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
  • Assume, you could be right

    Assume, you could be right

    A quarter of the year almost gone and micro-business Dave was asking me what he had to do to gain more clients.

    Here’s a starter check-list for you Dave …

    Have you approached prospects with your offer?

    ‘Offer?’ Came the reply.

    ‘I’ve a website Charlie and I’ve made sure I’ve covered my social media outlets if that’s what you mean by offer?’

    Dave, you cannot assume that all of your new business is coming to you via a virtual presence alone. You need to first of all know the target audience and whether there is a need for your particular services.

    ‘Yes, I know that already.’ I heard

    You also need to know who the budget holder is …

    ‘Well I’d find out if I had the opportunity!’

    ‘Look, it seems like a lot of hard work Charlie, I’ve put a lot of time and invested a lot of capital into creating the online presence.’

    ‘I’m thinking of a letterbox drop for leaflets next …’

    Dave, the assumption that new business is making it’s way to your door simply because you now have a ‘singing and dancing’ website is fanciful to say the least … letterbox drop?

    ‘Yes, I’m printing a couple of thousand and delivering them myself.’

    Steady Dave, great effort and it does bring the reward. Take the next step though and introduce the world to you, the person.

    Meet the people. Then use your new-found leverage. Engage those in business who take the time to know you, who then view the website before being inspired with the confidence and trust to arrange a meeting with you and your next best client.

    That’s why they call it a network Dave, you need to work the net to gain the business.

    You with me Dave?

    I assume Dave was listening …

  • Clarity, commitment, trust

    Clarity, commitment, trust

    The lid of the laptop came down. ‘Snapchat’ now terminated … ‘Ok, so I get it, I need to be seen to be considered ‘worthy,’ is that it?

    Well, yes you could be right there Ben, it’s the ‘people buy from people’ thing, when people make those significant buying decisions they’ll want to meet up with the seller, right?

    But how do I become a serious contender with my prospects Charlie, when some have only just met me?

    Over promise, over deliver Ben.

    You have inherited a great existing customer base Ben, leverage this past customer experience with testimony to how you aim to continue. Demonstrate you have the means to provide the same first class service of old, time and again.

    Show your colours, your passion by which you started this business and why it’s important for you to be doing something that you love, not just a job that also pays the bills. I guarantee it’s the same for those you serve.

    ‘I’m still building my supply lines Charlie, I’m just not sure I can start promising anything yet.’

    Find your partners, determine those that will support you. Set your stall out Ben. You’ve spent some time these past weeks meeting the candidates. Now see who reacts, who is willing to go the extra mile, who you can trust. Give your business partners – your fellow directors – a taste of what you expect – and if they don’t know that already, start again. Find clarity amongst allies.

    ‘I still am not comfortable on this sales side Charlie …’

    You are not alone. Confidence shall come. Sales are vital to your success but be yourself and stick with your vision. If after a time you find yourself still distracted, delegate the selling, just like you outsource the production. Cultivate the culture of partnerships, ask the same questions of others you ask of yourself. Commitment. Be fearless Ben.

    Sales is a skill that is within us all, the more we use it, the best example is what we become.

    ‘But what about the competition Charlie?’

    Steady. Your customers are already sold on YOU Ben. The comparisons? Talk them up, show your customer that you have knowledge, an opinion on others in the same industry. Highlight the strong points and identify the weakness in each, show your customer how you compare and by doing so, you shall be helping them with the qualifying process, your customer may, over time see you as the benchmark for others.

    Over promise, over deliver Ben.

  • The significant salesman

    The significant salesman

    Ben and I are coming to the end of our first month together, working through his business ‘ideal’ to establish where he’d like to take his life experience.

    The family business of Cordwainer has been sold and with Ben not wishing to be part of the new ‘set up’ we’re on a path of discovery. Ben is still a young man with an admirable hunger for success although he simply lacks the odd tool in the box …

    We’ve been through the plan, appreciating persistence is required, that there is a doggedness required to establish credibility. Trust takes time.

    Ben identified the steps to guide him on his path and is resolved to working on the Unique Selling Points (or USP.)

    But something was troubling Ben.

    “Selling points just frighten me to bits Charlie, I’m no salesman.”

    Enter coffee. A tasty Colombian together with a great looking carrot cake that need not wait for further attention.

    I explained to Ben that it was all about leverage. The connections, to which came the expected ‘social media’ comparison. Ben was aware of the importance of people in his zone, not so much the significance. Ben simply needed a little help with the one to one engagement.

