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
  • Emotions are useful

    Emotions are useful

     

    Darren was having trouble with his sales conversion and asked for my advice.

    Why me? I thought …

    He explained that as someone who had been ‘around the block’ (a kinder version of his opening gambit, I might ad) … that my opinion mattered to him, so I might be able to help out.

    Darren went on to explain that no matter how hard he canvassed via email, his left messages were not returned and the telephone cold calls went un-rewarded. His efforts fell on deaf ears, he simply couldn’t gain an introduction to the many prospects he’d qualified. What did I think?

    Flattered surely, I hesitated for a bit and remembered what I had been telling anyone that would listen these past few(!) years … that was:

    “Are you connecting or are you selling?

    In any sales or marketing programme we need to do the numbers, we get that don’t we? The more you put in, the more you take out, the smarter you work, the more valuable the reward. Most importantly, we need to remember that not every single prospect is waiting for your call … unless of course you have a very good referral been passed to you.

    We are all very busy people – Darren’s intended customer is no different and I explained to him that with a multitude of tasks on the to-do list, answering your particular sales call may not be one of those tasks, so we need to prepare for rejection.

    We need back up, we need to learn to visualise the problem, not the solution.

    In short, we need to qualify the need of our prospect. Take time to understand. After initial introductions, ask simply, “how can I help you?”

    By doing so, we can save ourselves a lot of valuable time and considerable effort when, by simply doing the right research we can qualify the budget (that is, if they have one) and the need (is the time right for them.)

    If the answer is ‘no’ to both budget and ‘no’ to time then move on, find someone else who may need your particular skills and/or solutions. Don’t dismiss completely the current prospect, simply take them off the priority list …

    We need to remember … who wins when we invest our time in prospects that don’t have the kinds of problems you can solve? You got it – no one! Alternatively, who wins when you invest your time (and your company’s resources) in helping prospects solve problems that are so compelling that both the prospect’s company and your own are justified in investing time and resources in exploring possible solutions? Everyone!

    So to Darren I suggested, if you wish to increase the number of appointments through your prospecting efforts, you need to come up with the right answers to the most important questions:

    We need to take some time, learn to understand our prospect – and I did point out, that as in so many of life situations, if we have less occupying the priority ‘in-try’ we get more done, more efficiently. So prioritise your top prospects and like your networking efforts, practice, practice, and practice some more. Quality connections take time while working smart.

    Learn and do … in just 20-30 seconds (that’s all you’ve got initially) know what you can say to a prospect during initial engagement – that something that will engage his/her emotions? Find and empathise with the most pressing problems that you can help solve for them.

    Do the smart prospecting, ask yourself this:

    How can I help the prospect relive the pain that is caused by these problems?
    Can they help (are they willing) qualify the importance is each business problem?
    Do the problems bring emotional responses from your prospects?
    We need to understand, need to remember, engaging your prospects’ emotions is critical to the entire sales process, from sales prospecting through closing sales.

    Darren seemed a happier man after our little chat; we shook hands and agreed to meet up in a month to see how he was getting on as he learned to

    Engage, develop, and to grow.

  • Hey, go-to person!

    Hey, go-to person!

    So the spider tends the web, the fisherman works his net.

    Both are busy, setting out their wares understanding that, sooner or later they are going to find what they are looking for … Bingo! Reward for all the attentiveness and persistence required to be successful.

    So what is he on? I hear you ask

    Understood … and I may let you in on that another time …

    I am pretty sure you already understand that to be successful at any given task we need learn the skills and to practice, keep at it. It’s no difference with your networking – whether on-line or in the person to person environment, we need to work on the familiarity.

    Trust is the by-word for business these days. Business is indeed personal. We value our tools of trade, although we need to stay on our toes, identify peers, learn, deliver on promises and consolidate relations. Being the best in the eyes of our peers, that ‘go to person’ is a prerequisite to the very best kind of referral there is. Recommendation.

