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 – that could entail 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 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

  • Comfortable vs remarkable

    ‘Hey Charlie, I think I’m getting comfortable with this networking ‘thing’ now. I do understand when you say that it’s all about spending time, being familiar with the expectation, you’re right, it takes a while.’

    Good things take time Ben …

    the key is to stay the course and following through.

    ‘Well, I’m managing the routine now, gradually booking the appointments and I’m learning, so feeling happier.’

    I can tell that Ben, just by you opening up and discussing the situation tends to show you are growing in confidence, understanding the process.

    ‘The process?’

    The referral process. This is your ‘realisation,’ Ben, others are beginning to appreciate you as they see you grow, they come to understand your character, ask your advice and how you work. Just as you do with others.

    Just now is the start of the process.

    Continue with the visibility, book the meetings, the one to one and understand your marketplace. Learn from others and keep the antenna flying for possible introductions for others. The more you help, the better your ‘bizability.’

    ‘But I’m just getting comfortable Charlie, I’m happy where I am now.’

    Where you are is great Ben. Not too comfortable now though because ‘comfortable’ brings stagnation and this is something that should never happen within your network.

    Stay the course Ben, follow through, continue your path. If you are happy then the ‘process’ is working.

    Next step is to begin to lose the comfort zone Ben… go the extra mile and actively pursue business on behalf of others – don’t just wait for it to happen, be the referral process you would like to see happening for you.

    Nothing remarkable ever comes from being comfortable …

  • Talk about

    Talk about

    Talk about others. It’s great for business.

    Referrals are something we all aspire to, some of us go out of our way to cultivate the new business by doing all the ‘stuff’ we’re told by the gurus, those abundant soothsayers and community influencers.

    So what happens when you do all that which you’re supposed to be doing only to find that the recommended ground work is just not working, literally, the only new life you’re hearing are those crickets again … away in the distance …

    Let’s get unselfish. Good business comes our way when we stop worrying about why it’s not coming our way – have you noticed that?

    Try this, it works for me, it may not be right for you just now but just give it a go – after all, it’s just those pesky crickets, right?

    Each of us in business knows lots of other people, some we see more often than not and of course, it’s natural that those we do see most regularly are those we tend to want to help when required.

    ‘Help? Ok, but how?’ I hear you ask

    Simply talk about them. Spread a little good news about your mates.

    For instance, when you meet up with a friend and they ask:

    ‘How’s it going, what have you been up to?’

    Avoid dwelling on me, me, me for just a minute …

    Try telling them you met up with a great professional the other morning, someone who has a unique line of business and someone you would highly recommend.

    Give them a reason why your mate is so referable. Talk them up, shine the light and really give your friend a reason to make mental notes as you both discuss …

    ‘OK, so I talk them up, but how is this helping me?’

    Bear with me. Chances are the next conversation your friend has with you in mind he is going to also mention your recommended new best friend – he’s going to mention your mate and of course he’s going to talk about you, your business, how he knows what it is you do, and how well connected you really are.

    Word of mouth, let’s not underestimate the power of a good conversation – especially when you are talking about someone … behind their back!

  • You. The Individual

    You. The Individual

    It’s been 12 weeks since Ben asked me to help with his individual ‘offer.’

    He has worked hard in the transition from back-room support act to become Managing Director of the family firm, the organisation that had earned his mum and dad a reputable business, a healthy clientele and a good living.

    We had just left a brand new prospect for business. ‘Smithy’ and his board, are now asking for more. More on prices, more about deadlines and more about styles from Ben’s bespoke product range – always a sign of good things to come.

    So I thought.

    No regrets, no more looking back Ben?

    ‘I do understand the legacy I’ve inherited Charlie although I’m all too aware that I’m not my father! I feel inadequate that I can’t deliver his depth of knowledge, his connectivity or the rapport that I feel I need to deliver on behalf of those prospects looking for more.’

    Ben, who was that in there? Smithy and his team don’t even know your father, they know the family reputation and now it’s all about you! Just have faith in the follow-up and your abilities.