    “Even the most accomplished networker misses the trick Ben. Regularly meeting with our support network is great for business. Results can take time, we need to continually ‘fan the flames’ with familiarity and a little nurturing to enable the occasional glimmer to become something more significant.

    “This significant business comes with the one to one, that meeting “off-piste” as it were, over more cake if you dare … when we dig a little deeper, learn more about each other and in particular our greater circle of contacts.

    To some we know this step is simply ‘too much hard work…’ to which my response is – have you ever gained anything significant without putting in the effort?

    Ben was on his ‘second slice …’

    “Ben,” I continued, ‘you are the best sales person you know. You alone know your product or service better than anyone else, you just need to relate to the wider audience, explain what it is you are looking for … and how you can help them.’

    Not keen on making the connection with someone in particular?? Sitting down with the most unlikely strategic ally can bring great results.We learn from each other.

    Your colleague may not provide you with the next customer or significant business order although he or she may know who could. Or better still, he/she may be the person to help your nearest and dearest when required …

    Sit yourselves down offline Ben. Relationships matter. Make the appointment and spend some time to understand the nature of the business of those around you and just how it is you can help.

    It could be the best decision you make, and your colleagues will be thanking you for your time.

    No need to act as salesman. Make the connection, find your audience and define the benefits of working with you, then advise how you can help.

  • Commited. Entrepreneur In or out?

    Commited. Entrepreneur In or out?

    Those in the Network see it daily. Some who have it and some who do not.

    Building the business is not simply about ‘showing up,’ it’s more about being there to set course and follow through to destination.

    Commitment.

    There is no middle road for the commited entrepreneur, see if you recognise some of the following traits …

    Those actively seeking leadership and responsibility. Many people need the comfort of following, rather than leading. Why? Because when things go wrong, it’s easier to point toward someone else. As an entrepreneur, the promises colleagues make on your behalf are your own. You need to be ready to accept that “the buck stops here” and act on the promises.

    Those who exhibit surging raw ambition. Successful entrepreneurs are generally ambitious and confident in their abilities. They may have many ideas, some being more workable than others. Failure is viewed as a learning opportunity, so it’s no real disaster that some of these ideas don’t actually make the starting line first time ’round.

    Minimum positive feedback required!  Yes, it’s lonely at the top. If your psyche is one that needs regular plaudits and the corresponding reward to stay motivated, you need to find a real job rather than an entrepreneurial one.

    Social life is not top of the list. Unable to clear your head after a day at the front line? That’s commited. Social relationships are important sure, and you need to switch off from time to time, but if social is your priority, then you probably won’t enjoy the ride as entrepreneur.

    Being comfortable with out of hours working. Some of us, perhaps those with family to support, or simply in need of peace of mind require a predictable lifestyle. Entrepreneurs learn to be flexible, they anticipate longer working hours. If you are dismayed rather than exhilarated at the amount of attention required to consolidate the business, you may be involved but not commited.

    Holidays just get in the way. Most entrepreneurs I know can’t remember the last time they had a “proper” holiday (without bringing their work along.) OK, this may not appear healthy to some but it illustrates the level of commitment required to compete, to ‘exist’ in the marketplace. Those insistent on holidays “without checking in,” need go and work for a big company offering the holiday loading.

    Ever thought about retirement? Surely most people involved with startups work hard, but are they simply looking toward retirement? Not so the commited entrepreneur, they wouldn’t think of retiring, even if they’ve made a fortune from the current project. The true entrepreneur enjoys the business too much to put the feet up and can’t wait to start their next venture!

    Next time you meet someone with the urge to chuck the ‘day job,’ to live the dream of being their own boss, offer them a selection (or all) of the above points. See how commited they really are … before they take the leap of faith.

  • What’s the plan?

    What’s the plan?

    Ok, here’s the plan. It’s Monday morning and Ben was feeling just a little apprehensive with this first day of being officially ‘unemployed.’

    Now I don’t know about but first thing in the morning tea needs to make an appearance before I’m ready to go. My colleague was no different, we chatted and I soon had his ear … after all he had asked for my help.

    ‘Here’s a routine for you Ben.’

    The face dropped …

    ‘Routine? I’ve just left a routine after 15 years Charlie, and I’m not looking for anything similar just yet.’

    ‘Trust me now Ben, here, take a biscuit … before we start the day, take a look:’

    Decide...

    Know what you will be doing before your day begins. This will be your plan. Without it, you’re just making things up as you go along.

