Training for your discipline

How do you feel?

What do you do when the business you love begins to promise so much?

You dare to build on that promise, you dream big, you start to see progress from all the graft with the route to fulfilment becoming reality. The promise of success excites, doesn’t it?

All is well until …

The very path we’re following, channelling the time and energy changes forever with the arrival of negative market forces. Worse still, the changes are something we’re unable to control, suddenly there’s a feeling of helplessness when the strategy, the certainty we once had in place is all but gone, we’re driven to look at strategy. Plan B.

Planning on how to pivot the business.

The above scenario is affecting organisations large and small everywhere just now and for one such business owner, with an established fitness studio, twelve months ago Beth found her livelihood under threat of permanent closure unless she found a way to keep her clients and the money coming in.

Being so ‘wrapped up’ in the day to day of the business can be debilitating, although Beth somehow had the foresight to develop a strategy, at the same time brave enough to admit to herself that she needed help taking the concept of the pivot to reality. 

Gareth Shackleton eventually met with Beth and discussed (amongst other things) ambition, what was possible (or not) today, building for tomorrow including five components that VALUE the business all before sitting down to discuss Action – working on the new baby, the result of ‘pivot.’ 

With Gareth’s help, Beth came up with a plan to incorporate an existing degree held in Sports Therapy with her broader life skills, those as a former jockey and competitive horsewoman. This strategic move tied in with a client offer of all-round defined fitness for both rider … and horse!

Equine biomechanics.

Before long, ‘Equiskills’ was established combining the fundamentals of Pilates, inner physical and mental fitness, all presented as a rounded offer in a series of online tutorials … ‘Training for your Discipline.’ 

.  .  .

Extraordinary times call for extraordinary plans and by taking the time to share the ambition with recommended, trusted friends it can be possible to step outside of the comfort zone and realise the benefits of enforced change.

Off to market?

So how do we know when could be the right time to sell the business and move on?
Perhaps a combination of external forces could trigger a long-desired need for diversity, or adapt, personal circumstances sometimes enforce change, partnerships are disputed, there are a myriad of reasons why the business we’ve built, spent so much time nurturing seemingly becomes passe. It may simply seem like the right time to leave the business, start afresh …

Some of us were lucky enough to hear Gareth Shackleton offer a presentation at a recent Weekly Business network. Gareth brought VALUE to the meeting. The business ‘value’ may be considered in this way:

V.A.L.U E.

Value? What do the figures say, the intrinsic difference between incoming and outgoing? What say the bottom line?

Acquirers?  Do you have interest from potential buyers for your business?  Are they genuinely interested in continuing the legacy or simply looking at the aforementioned bottom line …? What’s in it for them? 

Lipstick?  If we’re going to present our business to potential buyers, we should portray the enterprise in a way that she looks attractive. Going to market? Dress up the positive, accentuate clarity so that any potential candidate might find it easy to step forward, at the right price.

Understanding?  Your buyers will need to understand you somewhat in making up their mind whether your business is for them. There will be time spent working on how your business excels, how it contributes to the existing marketplace and perhaps additionally, why did you start in the first place?

Extras?  What are the benefits to your potential buyer? Try to visualise where/why your business is especially attractive to a potential buyer and so find ways to accentuate the positive value now and in the future.

Sounds simple enough? Agreed, for some, the process may need no explanation, although there’s still plenty of ‘work’ to do in preparation of moving on from the business we’ve spent time bringing to market. The challenge is continuing to sustain the business if we’re considering stepping away.

I’ve always felt that the trusted network has so much more to offer than a cultivated route to orders on the day book, the above example is surely confirmation to that. Cheers, Gareth!

How do we know when the time is right? We talk. It’s always good to talk.

Forging the business

I met with Stephen Lunn recently, an artist who has been part of the family-run business since 1974. The renowned foundry itself operating for over a century.

During our conversation, I asked Stephen whether he had any business advice, something he may wish to share?

Stephen thought for a minute before offering the following tips, genuine ‘gold dust’ in my view … fundamental points to pass on to any budding entrepreneur.

