Long term vs short term marketing

 

 I wrote recently about going on the speaker’s panel for the WI.  I have been booked to speak as far ahead as Nov 2015.  Normally when I do a talk I will get at least one piece of work from it, though it could be a year or more later.

 

I would therefore hope to get some work from my talk, though it probably won’t be until 2016.  This is in stark contrast to Google Adwords where your ads appear minutes after you have paid for them, and the payback can be very quick.

 

I feel very fortunate to run a business where I have the luxury of being able to take the long view.

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Public Speaking

 

 

Tips on how to be a good public speaker

Tips on how to be a good public speaker

I went to a great talk about public speaking, and have been trying to put what I learnt into practice.  The main learning for me is to slow down.  Wait for everyone to be quiet before starting, and don’t try to pack too much in.  It makes a huge difference; ever since I have been doing this I have had a much improved reception.

 

Other tips – obvious really, are: be natural, mean what is said, accept the situation and respond to that (in other words adjust to the audience) respect the intelligence of the audience and prepare (it’s a pet hate of mine when speakers haven’t prepared – it is so disrespectful and frankly arrogant)

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Who wants to be an apprentice in Glastonbury?

Who wants to be an apprentice in Glastonbury?

Aghh- my new apprentice has given in her notice, 6 weeks in.  Learning from previous experience I gave her lots of my time, was very nice to her (honest) and paid up front the £2k college fees – non-refundable but which can be set against fees for a new apprentice.

Irritating but I thought it would be quite easy to find another apprentice.  However no-one has come forward.  Apparently there are more jobs than candidates in Somerset at the moment and youngsters prefer to work in WH Smith on minimum wage than take the apprenticeship qualification – all be it on sub subsistence wage, but an investment for their future while they continue to live at home.

Anyone who knows a bright young thing who might fit the bill and lives close to Glastonbury please send them my way.  They will learn lots and be highly employable at the end, even possibly by me.

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My new handbook – “After I Have Gone”

 

It’s been a fun project writing a handbook, “After I Have Gone” for clients to complete to make their executor’s job easier when they shuffle off this mortal coil.  In typical form I have stuck with practical things – what sort of funeral would you like, where do you keep your useful information, who should your executors contact and so on.  There’s actually a lot in it.  I hope it will be of real value.

 

One thing the handbook doesn’t say is – get rid of things you don’t want your executors to find.  You can all imagine what they might be.  I just hope people have enough common sense, but we all need to remember that we don’t know when we will die.

 

I will give the handbook to Will clients but if you would like to buy one let me know by emailing info@purelyprobate.co.uk.  Cost £4.99 plus P & P

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Show Personality

 

Many lawyers feel they must be “proper” and neutral at all times.  But actually what most clients/employees and other people we deal with want is a bit of personality.

 

I heard someone described recently as having no personality.  What could be worse?  I hope I don’t hide behind a professional mask – I don’t think I do, but I hope I will be told in no uncertain terms if I do.  My message to anyone is “just be yourself” and show a bit of enthusiasm for things.

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Giving unwelcome messages

 

 

Giving unwelcome messages is tough. In my business I am always banging on about the importance of how you give bad news.  Over the years I have seen massive fall out from unwelcome messages being given clumsily.  This is often because the giver is embarrassed, uncomfortable or just doesn’t think how the recipient will take the message.

 

The legal profession has a lot to answer for in this area.  We advise people they must be very careful what they say – to the extent that they may even give people scripts to read from so they don’t inadvertently say the wrong thing.  But think how it feels to have a painful message given in this way?  How much better it must always be to be honest, and if necessary uncomfortable.  The trouble is that once the damage is done the fall out can be wide and very long lasting.

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Being an entrepreneur

 

Being an entrepreneur isn’t plain sailing.  There was a report on the radio about an article in the Times to the effect that entrepreneurs – other than the tiny minority who are mega successful – work horrendously long hours and generally earn very little.

Well yes there may be some truth to that.  But I have learnt 2 things.  Money isn’t everything, it all depends what your financial ambitions are.  And there is a great deal of satisfaction in having a good business, employing people and providing a good service. However a business which doesn’t eventually make money isn’t a business at all.

 

And as for working horrendous hours – my ambition is to get to the point where I can employ people to do all the things I don’t like or am not very good at so I just do the bits where I truly add value and get fun out of.  I’m getting there.

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Franchising small businesses

 

Franchising small businesses seems like a good idea.

In small businesses spare capacity is thin on the ground. In any business however good the service or product sold there will be no sales unless people know what you are doing.

