CharlieKenny.me

people * stories * engagement

  • It’s a like!

    I’ve never found myself entirely comfortable when presenting to a room full of faces. Happy, smiley or otherwise.

    Group presentations in my line of business are commonplace and more often than not I surprise myself by enjoying the experience. By enjoying I mean I find myself ‘in the zone’ and the message is invariably safely delivered. Most of the time …

    I have become accustomed to the nature of my business.

    Accustomed to, not complacent.

    What is my opinion on that single-most important element of presentation? When I’m asked ‘what is it I need to do to ‘make people like me, how do I get them to hear what I have to say.’

    OK, now, we could talk about the emotional element of engagement here, although …

    We could even discuss our own personal SEO … moving on.

    Let’s be clear. It’s not about being ‘liked’ or the necessity of spilling our entire ‘back catalogue’ upon first engagement with others. Leave this to the fraternity of social media worry-guts.

    It’s my view we ought to be spending more of our conscious efforts on educating for empowerment while leaving the generalisation and the ‘overkill’ in the bottom draw.

    If we are passionate about the task of engagement, if we really care and respect our audience, understanding that those key people in the room, on hearing our salient message are then able to work on our behalf. Being specific really does pay off.

    The ‘like factor?’  Concentrate on the empowerment first up and leave the instant stuff for those inhabiting a different sphere of ‘engagement’ altogether.

    Quality over quantity any time.

  • Writers block

    Writing for leisure should be an enjoyable experience, an outlet where you can express your own personal views and tell a story or two.

    Ian had reached a hiatus to his latest manuscript and decided to ‘down tools’ for a bit so I ‘put the kettle on.’

    Working with a new author can be rewarding, it can be demanding, even exhausting at times. Living with the highs and inevitable lows, Ian is no different to myself and a ‘million’ other’s when personal expectation and the dreaded ‘creative block’ meet.

    His first words to me as I placed our current favourite brew on the table in front of him went something like:

    ‘I really thought it would be a whole lot easier, it’s been almost eight months BUT I just cannot figure out where to go here …’

    My reply was aimed at consolation … take a break Ian, go for a stroll, smell the roses, meet some people …drink more tea!

    I explained to Ian that personally I’d found it was no good worrying about pursuing a solution (which in this case was a new chapter) and that really great things happen when we take the ‘load off’ and allow some freethinking to happen. We push too hard and tend to compound the problem, I suggested.

    ‘I’ll never get this finished, I need to find some inspiration.’ replied Ian.

    Tea didn’t seem to be working.

    ‘It’s the same with any creative process.’ I continued.

    Allow inspiration to find you. Write like you are on holiday.

    Sure, we set high standards for ourselves when assessing whether our existing draft is any good, so make a change if it’s necessary or perhaps take time to prepare an alternative storyline. Most importantly though, at some point leave the table and enable the creative influences that initially inspired you, to return.

    Song writing is the same. We start with a line, a story and there is a natural flow, you work with a melody and come back with it to the story when the time is right.

    Take some time. This is your work. There is no deadline on quality, no specific time for ‘done.’

    Take all the time that you need to be satisfied, be content. We are not out to please the critics, but to please ourselves.
    .

  • Take 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.’

  • Lead, or referral?

    We’ve all been there before haven’t we?

    You know, those situations when you say to yourself …

    “I should really do that now – otherwise I’ll never get it done…”

    My dear ‘other half ‘ reminisces daily … what Sue had forgotten today, she was adding to the mental list for tomorrow. I invariably chuckle at dear wife’s expense until recalling a story from a while ago …

    Belonging to an active business community is a great resource. Especially so for the SME or self employed and for so many reasons. The importance of supporting your like-minded colleagues takes a little while to sink-in although when it becomes a priority, the ‘passion’ never leaves you.

    Anyway, I’m reminiscing now … I’d got to know Michael well through business and he was looking for a connection to ‘a local serviced office.’ It was a specific request for a  referral.

    ‘I know such a place that might be good for you Michael, I offered. Here’s the address …it might be worth checking it out.’ I’d suggested.

    My short journey from office to our network Forum was weekly. The same one I’d undertaken on numerous occasions. Same route, past the local recreation space, down the parade of traders, through the estate of industry, the local offices. I even had the same breakfast radio program playing on most occasions as I thought about breakfast itself. Absorbed.

