Hey you, Mr Referable!

Referable? No such word.

More ‘business-speak/jargon’ from Charlie I hear you say. Although, if you’re in business then being referable is absolutely essential. Let’s look at what makes you so while understanding why the fundamentals are so vital for success …

Beginning with treating people as you may expect to be treated …

not to mention:

Are you visible?

What? It’s true, there are those out there that expect the business, that new best client to simply come ‘a knock-in’ on the door, out of the blue … just because you’re you … Nope, we need to work on the bizabilty (more jargon!) After all, there is any number of ways to be seen, some simply DIY in the world of ‘social.’

Do you know your p’s from your q’s? Yes, remember them? Those mirror images, the p and the q. We get what we give right? So let’s understand that there is mileage in good old fashioned manners, respect and etiquette. Let’s just call it p and q.

Thinking of others. Of course, it’s second nature to you, right? If we’re looking for referrals, think of those with like-minded ambitions, offer help and support and you will soon find that it’s reciprocal. Think business underdog. That was you once, right?

Doing as you say you shall? Following up. Well, that’s a no-brainer … innit? We do though, still hear of those given the opportunity who simply don’t follow-up. Isn’t it true that more business is lost through procrastination than by making the wrong decision? We know this, but still, the lack of follow-up by those who say they shall remain one of the largest obstacles to ambition.

Are you communicating? Some don’t. It’s true, they don’t call you because they assume that you are a mind reader … We’re supposed to know that there is a delay or that they’ve cancelled the meeting or the one to one. Lack of communication does not help the bizability, the reputation.

So, how is your reliability? Ask yourself this. Can we count on you?

This is the nugget, friends, your reliability is what makes you referable. If you are not readily visible and you don’t have the courtesy of thinking of others when the business opportunity arises … if you don’t follow up on the enquiries by communicating, then you are simply not reliable.

Unreliable = unreferable.

Meaningful emotional links ,,,

Is the lack of the emotional connection hindering your chances for successful business growth?

The ‘getting to know you’ can be tedious for some. Especially in today’s crowded business environment.

“Deadlines don’t allow for emotional tedium … do they?”

Take social media, most of us have experience of the ‘add,’ ‘like,’ the ‘share’ or the ‘follow’ … it’s all part in qualifying through social media. We feel good connecting, we become part of an on line community.

The ‘selly’ is  online isn’t it? We naturally gravitate to those we are connected to, those who share common ground, it’s a pretty straight forward engagement due to that lack of emotional connection. The commitment.

Back to the ‘real world’ now. How often do you see the uninitiated blatantly promote their goods and services to the new audience without so much as a request to meet or even participate in a knowledge swap. There is no time for the ’emo-connection.’

To my mind the most important legacy of social media – so far – has been in exposing the true value of real time engagement. True there is a qualification of togetherness through social although the ‘real time’ skills are often lost …

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

Good solid relationships in business, like anywhere else take time.

We could do a lot worse for our business (and for our reputation) than ask those in our community for a little time to meet, just so we could find out a little more about each other?

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


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