‘Charlie, there are many lessons my grandad taught me over the years, here are one or two I tend to stick by:

  • Never denigrate the value of someone else’s services or business, certainly not publicly. If you have nothing positive to say, then say nothing at all.
  • If you believe that a potential client proposition is wrong, then let them know why by advising them accordingly.
  • Quality, a job well done, should always take precedence over time. There’s always seems to be time for a re-do!
  • Make it special. Try not to compare your client’s project to similar work …
  • Recommend others if you cannot complete a project. Share your connections.

Any of the above sound familiar?

Why are the above points so important?’ I hear you say?

Life is a circle.

Over the years I’ve found that what goes around, comes around. If you generate bad news you tend to be described by others in the same way. In the same way, by supplying only quality service or products, we’re positioning ourselves as a valuable provider and by making the ‘customer experience’ a special one, we’re more readily referrable. Likewise, by recommending an alternative provider of specific services we’re doing our reputation no harm at all.

In all aspects of life, we reap as we sow, and I’m a firm believer in that business should be a rewarding experience for all concerned, especially today!

Not forgetting … if we share smile, we’re generally receiving a smile in return.  

People buy from people who they know, like and trust.

Thank you for the reminder, Stephen.

A handful of skills …

You don’t need formal qualifications to be a great salesperson, really you don’t. You simply need to learn what to do with the fundamentals.

Qualification (or studious credential) in a specific cause, subject or topic will bring you certain hard-won skills, although I firmly believe the traits of the exceptional salesperson is inherent, characteristic.

The diplomae are a fabulous confirmation of studious intent and the degree certainly confirms commitment to the cause. Although … while intention and commitment are attributes that anyone looking for success should possess, there are but a handful of skills we all possess, already resident in our DNA which, in my view should be observed.

Here are a few of that handful …

We should be genuine, credible

As a people person, we should have empathy

Our engagement should be generous in time, considerate in offer

We need to understand that discussion is two-way, time spent in conversation

With some/all of the above, success comes by also remembering that we have a better chance of attaining exceptional results, when offering our prospects the courtesy with which we would expect ourselves.

Being a representative of the very best that you provide takes application, time. The excellence we seek comes from the repetition of certain life skills cultivated over a given period. Sure, the diploma, the qualifications we’ve worked so hard for are a great starting point, although the real, meaningful lessons come from spending time with peers, those who understand that people buy from people and that it’s not necessarily what you have to offer, but how you relate.

So, how to reap the rewards of a hard-won qualification?

Practice what you preach.

grateful for the vision

Like most, I’ve had plenty of time recently to reflect on lessons of the past twelve months. More importantly, I’ve realised I’m in a very fortunate situation, a new (better) year is ahead of me, I have some great people in my circle and a vision to take me forward. I’m grateful.

One of my first tasks during the holiday was to clear that path that takes me forward. I’ve been making a concerted effort to remove some of those ‘unseen’ obstructions that seem to hinder any kind of progress.

The time thieves.

I started with email and I must be honest, logging on after a few days felt a chore. The inbox was carrying assorted offers, most of it promising my exclusive part of the brave new world, there were exclusive ‘deals’ if I order now plus of course the ubiquitous offer of help with my SEO – from several different ‘connections’ representing the same company!

Time for a clear-out.

The process started out as a tedious distraction ‘though soon became a kind of rewarding therapy … spending the best part of the day ‘unsubscribing’ and severing links with any kind of new year distraction. I followed up on the ‘valid stuff’ and prioritised the written ‘to do’ list for January (yes, I still keep a list!) I’m keeping in touch with my connections of course and all the while I’m making the mental note to answer those holiday cards …

‘Social’ media is another story.

The routine is just that now. Each new season, at the start of ‘every quarter’ I find I learn a lot from my aforementioned clear-out. I’m giving myself space, clearing the path to visualise the route, qualifying what I need to do if I am to go further in pursuit of my goals. 

By sticking to a modicum of routine I’m creating the freedom required to see the future.

By following-up, I’m also making myself referrable by being seen as a reliable business connection.

‘people buy from people’

I see you!

I was interested to learn recently that, according to a recent Deloitte survey, 59% of consumers say they have  increased their usage of local services and retailers. (< link)

With this shift towards local business offering greater support to the surrounding economies, it certainly seems good business sense to play a proactive role in supporting community-level enterprise don’t you think?

