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
  • Refer you?

    Refer you?

    So here’s the scenario…

    ‘Looking forward to seeing you at conference Tim.’  Says I.

    To which Tim’s reply was … ‘Hey, yeah but sorry I cannot make that date now, I need to be elsewhere and I don’t want to let them down.’

    Let THEM down …

    Most of us understand that the best kind of business is the type that has been warmed up for you. Introductions to the possibility of new business already made by a colleague or friend, they’ve ‘put the word in,’ you’ve been recommended, introduced by testimonial. Call it what you like.

    Like to be referable?

    There is no shortcut to becoming referable. We have to earn that. Some would say we need to have at least the following three things in place.

    Be able. Yes, the prerequisite in the world of business is . You need to be capable of performing the challenges and responsibilities you take on. You should do as you say you shall. Follow through on promises, be … dependable. If you are sloppy, tardy, or unskilled, you cannot expect existing clients to help you gain new customers, only for you to disappoint.

    Be the most remarkable. Not the alternative … that’s no kind of endorsement. Referrals come through providing an exemplary service by being reliable, by surpassing expectations and by having a great attitude. It’s about ensuring your customer has every reason to offer the recommendation.

    Be transferable. It is essential for refer-ability. Do you have a punchy, one-sentence summary that creates a memorable picture in the mind? If not, make it a priority to develop one and build any future presentation around it. Make sure it appears on your web home page, on the blog and on the email signature.

    What about being sociable? Yes, social (media) can, of course, help us, it can ‘like’ how good we are, ‘tweet’ and ‘share’ how fabulous our business is, but we first need to be person-able, remarkable, and transferable to become referable.

    We need to earn it.

  • Passion, desire, trust

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    You know it, passion beats desire any time.

    Combine the two though? Now that’s special.

    To my mind the greatest attribute anyone an demonstrate is passion, in business or otherwise.

    In business the lack of passion means results are a slow burn, your credibility also. Have you ever thought why the larger organisations put so much time in cultivating the culture of corporate passion in their people?

    Passion and desire are contagious. To share your passionate side in business shows the audience your best asset. Transfer the desire for your passion in their psyche and you shall be rewarded.

    I’ve seen many would be business cultivators come along to our referral network with a clear desire for success, it’s written all over their initial enthusiasm. They know that there is ground work to be done and there is clear intent as they listen for the opportunity, but so often the desire for early business brings disappointment as they come to realise they’re missing that vital element during the one to one engagement.

    Passion and real desire gets you all.

    Respectability, trust, engagement, recommendation

    and referral…

    not to mention value.

    It’s all very well having the desire to grow the business by quickly fulfilling the order book – and it happens of course, but the early ambition is soon quelled when those in a true referral network see you simply as … frantic, a hunter for business.

    Show people what you desire for your business, share your vision and your plans and how these can help them. Demonstrate what they can expect from you and through working with your business over the long term.

    Allow your audience to refer you and what you value in confidence.

    After all, it’s your reputation you are building …

  • Community and the bad apple

    Community and the bad apple

    I had the great pleasure recently in establishing the foundation of a really vibrant business community.

    We’d been building this ‘Community’ for some time. All diverse professions getting to know each other. Developing the trust that comes with the relations that leads to business.

    We had our share of passing casual interest of course and more than a few preferring occasional engagement. You know, those looking for the quick-fire business although not really keen on the commitment to regular engagement. Simply coming along to ‘steal’ an opportunity.

    Community after all, is not for everyone.

    So it came to the day when we closed the doors to those with a ‘passing interest.’

    ‘Why not come back when you wish to commit to becoming an active part of our network?’

    I’d suggested that our aim should be to protect the confidence developed over time with the participating businesses within a trusted community.

    The decision generally went down well. There were offers of support from different quarters (you know who yer mates are,) together with a prevailing feeling of ‘ownership.’

    The first hint of unrest came from the long term occasional visitor … the so-called ‘regular casual.’ He’d been visiting (between holidays) when it suited him for some time. Very comfortable he was. Until now …

    ‘I never knew there was a need for regular engagement opposed to occasional attendance. So what’s the difference?’

    Really? A comedian here surely. This guy is far too comfortable … (thinking to myself.)

    Another similar bleated … ‘No, not happy, I am in the process of ‘passing the business on’ and wanted to introduce the new owner to the network.’

    Bearing in mind the above person was last with us three months prior it seemed to me that now was a good time to sever further engagement. After all, how could I offer validation or testimonial to a business I knew nothing about?

    There are some who say it’s good practice to stand back and assess the direction of business … I believe it’s absolutely essential. The consequences of overlooking the ‘bad apples’ in the batch can be devastating.

    Not only for your network and your community but for your own reputation.

  • the memory hook

    Whether you realise it or not, you already know a lot about memory hooks. You’ve been using them consciously or unconsciously since you were small…

    images

    For instance:

    When you were in primary school, what was your best friends nickname?