    It was the same journey for networking each week. The same deal, attend the meeting, meet up with the community, hear the requests and the pitch for business, engagement over a quick coffee and back to the car and the routine. Take the priority calls, windows up, radio on and route 1 to the office.

    Then one morning – Michaels’ particular morning in fact, things were different.

    Michael had requested that specific need.

    This was my response, remember … ‘here’s the address, check it out’ isn’t really what referrals are about. Is it?

    Sure I had passed Michael a hint at business (lead) but to really help a friend out, I needed to go one step further and I now decided to do it. Not later, now. I’d take action today. So I found myself taking a minor diversion ‘en route to the routine’ and parked the car right outside that new office build I had mentioned to Michael.

    I approached the reception. Asked for the proprietor and after introductions I passed him Michael’s card with brief details and suggested that Michael would be happy to help with any ambitions for growth some time whenever suits. Would he be happy to take a call from Michael?

    On leaving our prospect I called Michael to confirm my action, suggesting ‘that it would be good to give our friend a call, as he was expecting to hear from him.’

    Next week I’d heard Michael had indeed met up with the prospect and that business was soon to be happening. Here was a happy colleague, someone I’d consolidated as a referral partner, a guy who was working with me for the future.

    I was happy also, I’d broken the routine and instigated change to make something happen.

    “Working on the leads and turning them into referral is what so often transforms an ‘average’ networking experience into a mutually rewarding one.”

    I’d gone that extra mile, how about you?

  • My best friend

    “I’ve had enough.”

    Many times I’d heard this from Alice and never really listened … now I couldn’t help but notice, as she uttered the words, the decibels were definitely a notch or two up on ‘the norm’ and I noticed also, she didn’t look particularly happy.

    ‘It’s too hard, they’re not listening to me, I’m not getting a return on my calls either.’

    Alice is our sales lead, she is very good at her job, connects with people, emotive and knows when to ‘close.’ Alice is a valuable ally. Sales was something I was involved with some years ago so I could in part understand her frustration, although there was something else bugging her, I could tell, good at connecting yes, but I sense she’d lost the connection with herself.

    Her ‘best friend’ was copping a verbal battering:
    ‘I don’t think I’m cut out for this, there is not enough consistency, I’m not getting the results and I feel like a failure. I’m just don’t think I’m good enough anymore…’

    ‘Take a breath, sit back, go for a walk and if you’re still not happy, change.’ I suggested.

    Alice was not in a good frame of mind. Warily, I persisted.

    ‘If you are not happy, change … change something.’ I added.

    Like most, Alice thrives in a ‘positive’ environment. If there is something in the way of our happiness then we need to consider change. So, we walked, we talked and agreed that we’d start from the beginning, realise the goal, understand she is successful, change the approach to match each individual day and monitor growth on a daily basis – if there was something that wasn’t working, we’d remove it and start again, we’d be pushing the limits for satisfaction, keep our ‘best friend happy.’

    Why not try this test yourself?

    Are you satisfied with where you are?
    If not, what is ‘still’ the same – what needs quitting?
    Consider the ‘next level’ of where you wish to be – and how you can get there.

    Just like Alice … ‘Easy done!’ I hear you say.

    Think of it this way … would you continue keeping all your money under the mattress if a trusted friend had found you a failsafe way of doubling your net worth?
    Would you go to the gym and practice the same weights, day in, day out with the same routine and wonder why you are not getting the results you want?
    Perhaps you are doing just what ‘you think’ needs doing to move ahead, although realising that you are staying in the same place?

    We all have the opportunity for change at any given moment. To impact our ‘now’, our future outlook, our personal or professional goals for well-being and ultimately happiness.

    Alice still berates herself (her own best friend) on occasion although she is now very much in control and even reminds me from time to time, being happy means to embrace change.

  • Blame it on the Greeks!

    The Greeks certainly know a thing or two about life. After all, our entire civilisation was founded on Greek philosophy and teaching.

    The following story goes back a way although not quite as far back as the early Greek philosophers (I’m not that senior) although it is thanks to the Greeks I now understand where this lesson came from.