    OK, spider-web or fishing net which to tend first?

  • The positive, and where to find it.

    The positive, and where to find it.

    Positive:

    a desirable or constructive quality or attribute.

                   “take your weaknesses and translate them into positives”

    It’s easy to be influenced by all that mainstream media brings to the doorstep, good and bad (sad), all of this conspires to influence our own thinking and in some instances, our well-being.

    These days I tend not to read the papers or listen to the general ‘feed’ that has become ‘news.’ Sure, I look, observe and understand although I believe if we were all influenced and conditioned by what our popular media feed us, the majority (not all of us) would be permanently down-beat, negative and there would develop a popular culture the paranoia and despondency in our daily life. Who needs it?

    Positivity for me has become a lifestyle, out of the current cycle of uncertainty (I believe in the cycles of life) I’ve grown to understand that people truly need positive vibes, they help us flourish, we gravitate to our inspiration and we are empowered to personal fulfillment by interaction with those who have a like-minded disposition.

    My personal networks offer fabulous opportunities for inspiration, people buy from people, find the negatives in people, discover the positive and you will find that, in turn you will be rewarded.

    Happy New Year!

  • Simple vision … through words

    Simple vision … through words

    For a good while now I’ve stuck to my three-word principle.

    It’s something that keeps me ‘on track.’ The three word principle is a short-cut to the plan of where I want to get to and what I need to do to be there. It’s a (much) shorter version of the business plan. Three words to guide me.

    Each word is a pointer, representing the path I need to take in achieving what I used to refer to – in the old days – my goal … or more specifically at this time of year, and as with many other people, the new season resolution.

    I have never been very successful with making resolutions or compiling ‘wish lists.’ In fact, with all good intentions the resolution has usually petered-out after just a couple of weeks into the New Year and the ‘wish list?’ Well, that’s a forever changing something which I’ve managed to settle on …

    I’ve found that the three words I’m stuck with right now – “engage, develop, grow” are comfortable for me. I recall these words on a regular basis when I seek inner clarification of what it is I am pursuing, acting as a benchmark in fact, for how I’m doing.

    What would your three words be if you were looking for a reference, a pointer – a compass to help keep you on track?

    “Build the business?” Perhaps, maybe, although why waste a word by using ‘the?’

    Try it.

    I’m sticking with my own compass points for now – they’re familiar and help me.

    Try three words you can use as an easy reference, a benchmark, and a directional signpost for your business that together, offer vision as they ease you along the way.

  • Patience is indeed a virtue.

    Patience is indeed a virtue.

    Darren had ‘bought in’ to the commitment of spending time to realise a return on his efforts, so when we met up recently I was pleased to see he was now participating within a vibrant Network Forum, with a determination to help ‘grow’ with the group.

    ‘How do I give?’ was the question.

    In short the best advice I could give him was to ‘continue turning up and educating the audience.’

    ‘But I feel under pressure to offer referral.’ Came the sharp reply.

    This is a common misconception and one cultivated in some circles and although Darren had an understanding of why  ‘people do indeed – buy from people’ he was still bothered with anxiety.

    So keep the appearances I suggested, offer your support to colleagues through regular close meetings ‘off-piste,’ (the 121) ask questions that you cannot in the structured environment of the Forum, learn from each other, grow the partnership. Avoid at all costs the “takers” such as ‘Matt The Fat’ of post past … these you will come across ‘hunting for business’ on the odd occasion and their influence is sure to dissuade the uninitiated from ever returning to networking …

    Most importantly I added, keep smiling and introduce your friends to the Forum … nothing consolidates your standing and reputation as a ‘giver’ within the Forum as introducing your wider circle of contacts.

    Offering referrals is of course a great way to develop the relationships, although too much emphasis on passing referrals can undermine credibility – in a lot of cases, (especially during the early days of network experience), leads confused as referrals can do more harm than good.

    Building a solid and reliable network of like-minded individuals does take time and of course the best referrals always come to those who are patient.

