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
  • Don’t mention Vicar

    Don’t mention Vicar

    The conversation was going nicely until I mentioned the Vicar.

    My colleague Helen has a well established stained glass business when the conversation naturally turned to business referral.

    ‘Would you like an introduction to the Vicar, Helen?’

    ‘No.’ Came her curt reply, the ecclesiastic world is not my market, I prefer to provide my services to those looking for decorative work or commissions for the home or office.

    ‘Don’t you think that our local Vicar may just be a source of great referral for you?’ I replied.

    ‘No Charlie, I’m not looking to work with the Church. More commercial work is what I’m looking for.’

    ‘How about our mutual friend who supplies pottery crafts?’

    ‘Why would he be able to help Charlie?’

    Now, it comes to mind that we all have our network of contacts. Some have an abundance of trusted connections built up over the years. Others prefer a few friends they stay close to within that circle.

    Helen had only recently joined our referral Forum and so I pressed my case …

    Think ‘bigger picture’ Helen. Our ideal referral may not be evident in the room. We should spend the time to forge the partnerships with those who may be willing to lead us to those who may profoundly help our business.

    Strategic partnerships … forged over time and through familiarity and trust are so important. Think of the congregation our Vicar may have? The stories from those she meets on a regular basis must surely be vast … I wonder how many times our Vicar has come across someone who, when admiring the stained glass windows within the Church asks …

    ‘I’d love to have windows similar to this in the home … do you happen to know anyone?’

    The same can be said for our ‘Potter’ and all the close business connections Helen. The key to better business through networking is to take the time to listen, to understand how we are able to help each other through the greater network.

  • Why pay me?

    Why pay me?

    “Hey, I can do better than that, why should I pay you?

    ‘Why should I pay you, when I know I could produce the same, just as well, if not even better than you?’”

    Friends, do you ever have one of ‘those’ days where everyone seems to be the expert with an opinion?

    …

    The following excerpt came via a recent conversation with Tracey Bloxham, Tracey is a highly reputable photographer and a friend of our Friday forum.

    …

    I’d barely broken a sweat this Monday morning (what is it with Monday?) when this particular local wise-ass, know-it-all surfaced. He also happened to be a new client.

    Let’s identify him as ‘the WAKA.’

    I went ahead and offered ‘wise ass know it all’ use of my preferred tool of trade, the latest Nikon (very expensive) DSLR.

    ‘Please, take the camera, ideal for the interior portraits you called me in for. See if you think you can use this Mr WAKA.’

    “Nah, far too complicated, besides I’m supposed to be in the picture.”

    ‘Take the camera, let’s see your skills.’

    “No, don’t bother, photography is not my trade, besides that’s why I’m employing you.”

    Correct.

    You have asked me over to visit your home on a Saturday to take portraits of your family. You know I am qualified, I’ve had 20 years experience with plenty of recommendations.

    “I haven’t the time to do the job myself, besides …’ began our friendly WAKA.

    ‘Yes, I know, you’re supposed to be in the photo …ok, so you book me here (I continued) to spend 4 hours of my time with the skills I’ve honed and developed over years in my professional industry, skills and time that you simply do not have …

    I know I do ‘rant’ at times although our WAKA needed to know this so I went on…

    You see, when we engage or pay for professional services, we’re not simply buying the product. We buy the person who is celebrated for what they do. We buy solutions. Someone with the skills and craftsmanship that we don’t necessarily have or which we are unable to use efficiently ourselves.

    Beware the WAKA folks, they could cost you your sanity at the very least …

  • Networking and bigger cake

    Networking and bigger cake

    Today is about cake. I’d no sooner swallowed the first bite of my (very generously) iced doughnut when my table partner immediately went on the offensive…

    I don’t know why you bother with these meetings Charlie, I mean, come on, you can’t be making the big bucks?

    I’d known David a few months now, he is in the business of I.T. Security. Business is good for David, more so now that he has found his feet amongst his referral partners. David was atypical of one or two I knew already, very keen to quicken the business through referral. Impatient.

