CharlieKenny.me

people * stories * engagement

recent posts

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
  • 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.
  • Your gift, share it.

    Your gift, share it.

    Life is too short! 

    Heard that one before? At some point in your career, there will come a morning when you’ll awake and ask yourself, “What am I really doing?” It’s at this point that earning money by making/selling ‘stuff’ will no longer be motivation enough. However, if your answer to that question reflects a specific, greater purpose, you’ll have the energy and inspiration to continue, it’s your purpose.

    How about your employees? Those you work with, or your co-workers, are really no different than you. They also want to feel that they are contributing to a greater good, something more meaningful than putting in the hours and earning the money. What’s different with colleagues, though, is that unlike you, the business owner, they may not have that innate sense of what the business’s purpose is. It needs to be articulated, so the whole of the company is of one mind, moving in the same direction for the same reason. Driven by purpose.

    Your customers, what’s it mean to them? Will people buy your products just because your business serves a greater purpose? Generally not. Most people need to realise some kind of specific, tangible benefit from their purchases. So given you are providing benefits, many customers, especially new customers, the millennials are keen to look beyond their bottom line to support organisations that are cause/purpose driven …

    Purpose. It has impact. Your community may be the rural outpost or the large city in which your business operates. Increasingly, our communities, our local surroundings are our world, all of which needs a variety of help. In many ways, business represents the best way to bring about significant change to communities. Bringing value through change is where the purpose driven organisation can benefit, a purpose-driven business generates an influence that in many ways are profound, much more far-reaching and impactful.

    Your own Purpose? You know your compelling reason. Whether faith, community, legacy or your own personal goals. Either way, purpose is a work in progress. Share your gift.

  • you, me, collaboratively …

    you, me, collaboratively …

    Collaboration is a much anticipated and at the same time, such an overlooked benefit to networking.

    What happens though, when things don’t quite go to plan?

    Been there? You know it don’t you? Initially, there is the excitement of working with and learning all about a potential collaborative partner, someone who can contribute to your projects and perhaps one day refer you to greener fields, like-minded organisations and those well-connected individuals of influence.

    Then, for a whole host of reasons we find that ‘things’ just aren’t going to happen as our best intentions had hoped. There may be a language that is initially all too familiar, an enthusiasm that instils confidence in our new found partner. Then … it’s pear-shaped …

    There could be a multitude of reasons for the failure of progress. The brief, the ability to perform to expectation, a lack understanding of processes, of delivery. There may be pricing issues, style and interpretation may be lacking. (Or non-existent.) There are many reasons why our mutual hopes for growth may be shattered.

    Solutions?

    Start in a way that you mean to go on. Sure, on the outside there may be a fit to change the world although if you don’t offer to sit down and spend time discussing the brief – in detail – then sadly disappointment is the only outcome.

    Solutions? The one to one.

    Spending time together with potential partners is important if meaningful collaboration is to work and take your business forward.

  • The process, al fresco

    The process, al fresco

    I enjoy times in the garden. Family, a cool drink, good food. It’s several years living where I am now in Northumberland and during that time I’ve had the use of three cookers, three BBQ’s.

    One of those was a store-bought item, the usual piece of soft metal and Allen keys, combined with plastic and a gas bottle. Turn it on and yer good to go. The second was a custom self-build venture which did not last long. Not so stable(!) It did have a great little grill though!

    The latest al-fresco project, undertaken last weekend and I was just putting the finishing bricks and mortar in place when the sister-in-law suggested …

    ‘Why didn’t you say you were after another BBQ? We have several at home and you are welcome to take one …’

    Whilst I was (and almost always I am) grateful for the offer of help, I had to explain to Kath that it’s was not about the having, more the process of finding what fits best. Introduce anything new to me and you need to give me time, time for me to find what works.

    In this case, the ritual build of my new baby BBQ, the ceremony of providing the wood (Beech does it for me) and the first fire-up to season and temper the plate, choosing what’s on the menu for different tastes, the gathering of friends, all witness to the spectacle …

    I mentioned to Kath, it’s not an instant fix for me, my business networking is the same.

    Sure, I could visit any function or gathering that would have me, arriving with thoughts of what to expect. You know, ‘is this really for me?’ 

    As it happens, I don’t do so many alternative dates these days. I’ve found where I’m comfortable. It did take a while though, I had to fight my reservations of what would work, I listened to who was sharing and watched for who was there to simply harvest the enquiries. I observed the process.