  • Team, time and biz.

    Team, time and biz.

  • Lazy marketing? Get real, get personal…

    It’s Time to Get Personal A little something from Chris Brogan … Phew. You’ve never heard that before…getting personal? But here’s the thing. It’s more true than ever before because Facebook and other technologies are now penalizing LAZY marketing. If you’re just lobbing crap over the fence, it’s not going to be seen. By anyone. (Isn’t that great:) Lazy marketing, robot marketing, just poke-poke-poke formula attempts to get people to read/buy/sign up just aren’t working any more. What people want (more often than not) is a more personal connection. They want to be on the inside, part of the tribe, the clearly connected. Not always. I don’t care which bottled water I buy. I probably don’t need a very personal connection with which brand of toilet paper I choose. But for things I buy that matter to me, I want to know who sells it. I want to feel like I’m part of something. I want to have the hint of a reason behind my choice besides “it was there” or “it was cheap.” That’s where you can make a big difference. My friend, Scott Oldford, made some really significant changes this past year. He went from marketing his business to throwing gatherings to discuss limitless business. He got much more personal in his blog posts and newsletters. He admitted some of his darkest secrets, while also sharing how they shape who he is and how he does his business. There are plenty of marketers out there. Scott gets his business these days from people who connect with his authentic self. Pay attention to Sue B. Zimmerman and her ideas about Instagram. She’s right. Follow the lead of Mitch Jackson, who is not just a top trial attorney, but now a force for helping others humanize their interactions. The best wave of media making is upon us: personal media. And it’s not a small-vs-big company story. It’s about people who care about connecting with their buyers and the community they serve. It’s about people who understand that lazy robot marketing and business practices don’t work. And it’s about you. It’s about you choosing to connect with the kinds of people who make you feel like they see you, like they’re there to help you. I aim to be among those people in your life.

    Let’s get personal, shall we?

    Thanks Chris ,,,, so happy when a plan comes together!!!! 🙂

  • I know all that stuff.

    I know all that stuff.

    To my mind, business is about recognising the fundamentals then creating a routine of basic processes.

    Talking with Ian recently (someone who has ‘in the business for a bit’) I asked him … “How they were doing with the fundamental?

    “I know all that stuff.” Came the reply.

    I “know” all that. Know. Not do… Know.

    The magic difference. Knowing without doing … and Ian knows what I’m saying here:

    Check it out, what sets you apart from people who aren’t finding their success is that you know and you practice the basics. You know that discipline and repetition and practice and doing the fundamentals are what will get you over the line.

    Every success story I provide comes from doing the basics. I create a product that adds value to someone’s life. I share what the product will do for them. I ask people to buy the product. I help them understand why the product will help, and I then help people execute the follow-up.

    There’s absolutely nothing advanced in this type of work practice.

    MOST of what anyone requires to improve and be successful stems from understanding the basics.

    People getting the basics wrong is the problem.

    We confuse doing the fundamentals with repeating something. This activity we misinterpret as growth.

    People tell me things like “I do the fundamentals. I blog every day. I tweet all day. I …”

    By this point I’ve taken a seat …

    Take a step back, it’s self analysis time …

    What are YOU doing every day that really doesn’t take your business or your work forward? Can you understand this is the routine? Lets ask yourselves:

     

    What I do each day … does it contribute to growth?

    Don’t forget, the fundamentals of your business will be somewhat different than other people, it depends on what you do, but there will be similarities.

    For instance … the local parish priest helps and supports the congregation by interpret life path, offering comfort and direction. (True, I believe for most religions, right?)

    An educator shares lessons.

    A musician performs (and creates).

    And then on top of those types of basics, there’s your primary role but also what you need to do to sustain and grow.

    A preacher has to find more people to serve. An educator has to market the specific education. A musician needs to get the word out and do all the promotional work, etc.