    Steve ‘wrote me a letter’ (did I mention this went back a way?) He was looking for a job in sales and wanted to break into my industry at the time – he fancied himself as a top-gun salesman and by the sounds of the letter he knew the business.

    Out of courtesy I wrote him back and arranged an interview.

    On the day we met it was evident Steve was not the picture of ‘traditional(?)’ suit wearing salesman. His stocky frame was draped in a jacket that was overly sized, the trousers were a tad short with unkempt shoes… and the tie – yes there was a tie somewhere.

    There was a bead of perspiration over his brow that gave a hint of anticipation to our meeting. But hey, it was a warm day for the jacket(!) and Steve was here, he turned up on time, so we talked.

    It seemed Steve had been out of work for a while, he was likeable, had some experience, he was locally focused and he was willing to prove himself.

    Steve also had that most important ingredient we look for in any relationship, Steve displayed passion. Steve was so convinced that he could make a difference to our organisation and his own well-being that it didn’t take me long to offer him a trial working alongside one other, more ‘conventional’ sales-type … much to the dismay of ‘personnel.’

    Ok, back to the Greek thing …

    Three ingredients make up any conversation according to our ancient teachers.

    Ethos .. This is the character of the speaker, or person you are conversing with.

    Pathos .. The emotional connection that you have during the dialogue

    And

    Logos .. The factual content that make up the conversation, the words.

    The Greeks of old believed that to hear your message the listener first needed to positively connect on an emotional level before they even began to listen to what you had to say. If they don’t buy in to you, then the  message is lost.

    Still with me?

    OK, my experience working with Steve proved a most enjoyable (and profitable) time.

    Although Steve wasn’t that archetypal salesperson from our kind of sector, (is there one?) he proved  passionate; he connected with the emotional. Steve is able to succeed by displaying an inbred passion for the job, passion for success.

    The message has stayed with me. Everyone has a particular skill that may not be evident at first meeting, we simply need to give some time, don’t you think?

    It’s about ‘people buying people,’  the Greeks taught us that one, Steve had simply reminded me.

    shelly greece

  • Banzai or Bonsai?

    I’m into Bonsai just now, it’s easier on the bones than digging the borders and I like the idea that once the initial planting is done we now ‘just’ need to give it time, some TLC over time.

    With the holiday season bringing more time for most there is a certain reflective period that many working for themselves pass through, as for me, I’m reflective most days when usually accompanied by a good cup of tea. What about you?

    What are your reflective thoughts usually founded on? How do you pass through the down time, is it with an action or another famous cup of tea? Or both?

    One of the networking groups I host up here is a fledgling start up with a variety of really clever people. Some are new to network engagement, others with a long-standing understanding of when to take action or when to take a break. As it happens, this new group is taking a hiatus through the summer holiday.

    Other forum groups I’m supporting continue throughout all seasons, there is maturity in the room and an understanding of the importance and value of continued engagement.

    Bill is an attendee of the new group and enquired when would be a good time to visit the ‘open all hours’ forum, he was kicking his heels, gone stir crazy and he “needed the people” …(his words not mine.)

    “Any time is a good time Bill, your ‘specialist subject’ does not clash with others cultivating the referral, come on over.” I suggested.

    Bill was taking action. He knows that people are key to his business and an important part of his strategy for growth. Instead of choosing the extra tea break during reflection Bill chose action, made up his mind to engage real people.

    I like Bill; there should be more like Bill – although he does drink a lot of tea, even when he is taking action!

     

    So is it Bonsai or  Banzai … decisions, decisions …

    bonsai1

  • The one golden nugget

    What do you get reading about elite performers … about their drive, their discipline? It’s different feelings for each of us as we hear how others set out to achieve ‘best in their field’ status – learning more about themselves as they work at reaching those goals.

    It’s great to hear of their dedication, their trials and the lessons in pursuit of accomplishments. Understanding how they’ve failed, they’ve developed.

    It’s personal, that’s what is in it for me. That’s the ‘motivational nugget,’ the personal message.

