Category: Business relationships

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

Networking?…it’s not really working

Posted on July 12, 2021 by - Business relationships, Marketing, Networking

At the beginning of the year I was talking to a business contact about why his networking seemed to have stopped being so effective. He thought it was because people felt they couldn’t spend money because we are living in uncertain times or, he said, it might be because he was not meeting people face-to-face. So we started to talk in more depth because, he said, things were really not going well and they had been going very well.

The first question I asked was, had anything changed with his marketing? Well, of course, we were no longer allowed to meet face-to-face, but I know many people who had flourished despite having to use virtual meetings. So, not being able to meet face-to-face couldn’t be the problem, or at least not all of the problem. I also know many companies who have managed to maintain, and even grow, their business throughout the difficult times we have been living through. So, there is money out there that people want, or need, to spend.

Then he said “I really don’t like networking at virtual meetings”. (I’ve paraphrased a long monologue that he needed to get off his chest about what he really didn’t like about virtual meetings). Some of the things he mentioned are covered in my blog “Would you do that if we were meeting face to face?”

The main thing that came out was that he was networking less, so he was not meeting new contacts, and he was not nurturing those contacts he had made before March 2020. So we made a plan (I love a plan). We looked at what had happened to those networking events he used to attend and, for those which had started meeting virtually, we developed a diary of events he could attend. We also looked at what events were now available virtually and added them to his diary. He decided he would start by attending two or three a week. Finally, he decided to set aside half an hour a day for getting in touch with people he had lost touch with, to renew and develop the contacts he had worked hard to nurture. He actually made a promise to himself to do all this because, as he said ”I never break a promise.”

Every couple of weeks we would have a quick catch-up telephone chat, and guess what? Money is coming in! The reason it worked? Because you have to work at networking and keep working at it, otherwise it doesn’t work.

If you want more networking tips go to: Top 20 networking tips or get in touch if you would like me to work with you to improve your networking.

Have fun, stay safe.

Glenys

 

Meeting etiquette

Posted on June 28, 2021 by - Business relationships, Networking

Recently I was in a breakout room with someone who I had known since the first lockdown. Usually, she was great to spend time with: upbeat, knowledgeable in her field and not pushy. Today it was different, she obviously had to get something off her chest. It seems that, in the main room, someone was eating while being on camera, and she was irate!

My understanding of what was being said was that she thought this was unprofessional and disrespectful since, she said, whilst concentrating on eating, full attention was not being given to whatever was being said. Also, part of the problem was how close we are when we are meeting via a screen rather than when in a face-to-face meeting. Suffice to say once she had her say, she calmed down and became the upbeat, knowledgeable-in-her-field and not-pushy person I had known so far.

Now, I hadn’t seen the person eating, but her strong response got me thinking:

  • First, is eating during virtual meetings acceptable?
  • Next, if no, what is acceptable to consume?
  • And finally, the issue of people multi-tasking during meetings.

So, let’s look at each issue a bit more.

Is eating during virtual meetings acceptable?

Well, I’d rather not watch someone eating, and some people, I think, forget they are not sat on their own in their dining room. They shovel it in, munch away and keep inspecting whatever food is left in their hand. I don’t really like it and I do think it looks unprofessional. After all, how many meetings do you go to with potential customers where you eat your toast during the meeting? I don’t feel very strongly, but I would rather not see it in a virtual meeting. Furthermore, there’s no travelling time, so this saved time could be used to have the food before the meeting.

If eating is not acceptable, then is anything acceptable?

Now, I must admit to a challenge I have. I drink cappuccinos and, when I do, I have to stop myself from licking the spoon. There. It’s said, I’m working on it and trying my best. Phew! That’s better now it’s in the open. Anyway, from that you can see that I think it’s OK to drink non-alcoholic drinks during a virtual meeting—but from a glass, cup or receptacle that has been produced for drinking from. Not, as I saw once, drinking from the container it was bought in.

Multi-tasking during meetings

My contact was in part annoyed because she thought if people are eating, they are not concentrating on what is being said. I agree, and if you want to know more about this go to: https://www.ebn.uk.com/blog/?p=154

What do you think?

(And, in case you are saying, “Don’t ebn meet over breakfast?” Yes, we do, and we stop any kind of presenting while we all eat breakfast and chat to our neighbours, and we sit further apart than we do when we meet virtually.)

If you want more networking tips go to: https://blog.ebn.uk.com/tips-on-networking.html

Have fun, stay safe.

Glenys