    ‘It seems to be working for you, Dave.’ I suggested.

    ‘The orders are coming, I’m not complaining just now Charlie, it’d be great to pick up a little more though, so I’m working on that.’

    ‘I’ve been working ‘on that’ almost 20 years now David and you know what? Every time I find ‘it’ I’m happy, sure but networking is not about the gifts along the way, it’s about the goal, the bigger picture don’t you think?’

    ‘More cake David?’

    ‘Yes, please. The bigger picture? I’m talking about the money, that’s my bigger picture, the targets I hit to keep my business on track, to feed my family.’

    ‘David, it may not be obvious to you but you and I have a common goal. That’s to build a reputable business, the personal reputation through recommendation, right? The point is, your business will benefit for years to come on the cultivation you put in today.

    Eat that cake David, it’s great to savour the current success. Be patient, those targets you seek to hit will be met as you move forward through clarity in communication, education and learning from where it is your more meaningful business may come from.

    Once you know that … tell others.

    It’s about the people who hear your story, those with whom you have built the relationships and trust over the years.

    Big bucks? That’s a lot of cake David, I could never eat all of that… not right away …

  • Plant with care

    Plant with care

    Plant with care, weed with purpose

    Long ago I was advised I should be hanging on to those business cards … ‘you never know when it may come in useful.’

    Trouble is, I’ve just taken a look at around 25yrs worth of hanging on to business cards and I’ve come to the conclusion that 60% of these need to go…

    ‘Have you reached-out?’ I hear you say.

    ‘Don’t wait for the business, drop them a line with an update … include them in your newsletter, stay in mind.’ Yes, yes and I hear you again… but no.

    Hey, I’ve been there, done that and I’m not so sure today’s networker has intentions for the long-term. Taking the advice though, half of those I included in updates had moved on, or sadly died. Half again seem to be only ‘in it’ for the now, so no. I’ve new purpose.

    These days there are a core bunch of connections with whom I have a natural affinity. I see most of them on a regular basis and I value their advice and support.

    I’ve learned over the years to select your close connections and cultivate with care. I look past the commercial engagement and seek more intrinsic values. I’m happy now to be comfortable in my shoes, happy where I sit in this place. Is this so bad?

    So selecting my mates, my business connections, those whom I am prepared to spend time with in getting to know and trust is important to me. These are the people I can count on ‘for the journey.’

    ‘So what happens when someone else reaches out to you, do you accept the invitation?’ I hear you ask.

    Sure, we need to engage and be prepared to offer help when it’s required, I believe that’s part of human nature, although if in ‘follow-up’ (and we all follow-up, don’t we?) the communication is lost, then I’m a little more mercenary on with whom I gift my time these days.

    For me, cultivating new connections in business is a little like gardening. I’m more prone to plant and care more selectively, I’ve also developed a passion for recovering the space taken up by anything/anyone simply coming along for the ride …

  • Innovation

    Innovation

    In my business, I get plenty of questions. Mostly these focus on the difference. Innovation and how they can increase the level of business.

    It’s something I ask myself on a daily basis. How about you?

    If we’re not ‘on top of our game’ it’s very easy for business these days to find that they’ve become lost in the crowd. Even if we start out with all the right intentions, if we’re not aware of the needs of our audience, we soon find we’ve become one of a number of others producing the same service/product provision … and so guess what?

    We need to focus on innovation. Diversity, innovation and timing are so important.

    Sure, timing is something we can tune into, as learned business people it’s over time we come to understand the seasonal landscape and learn to pitch for the max reaction.

    Now if we embrace diversity, if we consciously focus on that one special something that sets us apart from the rest … then put this into practice, this is where we become more successful.

    Innovators themselves are on the lookout for innovation …

    Be an innovator.

    We’re tuned in, to listen out, so find your diversity and think ‘my innovation,’ be mindful and talk it up when that question inevitably comes …

    ‘What can you, do for me?‘

  • September is in the stars!

    September is in the stars!