    Bring the individual offer to the table, be prepared to make stupid mistakes, do boring stuff, make idle conversation and be the difference that separates you and dad.

    Self-confidence comes with the qualification of success Ben, you are certainly not your father (a strong character with an overriding presence) and although you should, of course, follow his example … it’s equally important to develop your own persona – clients like ‘Smithy’ are indeed asking for more, that’s great – more from Ben, no-one else.

    Your existing customers already know the company, right?

    The exciting thing is, after three short months they’re starting to get to know you now Ben – just as you are finding your feet, your own network is learning too. Be different … please … try NOT to fit in, you don’t have to ‘fit in’ everywhere, right?

    It’s ok to be individual Ben, don’t compare yourself to anyone else, they just don’t come close.

    People buy from people, be the change you represent and people will love you for it.

  • He’s no one hit wonder

    He’s no one hit wonder

     

    Ben, it’s great to hear you enjoyed the holiday. Welcome back.

     

    “Thanks, Charlie, I did enjoy the time away from the factory, I took the opportunity to do a lot of thinking …”

    Holidays are good for thinking Ben, have another biscuit with the tea … what do we need to discuss?

    “Ok, I’m thinking of offering our tailor made line online, you know, the additional income stream you talked about? Networking is great although I’m not getting a lot of ‘hits’ with my engagement – any reason why do you think?”

    Hits Ben? The online store is a great idea …

    The efforts you put into your business, your people and your network are a progressive development of the ‘reliable, dependable, Ben.’ It’s about you becoming the person your contacts can rely on, not only for the so-called ‘hits’ but for direction, advice and support.

    Sure, you will find and always welcome the odd single order for your fine, bespoke footwear although is that the end game here?

    “What do you mean? Of course, I want orders, that’s what I’m networking for isn’t it?”

    Ben, anyone can buy a pair of shoes that suit the budget, we get free financial advice, accountancy solutions or websites in a box, logos for not much more than a fiver, it’s all ‘out there’ Ben.

    The meaningful partnerships in business surpass all of the above. The reason those ‘in the know’ are networking is the fact that the road to fruition is that much shorter with the help of our colleagues. Even if your network is the slow-burn, the odd order here, the single referral there … think about what you are cultivating Ben.

    Your scope of contacts – even over a short time networking while developing the relationships and trust is enormous. Think of the connections others have and who they are able to refer you to given the relationship. Never underestimate leverage. Think also of the advice and support, the range of services at your fingertips for the sake of caring about others a couple of hours per week.

    It’s not about the ‘hits’ Ben, it’s about your leverage and quality of connections, who knows you and who may then introduce you to others.

    Have faith Ben, you are no ‘one hit wonder.’

    So, what else did you do on holiday apart from thinking about work?

  • Be you, get naked

    Be you, get naked

     

    ‘We become part of the company that we keep, that’s for sure.’

     

    I was having a conversation with a friend as we walked the local beach the other day. Brendon was up for the holiday and we were reminiscing somewhat. The dogs were doing their doggy thing and the wind was howling, but hey …

    Brendon was telling me about a mutual friend, someone who was so busy playing catch-up through his social media accounts, he’d forgotten to live the life.

    It’s not that Brendon was feeling neglected, it was, in fact, the understanding that our mutual friend was shadowing the life others, being led through a series of likes/follows/retweet/shares, whatever else.

    So why do you think that is Brendon? Is it ‘the business he pursues?’

    ‘Undoubtedly it’s business but there is something else Charlie. I say that because he just does not see the good around him, what he has already, ‘it’s as if he is missing out if he’s not in touch.’

    I kind of agreed, and I said so. We are all aware of the potential for new business with most entrepreneurs on-line and looking for the opportunity we’re surely missing one important point, aren’t we?

    The news is in fact you.

    It’s not what others have or what they offer or might do or save or sell or enhance …

    Let’s use the social for what it is – as a sounding board for flavours. We need to offer our own newsworthy flavours and if we are to embrace the net for what it’s worth – let’s make it work for us and stop simply being ‘there’ for everyone else. Resist the temptation to be first, the envy that comes with missing out on the latest pic., the conversation. Be you.

