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
  • 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 …

  • Do better, follow up

    Do better, follow up

    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.

  • dude, bust those moves

    dude, bust those moves


    “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 …

  • Eat that cake!

    Eat that cake!

    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.

  • The Christmas Presence

    The Christmas Presence

    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!

  • WLTM … ROFL

    WLTM … ROFL

    Hear that? I’d been summoned, that familiar contraption by my side hails me.

    ‘Pinged’ again.

    I’d just been ‘messaged,’ ‘alerted,’ ‘distracted,’ with an enquiry through social media.

    The diversion had come from Murray, he was wanting to know a little more of what ‘it’ was all about. How he might share in this referral network I was part of, the regular weekly business I and others look forward to each week.

    The initial “conversation” went like this:

    From Murray … HMU What’s it about?

    Me … Who would you like to meet Murray?

    Murray … WLTM? Certainly Prof. Alice Roberts.

    Me … [?] Then, perhaps someone I know someone who may be able to introduce you. Would you like to work with Prof. Alice?

    Murray … ROFL

    Me … Sorry, don’t understand, just advise your intentions when you may be coming along Murray.

    Murray … More ROFL

    Murray … HMU L8R

    Me … OK, thanks for the enquiry.

    Me … ???

    Pleased to say, Murray did eventually turn up for our midday meeting. A thoroughly likeable guy (with a sense of humour) who, apart from having great expertise on social media happened to be a professional from within the health industry. Murray is with us because he in business and looking to share, connect.

    He also harboured ‘ambitions’ of meeting Prof. Alice Roberts of UK television fame and by the looks of the lively conversation during and after the meeting, he may be, just maybe, that lucky guy.

    Isn’t it marvellous I thought, looking down at my ‘phone?

    Wonderful what magic happens when we engage through ‘conversation …’

  • O, crystal ball tell me …

    O, crystal ball tell me …

    If only.

    With such a crowded business-scape, it can be mystifyingly difficult to find the magic fit, especially for the small business, then let alone understand what your target market actually wants just now.

    It’s times like now I sometimes wish I’d hung on to that crystal ball I pulled out of that lucky dip last Christmas!

    It doesn’t have to be so, does it? Help from a divine source? Sometimes (sometimes?) it does feel this way.

    With an increasingly emotional buyer-provider climate how do we stand out? Where can we make a difference in the process?

    I know I’ve talked about the unique selling proposition (USP) before … and thanks to you for the feedback and those whom I’ve spoken to will know that to me, new business purchasing decisions is an increasingly emotive issue.

    Let’s not forget ladies and gents. The USP is you.

    It’s not rocket science, the biggest difference, the greatest catalyst for that emotional ‘click’ … that “shazam!” superhero moment (remember Billy Batson?) when you know that this is the company you should be working worth – no, not should – need to be – working with is when the smoke clears, the sun starts to shine and you find that you actually LIKE the person you are to be working with. I mean really LIKE, not the current ‘likey’ emoji stuff …

    So let’s not resort to the crystal ball just yet, why not simply have faith in our own ability as human beings and connect with others, share our thoughts on what works (and what does not) while developing that emotive connection. We don’t need the horoscopes (did I say we?) to confirm our future big steps, we won’t need the crystal ball to forecast our next best client purchasing decision if we are developing our trusted network.

    Let’s make that important first move … connect and relate to our potential new audience, in person, as well as through the various online platforms then we may then find that all we need to get ahead in business is the faith in ourselves and others as genuine people.

  • Hey, Mr Referrable!

    Hey, Mr Referrable!

    Referrable?  No such word.
    It’s more ‘business jargon’ from Charlie, I hear you say.
    Although, if you’re in business then being referrable is essential. So, let’s look at what makes you so while understanding why the fundamentals are so vital for success …
    Beginning with, treating people as you may expect to be treated …
    Not to mention:
    Are you visible?
    What?
    It’s true, there are those out there that expect the business, the new ‘best client’ to simply come knocking on the door, out of the blue … just because you’re … you …
    Nope, we need to work on that bizability (more jargon!) After all, there is a number of ways of becoming noticed. Take for example the DIY world of ‘social.’
    OK … do you know your p’s from your q’s? Remember them? Those annoying mirror images, the p, and the q.  We get what we give right?  So let’s understand that there is mileage in good old-fashioned manners, respect and etiquette.
    Let’s call it p and q.
    Thinking of others? Of course, it’s second nature to most of us, right?
    When looking for referrals, think of those with like-minded ambitions. I’ve found that if you offer help and support, you will soon find it’s reciprocal. Trying reach out to the underdog.
    That was you once, right?  Me too.
    Doing as you say you must? Following up. Well, that’s a no-brainer … innit? 
    We still hear of those given the opportunity who don’t follow up. Isn’t it true that more business is lost through procrastination than by making the wrong decision? We know it, but still, the lack of follow-up remains the largest obstacle to ambition.
    I’m nearly done …
    Are you communicating? Some don’t.  We’re supposed to know that there may a delay, that they won’t be available next meeting … or cannot make the arranged one to one. Lack of communication does not help the bizability, credibility or reputation.
    So, ask yourself, ‘how is your reliability?’ Ask often.
    Can we count on you?  If not, how could we recommend you to those closest to us?
    This is the nugget friends, your reliability is what makes you referrable. If you are not readily visible and reluctant to follow up when the business opportunity arises … ​then you are simply not reliable.
    Business is personal.
  • The USP. Don’t be fooled

    The USP. Don’t be fooled

    I was perched atop a pallet of paper, a glass of tea in hand, just outside the works where Dan plied his trade when I was surprised with a question from my usually content 23 yr old friend.

    “Charlie, I’m supposed to be identifying my USP. Why does being in business have to be so tough? I mean, I’ve no idea where to start. What is this stuff? Any ideas?”

    After further gentle prodding, I found that the marketing plan had called for answers to pertinent questions. Dan, we’re all very different and each business reflects the people within. There are those who are natural allies, some who are just not on the same page, there’s no good spending time engaging those who can’t give you some of their own time. Here’s a good place to start with your … Unique Selling Person. Be confident in your offer Dan, comfortable in your shoes. Offer a smile to whomever you meet, an outstretched hand and a warm welcome always creates a good impression. “But, this is surely not my USP Charlie?” Work on your networking and presentation skills Dan, refine your message. This is when your offer, your USP will become clear, heard through familiarity over time. “How do you mean?” People naturally gravitate to those who they have an affinity Dan. Sharing time in the company of good friends and relations develops the trust … “I still don ‘t get it Charlie.” Dan, YOU are the USP (unique sales person) and if you wish to reach key new clients, your next best customer, then the conduit to achieving this through word of mouth are those who know you, those who understand your business, your offer, your USP. “OK, but doesn’t USP stand for something else?” People buy from people Dan.