    I was walking off a beach the other evening and bumped into a local triathlete, it was around 7pm and ‘Bea’ having been in the water for the past hour, was off to bed. We had a little banter about ‘staying the distance’ and the sometimes obsession that the elite athletes have with gain, with beating the clock and the physical peak that seems to make up most of the cause.
    As impressive as all the athletes are, behind each is a story. With Bea she talks about lots of stuff, including the toll her sport takes on her now 27-year-old body. She trains up to 6 hours a day, 5 days a week. It’s a level of physical dedication most of us find hard to fathom.
    Just as Bea was making her way home for a well-earned rest, she hinted:

    “People don’t realise how mental it is. As much as I pursue my passion, I feel like I have a really, really, good workout, just once a month.”

    Bea loves the sport, amongst the dozen or so locals she trains with she will be the senior member of the group although she ‘hangs in there.’
    But in the course of 6-hour workouts, 5 days a week, over an entire month, Bea only credits herself with having one good workout.
    Bea makes a point of saying she is a perfectionist, that her own high standards are why she feels as though she only has one good workout a month. The rest let her down. … let… her… down?!
    While her pursuit of perfection are admirable, she also certainly has a large margin of forgiveness. How else could she show up so often and put in that many hours on the understanding that most of what she does is not really any good.
    I had to disagree with Bea on something though – I think most of us DO realise that routine and pursuit of goals is a mental challenge. It’s the harder part.I simply think we don’t know how to manage the mental aspects of our efforts with consistency and confidence.I think we’re conditioned to believe that every workout should be good, the best.
    We tend to beat ourselves up if we don’t perform at peak, skip an hour or miss a particular circuit routine and we’ve failed.

    The good news is, our own efforts rarely need to be as finely tuned as our triathlete. Our success is not dependent on such a high level of perfection. In fact, our ideas of perfection are merely perceptions that evolve with increased experience and competence. As we develop, we expect more.
    One advantage (just one?) most ‘dedicated’ athletes have over us, is that in most cases someone has gone before them. There are rules, expectations, and often, established paths that when followed, aid in their growth. Of course there are no guarantees in the results they may be looking for but by following the plan, they’re well on their way to measurable results.
    You and I though, not quite such the ‘elite athlete’ perhaps as we juggle our own daily challenges, find it difficult at times to choose who to listen to or what system to use. We’re distracted by every new idea under the sun, thinking there must be an easier way. We want to hear of the new trick to get us more sales or a better app to help us be more organized. We try a new social media platform believing it will magically change our business, and if we don’t try it, we will surely fail.

    Lets just keep … it … simple.

    Like I said, I love individual stories. The personal draws me in.
    There are patterns everywhere if you look for them. The patterns tell their own story and interestingly enough, they reveal the easier path almost every time.
    Here is a great ‘routine’ given to me by a friend … see what you think:

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

    Prepare – Know where you need to be and what you need to have with you to execute the plan. If your plan is to make 50 sales calls, you gotta get organised, probably need 50 names, 50 numbers, a phone, and a notebook.

    Show Up – Get yourself to wherever the plan says you need to be, on time and ready.

    Do the Work – Do whatever the plan said to do. You’ve made a decision, now is not the time to question the plan or skip the steps. Show up. Do the work.

    Repeat – You get the idea. Decide again. Tomorrow’s plan will probably be a bit different. Athletes work on all aspects of their game to achieve success. The goals may not change. The larger plan is constant. The daily plan may look a bit different. It’s time to decide again what’s on tomorrow’s plan.

    OK, so you missed a day? Something happened to derail the plan? You only made about half the calls?
    That’s no problem, because you’re not done. You didn’t mess it all up, it’s part of the plan …
    Keep it simple. Start at Decide and go at it again tomorrow.
    Let’s stop making it harder than it needs to be. Let’s stop winding ourselves up about this new app or that new method.

    Find your ‘motivational nugget’ and let’s stop allowing a bad day to spoil the whole effort.

    You don’t need to be perfect. In fact, you probably won’t be. Keep showing up, doing the work and understand that of course it’s not about the goal – it’s the journey on the way to that one golden nugget.

  • Pre-sales over espresso?

    Deirdre and I were enjoying our ‘one to one’ over a great espresso – right after our network Forum when suddenly she came out with a statement that took me back a little …

    “I really do need to start getting some orders out of the group soon; I need to make it pay.”

