Archives for January 2015

Don’t be shy. Be positive.

I met a very go-ahead sort of guy recently, who needed my immediate help. In the longer term I felt that one of my business friend’s offerings would be a better fit. I told my client of my recommendation, spoke to my friend, and introduced them by email, giving them each the other’s contact details.

My business friend then sent my client an email listing his businesses generic services. “We can offer… etc.”

Goodness me! I give my friend a new client “on a plate” and instead of taking the initiative, telephoning and introducing himself, and proposing a meeting, he gives a rather dusty impression, writes a boring email and sounds like everyone else.

I telephoned my friend and asked “Have you spoken yet?” The reply? “No, but I will later in the week”. That is probably too late

I made the introduction because I know my friend is good and well up to looking after this client. However, the only way to make an impression is by introducing oneself confidently and quickly after getting the referral, and by explaining to the hot but rapidly cooling prospect how much better she or he will be by engaging us and allowing us to take the stress.

First impressions really do count. We must not make a mess of them.

With a little help from my friends

Joe Cocker

Joe Cocker (Photo credit: Wikipedia)

Joe Cocker died recently, and although he was a prolific recording artist, he is best remembered for his cover of the Lennon-McCartney song “With A Little Help From My Friends”, which they wrote for Ringo Starr. Joe tailored the song to his style and made a very memorable song one so good that most of us will always remember his interpretation. He was friends with the Beatles and they did help each other more than we knew back then.

In a business context, most of us have not been fortunate enough to discover a product or service that is unique, and it is a question of putting our own personal touches into our offerings to make them special to our clients. We can do that by developing ideas from others in our business. In my line, I do not look on others with the same type of offering as competitors. They are colleagues with their own take and approach.

That said, we cannot work in isolation, and I rely on others for some of the services I offer to clients. I am very good on many technical issues, but not on a few, so I turn to paid-for technical support and to my sub-contractors, who also do the sort of work I do not take pleasure from doing, but they do. We all have our strong points and our weaker ones, but if we know and use the support we need, our clients will get the very best from us, which they are entitled to expect.

Our paid supporters are also very important when we need to take time off for holidays, and also, as I have needed recently, some personal time when someone close to us is very unwell. I am so very grateful that I have a social circle too including a lovely neighbour who was incredibly supportive quite literally in my hour of need.

So what am I saying? Small businesses need to have support in place to fill in the gaps in what they are good at, and also to be there in a crisis, whether internal or external. As business owners, we also need to have good business and social circles to help us out personally when the unexpected happens. Until it does, we must help others in crisis.

We all need a little help from our friends and it is a great comfort to know that we can get it.