How to make cold calling, warm

by Charlie Lawson on March 7, 2016 · 0 comments

Imagine the scene.  It’s 10am, you’re in your office, onto your second cuppa of the day, Facebook pages have been checked and updated, and you’re dealing with the unanswered emails in your inbox.  The phone rings, and the person on the other end launches into their sales pitch: “I don’t know who deals with your stationery supplies, but I wanted to tell you about our fantastic offers…”

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How not to have a conversation

by Charlie Lawson on January 11, 2016 · 0 comments

Last week, while at a networking event, I met a man called Mark.  Here is a transcript of our conversation:

Me:       “Hello there Mark, I’m Charlie – what do you do?”

Mark:   “I’m an accountant.”

Me:       “Oh.”

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Not Another Networking Event!

by Charlie Lawson on December 18, 2015 · 0 comments

Christmas is coming… and I’ve been invited to another networking event.  What joy…!  Another bunch of people I don’t know.  I know I should engage in small talk.  I know I should be looking to generate some new business.  I know I should give out lots of business cards, at which point they’ll give me theirs.  I know that when I get back to the office in January I’ll do absolutely nothing with the cards I’ve collected.

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Why Are Referrals So Good?

by Charlie Lawson on March 20, 2015 · 0 comments

I heard a fascinating story recently at a dinner party that perfectly illustrates why.

I met a friend of a friend who runs a decorating business, and his frustration was obvious as he was enduring a slow start to the year – the phone had just stopped ringing.  [click to continue…]

How To Get A Second Meeting (Or ‘How To Build Momentum, So People Actually Buy’)

October 16, 2014

Does this sound familiar? You get a referral.  You meet with the potential customer. It goes well. She seemed to enjoy it. You certainly did. It looks like you might well work together. So, you run back to the office. You prepare the information she wants.  You send it to her on time. You can almost smell the sale. But then you don’t hear back. Nothing. And you now have that horrendous dilemma – do you: chase her, and feel you’re pestering; or leave it, and feel impotent? Both horrible, yes? The fact is: it’s hard to re-ignite these things once they’ve gone cold. [...]

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Working Closely With Your Network

September 25, 2014

Whilst I was on holiday in Turkey recently I bumped into my friend Alan from my golf club. Alan was very surprised to see me thousands of miles away from home, staying in the same hotel as him at the same time! My wife said, “This happens all the time to Ewan, he’s always bumping into people he knows wherever he goes.”

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Do You Want To Get Involved In Getting Or Giving Digital Skills To Others?

September 9, 2014

This month, I thought I would give an overview of some of the projects that I feel BNI members could benefit from, whether needing more skills in their own business, or wanting to be part of the digital skills shortage solution! Networking is a key part of my life, I join up dots and see opportunities whilst joining up the gaps. Over the past 3 years I have assisted with ‘funded skills programs’, placing young people into work and providing ‘free’ training to small businesses, specialising in digital skills. The past 16 years have been a test of my tenacity [...]

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Mirror Your Prospect

September 2, 2014

Have you ever found yourself talking to a prospect using language, tonation and style that is not your everyday norm? Well, that’s exactly what we all should be doing. If the prospect begins speaking very eloquently, then you may start speaking clearer, slower and more deliberate. Though if the prospect is speaking very fast and loudly, then you may also adopt their tone and pace of voice. This is only natural, as you are simply trying to get them to relate to you quickly and therefore deal with you and your business.

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