    Where were you when “Thriller” was being played?

    Who you think of whenever you hear someone say ‘Ehhh, what’s up Doc?’

    Or ‘Wassup’ or ‘Didn’t he do well?’ or even ‘Beans meanz Heinz,’ or maybe … ‘people buy from people’ etc., etc.

    Mere fragments of phrases, jokes, songs and rhymes remind us of people, places and events we’ve seen or experienced and of course these stay with us for years.

     

    What makes A Good Memory Hook?

    The key word in ‘Memory Hook’ is ‘Memory.’

    If it’s going to work the way you want it to, therefore for it to pop into your prospects mind whenever the need for your product or services arises, it has to be easy to remember. The best way to make it memorable is to make it vivid – and short!

    Short is not hard to work out why, one snappy phrase or short sentence is all you need.

    Anything more is only wasted, it can also get in the way – we need to have our audience readily able to repeat this back at call …

     

    For example, which of the following is easier to remember?

    “The items available for purchase during the ‘special sale’ are the ones that are on display beneath this sign.”

    Or …………

    “What you see is what you get.”

     

    A good memory hook – See it, hear it, feel it … remember it!

  • Faith.

    No guts, no glory …

    Unknown

    With the return of Tim Peake safely back to Terra-firma it certainly has me wondering of the courage, commitment and faith those mortals greater than I possess.

    Major Tim Peake and others like him from all nations should be congratulated whole-heartedly for their achievements through inner belief, faith, trust and selflessness.

    For those with a distant memory we may recall John Glenn aboard Friendship 7 back in February 1962. The first American to circumnavigate the Earth and only the fifth man to venture into space.

    After almost five hours aboard Friendship 7 John Glenn returned safely to Earth with a ‘splashdown’ in the Atlantic ocean.

    John Glenn was later asked how it felt to be aboard such a craft as it sped toward it’s destination:

    “As I hurtled through space, one thought kept crossing my mind … every part of this rocket was supplied by the lowest bidder.”

    Grateful for touchdown I’m sure!

    What lessons from John Glenn and those like him? Plenty I hear you say, humour(?) for one and perhaps something like:

    * No guts, no glory? Possibly.

    * Check the nuts yourself before climbing aboard? Definitely, check those tools.

    * You don’t always get what you pay for?? We know that already.

    Certainly there is much to consider re ‘the lesson’ although something that occurred to me and a word I find really appropriate just now is … faith. What faith these guys must have in others, their own mission and how they are to achieve that goal…

    What faith in the team? What a great example of having the support of a good team around you, those who are knowledgeable, who inspire, people who instil utmost respect and trust. If each of us have access to such an asset and these values we can surely achieve just about any goal?

    Faith is certainly a virture often overlooked in testing times.

    For me? Well if it were me heading up into orbit … I’d definitely be checking the nuts!

    image thanks to ztdg.com

     

  • Priority, Clarity and tea

    Priority, Clarity and tea

    I took a step to my left as ‘priority’ Gladys bowled past me, a steaming cup of coffee in one hand. ‘Like one?’ she asked.

    ‘Thanks, tea please.’ I uttered

    ‘Best get it yourself then, I’m just too busy.’ came the reply.

    I’d seen this before. Gladys had just been handed an ‘urgent’ which prompted the spontaneous coffee break. The ‘head-clearer’ as she calls it.

    ‘Just too busy, I need to get my ‘head around’ this one …’ Gladys disappeared down the corridor while I made my own way toward the idle tea pot.

    So where does this additional time come from?

    Being generally busy, how do we manage to get it all done when our schedules are knocked off course? How do we handle it, work it out?

    The reality? Urgency. It dictates each time.

    The “unexpected” gets our attention. On certain occasions we need to address it, while at other times it is completely undeserving.

    Urgency can be good for us. We are all reactionary after all, and being remarkable under pressure most of us do find ways of getting things done.

    So, what’s next?

    The above is one of the lines that saves me every time I’m confronted by an ‘urgent.’ When the flow is interrupted or I’m thrown off my plan or if the questions are raised, this line does it for me. ‘So, what’s next?’ When I find myself distracted through anxiety about work or family, I stop and ask myself this question.

    So, what’s next?

    I like a list, I write one out each day and check back each time the interruptions inevitably happen, it keeps me grounded, focused on what’s next and the …

    Priority, clarity and tea.

  • Change, get out of your way.

    Change, get out of your way.

    Is the glass half empty or half full?

    Are you a positive influence or one of negativity? Do you sugarcoat things or get straight to the point?

    Much has been said about the best way of approaching business development or implementation of change, it can be stressful for many. Each of us have our goals (or we are working on them) and we all strive to do the best or be at our best … but are we willing to do what is needed to achieve the reputation for being ‘the best?’

    If we are to be the best, to succeed in our chosen field, we must be single minded on the task at hand. Know your industry well; take time for education whether through formal training or peer groups, subscribe to those blogs, industry magazines and newsletters.