     

    Aries 20th March -19th April

    Recent times have created many difficult situations for both you and others that need to be resolved and ideally quickly. Much as considering these in more detail seems a bore it is probably worth doing exactly that! The truth is a couple off fundamental situations and people in your life need a re shuffle and the sooner you explore how to deal with that the better. Then when you take steps to make improvements other doors will open that you could not have possibly anticipated. A change for the better!

    Thought for the Month ‘The best way to do it is to just do it!’

    Taurus April 19th April – 20th May

    Recent domestic shake ups have drained not only your energy but your very soul. Still these have sparked up some very in-depth conversations and communications. There has been no stone which has remained unturned. While at first these truths were raw and sore, they soon transited to numb and, oh well so be it! This then is the very basis for truthful discussion which crazily enough can lead to improvements and more importantly allow us to rekindle love, respect and happiness. Things improve.

    Thought for the Month ‘There is only one way to go when you reach rock bottom’

    Gemini May 20th- June 20th

    This is a month of opportunity for you Gemini especially in business ventures. August triggered many surprises for us all with its two eclipses but bizarrely for you it has opened a door and one that you least expected. Gemini’s are generally very sociable, bright and inquisitive and it is this exploring side of your nature that has helped you to see something right under your nose. This month when this situation develops grab the opportunity with both hands. This is a time to seize the day!

    Thought for the Month ‘There is nought so strange as folk!’

    Cancer June 20th – July 22nd

    A Full Moon on the 6th positively shines on your creativity. This is the beginning of an exciting new cycle. While this is tied up with others who may have to hold back, you don’t so take the initiative and dive in! Although still everything will take some time to really come to fruition it is almost as if all your previous efforts are coming together and indeed they are! Better still later in the month things will escalate beyond what you could have possibly imagined. You are entering a period of growth.

    Thought for the Month ‘Initiative is about doing the right thing without instruction’

    Leo July 22nd – August 22nd

    The Eclipsed New Moon in your sign last month rather gave life a shake up and things will remain in an aftermath of this in September. Still it also has you re- thinking certain arrangements. While it is wise that you do, take your time. These disturbing situations also still have a few special gems to offer you. Much as waiting is not appealing you will be glad that you did. It seems more opportunity awaits you as do some very interesting individuals that will become a big part of your future!

    Thought for the Month ‘The two most powerful warriors are patience and time’

    Virgo August 22nd – September 22nd

    It seems that certain people continue to make blunders that are making your life difficult. You have endured this for some time but really need to seek a solution. While this month will not provide any instant answers if you can remain patient the New Moon in your sign later in the month will bring some relief. In fact, after this time you can begin to look forward to some positive times and some easier less complicated interactions with others. The key is to remain composed.

    Thought for the month ‘Patience is a virtue’

    Libra September 22nd – October 23rd

    This month facts that have been hidden from you and you will realise how other people have been pulling your strings! While this is infuriating it is only when you can see this that you can make progress. So, instead of reacting explore your options and as tempting as it may be to stretch your freedom muscle wait… This is because there will be many ways to regain control over situations and better solutions may appear later in October when the Sun, Venus and a New Moon provide opportunities.

    Thought for the Month ‘Act in haste repent at leisure’

    Scorpio October 23rd – November 21st

    So many disappointments have been shouldered lately and as a person who likes solutions you are already looking onto the next thing. Still with so many balls in the air it is difficult to decide what to do next! Maybe for now you should do nothing! Hard as that may seem if there is no space in your life how can new things find their way in? It is really a perfect time to take a break to get back in touch with your natural rhythm and wait. Later in November you will be glad you did!

