Category: Business relationships

Sometimes advice is free, services are not.

Posted on August 12, 2023 by - Business opinions, Business relationships, Business strategy, Networking

Recently I was talking to a contact about people “picking his brain”. He, let’s call him Fred, worked in social media and said he was often asked for advice. Another contact was saying he was always wary about sharing his knowledge because he thought it would enable people to do things themselves rather than paying for his services. I told the story about the advice I got from a very successful business owner when I was first starting out. He said, “Some people will spend money and some people won’t and you can’t tell from looking at them which one they are”.

From that I realised that some people would keep trying to pick your brain, but they would never pay for your services. This can be for several reasons. They may think:

  1. they can do it themselves, or
  2. they can’t spend the money, or
  3. why pay for something you can get for free.

I would say:

  1. no-one can do and know everything.
  2. This is a false economy because, while they are struggling with this, they could be getting and doing work.
  3. This is disrespectful.

Anyway, back to Fred.

Fred and I agreed that we were happy to give advice and information, but there came a time when people crossed a line and they had to be charged. The challenge was twofold:

  • where was that line, and
  • was everyone clear what each side of that line look like?

It is important to get those issues sorted at the beginning, before it becomes a problem. We also agreed that with some contacts the line may be more flexible, because we know them and know they won’t take advantage, or there might be an element of barter.

Coincidentally, later that week I was talking to a contact who is a very talented hairdresser. Let’s call her Freda. She was venting, because she had recently been contacted by someone through social media and asked for advice. The person had had her hair coloured by someone else and didn’t like the result, but didn’t want to tell the hairdresser who had done it (!). She had decided to do it herself, so contacted someone she used for advice.

Freda needed to vent because:

  • The woman told her she had no intension of booking her.
  • She had told her at the beginning, and several times during the conversation, that she would not give advice on products she had not used and for hair she had not tested.
  • It was late Sunday night!

My suggestion was not to reply till she was in work, but she is young and seemed to be horrified by the idea of ignoring something she got via social media.

I realised that where the line was drawn was possibly different for different trades or professions. So, my question is where is your line? Mine is now quite fluid so here’s a start.

Here’s a free gift to you: my Top 20 networking tips. Just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun,

Glenys

Judgements are often subconscious.

Posted on June 26, 2023 by - Business opinions, Business relationships, Networking

Recently I have had some contact with a couple of new members. We have never met, but they liked the Group and the local businesses they met when they each visited a Group and asked to join. The necessary formalities with websites and paperwork were done and then they became the latest members of their Group. Very little of this process involved me, because my wonderful Group Directors organise and run the meetings. I stay out of their way and try not to clutter their lives up. However, the very last stage is done by me and I need a couple of questions answered and a Zoom 1-2-1 to arrange.

Obviously, I had warm feelings towards these two people because:

  • they saw the value of being part of one of my Groups (and one is already talking about joining a second Group),
  • they understood the ethos of the Groups (trust is built through strong relationships and referrals follow organically,
  • they have paid me some money which I will now spend unwisely!

However, I realised that I liked these people and I had never met them. I also realised I had begun to trust them and their business. Why? Because they replied to my emails in a timely manner. Why did that follow? Because when I email someone and they don’t reply I think that:

  • they are too busy to be able to talk to me and certainly wouldn’t be able to do any work I needed or, more importantly, the work of anyone I referred to them. (So, my reputation is being undermined).
  • They are disorganised and might be disorganised if I needed work done or if someone I referred to them needed work. (So my reputation…etc.).
  • They can’t be bothered.

Now, I don’t expect people to be sat waiting on the off chance I may decide to contact them, but as a business I do expect them to reply during normal working hours (theirs not mine). As one of my new members I obviously play it slightly differently, but I am still beginning to get a feel and make a judgement: of their service, their business and them as the owners. I am judging and I’m not sat around giving this thought, the judgements are happening subconsciously.

It might be that other people don’t care what people (potential customers) think of them, but I can’t imagine this to be the case. For me, I know I am beginning to trust my new members, which is lovely, and I’ve never even met them.

I  would like to help you with your networking, so here’s a gift to you: my Top 20 networking tips. Just follow this link: ebn.uk.com and complete the form to receive your copy. I am waiting for you to make contact and I’ll definitely reply.

Have fun,

Glenys

You shouldn’t need a magnifying glass

Posted on May 28, 2023 by - Business opinions, Business relationships, Marketing, Networking

Recently I’ve been having some challenges at home because my beloved has been in hospital, it seems forever, following a heart attack. (As I type this, and after nine weeks, he is home now. Yay!) Now, you may be wondering “Why is she telling me this?” Well I think it is fair to say that my patience, which I have never had in abundance, has been even more lacking of late. I have a very familiar follow-up process when I network. I spend time afterwards getting in touch with the marvellous people I have met the previous week and adding their info to my database.

