For the past few weeks, there have been fallen leaves everywhere underfoot. Sweeping away the leaves in autumn probably goes back to primitive people keeping their cave entrances clear — and metaphorically it’s also something that needs to be done regularly in business.

Old Practices and New Practices

Business always moves with the times, and there are constantly fallen leaves to sweep up. You don’t have to go back to keeping accounts in dusty ledger books with a quill pen. It’s not very long ago, for instance, since the state-of-the-art way of getting a document to someone was a fax machine. I doubt if most offices even have one now.

These days, of course, technology is changing almost on a weekly basis, and so are the ways it can be used. Do we communicate best by email or text? Use Google Ads or Facebook, or ignore advertising and rely on SEO? And, come to that, what makes the best SEO?

Working styles are changing just as fast. Only a few years ago, most of us needed to be in a set workplace to do our jobs, but that’s no longer true. Many jobs can now be done just as well from a café, a train — or even sitting in your living room wearing pyjamas.

Of course, that doesn’t apply to all jobs — not yet. Surely manufacturing, at least, will always need to be done on the spot? Not necessarily. If 3D printing technology continues to develop, it may eventually be possible to build a car, for instance, via a computer in a different country. The whole concept of the workplace could become obsolete.

Changing Attitudes

It’s not only technology that’s changed, though. The past few decades have seen a massive shift in approaches to business, and especially to sales and marketing.

The kind of service telemarketing companies would at one time have consisted of aggressive cold calling, manipulating the person on the other end into committing to something they didn’t really want. Thanks heavens, that’s long gone now, not only because it’s unethical, but also because it doesn’t work. What we offer is forging contacts for our clients with companies who really want their services.

Sweep Away the Leaves

Autumn’s a great time to think about sweeping away all those dead leaves in your business. Of course, they’re not always quite so easy to identify as the actual leaves, but if you let them pile up, you might find yourself with a fax machine and no-one to send to.

 

 

Everyone wants to get their message across, and it’s even more crucial than ever for a business, now you may be operating against world-wide competition. So how do you make sure you’re doing it effectively?

What Is the Message?

You can’t get your message across unless you know what it is. That may seem obvious, but it’s amazing how many entrepreneurs try to promote their business without that first step.

Every business has a USP (unique selling point) that distinguishes it from its competitors — and, if it doesn’t, it’s in trouble. Even if you offer identical products or services, you offer them in your own way, with your own philosophy. Perhaps the difference is your unique personality or skill-set.

Your USP is the message you need to get across, and as a business owner, you should be able to explain it on demand. It’s what your business is.

Who Is the Message For?

In the same way, you also need to know who you want to talk to. If you’re selling maternity products, for instance, you don’t want to be trying to communicate with a mainly male sports club. You might get lucky, but it’s likely to be wasted effort.

It can help to visualise your ideal client — or two or three, if you have a diverse business. Where are your clients likely to hang out? If you’re B2B, for instance, LinkedIn is probably a better target than Facebook, but the reverse may be true for a B2C company.

Getting Your Message Across

You can use a number of channels to get your message across. As mentioned, social media is an important one, as long as you use it appropriately. The purpose of a tweet or Facebook post isn’t to sell, but to get the reader clicking on your site.

Similarly, a regular blog or newsletter is primarily to engage people, not to sell. It needs to be well written and interesting, perhaps offering information for free. Above all, it needs to express who you are — your USP, not your products or services.

And don’t forget direct marketing. Getting on the phone to prospective clients can be a powerful way of engaging them, as long as you don’t come over as one of those annoying cold-callers. It’s a skilful balance, but if you don’t feel confident about doing it yourself, you can always hire someone or outsource it.

In the end, though, you have to understand and believe in your message. Integrity can’t be faked — it has to come from within.

It’s summer, and you may be heading for various points of Europe for your holidays — soaking up the Mediterranean sunshine, exploring the fjords of Scandinavia or marvelling at the history and culture in dozens of cities across the continent.

You’ll probably be doing your best to forget all about your business for the week or fortnight you’re away. Still, habit is hard to break, and questions may cross your mind about how business is done in country you’re visiting. In particular, if you belong to any business networking groups (and if you don’t, then why not?) you might be wondering whether this is also common on mainland Europe.

Chambers of Commerce

Possibly the oldest business networking type is the chamber of commerce, and this is as widespread across Europe as in the UK. Indeed, what’s normally credited as the first-ever chamber was founded in 1599 in Marseille, followed a few decades later by one in Bruges.

Continental chambers, though, aren’t quite the same as the ones we know. In most parts of the EU, with the notable exception of Scandinavia, chambers have statutory status, and membership is compulsory for businesses above a certain size. Broadly, though, European chambers offer similar services to those in the UK, including their networking functions.

Networking Groups

Besides major trade bodies like chambers of commerce, though, what else is available? Does Europe have equivalents of 4Networking, BNI or Business Buzz?

This varies a good deal by country. France, Spain and Italy, for instance, seem just as keen on business networking as the UK, while opportunities are a little thinner on the ground in Germany. Even so, there are networking groups in countries all over the EU that would feel familiar to British members of 4Networking or BNI — assuming, of course, that you speak the language.

Some of these are also familiar organisations. BNI, for instance, has franchises in most EU countries, while there are Rotary Clubs in cities all across Europe, from Paris to Prague, Helsinki to Nicosia. There are also plenty of more local organisations, both for businesses generally and more specific, such as women’s groups. These can be easily enough found by googling “business networking groups X” for the particular city.

Joining In

You shouldn’t be interested in business networking while you’re relaxing on holiday, but what if you decide later to try doing business in your holiday location? You’ll certainly need to learn the local language (although some groups exist specifically for expats) but you should find the same opportunities for networking across Europe as here. It would certainly help your overseas business.