    Thought for the Month ‘Make an empty space in the corner of your mind and creativity will fill it’

    Sagittarius November 21st – December 21st

    Last month’s Eclipse in Leo has created some very unsettling situations and you have found yourself stepping into other’s roles and wondering whether you should or not. You are not the only one who is unsure. Still if everyone wonders and nobody does then nothing will get done. So, because of this trust your instincts take your chances and allow others if they will to object. Later in the month everybody will be clearer about what is wanted and you will be presented with better options

    Thought for the Month ‘Hold the fort’

    Capricorn December 22nd – January 20th

    Sudden events in August have unsettled many and you may feel a little shaky. For some reason, you are lacking some confidence unlike you. Over the next couple of months things will remain in the air so try to just go with the flow. This however is hard for you a person who likes to put safety blankets in place. The truth is there is little point not least because things are set to change again. Therefore, if you must organise things be ready to change them at the last minute. Being flexible is the key.

    Thought for the Month ‘Those that bend with the breeze rarely break’

    Aquarius January 20th – February 19th

    Difficulties in your professional and personal life were highlighted by last month’s Eclipse in Leo your opposite sign of partners. It has not been an easy spell and you have mentally explored many options. Still it is a shame to draw a line under certain things and take them too much to heart. This month’s planetary line up allows you to explore options and solutions. This is all good news so by the end of the month what seemed the end of the world nearly, will all be a bit of a storm in a teacup! Phew!

    Thought for the Month ‘In sickness and in health, I do’

    Pisces February 19th – March 20th

    With a Full Moon in your sign on the 6th feelings could run high. It is fair to say that you have had a lot to worry about. Still worry is an emotion we choose to have. Maybe we can therefore choose not to have it? In these changing times managing high emotions our wishes and expectations is the key to our success. Therefore prioritise. Leave what you can leave, manage what you can manage and let the rest just wait. When you do just this everything will fall into place for you.

    Thought for the Month ‘We can’t control every situation or outcome but we can control our attitude to it’

    Amanda Corrick is back next month xx

  • Lose the bad apple

    Lose the bad apple

    The bad apple. When it comes to referral some of us are our own worst enemies, don’t you think?

    I’m writing in business context here, my young friend Ben had told me about a referral that sounded promising. Naturally Ben was upbeat about the connection and as is good practice, he followed up right away.

    It turns out, this referral wasn’t picking up the telephone, made excuses via email and over the course of a couple of days the opportunity petered-out.

    Seen it before folks? Here was another example of fast-track to oblivion in terms of referral marketing. Who was going to refer such a person after speaking with Ben? It’s true, bad news does indeed travel fast via word of mouth.

    I did my best to reassure Ben that not all of his networking efforts are deemed to go the same way although I could see he was disappointed.

    Trust is so important, Ben knows this, he had already made some great contacts so he could move on.

    It’s six months now since I began working with Ben and his family as they establish the ‘new generation’ and over that time we’ve managed to avoid the unreliable ‘apple,’ determined the USP, covered ‘The Plan’ and worked on our ‘top ten’ attributes developing the dependable referral network … how do they compare with your own?

    Attitude … Do you have one? Ensure that it’s the positive kind.

    Enthusiasm. Just like attitude, it’s contagious and brings out the best during networking.

    Good Listener. Be sincere, how do you know what others want unless you listen?

    Sharing. Share the knowledge, the good news and more, develop the relationship.

    Trustworthy. Build trust by trusting others, sit down and listen to those new contacts.

    Showing Gratitude. If someone helps out – that’s a great reason to say ‘thank you.’

    Enjoy Helping Others. Some don’t ask it, so make sure you do: “How can I help you?”

    Work Their Network …be on hand to support your colleagues.

    Recommend others. Then ask them to recommend you.

    Follow Up On The Referral. Nothing poisons the relationship faster than not following up on your promises. (Just ask Ben.)

    “Hey Charlie, that guy doesn’t bother me. He’s his own worst enemy and as far as I’m concerned, I cannot afford to be associated with him.”

    That’s understood Ben just like your colleagues in your referral network.

  • Less trauma, less stress

    Less trauma, less stress

    Most in business understand that reaching out to new customers is key to growing the business and certainly contributes to our own personal development.

    Some though, find that engagement through networking can be stressful, traumatic and in some cases, less than profitable.

    So we shall keep it simple. Let’s take the stress out of PTSD.