Most of the time this is a nice, relaxed process—a lovely cappuccino or two, maybe a familiar TV programme on in the background as I input to a spreadsheet. (Love a spreadsheet.) Anyway, in the last few weeks some cards have not made it onto the spreadsheet. (You might be thinking “Why does that matter?” Well I meet literally hundreds of people in any given month and not being on my spreadsheet means if someone says “Do you know a widget-maker in Scunthorpe”, or whatever, wherever) I won’t find the widget maker from Scunthorpe that I met ten years ago. It often happens that I have to look at a website to find out what someone I have met does, and, it has to be said, sometimes I still don’t know because their website is full of “management speak” but that is a whole other rant, so back to the current one.

Some of the reasons they do not make it to my spreadsheet?

In no particular order, (although if they are nearer the top than the bottom this is probably because they irritate me more). They have:

  • a sparkly card, usually with a sparkly, but different sparkly lettering. I like sparkly, but not when it makes the information illegible
  • very little information on the card (I refer you back to website comment)
  • cards which have no name and/or info/sales/enquiries@Idon’twantyoutogetintouchwithmepersonallyreally.com
  • tiny, tiny, tiny writing on the card.

My rule is if I have to get out a magnifying glass to try and read your card then it probably won’t make it onto the spreadsheet. OK, now all the above might just be me, however when we pay good money to have business cards designed and printed, we probably want people to keep in touch and for people we have met to be left with a good impression about my business. If the magnifying comes into use, then these goals have probably been missed.

Don’t have a process for your networking? Want some help with your networking? Then here is my gift to you: my Top 20 networking tips. Just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun,

Glenys

Yes you can do it yourself

Posted on May 1, 2023 by - Business opinions, Business relationships, Networking

Recently I was talking to someone about IT. Now anyone who knows me knows I am a bit of a Luddite (OK perhaps more than a bit). Anyway this man knew his stuff, I mean really knew his stuff. He understood that I only want to know how to do something when I need to know how to do it. I accept that there are shortcuts, systems and apps that will make my life more efficient and exciting, but my life is as efficient and exciting as I can manage at the moment, thank you.

While we chatted another business owner joined our conversation.

It became apparent that this other person thought he knew a lot about IT, even though it was not what he did as a business. He talked about how many IT things he did himself. He talked about SEO, Cyber security, domain names, internet stuff and frankly he probably talked about other IT things but I had glazed over quite early on, partly because I didn’t understand most of what he was saying and mainly because I was really bored.

The IT expert was very polite, he listened and nodded. He nodded and smiled. I am sure that he would have said something, but the new contact didn’t seem to need air to breathe so there were few opportunities to add anything. Finally, there was a gap in the monologue and the expert said “It’s amazing how much you know. Have you ever thought about starting a business offering this as a service?” I smiled (I’m easily amused when I’m bored) At this point the back-pedalling began and it became obvious that he didn’t actually do all these IT things for his business, he had an IT supplier but thought he needed to know what was being done.

This is not how I work. Yes, I want to know why I need whatever it is, and why I need to spend this money. What I do not want is to understand the mechanics of whatever is being suggested. If I have a supplier, I use them because I trust them, I’m confident that they know their stuff and aren’t trying to rip me off. I was therefore happy when my IT expert said “Everything I offer can be done by the business person. But why would they want to? They would have to take time out of their business to deal with their IT needs, keep up to date with all new current IT issues, and there are a lot, and of course, if it goes wrong they could end with no IT and what would that do to their business? As he said that, I had a sudden picture of me taking care of my IT needs and wondered how long before I found myself dangling over the abyss of IT failure. I’m not prepared to chance it, so I don’t do it myself!

If you would like some help with your networking,  but not IT, here’s my gift to you: my Top 20 networking tips. Just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun,

Glenys

One of the best things about networking

Posted on April 10, 2023 by - Business relationships, Networking, Relationships

Recently I was talking to a business contact who I have known for a few years, but not really well. I knew that I liked him and, if you had asked me why, I would have said things like “Well, he is always pleasant and he has a great sense of humour—he makes me laugh”.  Over the last few months, for various reasons, I have met up with him more than I had and each time I have come away feeling upbeat. In networking that is not always the case!

A couple of weeks ago we arranged a 1-2-1 and before we started talking business, we had the “How are you doing?” conversation. Often this can be quite superficial. Business people put on their business faces and they talk about the good things that are happening. Occasionally, and usually after a long-term relationship with someone, with some people the business face can be ignored and they talk about real problems that they are dealing with and real, current challenges they are facing.