Most people fall into the category of either sales people or “doers” – the people, very often highly skilled who deliver the service.  But it is a tall order to ask them to find the time and inclination to sell as well deliver the service.

Many small business owners (including me) have thought it’s a great idea to get more leverage from their systems/insurance/brand awareness by franchising it.  However it’s a challenge for the potential franchisee – who may be a highly skilled technician – if he also has to do the selling bit.  So in my view unless the franchise owner can hand work to the franchisee or the franchisee can afford people to sell as well as do it is unlikely the model can work.

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Small businesses

Man standing in front of organic food store smiling

As a small business owner I meet lots of other small business owners.  They are different to the people I used to deal with working in a big business.  It’s not that one is good and the other bad, but small business owners don’t have the luxury of being able to stay in our niche area of expertise.  We have a go at pretty much everything, and some of them play to Quiet August our strengths and others to our weaknesses.

 

A good thing is that we get to learn what those strengths and weaknesses are.  One of the keys must be to recognise them, and as soon as possible subcontract in our areas of weakness.  But in the meantime we just have to get on with it.  The worst possible thing is to ignore the jobs we hate in the hope they will go away.

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Reverse Psychology and bargaining techniques

images

Reverse psychology and the power of bargaining

 

Reverse psychology means that telling people that they don’t need something/they aren’t ready for it is a great selling technique.  It often has the opposite effect, and even if it doesn’t the potential client will be impressed by your integrity and may come back to you later.

 

Conversely there is nothing worse than someone who is desperate to make a sale.  It is nearly always a complete turn off.

 

The same thing works well when you are buying and in a bargaining situation: you must always be prepared to walk away.  The seller can then choose to bring down the price if they want to – and you have the choice of buying or walking away. And the whole transaction will hopefully be civilised.

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The usually quiet months of August

 

August a quiet month? Think again...

August a quiet month? Think again…
Image source: bhmpics.com

I thought August would be quiet – it certainly used to be.  But this year we are getting plenty of instructions, including a record 2 new probate instructions before 10am on Monday.

Selling is a bit of a drug – the more success you have, the more you want.  When I started I was thrilled with new instructions at a level much lower than we achieve now.  Is it going to have to keep increasing to keep me happy?  I suppose the answer has to be yes – businesses (as one always reads) should not be static.  They need to be growing, and so far mine is.

 

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After I Die

 

 

My creative juices have been working and I have written a booklet – title is work in progress but it will be for my Will clients, and in it they will be prompted to complete useful information to help their executors after they die.  Things such as funeral wishes, but also details of where they have their money and so on.  There is quite a lot to most people’s lives.

 

I have enjoyed writing it, though I’m now at the rather tedious stage of going through it again and again, trying to identify all errors before printing.  Fat chance.

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It is good to do good deeds

 

 

Being an Oldpreneur (the clue is in the title) I am inclined to leave my phone at home/in the car etc so I wasn’t too worried to find I didn’t have it in my bag. So a big thank you to James in Wincanton who found my phone by my car, went to the trouble of ringing my home from it (OK so it isn’t password protected) leaving a note on my car and looking after it until I was able to contact him.

 

I since emailed him to say thank you and he responded that “It is good to do good deeds”.

its very nice living in Wincanton, that is the way people behave. In the most unlikely chance he is reading this I hope he won’t be offended to be called a bit of a rough diamond, which somehow made the experience all the more enjoyable.

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Kirsty Allsopp on her mother’s death

 

 

 

In the Times there was a moving interview with Kirsty Allsopp about her mother’s death.  She said many interesting things but the one that resonated particularly with me was that some of her friends were too embarrassed when they met her to mention her mother’s death.  She said that “its much better to say something than nothing, even if it’s the wrong thing. There are one or two people I’m very close to who have never said anything”

 

I now come into contact with the recently bereaved so regularly I am no longer embarrassed.  However I do remember years ago when I met a recent acquaintance soon after her husband was killed in a car crash.  I was paralysed by fear and awkwardness.  How hard it must be to have to cope with other people’s discomfort around you on top of your own grief.  We all need to stop being so British and get over it.

 

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Being Everywhere

 

 

Here in Central Somerset there is one employment agency which is always represented at local networking events.  The business is only 7 years old, and is still quite small (3 offices) but all the local SME’s must know about it.  The owner is a dynamic and attractive young woman.  She is incredibly upbeat.

There are very few of us with her unashamed ubiquity but it clearly works, she has invested her time, and that of her staff in getting out and about.

Not a bad model to follow.

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