursuit of satisfaction through real success may be lonely, and tougher than it should be.
So, it’s further Hooooraaay!! Congratulations! A warm welcome from all to the business world Nicky, as you work smart building that trusted network.
CharlieKenny.me 