    To sister-in-law Kath, the BBQ is a functional thing. It cooks. There’s often a change of menu, there’s a change of routine, the comfort zone challenged as dare I say, there’s a different chef!

    A little like our networking don’t you think?

    Observe the process, find what works and challenge the comfort zone.

  • Why finding referrals is like a game of tennis. (Almost.)

    Why finding referrals is like a game of tennis. (Almost.)

    Some of us find it easy to generate meaningful referrals. Others? Well, they find this not quite so easy.

    Take your game of tennis. It’s booked well in advance, you know your opponent and so in the interests of a good competitive match you study the form, watch his/her game and assess your chances come match day.

    What happens though, when your scheduled opponent is replaced with someone completely different? When that someone has a game plan equal (if not better) than your own … you really need to work that little bit harder don’t you think?

    So where am I going?

    Some of us make it easy to generate the referrals, the wins. With just a little planning.

    I attend a referral group on a regular basis, I hear the presentations and truly believe that if I were given their presentation, I could offer a pretty decent representation of their needs and wants as they declare themselves. I’ve spent time in their company, know their market, their specialisation and dare I say … the USP.

    I’ve studied the form.

    I consider myself a proactive referral giver, I know what to look out for when I’m not at the meeting, I’m giving myself every chance of uncovering some valuable business for colleagues, because I fully understand what they’re looking for.

    Others are not so industrious. They’re more reactive. Visiting the Forum for the opportunity our occasional visitor may hear what sounds like a referral request, maybe even gets it right by listening out for those immediate needs from those in the room. ‘Not a bad thing.’ Some might say. ‘The same result.’ Others might add?

    ‘Almost a good thing’ is what I’m saying. Could our friends refer you once they’ve left the meeting?

    Offering reactive support to those who ask for it is great for the meeting of course, although isn’t it missing the benefit of what regular contact brings?

    Don’t the best referrals come from those who spend time with you, people who are proactive, informed and know you well? Informed enough to trust you, proactive enough to refer you outside the network, providing you with more wins on your board?

  • It’s on the nose!

    It’s on the nose!

    I’ve had a great morning, just cleaned the wheely ‘garbo,’ the bin. Treated her to a …

    ‘disinfectant and hose, she’s a little on the nose.’

    Working at home is like that, isn’t it? I mean, it’s the flexibility …. we get things done when we want, we schedule stuff in like a walk with the dog, a leisurely breakfast perhaps or a visit to the beach before the day even starts.

    Routines are good although being accountable, working alone and the routine for self-preservation, planning to make a crust can take some doing. A little balance is needed so I tend to work well in advance and ensure my diary is up to date. How about you?

    Mulling over forward plans the night before is good for me. I do have a tendency to revise my ‘stuff,’ including the plan for the following day and it’s just as I’m falling asleep, evening peace and clarity brings some surprisingly good results.

    Holes in the net?

    The regular meeting I was due to attend this morning had been planned months in advance. A dozen or more like-minded souls from the Weekly Business Network are looking to put down roots for new referral forum. It has shown great promise.

    Today though I awoke early to find that a half of the regulars had other ‘things’ planned. One was a family welfare call (fair play) always family first! Another couldn’t face the walk(!) someone else had taken a last minute order she needed to fulfil while another suggested it was going to be impossible to stop the car between regular appointments.

    Couldn’t stop the car? For our appointment?

    So with a net that had so many holes it was a no-brainer that any messages I’d planned during introduction were going to be lost this time ’round, and so I made decided to contact our featured speaker, advising him of our postponement to his presentation, did the same with the caterer, the venue and followed-up with our intended guests …

    It’s great to get up early’ I thought to myself.

    Networking. The regular contact with like-minded business owners is a great way to show your colours, your intention … a great opportunity to enhance the reputation, don’t you think?

    It’s our choice. We can come up smelling roses or if you’re not careful the scent may be a little more repugnant. Think wheely bin … you may need a spring clean.

  • Reputable, reliable = referrable

    Reputable, reliable = referrable

    Is he reliable Charlie? Ben asks.

    Do you know our new connection well enough to refer him??

    Fair questions. I thought for a single moment and realised that this time, I just wasn’t sure of my answer…

    All in business have had times of dilemma, finding the reliable trading partners, co-workers and suppliers are part of that conundrum. Yes, there is an abundance of reputable offerings … but are they reliable?

