Who's on your side?

It can be a lonely life as a business owner. If you came from an employed background you were probably used to chatting to people while having a coffee or across the office. When you work from home who is there to share the trials & tribulations, or to celebrate getting the order? Your disinterested cat - if you're lucky!

It's so important to have a supportive network in place when you work for yourself. Family and friends will usually try hard to understand - be sure to keep them in the picture if you know you can rely on them. There's nothing worse than pouring your heart out and hearing "If it's so hard, why don't you get a proper job?" I know - that's happened to me.

Networking with your peers can be an invaluable source of support but make sure you steer clear of the 'doom and gloom' crowd! They will suck all the enthusiasm out of you and leave you feeling like packing everything in. Misery loves company - but it isn't a club you have to join.

Search out people who will be your cheer leaders, who will encourage you to 'go for it' and motivate you when the going gets tough.

One of the biggest compliments I hear from my coaching clients (and one of the reasons I so love what I do) is that they leave our meetings feeling totally motivated and ready to take on the world!

Life, and business, are tough enough - but with the right support, the challenges are easier to deal with. Make sure yours is in place - ready to cheer you on to to success!

Will rising fuel costs affect business networking?

Over the last couple of months, I've been spending more and more time developing my networking skills online - with Facebook, LinkedIn, Ecademy, Plaxo, and Twitter. The series of blogs earlier this month looked at similarities and differences between online and offline networking.

As someone whose clients have come primarily from offline networking, I am a strong believer in the power of building relationships and networking has always been an incredibly cost-effective marketing tactic.

However, it is also time-consuming (depending on how many events you attend). And now, there's another factor to consider. With rising fuel costs, people are thinking twice before getting into their cars. They want to cut down the number of journeys they make so as to reduce the number of visits to the petrol pumps.

As I work from home, I don't have to go out every day. I'm now choosing to use my car less often and blocking together appointments whenever possible. While this has always been a good time management tool, it's now become a tool for financial control as well!

How are the rising fuel costs affecting how you do business? Please feel free to comment.

Traditional vs Online Networking - Part V

It's been an interesting week, revisiting mini-articles from my Ezine 'Competitive Advantage'.

Today I heard about a networking group that has closed because attendance numbers were too low. I'm sure there will be others who struggle to survive. Some groups are all about referrals, some are supportive and others are more social in their approach. It isn't feasible to belong to them all so decide which are best for you and your business and give them your loyalty.

Attend them regularly and really get to know your fellow members. If networking is to continue to be as powerful a marketing technique as it has become in recent years, then each group will have to be nurtured by its members.

I belong to several groups on Facebook. Some of them bombard me with messages, some try to 'upsell' me to buy a paid service and others are as quiet as the grave. I know it's difficult to please everyone, but a regular update at reasonable intervals will keep members interested.

This is the last part of my look at whether 'traditional' networking techniques also work with the latest online or social networking media. I believe that, for the most part, they do. Whether face to face networking between small business owners will ever beat online - and result in more sales more quickly - I don't think so.

While it may be possible to meet many more people online and in a much shorter time period, the key to successful sales will always be to build relationships - and that takes time and effort.

I hope you've enjoyed this week's posts - and would really love to hear your comments.

Networking - Part III

Here's another extract about offline networking from my Ezine.

Do you ever listen to people’s 60 second pitches and feel a bit confused by the time they stop talking? The reason is that they are trying to give you too much information. They do it because they feel they have to cram in absolutely everything they do in that very short space of time. The result is that there is no clear message. We can’t take in information as fast as it can be said.

On the other hand, if the speaker focuses on just one message, we will understand and remember it better.

So when you have the opportunity to stand up in front of a group and say what you do, keep the message simple. If you offer several different products or services, then pick just one of them to talk about if you want to get your message across. You can always supplement what you say with a handout or brochure to be read at leisure.

When you look at some profiles online, it isn't always easy to work out what people do. Being a Jack or Jill of many trades can be a turnoff too. I'd much rather consult a specialist with a problem!

Another offline networking technique that passes the online test!

Networking Online & Offline - Part II

This is the second part of my investigation as to whether offline networking techniques will also work for online social networking. For this exercise I'm looking at some mini-articles I originally wrote about networking for my ezine 'Competitive Advantage'.

Choosing which networking events to go to can be tricky – and trying to get to them all would take you away from your business for too long, especially once you factor in preparation and travelling time.

Look through your invitations carefully. Are the events where your potential clients are likely to be found? Do you believe you could meet useful contacts there? Be selective. Once you’ve identified networks that meet the criteria, put future meeting dates in your diary so that your business gets lots of exposure by showing up regularly and you build long term, mutually beneficial relationships.

With online networking, it's just as important to know where you're going to find the contacts you most want to meet. While you don't have travel time to consider, it can be all too easy to spend more time than you can really spare on social networking sites!