    I hadn’t seen this side of Deirdre before. I mean, we’re all working hard (to work smart) in cultivating the business aren’t we? For some of us we simply needed to ‘try the different angle’ I replied.

    So we chatted and I suggested to her that if she stays true to herself, supports her group and continues to offer help when required – and of course take any additional exposure offered, all things being true, the reward for all the effort would be plain to see.

    “I hear you, I just need to start picking up referrals otherwise it’s not worth my while.’

    worth while

    ‘Not worth my while?’ I poured more coffee.

    It’s times like these that bring a certain salience to the purposes of network relations. I couldn’t help myself; I had to ask what was her while worth? What was the number?

    I’d made my own calculations. We don’t ‘pay’ a member fee, there is no training programme to support and neither do we have a compulsory promotions strategy. The only numbers were the lunch and the time spent away from the office …

    OK, I know I’m biased. Networking has been a great support for my own business and I do understand that some who inhabit ‘network-land’ need to be claiming reward for their ‘relationship building time’ and efforts spending their ‘worth’ but I really don’t ‘get’ the time limit for referral when the bigger picture is there to see. We know it takes time to gain the confidence of others so that when I introduce Deirdre to Dear Fred who introduces her to Joe Bloggs who happens to need a whole host of regular purchases … then of course there are the other outlets they may have …etc.

    Sure, the ‘hunter’ sales mentality is still around; it has to be for some like Deirdre who inhabit ‘sales’ or ‘account management.’ For me this won’t change until the ‘culture’ of the organisation itself evolves.

    These days it’s so much easier to buy much of what you want, at the price you want when you want online and the ‘hard sell’ just does not form part of the culture.

    We need to give more time, give our audience reasons to engage us, to learn and understand our offer. ‘Pre-sales service’ plays a much greater role than many realise and even though it wasn’t working with Deirdre’s company, I’m sure many ‘savvy’ businesses are beginning to see the light.

  • Need a little job done…

    I picked up the telephone.

    Do you know anyone who can help me with a little job I need done?

    It was Karen, a friend who helps out with email marketing, a good egg and we enjoy working together.

    I know that most of you who know me understand that I’ll help Karen, of course I will. After all, Karen is a good friend, runs a great telephony biz which in turn has been great for me – so I’m going to help her and I’m pleased she has asked me.

    Anyway, we’ve all been there, if I can’t help, I’ve some great contacts who can. Right?

    The ‘job’ entailed an internal relocation of one of her offices so there was the usual wiring and all sorts of stuff that needed an expert to attend to. An ideal job for ‘Bob.’

    ‘I’ll get right on it, no problem’ came the reply from Bob. ‘Leave it with me … and thank you for the referral.’

    It felt good to have been able to help an old friend and at the same time pass a decent referral. We like to help others don’t we? Anyway, I promptly called Karen to assure her that ‘Bob’ would be in touch and passed his details at the same time, just in case.

    A week goes by, ten days and Karen and I meet up for ‘other business’ when I happen to ask:
    “How is Bob getting on with the office relocation?”

    ‘Bob who?’ came the reply. My heart sank.
    Oh, that Bob, I’m sorry but I didn’t hear from your guy and after a week it had become urgent – so I had to find someone else – hope Bob is alright?

    Now there is no need me explaining that we’d been let down, it seems Karen hadn’t even had a call from ‘Bob the expert’ and I suppose she should have called to chase him up, I should have chased him up to remind him etc, etc. But should we? Really??

    But hey, is Bob alright? He could be ill, or had an accident – or worse. Lets just see how right he is I thought to myself as I made a mental note …

    It turns out that Bob is fine, just been ‘up to his eyeballs, that’s all’ – so busy being busy he explained and assured me he had every intention of follow up ‘that little job’ once he had the time.

    ‘No matter Bob.’ I explained that Karen had ‘sorted the office out’ and were now pressing ahead with ‘acquiring’ the adjacent office floor … after their incumbent electrician had given it the once over of course.

    ‘You just never know where the referral may lead you, do you Bob?’

    Failure to follow up, to do as you say – no matter how insignificant it may seem at the time – can not only cost you the business, it can profoundly impact the relationships and dent the hard won credibility – and who needs that in today’s business climate?