    Prepare…

    Know where you need to be and what you need to have with you to execute the plan. For instance, if your plan is to follow up the old contact list, you need to be organised, you shall probably need the names, the numbers, a reliable phone and a notebook.

    Show Up…

    Be ready, get yourself to wherever your plan says you need to be – on time and ready.

    Do the Work…

    Execute the plan. You’ve made a decision, so now is not the time to question motives or skip the steps. Show up. Do the work.

    Repeat…

    You will soon get the idea. We’re back to the top of the plan with ‘Decide’ again. Tomorrow’s day plan will probably be slightly different but, let’s look at it this way…

    Look at how professional athletes work Ben, they work on all aspects of their game to achieve success. Like us their own goals may not change, the larger plan is constant with the daily plan looking a bit different. It’s the routine, the willingness to decide again and tackle what’s on tomorrow’s plan.

    Nice and easy, keep it simple. Keep showing up and repeat the process, put the work in and understand that of course it’s not about the goal, it’s the journey isn’t it?

  • Destiny, choose YOURS

    Destiny, choose YOURS

    Ben is a friend of mine, is mulling over his destiny.

    Being been part of his family business of UK shoe manufacture for over fifteen years, Ben is still a young man (31.) His parents are retiring from the business and Ben finds himself responsible for eight staff, a small though profitable firm and a faithful client pool …

    A fantastic ‘opportunity’  for any aspiring entrepreneur.

    Ben has other ideas. Among the first words he said to me when we met were something like this:

    “Charlie, it’s like this, the company look after the order book. Destiny calls and I wish to look after my career.”

    It seems Ben has no plans to be part of the ‘family business’ any longer. Destiny calls and he is now looking at options in ‘pursuit of his own destiny.’

    ‘I know nothing of running a business Charlie. Sales, customer service, staffing and accounts – these  are things I have no interest in and I wish to move on  …’

    Direction? I thought to myself. Passion?

    Over the next few months I’ll be taking Ben through the exercise of forward planning and together we’ll be documenting his path to fulfilment and choice of destiny. Literally.

    We’ll be producing the manuscript of Ben’s journey. Each ‘episode’ in black and white with a splash of colour here and there for good measure.

    I like Ben, he trusts me and I believe it should be a fascinating journey. I’ll keep you ‘posted.’

  • Vision through friends

    Vision through friends

    The coffee was cold, cake a memory and as I prepared to leave the office the mobile sprang to life with text:

    ‘Just sent you an email, come back to me!’

    The number was familiar although ‘nothing current.’ Being curious, I did of course proceed as instructed and checked ‘mail’ anyway.

    Hey Charlie, it’s Jackie here!

    ‘Some of the kids here are with you in spirit, see the attached please and let me know what you think!?’

    Now I don’t know about you but whenever I’m engaging an unfamiliar email and being instructed to check the attachment, I’m a little cautious …

    Still, I was curious and didn’t ‘bin’ this one but parked it, then dispatched the remainder of the (now ice) coffee and escaped with the boss (dear dog.)

    It was some time later I’d recovered from the latest ‘trek’ and approached the kitchen for refreshment once again …

    ‘Did you get the message from Jackie?’ A distant shout came from Sue.

    Memory was restored! ‘Jackie’ was the Carer for an elderley some-time client, someone I catch up with much too sparingly, only occasionally.

    I returned to the email and scanning the contents immediately felt more positive about prospects.

    The note began:

    Hey Charlie, Jackie here, a note from the school front …

    We had a sit down with the kids today (six 5 year olds) and we asked them to play along …

    ‘First we asked them to close their eyes until the count of ten and to think about what they were good at. We also asked the kids to think about where they would like to be when they grow up?’

    ”As you can imagine, the room erupted with shrieks of enthusiasm and the first hand that shot up I immediately thought of you:’

    ‘I’m really good at helping people.’ Came the answer from said 5 year old. ‘When I grow up I want to be surrounded by my friends.’

    So, why tell me this Jackie?

    I needed just a minute before the ‘penny finally dropped’ …

    Jackie had been reminded of something by her young companion … something that she and I had discussed many times in the past. We’d talked how Carers needed help just like everyone else. The most helpful of people need their friends and just a little support at times.

    Jackie also knew that the network of friends was one of the reasons I enjoyed my business so much and hence she was so taken aback by the youngsters comments, it became the reason she decided to make contact.

    Sometimes kids have a great way of enlightening us to some of life’s really important stuff, like the mutual benefits that come through helping friends.

    I was happy … my first testimonial of 2017, even if it was from a 5yr old!