I think this works offline and online - what do you think?

Networking - do offline techniques work online?

This week I've been asked to give a talk on effective networking at a Southern Entrepreneurs event in Havant on Wednesday evening. I'd love to see you there if you're in the area!

I started holding workshops to help small business owners network more effectively back in 2004. With so much emphasis now on online networking (via Facebook, Twitter, Ecademy, LinkedIn, etc), I thought that this week I'd take a look at some of the offline techniques I teach and see if they apply online as well.

At one my workshops, we discussed how to come up with an attention-grabbing opening statement, in answer to the question “What do you do”?. Speaking to a delegate after the workshop, she asked me why I recommended to focus first on the problem and not on the solution.

It’s all a matter of thinking about what motivates people. Some people are motivated towards pleasure or reward but even more are motivated away from pain or discomfort so that’s where you need to start.

The response you want is for someone to say “That sounds interesting, tell me more.” Or “How do you do that?”. Then you move on to talk about the solution you can provide (not the process).

You can use these motivators in your one-minute pitches too. First highlight the problem your typical clients have and then tell them how wonderful things will be with your solution. This is a really strong combination of motivators that will resonate with people who are in the market for what you offer.

I think this one passes the 'offline and online' test - what do you think?

If you're wondering what Twitter is all about

As I mentioned last week, I've been trying out some online networking recently. One that is still a bit of a mystery to me is Twitter, so I was really pleased to learn about a video tutorial that explains it. Remarkablogger has a whole series planned so, if you want to find out how to use Twitter, take a look.

Social networking is an acquired taste

Last week I spent a lot of time growing my list of friends on Facebook and learning about them as individuals. I've been quite selective, looking for like-minded business owners and/or coaches. The majority of people I've added to my list are in the US and I'm really enjoying seeing what they're all up to.

What's fascinating is that they are so busy taking action!! They're preparing new products, launching them, writing books, starting up groups. They are also very positive - they know they're going to succeed. I'm finding it really inspiring to be mixing, albeit virtually, with such positive people. Combined with the work I'm doing with my coach, I find that I'm really raising the bar on my own business.

I realised a while ago that networking with people who are negative about everything was dragging me down and stopped going to a lot of events. The Facebook world is a real revelation!

Today, (even though I still have reservations) I signed up to Twitter. I'm really not sure what I should be doing with it but I've started 'following' people I admire - just to see what happens.

So, if you feel like befriending me on Facebook -




or following me on Twitter (as LouiseBJ) -



we can make this journey of exploration together!

Do you arrive early?

Are you always rushing to do ‘just one more thing’ before you leave for a networking event? Do you make just one more phone call or read one last email and then hope that the traffic is kind to you?

When you hurry in, are people already in small groups talking, or even taking their seats to listen to the speaker?

If you were to arrive earlier, preferably before the event is due to start, you could meet more people. You could have time to study the list of attendees and decide who you want to meet. You could stand near the registration desk and help to greet people as they arrive. You could introduce yourself to new contacts.

Networking isn’t just about showing up, it’s about planning to get the most from every event – and that means arriving early!

New Challenges for the New Year

May I wish all readers and all bloggers a very happy 2008!

This week has been incredibly exciting and very busy for me! I've recorded a special introductory audio for the website and launched the Accelerate Business Club, something I've been dreaming about for quite a while. It's a bit nerve-wracking but great fun to see it become reality.

I've also decided that, instead of holding a physical workshop this month, I'm going to run my first Teleclass (all about using Emails to get more sales). Sorting out the logistics has been interesting! I've just announced the date to all my newsletter subscribers - I find that to be a wonderful way of focusing the mind and making sure it happens!

Next week, things should get back to 'normal' in terms of business. Meetings are booked, networking restarts, client work resumes. It's very easy to get caught up again on the busy 'hamster wheel' and forget what the actual plan is! So far I've managed to fill the diary for next week without setting aside the time I need for business development. Not a very good example to set my coaching clients - but I am only human!

So, I'm off to plan out the rest of the month, before that runs away with me too.

How could I be so arrogant?

When I first started blogging, I couldn't understand how fellow bloggers could go so long between postings. Now I do! I've been so busy working on new services that I haven't been able to think about anything else. And I had a problem there too, I couldn't get started on a piece of writing - until yesterday when everything fell into place and the words flowed nicely.

On the networking front, I don't have any more breakfast meetings before the new year (thank goodness because it's got very cold in the early mornings), I do have a couple more coaching sessions before Christmas and appointments in next year's diary which is reassuring!

I've been having great fun producing the new products and services that will be launched in the new year (once I got over the writer's block), although I do sometimes wonder if I've bitten off more than I can chew.

Will try and post again before the end of the week - goodness, isn't Christmas getting close!