Here’s one way to participate.

… especially during this time of lock-down and considering many of our potential ‘customers,’ work from home, it needs little explanation that the priority should see us all ensuring our online presence is attractive, fresh and engaging …

Tough times also call for bold decisions by stepping away from the relative ‘comfort’ of the online world (when possible,) so introducing your solutions in-person should be encouraged. Why? Because even more so today, personal business relationships are hugely important and it’s not simply those well-established local ‘cornerstone industries’we should be approaching either …  

According to “New Business Start-Ups”there are an expected 85000 new businesses established in the UKby the end of 2020. For any would-be entrepreneur, engaging the like-minded local establishments shouldn’t be dismissed. After all, developing close allies and affinity, better understanding through relationships are the type of associations that turned the one-time small business start-up into the ‘cornerstone industries’we see thriving today.

People buy from people.

Not forgetting, it’s not all the furthest, most sparkling horizons hold the richest of rewards. Try to imagine what may be right in front of you, by reaching out. Simply introduce your own local services, define your offer and invite the engagement. By lowering the ‘horizon of expectation’ and engaging local we’re creating opportunity when that local needs arise. With our own genuinely local flavour, our prospects see the worth of association and we become more readily referrable. More business at a lower cost.

Of course, readily referrable means we’re seen as a reliable business connection, the reputation grows and over time, the horizons for business broaden organically as the reputation sells for you.

A new business can be challenging during tough times although you are never alone and just now (right now!) the opportunities are enormous, we simply need to embrace the change and be prepared to adjust the expectation for when our prospects need us and …

Fly the flag for your business.

Be like Mr Costas

I received sad news recently that an old friend, someone I had known for years, had passed away. The news was entirely out of the blue (as most sudden deaths are) and when I was asked how I best remembered my buddy Mal, I immediately thought of how much he gave.

Mal was the type of fellow who had time for everyone, for me he will always be remembered as a guy who gave time (no matter how busy) to each and everyone he met along the way …

Do you know many people like that?

I remember one family holiday to Greece, we’d flown to arrive mid-afternoon and the sunshine was blisteringly hot. The queue for the cab (all of 3 minutes) to our designated hotel was even becoming tedious – what else did I expect? Midday … in Greece??

So, our cab arrives, driver relieves us of luggage and the three of us jump into the car – immediately the driver opens an icebox on the front seat and produces three perfectly chilled, gratefully received drinks – ‘relax,’ he says, ‘we’re only ten minutes away … and the pool is good where you are staying.’

After ten animated, informative minutes, we reached our destination. Again, insistently in charge of luggage Costas (we’re on first-name terms by now,) duly escorted us to the reception, introducing us to our hosts (his mother and father) and upon completing registration, he politely offered his card and suggested … ‘ if there is anything you want during your stay, just call me.’

‘Perhaps you would like a suggestion of where to dine with your family during your stay?’

Our short stay in Greece became known as ‘5 days with Mr Costas’ … someone who went out of his way to understand, engage his audience.

As it happens, we did take up his offer of recommendation to dining. He’d directed us to a local taverner run by a close family friend … his sister. In fact we found the experience so irresistible we returned each evening before our eventual departure to the airport … via Mr Costas, luggage hauled and inclusive of in-car refreshments.

So, back at ‘the office’ when asked:

How was the break? Meet any good people? Was it anywhere you would recommend?

Mr Costas had done his job, given his time and made us feel special, just like Mal had done during the time I’d known him.

I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel. Maya Angelou.

the culture of simple

Simple goals make for a clear path. The clear path brings the simple goal within reach. With clear, simple messages we’re understood.

So why do so many networkers make it difficult to refer them?

While we’ve all been affected by global challenges these past few months … Covid and social distancing, Brexit indecision, global uncertainty, electoral denial etc., etc. Don’t you think it makes good sense to maintain the focus on the simpler things, the kind of stuff that makes us happy? 

If we can.

What makes me happy?  I’m at my most comfortable in the company of those who talk straight, know what they want and who are not ‘backwards about coming forward’ when it comes to asking for help or support.

Because this makes it easier for me to help them.