 

 

Early summer is traditionally the time for some of the major events in the calendar of High Society – known as the ‘Season’ : Wimbledon, Royal Ascot, the Henley Regatta, the Chelsea Flower Show. These are enthusiastically followed, of course, by people who love tennis, racing, rowing and gardens, but for many they’re an excuse to wear bizarre hats and eat strawberries and cream.

In the old-world order, these events were highly significant as part of the ‘Season’. Young debs would hope to attract a rich or aristocratic husband (ideally both), while other members of High Society would take the opportunity to catch up with one another and play one-upmanship.

Back then, too, this kind of society included the more successful people in business. The aristocrats might have sneered at those who’d made their own money, but that didn’t stop them trying to get their hands on some of it. The social calendar ‘Season’ was also an opportunity for business to be done.

That Was Then, This Is Now

It’s not like that now, of course. Not that the Victorian or Edwardian equivalents of SMEs ever did have the opportunity to join in these events. So,what can we do that gives us the kind of contacts that used to be made at Ascot or Henley?

One ongoing opportunity lies in networking groups. These come in a wide variety of forms, ranging from drop-in groups, where you simply meet and mingle, to more formal versions, often based around breakfast or another meal. They provide a focused opening to interact with people who could be potential clients, or otherwise useful contacts, and arrange to follow these contacts up.

Networking groups are local and frequent (you could very easily go to one every weekday, if you chose) but there are also bigger events that, like Wimbledon or Royal Ascot, only come round occasionally. These are the business shows and expos, and the biggest can attract business people from all over the country and beyond. You can come back from a show loaded down with so many business cards it takes you weeks to work your way through them all.

Make Your Own Season

Unlike High Society, business doesn’t need a “season” for meeting up. Every week is its own season. Of course, you still have to convert all those potential clients, which means hitting the phones (or getting someone like us to do it for you).

But at least you can get the contacts you need without having to wear silly hats. Not that the occasional chance to eat strawberries and cream would be unwelcome.

 

Have you complained that someone refuses to budge an inch, or promised to fight till the last gasp for something important to you? Have you tried to break the ice in an awkward situation, or complained that your children have eaten you out of house and home?

If so, you’ve been unconsciously quoting possibly the greatest writer who’s ever lived – William Shakespeare.

Although we celebrate Shakespeare’s birthday on the 23rd April, the exact date isn’t known. As was usual at the time, only his baptism on 26th April was recorded, but three days was the average age for baptism. In any case, it’s always seemed appropriate for England’s greatest writer to have been born on St George’s Day.

Shakespeare is celebrated for his vivid, unforgettable characters, but also for his command of language. The phrases mentioned above are just a few in an extremely long list of common words and phrases first found in Shakespeare’s works, including “faint hearted”, “the game is up”, “heart of gold” and even “good riddance”,

The Written Word

So why does it matter? It’s only, as Shakespeare would say, “Words, words, words.”

The thing is that words and phrases don’t just convey meaning neutrally. They also convey emotions, values and shared culture, and influencing the way language is used can also influence the way people think and feel.

The negative side of this was chillingly illustrated by Orwell in Nineteen Eighty-Four, but manipulating language doesn’t have to be the preserve of Big Brother. The right words can make people laugh or cry, according to your choice. Or, of course, buy your products or services.

That’s true of the spoken word, but even more of the written word, which doesn’t come and go before we notice. Some people assume that new technology is making the written word obsolete, but in reality we’re just as reliant on it as ever, if not more so. After all, today the written word can be seen all around the world within minutes of being created. In business, the way you phrase your writing can make the difference between success or failure.

Shakespeare’s Legacy

Along with the other great literary work of his day, the King James Bible, Shakespeare’s language has created a template by which we still understand and feel the language we use. Writing the right words at the right time can give us some of the same influence — in one fell swoop, as Shakespeare put it.

There’s no question that spring is well on its way. Despite ups and downs, the weather’s a good deal warmer than it was a few weeks ago, the evenings are growing lighter, the snowdrops have come and gone, and even the daffodils are coming out. And the end of the tax year is looming. 

Since before there were even humans, spring has always been a time for new beginnings. Even the timing of the new tax year is related to this, since it originally derived from the old date of New Year at the Spring Equinox — although the date has drifted a little since then. 

It’s the time for new ventures, so do you have one?

Starting Up 

Starting up a business is exciting, exhilarating and terrifying. You have a hundred and one things to sort out, from bank accounts to branding, but at the same time you need to find customers — unless, of course, you’re lucky enough to have brought a client-base with you from a previous position. 

One important thing you can do at this time is get out and network. The way you go about it will depend on what kind of business you’re starting. If you’re B2C, it might be most important to find settings where your potential customers are, or post regularly on Facebook, but business networking can also be valuable. Not only are SME owners also potential customers (and know more potential customers) but you’ll also have experienced people to ask advice and bounce ideas off. 

Changing Direction 

Successful businesses can’t be static. If Richard Branson hadn’t been willing to diversify, he’d still be selling records from a boat in Little Venice instead of joining the space race. 

Opening up a new area of your business can be almost like a start-up, with the advantage that you’ve already made the mistakes and identified the general tactics that work for you. You may still need to keep your original activities going, unless you’re making a complete change, but you should have systems in place for those. The new venture is a new beginning. 

New Clients 

Whatever stage you’re at, you always need new clients or customers (something the Resource Centre can help with) because it’s inevitable that some of your existing ones will drop out. Although the intensity can vary a lot, depending on your industry, a new client can be like a new relationship, to be nurtured and enjoyed.

And that’s definitely something for spring.