This is one of the benefits of networking that rarely gets talked about, the business relationships that become so secure and the people so confident in each other that they know that they will not be judged, they will be supported, and they can be confident that the issues shared will not make it on to the 10 o’clock news. In business it can seem at times as if you are alone, and are not sure where you can go for support, or if you should just keep it all to yourself.

When I met this contact, who I did not know well, I was sort of expecting a low-key and slightly superficial kind of ‘business-focussed’ chat. But this was not what happened. When I asked how he was he said, “I am dealing with some real problems, and I don’t know where to turn”. Over the next hour he poured out all the issues, side issues, what he’s done, what he’s thought of doing, what had helped and what had not. Then we worked together to work out some possible solutions, we identified some people who might be able to offer some practical help and we arranged a date when we would meet and catch up again.

This time it was him with the challenges the next time it could be me who needs someone to help. If you need help and you think it might help to talk, then get in touch. If you would like some help with your networking here’s my gift to you: my Top 20 networking tips. Just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun,

Glenys

What can you expect from networking?

Posted on January 16, 2023 by - Business relationships, Marketing, Networking

Recently I have been talking to people who are new to networking and some of them are not sure if networking is worth doing. In case you fall into this category let me explain why I think networking is a vital part of any marketing strategy. It is true that I have always networked, both before and when I worked in the corporate world and certainly when I became self-employed. The only difference was that when I became self-employed, I realised that what I did had a name…networking.

People often seem to think that they network to get work and, while this is certainly one result of networking, it is not the only result. When you network you build relationships, people get to know what you do, and they learn to trust that you know what you are doing. If you build strong relationships your contacts will feel confident that their reputation is safe when they recommend you to one of their contacts. So when you network you meet people who almost become your salesforce. For some people this is all they think you get from networking and—certainly if they don’t immediately get work—they say that networking doesn’t work. Yes, it does, but you need to work at it.

There are other things you will get from networking. One is that you meet people who do other things that you may need in your business: accounts, IT, recruitment etc. They can supply their services to you which means you can concentrate on what you do, servicing your customers, developing new products or services etc. Networking enables you to grow your business because you are not being distracted by sorting your tax return, sorting out a bug on your computer or ensuring you have robust contracts for your staff.

You also get people around you who will support you on those days when things are not going as planned and you just need someone to talk to about it, and this may just be someone who you can use to rant to about life, challenges or whatever. I certainly have a few people who fill that category. (I usually find that the phrase “Is it me” gets said at some point! They can share some of their energy when you have none, but don’t forget that, at some point, the roles may be reversed and they may need you when their day is going the way they planned.

One final thing you may get is opportunities that come from networking. I’ve networked in a high security prison, a cinema with a tour included, been given access to parts of Stansted airport that I would not have had if I had not networked. I hope that you have been persuaded that networking is not just about getting work, it is so much more.

If you want some help with your networking let me help with a gift to you: my Top 20 Networking Tips. Just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun,

Glenys

Why network?

Posted on December 19, 2022 by - Business relationships, Marketing, Networking

Recently I was talking to a contact, let’s call him Fred, about some work his company had just started. He was really surprised, because he knew that a lot of people had gone for the work and his company was quite a small one. They could do the work, but he was surprised that he had won the work rather than one of the larger, better-known companies. I asked him how he had heard of the work and he said that a business contact had told him, and introduced him to the potential customer. My next question was “How did your contact and the potential customer know each other?”  He said that they played golf each week.

Now, assuming that his prices and service provision were similar to all the other potential suppliers there had to be something that gave him the edge. In my opinion, it was that he was connecting with someone who wanted to use his company. Why? Because someone who the potential customer knew and who he met once a week had made the connection. They probably knew each other well and they trusted each other and Fred’s contact was willing to put his reputation on the line by introducing them. That’s why he got the contract. That’s networking.

It will come as no surprise to anyone who knows me and my business to know that I fundamentally believe in networking as a powerful marketing tool. It turns cold connections into (at least) warm connections. It puts your company in front of potential customers, even when you are not there. It puts you in front of people you might not have ever met, and it raises your profile. My question who be: Why would you not network?

If you want some networking hints and tips let me help with a gift: my Top 20 networking tips. Just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun,

Glenys

Be polite. Please. Thank you.

Posted on August 1, 2022 by - Business relationships, Networking

Recently I was shopping in Chelmsford and as I went to the door of one shop I saw that someone was coming the other way. Since my mam did a good job on me, I opened the door and held it open for them to come through, which they did, along with another couple of people. As each went past and ignored me, I did my customary thing of saying “You’re welcome” and got nothing.  My beloved has long told me that one day someone will turn on me because of this habit or another one I have. What is it? When I am in a shop and someone doesn’t say please when asking for (in my mind ‘demands’) something without saying please, I will say it for them.