    Show others what you know and stand out by delivering.

    The ‘scary bit’ … change. Even the smallest focus in a different direction is going to alienate one or two who thought they knew our intentions. Change though is good if you are not achieving.

    Lets find that fine line where our intentions to excel offer inspiration to others not alienation and ensure we ultimately offer vision for them to achieve and raise their own levels to where they never thought possible.

    So for that particular goal you are working on? How about trying to be someone that is the calming force, offers advice, someone that might be counted on in times of need.

    Who has the time for answers? You do. Who is the person not settling for ‘good enough?’ Who leads by example? You do, of course.

    We all have it inside us to become better and to be the best. But are we willing to really make that happen?

    Let’s get out of our own way, be the change you seek. Don’t dream, but do.

  • Choose reliable

    Choose reliable

    ‘I cannot be with you this week – can we rearrange something?’

    It’s little wonder some never achieve, they’re ok when it’s a sit down for coffee or cake, but when it comes to following up in business?

    Trouble is, this kind of postponement has exactly the same effect on our own business. Postponement … so I’m inclined to move on.

    Ok, let’s dwell a minute. It’s what we choose isn’t it? Really.

    We put the household trash out regularly otherwise we’re left with some particularly nasty consequences. The kids we might take to school to ensure they arrive on time, safely. Makes sense to me? How about you?

    We choose to save the cooking, grab a take-out, go for a swift interlude at the watering hole perhaps, we choose to accept the invitation for a night out with the ‘other half.’

    At regular intervals during those busy spells I often choose the most comfortable chair in the room to relax for a minute, choose time with coffee, I choose to listen to those favourite tunes or the views of the current news hound …

    The bed has to do the job as well, we choose and plan to take rest so that we can cope with the challenges the following day brings. We make the appointments, to take the journey, we choose to jump in the car to arrive at the meeting, on time – it’s convenient, we know it will get us ‘there.’

    It’s about choosing to make that appointment in the diary. Isn’t it? 

    We arrive for networking to cultivate the relationships, the affinity and most of all the trust with reliable colleagues who we understand shall be at that meeting for the very same reason.

    We naturally choose to develop the trust with reliable people over regular pre-arranged appointments…

    Yet, some still don’t ‘get it.’ some who should know better still don’t seem to understand the lingo when I explain that ‘it’ is about being there and supporting, by doing as you say you shall by following up on the promises.

    We choose to support our colleagues.

    You cannot build a reputation on false promises, although you can build your business and in turn your own reputation with the right connections.

    What type of connection would you choose?

  • Time for coffee?

    Time for coffee?

    Breakfast was over, I had grabbed a coffee and was about to head toward the office when the ‘phone rang. Now the other hand was busy.

    On the other end of the line was Tricia. Tricia had recently started a physiotherapy business and returned from holiday with what is recognised as a seasonal ‘gripe’ – although perhaps a little more of a reality check for those such at Tricia – a newbie to running her own business.

    “Charlie, I’ve been away for two weeks, batteries recharged and ready to get back into ‘it.’

    ‘Good for you.’ I heard myself reply as I juggled the coffee and found a seat.

    ‘The trouble is, there is nothing happening – all my regular clients are away on holiday and I’m sure I’m not going to hit my targets for next month. I’m worried about my year-end totals.’

    When I say that this reality check is something that many newbies find difficult to deal with, it happens to us all and it’s essential that we understand that business – like the people that run the business – its a seasonal thing and we need to make allowances for the roller-coaster of enquiry, order, invoice, payment and the impacted cash-flow.

    ‘Think about this Tricia. I began. Worry shows that you are aware of where your business should be although the emotion of ‘worry’ does not help you get ‘there.’

    ‘But it’s mid September – and just fourteen weeks until the end of the year …’ came the reply.

    ‘More likely just the 12 weeks Tricia.’ I suggested. Think about Christmas.

    Stony silence from Tricia. She was listening and I wanted to help her.

    Fifty two weeks of the year, take away your three weeks of holiday/vacation, another 10 days of public holiday, all topped by your best customer taking a much needed break … it means we need to really sit down and take a look at our business ‘seasons’ and budget accordingly.

    ‘Don’t worry about not making the end of year targets, there is nothing you can do to impact this just now. Stick to your original plan, keeping close to your clients and keep pitching the business.’

    Take it month by month, week by week and prioritise your daily tasks. ‘Make it easy for you to finish the week on top every week – and start thinking about how you would like to finish the year.’

    It’s great that Tricia is thinking for the future as next month we’d be talking about how she wishes to start the year in understanding that business is indeed seasonal, as we take time for a coffee and plan the reality check that is the ‘first year in business.’

    image courtesy http://www.whyimcray.com

  • Here is the news!

    Network Updates – Weekly Business Northumberland:

    Here’s the link!