    So … what’s holding him back?

    Most likely fear I said, fear that he won’t make it, anxiety that he is not ‘one of them’ and fearful that if he tries to be so and offers naked ambition, he may not be seen at all.

    Hey, why be led by the flow of popular opinion when you have so much individuality to share with others? Show me a room full of naked ambition (ok, transparent then) individuals who are happy to confront their fears, those who are happy with that. Give me that option anytime.

    Oops.

    The dog had demonstrated her own needs and as I bent toward the sand to clean up after her I realised what I had become myself …

    No, I can see what you are saying, right now is not my true vocation …

    I could see what Brendon meant now. I could relate to that, I’d become a product of my own network. We are what we practice, the reality is, we become part of whom we spend the most time with.

    Don’t we?

  • The human experience

    The human experience

    I’ve been around a while, discovered some success and I’m blessed to have been working with some wonderfully talented people.

    Over time I’ve also discovered that success is powered by three fundamentals.

    Your know-how, your reputation and your network of contacts.

    Sounds simple don’t you think? Isn’t that how it should be though?

    Hey, you can take away all my money, all my assets and investments, you can take away my customer list as well but if you leave me my business relationships and with my reputation in place … I’ll have the ability to work at successfully replacing everything you’ve taken away.

    Having knowledge, social capital and trust is the ultimate security blanket whether we’re heading into good times or bad.

    This is why I believe that if we’re in business, any time is an excellent time to increase market share. Whether we’re engaging new prospects, building better relationships with existing customers, we’re developing trust, that’s essentially what we’re about, are we not?

    Engaging, building and relating …

    Contrary to popular opinion though, building social capital is not about sitting alone in front of the PC, tablet or locked into your i-phone trying to come up with a winning marketing formula all on your own …

    No one who is successful creating their meaningful marketing presence works in isolation.

    Successful people may have started out on their own sure enough. After all, we need to start to reach the end. But it’s what you do when you recognise your marketing is starting to work for you that counts. That’s when you begin to leverage your ambitions with like-minded people, real humans and combine your ideas with others, leveraging experiences and relationships.

    By developing trust within your community, delivering consistent messages … and leveraging that trust is where we may ultimately be successful.

  • Doubt your happiness ?

    Doubt your happiness ?

    ‘Thanks Charlie, I’m back in a fortnight, without the doubt I promise, and we can follow up then, ok by you?’

    Ben was away for a well-deserved holiday. Together we’ve put in place a short-term strategy for success, something Ben is more than capable of achieving if only he could lose his doubt.

    Stepping out of the shadows of his parents business was hard for him. Finding himself now in charge, the dynamic had changed for him. Ben found all this uncomfortable and he needed to swap those shoes.

    Considering his was the successful business of footwear – as a Cordwainer – you’d be right to suggest it shouldn’t be too difficult …

    Ben was indeed a ‘worry-guts.’

     

    ‘The existing clients love mum and dad. What if they don’t like me, Charlie? How do I maintain the relationships, the status-quo in the community? I know not a lot about sales either, what happens if I don’t hit the targets?’

    Ben’s expectation of life was scuppering his happiness – it was time for a holiday.

    As a young man, unclear about how he should follow in mum and dad’s footsteps, Ben was beset with doubt. You know, the kind of uncertain feelings we all collide with from time to time, for whatever reason.

    Ben … I replied, we have the contingency in place – no doubt you and half the population are taking a break this time of year, you have a trusted support staff who know the business. Your only concern should be how to cope with the business of ‘holiday mindset.’

    “What do you mean?”

    When we’re away from site Ben, ‘off the familiar patch,’ life works the magic, releasing the not so important ‘stuff’ enabling us to realise what is most valuable …

    Our happiness.

    Success Ben, is the progressive realisation of a worthy ideal.

    Take some time, enjoy the holiday and understand that each small step takes you closer to those goals of personal and professional happiness.