Here’s a question I was asked recently, right after I’d invited Alison to our regular business meeting:

Charlie, you make it sound simple although I’m an introvert and I find it difficult to simply step out of my comfort zone. It’s all very well having the right strategy, the tools going forward but what if some of us, people like me don’t understand the culture?

Alison was right. Not everyone enjoys the spotlight. Some business owners are lucky enough to be able to employ others to ‘front’ the company, promote/sell through different media.

Yes, we’re all different, Alison is right, although we all need people. 

The best way to understand the culture of any community or environment, Alison is to spend time experiencing the very thing that challenges you. The discomfort soon passes with the understanding that each person you meet, at some point, faced the same doubts, asked themselves this very same question:

‘How do I excel if I don’t understand the path, the culture?’

If we believe in ourselves, practice the engagement, focus on keeping the messages simple … and allow the trust to develop, then ultimately the ‘culture shock’ becomes a distant memory.

So, now that we know each other a little better, if you’re ready to meet Alison and understand why people buy from people, then please join us – any Wednesday from midday … via ZOOM.

Weeklybiz. Keeping culture simple.

Small steps, BIG gains

My friends and I are meeting regularly to discuss the world, changing times, the business opportunity and maybe, where we can help and lots of other ‘stuff’ in-between.

By meeting regularly, via ZOOM we’re able to keep ‘ahead of the game’ with a short-cut to solutions provided through trusted relationships.

Around a dozen meet for a little over an hour on any Wednesday, 12.30 (make it for midday if you’d like a one to one with me before the meeting) otherwise, join us any Thursday from 8 am. (London GMT.)

Each week … small steps.

Join us in conversation, all you need is the ability to go online & log-on! The meetings are structured, it’s FREE to attend and once you confirm participation I’ll mail you a link directly to the meeting ‘room’ … then it’s time to step away from the regular routine.

You can be with us? That’s great!! Simply let me know (respond via email – that’s me at the foot of the page or reach out via telephone 01665 577084 … otherwise please use the contact form! )

We look forward to meeting you, ‘having a chat.’ ~ +441665 577084 ~

To-do, or not …

I know, it’s tough keeping the ‘to-do’ list in check during these distracting times, let alone the ‘bigger picture.’ although that should always be top of the list … where do I wish to go and how am I going to get there?

The humble to-do list will keep us on track for the more straight-forward tasks, planning for growth though, to a particularly flat market, during times like now, when we’re looking for other influences offering clarity and opportunity can be … challenging!  

(Is that a strong enough word??)

Most of you know I enjoy the company of peers, I keep a handful of like-minded people close through regular get-togethers and I find the regular conversation helps enormously with the vision – the ‘bizability.’

I do understand that some people can’t see my routines working for them. I hear it … they just don’t make themselves available … ‘peers? I haven’t got time to stop work and simply chat. Business vision? I’m too busy to dream Charlie, I’m busy chasing my next best customer, new business.’

For some, they’re too tied up in the business to work on the dream, the BIGGER stuff.. 

Here’s what I see as utopia in the brave new world …

How about a community for the future, good-will to form part of the fundamental fabric of generations? 

We’ll be ourselves valued, more appreciative of our close friends, more understanding of diversity, enabling a caring society for the well-being of all, eco-environment and community neighbours alike.

With advanced A.I., we would become more aware of ‘what’s possible for us,’ the BIGGER picture, perhaps independent, accountable governance, county boundaries focusing more on keeping local people safe, working on inclusive, sharing prosperity to benefit all. 

We may even see ownership REPLACED by custodianship with less material values becoming commonplace. Each local business incentivised through belonging, cherished.

The ‘home’ county would be self-governed by a co-operative, supported by the popular vote. Trading in traditional, local expertise as well as the future opportunity by sustaining inter-county partnerships.

I dream universal freedom to travel to and from each county COVID free without concerns for health.  International travel would depend on the greater understanding of universal passports when each partner (like-minded country) would be able to support the visitor to the same level of understanding as their home ‘status.’

Sounds right huh?  Pie in the sky?  Perhaps … what about you?

Just now though, it’s tough to be in a position to enjoy the dreamed-up utopia, although there’s one thing for sure … if we don’t embrace change, if we don’t dream BIG, don’t imagine, we won’t see the benefits.

Put dream on the to-do list.

Dream BIG.

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