Is it really still only Monday?

I'm not sure that Monday is a good day for a networking breakfast. I feel as though I've almost worked a full week already! I promised to report on the quality of the breakfast - it was excellent! In fact, so good that I'm going back next week (I've been asked to substitute by someone else - how could I refuse?). The group is great fun and I'd like to get to know some of the members better.

I'm still working on this month's newsletter! I managed to get side-tracked by some exciting ideas for workshops next year and it was only with great difficulty that I re-focused on the job in hand. Does that ever happen to you?

Another reason I can't believe it's still only Monday is because I did some work over the weekend (a life coaching client and dealing with an email backlog), not always a good idea.
I think I'm starting to ramble, so will post again when I'm wider awake.

Before I forget, there's a great video on Alice Seba's blog - watch it right to the end!
Alice Seba's Internet Marketing Sweetie Blog: Silly Sunday: Marketing Rules

The calm before the storm?

I've been a bit quiet on the networking front this month, until now! I'm booked on 3 events before next Friday (I'll report on the breakfast quality as usual!).

I don't know about you but whenever I work on my website or the social networks or indeed, blogging, suddenly time speeds up to a terrifying rate! A lot of the past week has passed in a bit of blur. I've also been working on the December issue of my newsletter 'Competitive Advantage' (if you're on the list it will be with you in the next couple of days).

As a business coach and entrepreneur, I think it's important to keep moving forward and, if possible, stay one step ahead of my competitors. This year I've worked very hard and spent a lot of money on development training to help both me and my coaching clients. As a result, I've got a few surprises planned for them and newsletter readers next year and am busy getting them finalised I think life's going to be rather exciting in 2008 - and I can't wait!

Tomorrow I'm off to a breakfast meeting (these dark mornings are no fun at all!) and then getting together with a fellow trainer to thrash out what we can collaborate on next year.

Do Business Owners Get Lonely?

I've read a couple of blogs and articles recently that suggest they can, but there are steps you can take to overcome the loneliness that working on your own can bring.

The reason I'm thinking about this subject is that, one by one, the meetings I had planned for this week were cancelled or postponed. So frustrating! I've learned from bitter experience to email and confirm an appointment a couple of days beforehand. That still doesn't stop the last minute changes. It's not that I have a problem with people moving a meeting when there is a genuine reason, it's the knock-on effect in my diary caused by having to reschedule that offends my sense of order! Whereas I thought I would be out and about and meeting people this week, I've ended up staying in the office and feeling a bit like a billy no-mates.

I don't think it matters whether your loneliness is caused by working from home, or as the leader of a team, the feeling is very similar.

That's where networking groups, attending seminars, joining mastermind groups all come into their own. I remember when I first started in business nearly 10 years ago, my sanity was saved by going to Chamber of Commerce meetings and finding out to my delight that other business owners were struggling with the exact same issues as I was.

The relationships you form with people you meet are invaluable. You may never do business with some of them, but these business colleagues can be wonderful sounding boards when you meet up for coffee on the occasions when you just have to 'get out of the office before you scream!' Thank goodness I was able to pick up the phone and catch up with a few people before total isolation set in.

Yes business owners do get lonely, but only if they neglect to network and search out like-minded souls.

There's a great lesson from the younger generation on how to network effectively in this blog post. Read and enjoy!

Is it practical and will it be profitable?

Since I 'went public' in yesterday's posting about writing a brand new workshop, my brain has been working overtime! This is typical of most entrepreneurs, we are very attracted to new ideas. We have to guard against being tempted into pursuing ideas that may not be practical, or profitable.

So, I'm going to take this one slowly (at first). I'll admit that I'm very excited at the material and experiences that I already have available to share - but I need to make sure that it will be of interest.

Tomorrow I'm off to a breakfast group and will get some thoughts from people there.

One trait that I've noticed about most business owners is that they generally try to do far too much. They seem to be at every networking event and seminar (and if you watch carefully, you can sometimes see them starting to nod off during the talks because they are so tired). Being so tired is no fun, and it's bad for business because judgement and results are affected. That's one area I know I can help with.

Networking and Newsletters

I don‘t know where September has gone, but it has certainly whizzed by for me! This week started with 4 breakfast meeting possibilities, of which I attended 2. This morning, I returned to a group I haven’t visited since March, because it’s a bit further afield for an early morning drive. It’s a very friendly group (called Ambassadors) and it was lovely to see everyone again.

I’m busy working on my newsletter which goes out to nearly 400 local business owners (and growing!). My ethos has always been to give lots of useful information and keep self-promotion to an absolute minimum.

This month I’ve got a dilemma because there’s so much new stuff to talk about. E-books for sale on the website, taking payments online, and offering a small number of advertising spaces in the newsletter itself. I hope my readers will forgive me!