    I consider myself lucky that I have made some fantastic, trusted long-time connections through networking. We seem to ‘sing from the same hymn sheet.’

    Similar to what was being asked of me now, think yourself, what characteristics would a potential business partner or supplier need to possess? There’s a good chance you’ll come up with a list of attributes (nearly) similar to the following …

    Is there evidence of:

    Like-mindedness

    Product knowledge

    Empathy

    Not forgetting, a reputable name?

    Connections

    Reliability

    What makes them so referable, to you?

    Personal recommendation. Reputations are built on them.

    You may be given an introduction to a wholly reputable business, someone who fits the bill, an organisation that tick’s all the boxes, even drinks your brand of coffee, but if that connection is more a ‘maybe’ instead of a clear yes/no kind of outfit then chances are, you’re going to hesitate in referring them.

    There are many reasons we buy into our professional network and each of us has our own prerequisite when choosing to work with someone.

    For me? It’s reliable. If we’re unable to count on our supporters to be us when it matters, then they’re certainly not referable.

    So in answer to Ben? Sit down, take a minute, share the cake and get to know what works for you both.

  • All I’m looking for …

    All I’m looking for …

    All I’m looking for is the same as everyone else Charlie. More business, I’m looking for more interest in what I have to offer.

    So what are you doing about that Ben?

    OK, I’m online, I’m so social it’s become anti-social! I’m taking pics with my right hand and posting with my left. Likes, retweets, mentions, the lot! I even go networking, just like you, on occasion, when I get the time …

    Ever think ‘balance’ Ben?

    Anyone in business is fishing to some extent. The look-out for the opportunity that may just influence our business prospects should, as you demonstrate, be a constant part of our psyche. But hold on for a minute, don’t you think you may be overcooking the (anti) social stuff, just a little? Perhaps think about changing your fishing lure, think balance, Ben.

    Quality over quantity?

    Exactly, let’s cut down on the ambidextrous stuff(!) and concentrate on the quality of the message. After all, if you can help people with differentiation and what makes you different while spending some time on specifics, you may just begin to attract like-minded souls who may be able to help refer your offer.

    Make your offer scarce Ben. Be that difference. Encourage your next best customer to come to you.

    How do I define my difference?

    Just as I said Ben, try and cut down on the blanket media messages. Be selective, focus on the ideal introduction you are looking for. Spend time with face to face networks, encourage dialogue, build the familiarity and the relationships. Ask questions, find your fit. Bring your character to the fore, encourage the trust to create the future opportunity.

    We cannot be all to all people Ben.

  • Our fair weather friend(s)

    Our fair weather friend(s)

     

    “Hey, c’mon we’ll be late for kick-off!”

    It’s Saturday morning and I’d called by to collect one or two lads for the local rugby meet, the regular transport being unable to support us this time around …

    As the boys clamoured into the back of the wagon, there was the usual hubbub, high spirits and lots of chatter with plenty of wise-cracks. It was just what you’d expect from a bunch of ten year old’s out with mates, on the way to ‘rugger.’

    The exception amongst the car load being Joe, our ‘perennial sub.’

    “So what happened to transport this morning Joe?” I asked.

    ‘Oh dad said he had a few things to do around the house, he said he’d be back to see us when we start winning again …’

    “Whaa … ??”

    Joe explained … ‘Dad said he liked to watch the team although didn’t like the coach so once we start winning he might come along.’

    The response from our clearly deflated chum was profound enough to hang in the air for a minute, a full minute before the usual in-car banter recommenced.

    Nice encouragement Dad! I thought to myself.

    Sure the boy’s team were on an unlucky run just now and morale may be low but hey, how to inspire belief, eh?’

    As it happens our opponents didn’t play so well that morning, whilst we, the home team managed to excel and win the game by a good stretch, even Joe being amongst the scorers. Much reason to cheer!

    Sure enough, our coach had come good and this particular win was a prelude to a welcome run of good fortune which brought the ‘part-time support’ back to the fold, even Joe’s fair-weather supporter managed to be with us toward the end of the season …

    With friends like that, I hear you say?

    Attitudes. We all know the importance of a positive mental outlook if we are to be competitive on the sports field and it’s certainly the same in business. We learn from our peers, we listen for inspiration … but what lessons are we passing on when all we have is apathy?

    Fair weather friends, can you afford to have them in your network?