    There are just the three essential ingredients in becoming successful when networking:

    Preparation.

    Know what it is you want, know your audience, understand what makes you different and be prepared to ask for referrals. Work on the USP before you start your network journey.

    Timing.

    Once you’ve prepared, be there. All the preparation comes to nothing if you are not prepared to step out and engage your potential next best customer. Be Miss (or Mr) Consistent. Sure ‘being there’ creates its own opportunity through luck … although remember, the practice is called netWORKing …

    Delivery.

    When the time comes to introduce yourself, do so with confidence in your abilities, boldly outline what it is you are looking for, people will love you for it, show sincerity, don’t forget to smile … and be willing to ask for the help you need.

    That’s it, work on the fundamentals as you invest your time in people and others will start to invest their own time in you.

    The outstanding multitude of magic ingredients? These become more obvious over time.

  • Invest in you

    Invest in you

    So how much time do you think I should invest in sales per week? Ben asked as he proceeded to pass the coffee, although I noticed the cake wasn’t going anywhere.

    Sales are the by-product of good relationships, Ben. Your growth depends on you, therefore you should be constantly developing those relationships.

    But I’ve so many other ‘things’ to do running this business, how can you say that?

    Sure there are plenty of hats we wear during daily operations although just be clear in your objectives and understand that every time we meet someone we are sending out signals. Make sure these are the right kind of signal Ben. People like to have transparency when working with others, they like to invest in people who have a plan, those who they know and trust while working with those who are clear on what they want.

    How else can we help each other?

    Ben, think mindset. Ask yourself, ‘what do you want?’ Ask yourself this and if necessary repeat whenever you are in doubt about why you are in business. Why you started in the first place.

    So, what you are saying I need to juggle the hats?

    Prioritise Ben, sure keeps boredom at bay …

    Getting the priorities right. Isn’t that what you want from the people you do business with? You want them to be good at what they do, sell the product that does what it is supposed to do and deliver the experience you’d expect.

    Isn’t that exactly the same as what your customers want from you?

    So no matter how long you’ve spent on a project, no matter how much repetition is involved, no matter if you are bored or excited about it, each time you interact with your customer, it’s your time to invest further and make them feel special. Cultivate consistency Ben and treat each person as if they are your one and only most important customer.

    People buy from people Ben, it’s simple. Refresh your memory of why you are in business, cultivate the relationships and treat others as you would wish to be treated. Invest in people Ben, you shall find that’s a sound investment. 

    Any chance I could invest in a slice of that cake?

  • … share the wear

    … share the wear

    ‘Charlie, I need to change suppliers, these have let me down yet again – why can’t they get it right …’

    Delivery problem Ben?

    ‘I need to change ’em Charlie, they don’t share the vision.’

    Hey, let’s not alienate ourselves from colleagues, our team, that’s not what successful leadership is about … who is it that needs change?

    ‘Yes I know what you are saying, but these guys already know what I want – I shouldn’t have to keep explaining how we operate… and I’m busy, I’ve my own work to do plus I don’t have time to hold their hand.’

    Be steady Ben, I know you have had a lot on the plate just now but take a step back.

    By being seen as aloof, wrapped up in your own world, you will soon realise that to others you may seem too intense, unapproachable.

    Be the leader who is true to you, the person. Show some transparency, be more approachable, invite comment, encourage communication. You’ll find more ‘stuff is done!’

    We’ve all been where you are today. Just too busy to care about others …

    ‘But …’

    Hang on, share something, share just a little more.

    You know,it was not so long ago I recall making a conscious decision to explain my own vision of the company to others, the vision I thought they shared.

    Trouble was, I’d been working with them already twelve months and shared very little …

    ‘Share Charlie, share …’ Ben added wryly.

    Try it Ben, it’s a win-win – with immediate results, I found the ideas flowed with renewed enthusiasm after a share of the vision and realised that to lead others, I needed to share more, to offer vision and to lead by example.

    Life has a way of leading us a merry dance Ben, take time for a smile as we learn the steps.