This got me thinking: was it an age thing? A cultural thing? A male/female thing? Why do people seem not to say please or thank you anymore? So, I started to do some research and actively noted when I got please and/or thank you as appropriate. I also actively noted when I didn’t. The latter was easier because I had the urge to growl when I was ignored.

The results? Well from a fairly small sample (does it show that I live with a statistician?) I discovered that there was no clear correlation between those who, in my opinion, are ill-mannered and those who weren’t, based on any of the categories given above. Some were polite and some not. The other thing I realised was that I judged them based on this behaviour. Now what if that was someone I met in business? The same judgement would be made, and I don’t develop relationships with impolite people. Now It might be that I am just old and judgemental. That is, of course, a possibility. Would you, as a businessperson, want to take that chance? It might be that I know someone who would be your best connection, but I wouldn’t put you in front of them because when I make a referral my reputation is on the line. What if you are impolite to my referral? I wouldn’t take the chance, others might.

So I have a plea: can you make sure you fall into the ‘polite group’ rather than the other lot? Please. Thank you.

Thank you for reading, here is my gift to you: my Top 20 networking tips just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun,

Glenys

Brave self-employed people

Posted on February 14, 2022 by - Business relationships, Networking

Recently I was talking to a contact about being self-employed and she said that she hadn’t realised how brave you need to be when you are self-employed. This got me thinking. When I decided to leave the corporate world 25 years ago I didn’t really know what I wanted to do, just that I was having no fun, despite all the trappings of success: secretary, large office, and a parking space in London. (This latter benefit was the one that people used to get very excited about!) When talking to my beloved about leaving and setting up a business my beloved said, “Well, you’ve never done bosses well” and he was right. I always wanted to have an input, even just a tweak, of any project. Often this didn’t happen, which was frustrating. I also seemed to be spending more time keeping the politics of the organisation away from my teams so they could get on with their work, which was draining. So I decided to leave.

I was lucky in that we could afford for me to not make money, but I found it difficult not to have money coming in as I set up my first venture, an interior design business. I went from having a role I understood, with money every month, with bonus and pay rise every year to complete uncertainty about what to do, when to do it, how to do it and not worry about income. Slowly I learnt, with a lot of help from people I met, people I already knew, and a government organisation called Business Link (now sadly no more) which provided help and advice. Brilliant… and free! In fact, I was helped by people I networked with. There were nights when I didn’t sleep, sometimes because I was excited and sometimes because I was frightened, and sometimes because I was excited and frightened.

But brave? No, I never felt that.  The uncertainty suits my nature and I realised that I liked the uncertainty, the challenge of developing a business, finding opportunities and changing business, but this does not make me brave, it makes me happy. Some self-employed people might be brave, those that have to make enough to pay the bills, those that invest their redundancy money or savings to start a business. It does also not mean that those who are employed are not brave, because some provide stability for those, like me, who are having an adventure.

Whatever way you define yourself here is my gift to you: my Top 20 networking tips just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun

Glenys

Is it me? Am I just “Old school”… and is that a bad thing?

Posted on January 17, 2022 by - Business relationships, Marketing, Networking

Recently I was talking to one of my contacts about what we wear when we are networking and let’s just say we have different styles!

I know that during lockdown some people changed their style…although I would never find that “I just got out of bed” look…or, even worse, the “I’m actually in bed just lying on top of the covers” look. I need to dress for work, and by dress, I mean make-up on, hair brushed and appropriate clothes on. In order to have full disclosure. when networking virtually I’m probably not wearing shoes, but apart from that I’m dressed as I would be if I were networking face to face. I’m representing my company and, because I want to build relationships with like-minded people, I dress smartly and by smartly, I mean business-smart. Smart casual is saved for the weekend.

The person I was discussing this with was dressed smart casual. I asked him whether he would change what he wore if he was meeting with a potential customer, a customer who would be the absolute best cherry on the cake. He said no, this is how he dressed for work. Since we know each other well I asked him “Is it me getting it wrong? Am I just a different generation? Am I old school?

He thought for a moment the he said basically “Maybe, yes and yes” That got me thinking. Do I need to rethink how I dress? One of my concerns is that if I move my style of dress for work more towards the smart casual, does that become the new norm and might it slowly move towards the casual? I believe that if I want to attract business people to me (particularly those I want to emulate) I should dress in a similar style. So my question is: Is it me? Am I just “Old school”… and is that a bad thing? For now I’m going to continue dressing as I have always dressed for work, where I feel comfortable which is not wearing “comfortable” clothes.

Whatever you are wearing as you read this, here is my gift to you: my Top 20 networking tips just follow this link: ebn.uk.com and complete the form to receive your copy.

Have fun

Glenys