  • The Extraordinary

    The Extraordinary

    Surrounding ourselves with extraordinary friends, those of like minds, not only makes us feel good, it simply helps to get the job done, don’t you think?

    I’m in the business of connecting people and although I’m more than comfortable having a room full of people – who perhaps don’t quite yet share my conviction of the powers of connectivity – I find the task of ‘technicolor presentation’ can be tough work at times.

    After all, a room full of apparent strangers asking questions of each other is not a universal pleasure. A learning curve it could be said and not just for the aforementioned newbies either.

    So therefore whenever I’m building these new groups, ‘the Forum of connectivity,’ I’m extremely lucky to be able to call upon those with an understanding of what it takes to go the distance, to follow the path of strategy for success.

    It is mighty beneficial to include one or two network colleagues who have experienced the learning curve, taken off and bumped just a little coming in for the landing, a little bruised maybe, hugely better off for the experience … enlightened folk who have an understanding of the profound results networking may bring when the follow-up to that initial connection is delivered.

    Connecting, really connecting for better business is essential if you wish to develop your referral potential. It can be fun of course (it should be fun) but never lose sight of the goal. Always follow-up and offer to help, find ways to be special, be the provider you’d like yourself to meet.

    Strive to surround yourself with peers, those trusted friends who, like you, understand that by going the distance, doing extra when helping others is just what it takes to be extraordinary.

    Consolidate the relationships by setting the example early, introduce those new connections to your trusted network, leverage those who work hard at being extraordinary by routine. Be remarkable and you cannot go wrong – your network will thank you for it.

  • Ready for the harvest

    Ready for the harvest

    ‘Busy connecting, that’s me Charlie … it’s looking good.’

    Ben and I had been discussing his latest steps toward independence from business with mum and dad and now the conversation has moved to the new found sales network.

    With finance and the accountant now in place, Ben was happy to visualise how he could move forward with the existing order book and consolidation from existing personnel.

    ‘I really feel that our clients are behind us now Charlie, with their support we’ll be able to attract that new business we talked about and the next level of achievement.’

    ‘Thank you for your support. I was thinking though, how about taking a little time off, maybe a few days of golf now the business ground work has been done, is that ok by you?’

    Ben, you’ve put in place the ABC, you simply now need a plan on reaching the XYZ …

    ‘Hang on, we’ve consolidated staff levels, revisited and qualified the supply chains plus we’ve ensured the existing customers are happier than this time last year, sales are positively going forward, and in addition … I’ve started networking’

    A great start Ben. A great start and exactly my point. As we’ve already discussed, the beginning is the most important part of the work – you’ve engaged with purpose and now you need to keep at it, work at being the person you present to others, maintain the benchmark.

    Business, just like networking needs cultivation, if you don’t tend to the business, business fails, just like the networking. Work on the contingency and then the holiday.

    Play a little golf, of course. Use this time to clear the ‘mind lines’ for next season, be there for the upcoming ‘harvest’ Ben, follow through on the early promise …

    Just like networking, show transparency by clearly defining your business intentions and the route from ABC to XYZ will become almost routine.

    Almost.

  • Refer or not?

    Refer or not?

    Would you refer me? It makes all the difference.

    I like the fact that amongst my network colleagues there are those who are prepared to go the extra mile. It makes me feel very lucky and grateful for the resource we have.

    Not only does it qualify who I could refer but I learn to understand that there are people amongst us who show up and participate by sharing with others, giving us just that little bit more.

    To refer sets a fine example, builds a stronger network.

    There are some who show up and offer to support the groups, sure. Just enough to get away with and generally only if it benefits themselves…

    Those I personally admire though, the people I would refer or recommend first of all are those who go the extra mile, who step out of the comfort zone by bringing a little more value to the engagement.

    You know the kind of networking I mean … the kind of people that care about the finer details, keep the appointment and who are prepared to make time to spend their time seeking out the less experienced by offering solutions to those that may need guidance or direction.

    These are the type of people I would refer to my closest friends and family.

    How about you?