What surprises me, amongst the many people I meet at networking events, is how few of them write and issue a newsletter. (If they do, they certainly don’t promote it. A Newsletter is such a valuable marketing tool and I have gained new business coaching clients by keeping in touch and providing useful information. Yes, it does take time to research and write the content each month but it’s definitely worth it.

The Heat is Off

I think last weekend saw the last of our brief but welcome Indian Summer. It was wet and blustery overnight and this morning and the forecast is for temperatures to drop quite significantly over the next few days. And it was dark when I walked into the village this morning to get my newspaper!

On the whole, I quite like the autumn and don’t mind the days getting shorter. I enjoy shutting out the world and curling up with a good book – and I don’t feel guilty about doing that if the weather isn’t too great.

In terms of business, a lot of people I’ve met at the recently revived post-summer networking groups have set themselves some very ambitious goals. It’s not only January that spurs business owners on to plan, September has that effect too. They both feel like fresh starts.

Goals can be set at any time of year and, importantly, they can be tweaked and adjusted at any time. Some people think that, once you set a goal, it’s set in concrete. But that’s not true. You can change them, because circumstances change, your business needs change. It’s about recognising that the original goal doesn’t quite serve the purpose you want it to and making the necessary changes.

What goals have you made that need revisiting, and possibly changing?

The Good Things about August

August can be a rather frustrating month when you're a small business owner. Often the people you want to talk to are away on holiday - or rushed off their feet if their business relies on seasonal sales. So, you can't get hold of anyone - but you can relax about following up, just for a little while.

On the other hand, August is often a time when people take stock of their business and their lives and decide to make changes. In previous years I've gained several new business coaching clients because of this.

Many networking groups take a break during August, giving us all a chance to recover from our Networking 'Fatigue' (see previous posts). And in the case of networking breakfasts, we don't have to get up in the middle of the night to be there.

For the most part, rush hour traffic is blessedly light in August, making driving almost the pleasure it used to be in the days before there were so many cars on the road (do you remember them?). There's always an exception however. I live on the South Coast and have to battle with tourists and caravans (locally known as 'grockles', haven't got a clue why!) at this time of year. It's a case of go out before 'they're' up and about or stay off the roads as much as possible!

This is one of only two months of the year (the other being December) that I can indulge guilt-free in my love of writing! Whether it's this blog, new information products, new workshops, new marketing literature - I can scribble or tap away to my heart's content without worrying that I should be out and about. There's little point, there's hardly anyone 'out there'!

Information Overwhelm – or how you can have too much of a good thing!

Over the last few months, I’ve encountered an increasing number of overwhelmed small business owners. Next time you’re at a networking event, see if you can spot one. A dead cert give away sign is the overflowing organiser or folio/bag. This contains all the literature they’ve picked up (just in case), all the notes they’ve taken, or been given, at the multitude of seminars and workshops attended (usually the free ones), yet more handwritten or scribbled notes, this time from the various meetings they’ve had with the numerous specialists who offer free initial consultations (as I do myself!).

Other obvious signs to look out for are the furrowed brow and slightly cross-eyed, glazed expression. These physical manifestations are the result of being given too much advice and information.

At a lot of events, these small business owners are given the opportunity to talk about their business challenges (commonly called ‘wicked issues’ – and avoided by seasoned networkers). Everyone around the table pipes up sharing their experiences and solutions – more information, more advice, more overwhelm.

At first glance, all this information and advice seems very helpful. The problem is that you can have too much of a good thing and end up in the condition known as ‘analysis paralysis’.

This can be avoided if all the information that has been obtained is processed (for relevance), understood and then – most importantly – acted upon. What generally happens, however, is that most of the notes and scraps of information don’t make it into any sort of system, let alone get translated into action. One of the main reasons clients come to me for business coaching is because they want to find clarity and focus to move their business forward.

The overwhelmed business owner can be seen frantically gathering yet more information and arranging still further introductory meetings, in the hope that the next piece of advice will provide the elusive answer and make sense of everything else they’ve been told. And so the cycle continues.

Next time you spot an overwhelmed business owner, do them a favour, by all means buy them a coffee – just don’t give them any extra information!

© Louise Barnes-Johnston, 2005-2007

A very mixed week

Well, I've made it to another Friday! It's been quite a mixed week. Lots of coaching, a bit of networking (see yesterday's post!), and putting the finishing touches on the new workshop I'm presenting on Monday to a group of small business owners. I'll let you know how it goes!

One of the reasons I love what I do is that there is so much variety. Each business coaching client presents different challenges and situations. The newsletters and articles I write, and this blog, allow me to express myself and my opinions (!). The workshops and new products and services give free rein to my creative side. I get to meet lots of lovely people when I want to be sociable, or I can be quiet in my own company when I don't. Every week is very different. I wonder what next week will bring?....