Now, I understand

I know what he’s thinking, I understand now.

How often have you thought to yourself … I know, just by looking into their eyes, what he or she is thinking, by simply observing body language.

Have you ever said to yourself:

 ‘I wish I had the words?’

Only to find out that none were required, a simple action was enough. Whether that’s a nod or a shake of the head, we understand on an intimate level at times where words are simply not required.

This moment of telepathy usually occurs with those you know particularly well. It may be a partner, child or even a pet and more often than not this moment of instantaneous understanding between humans is overlooked as simply ‘co-incidence.’

Wouldn’t it be fabulous if world leaders could communicate, engage and mutually understand through telepathy? If people had the time and ability to express how they truly felt if the population could send messages straight to the top without the diatribe and red tape that confines the clarity of sanity…

Fleeting moments of profound communication are wonderful for the soul and are just as essential for the business to understand don’t you think?

So, Ben had been having troubles with his presentations. Or he thought he was having trouble … he felt the message just wasn’t coming out of his mouth.

‘So much to say and unable to say it.’

Take your time to deliver Ben, be specific when offering the message, presentation jitters come to all of us at some point and although we have not yet mastered the telepathic message as some have with text or email, once people understand that you are comfortable and wholly committed to your cause, your message will soon become clear.

It is then we find that people do business with who they understand, those they know, like and trust … almost telepathically.

Comfortable vs remarkable

‘Hey Charlie, I think I’m getting comfortable with this networking ‘thing’ now. I do understand when you say that it’s all about spending time, being familiar with the expectation, you’re right, it takes a while.’

Good things take time Ben …

the key is to stay the course and following through.

‘Well, I’m managing the routine now, gradually booking the appointments and I’m learning, so feeling happier.’

I can tell that Ben, just by you opening up and discussing the situation tends to show you are growing in confidence, understanding the process.

‘The process?’

The referral process. This is your ‘realisation,’ Ben, others are beginning to appreciate you as they see you grow, they come to understand your character, ask your advice and how you work. Just as you do with others.

Just now is the start of the process.

Continue with the visibility, book the meetings, the one to one and understand your marketplace. Learn from others and keep the antenna flying for possible introductions for others. The more you help, the better your ‘bizability.’

‘But I’m just getting comfortable Charlie, I’m happy where I am now.’

Where you are is great Ben. Not too comfortable now though because ‘comfortable’ brings stagnation and this is something that should never happen within your network.

Stay the course Ben, follow through, continue your path. If you are happy then the ‘process’ is working.

Next step is to begin to lose the comfort zone Ben… go the extra mile and actively pursue business on behalf of others – don’t just wait for it to happen, be the referral process you would like to see happening for you.

Nothing remarkable ever comes from being comfortable …

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 ?

‘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.

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 …