    What are YOUR fundamentals? What is required for growth efforts? Determine which of these are essentially meant for daily work process and separate these basics from the required growth activity.

    You know the difference, now do the difference.

    I’m going for tea, tomorrow looks busy …

  • Show passion, get lucky!

    I consider myself lucky. I am able to count my true friends on the fingers of both hands.

    Sure, I have several hundred network ‘friends,’ cyber contacts and ‘likes’ out there although while I sit here enjoying the first cup of tea of the day I’m struggling to add to that true friend count … although the toes are always optimistic 🙂

    It’s a fact, that this handful of true friends is indeed my family, direct family and partners in fact. These are the people who understand me, know my ambitions well and know where my passions really lie. My family have spent time with me, grown with me and experienced life as we see it.

    So why am I sitting here, supping tea and dwelling on where my true allies really lie?

    I‘d met James earlier this week, he introduced himself through a mutual  acquaintance as a ‘utilities expert.’  James explained that he was ‘giving networking  a go’ as for the past few months he’d found business pretty slow.

    It turns out James had signed up with to promote his utilities solutions in support of his other, ‘main job.’ He was looking to add to his income.

    Sure, even I could understand this. We’re all in business for a lot of different reasons, working to provide a better standard of living for our family is as good a reason as any, right?

    James explained that he was unable to offer a lot of time to promote his new  business as his main job kept him ‘busy’ although he was hopeful that any time he went out networking he was going to ‘get lucky’ and find some business and after all, if it didn’t work out, he’d simply ‘throw in the towel.’

    I asked James to give me an idea of what he was passionate about, not to tell me he was in the job for the chance of business, is this what he told his family?  If it was, this was likely why he had found only limited success …

    I’ve suggested to James that he treat his network with the sincerity that an extended family deserved.  People like to do business with passionate people, with those who they know and who they trust.  I asked James who he trusted … family, right?

    Build your network and look after them as you would an extended family …

    Show passion and get lucky.

    ‘people buy from people.’

  • Leave the light on this Halloween.

    Most of us remember, when children, there were times we were scared by that bump in the middle of the night.  The unexpected awakening. The “Midnight Demon” seemed so real at 3:00am.  He would destroy our dreams and reek havoc.

    I dare say that today many of us still wake up in the night with bad dreams that  still involve the “Midnight Demon”. Just as when the light of day comes about and the reality of the bad dreams goes away – it is the same with the Demon, away go the issues, the problems and blockages when light is turned on him.

    As an adult I still think these Demons are real and effectively stand in our way of success. Although, like magic, when light is shined on our Demon we can then deal with him and I think the Demons among many of us can be described as two very different things, things that stand in the way of real potential.

    The first Demon can be described as fear.  The fear of failure.  The fear of not being perfect. The fear of the unknown.  The fear of openness.  The fear of …

    We each have our own …

    Fear can be terrible and it can be debilitating. Fear causes us to hesitate, it causes us to question ourselves, to have the “I need the loo now, look”.  We actually become less than our true selves, we start to doubt and ask, how we achieve greatness when we are not fully engaged?  How can we achieve more when we are not allowed to be ourselves?  Fear stifles creativity and the best creativity is open, free, boundless and exhilarating.  How can you reach your full potential when you are literally choked by the Demon fear?

    Courage overcomes fear. The first step in beating this Demon is shining the light of truth on him so you know he is not real.  Remember the courage when you fear your Demon …

    The second Demon who stops us fulfilling our potential is … the excuse.

    The Demon becomes an excuse.  He becomes the reason why people don’t ask the questions or try new things, why they stall when reaching for new heights, or even when attempting to learn new skills.

    In essence, excuses become crutches or the Demons who you hide behind.  Greatness comes with transparency and confession at our shortcomings.  Excuses are not acceptable.  Self awareness and self accountability lead to courage and success.

    Something I have learned from my Demons? Become accountable, don’t fear mistakes or failure.  Learn from them.

    Leave the light on.