     

  • Trust the bun.

    Trust the bun.

    I was mulling over my schedule. It was 6am and I’d already jumped in the car for the first meeting of the day, a rendezvous with business colleagues and guests.

    There are times when I do wonder of my intentions. ‘What’s it about?’ I ask myself.

    It can be tough working from home …

    I’ve been working ‘for myself’ for the best part of a decade and still the imaginary violin comes out to play whenever I’m begrudging the fact I don’t anymore have the opportunity of a smile with office peers, banter with opinionated colleagues and the routines that, as part of my lost ‘corporate world’ would see us driven by familiar, similar targets or goals.

    ‘I’m too old for this.’ Came the reply to my original question to self.

    ‘I should have stayed in bed.’ I uttered.

    As if by autopilot I’d negotiated my way to the venue. The imaginary violin had now retired and I followed the scent of coffee to discover a very lovely Boston bun … set aside, especially for me.

    Soon enough we’ve a lively room full of familiar faces. Some jostling for preferred position, exchanging stories, others supporting through offers of help, opinion, direction and discussion. All driven by the desire to help others.

    ‘Kinda glad I arrived early.’ 

    This is of course why I’m here, to be in the room and discover how I can help develop trust.

    I’m driven to witness the young and the not so young confirm that ‘what it is all about’ is the people. The network peer group, our resource centre. Where anyone in business with a notion of developing the market is able to connect, pick the brains of learned colleagues and chew the fat. Or in my case, the cake.

    Developing a trusted network of colleagues is a fantastic resource for any growing business, any level business.

    ‘I reached for the hand of an approaching familiar face:

    Welcome to the board. Your very own board of Directors.’ I suggested.

    ‘Put the cake down first Charlie.’ Retorted my colleague.

    That could cost you my dry cleaning!’

  • Hey good looking … smile

    Hey good looking … smile

    It’s January … you are dreading the call to the local Networking soirée.

    Are you the kind of person wishing there was an easy way to break the ice and so avoid those uncomfortable silences prior the feeling of … ‘I can relax now.’

    Smile, you are certainly not alone.

    Study the following FORM Guide beforehand, dispel the anxiety and be ready for any of the awkwardness that may come with breaking the January conversational ice:

    F = have some Fun…. smile.

    It’s the shortest distance between two people and easiest way to break the ice. Your first time acquaintance may be looking for just the same support. Smile as you introduce yourself:

    Ask how the journey was .. ‘travel far for networking?’

    O = ‘so what do you do, what’s your Occupation?’

    Far nicer to swap cards (and do swap cards!) after you’ve established parity!

    R = ‘is networking part of your Recreation?’

    Perhaps there is a common opportunity in recreation outside of networking? Play golf maybe?

    M = ‘what brings you here, whats the Motivation?’

    Many colleagues find January a challenging time when taking the first steps to network success.

    Smile and have some fun while studying the FORM Guide as you grow the trust through networking.

  • Circle or Square?

    Circle or Square?

    Who’s happy? I asked.

    ‘I just seem to keep heading in circles,’ came the shout from the back of the room.

    ‘Great’ I said.

    ‘I don’t feel as if I’m achieving though, I feel I’m doing all the right things, for very little reward.’

    ‘Widen the circle perhaps, maybe you’ve become stuck in a corner?’ I replied.

    ‘Try knocking a couple of corners off here and there. I continued. We all need help with ‘the path’ at times, support in clearing the obstacles in the way of progress.’

    ‘I like to think circles. Ever decreasing circles, moving in circles through the business practice, as we maintain the flow, the awareness of what is to be achieved, those small rewards we offer ourselves and within our circle the vision of the path we’re heading toward – the end game is always in sight.’

    ‘Whaa … ?’ Came the reply as the room fell silent.

    ‘Think about it, just for a minute.’

    ‘Think circles. As business owners we have many different tasks and projects to accomplish at any given time and keeping focused on where we should be spending most energy can often be a struggle, more so with today’s eternal distractions.’

    ‘By thinking circle, a starting point within a given circumference we flow, we’re not held up, were avoiding seeing distractions, obstacles to our destination, we’re hitting the target(s) and flowing. Seamless business is, after all, better business.’

    If you’re feeling lost, like minded friends can help. Effective networks offer support going forward, business connections working together offer vision, after all, that’s why were networking … think circles, don’t get stuck in ‘squares’ by overlooking the resources within the network.

    So if you cannot get help within your circle? Let’s increase those connections.