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
  • 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?

  • 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.