A British Entrepreneur in America

My Business Story

Anyone who knows me will vouch for the fact that business is my overriding passion and I can talk about it to anyone, anywhere, anytime and for the rest of my life.  So I thought I would post my own business story and talk about how and why I got started as well as the triumphs and challenges I have faced.

I was 19 and at college as I left school with a few qualifications, went to further education to get the qualifications I should have got at school, went to further, further education to get the qualifications I should have got at further education and failed!  I went to what is called a Technical College in the UK and it was in a Town called Basingstoke.  There was a young student there called Elizabeth Hurley, the now famous actress and that was about. I must say that in those days, Elizabeth was a punk rocker, with a crazy hairstyle and studs!  I could not believe how stunning she looked all those years later, when I saw her in the UK National press, in that famous black dress!  That was about all it was famous for.

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And it is not just for weight control!

The low carbohydrate diet has been around for centuries and it was popularized initially by an English carpenter called William Banting.  You were not dieting in those days rather, you were ‘Banting’!  The late Dr Atkins brought this to the public over the last ten years and of course, he got mutilated by the powers that be because it was against the mainstream.

If any of you have any doubts as to why this is a good diet then think of your ancestors thousands of years ago – where would they have found fruits, vegetables and grains?  Fruits, even if they existed, would have been eaten by unsavory characters and I remember as a child, we had cherry, apple and pear trees, but I would be lucky to have got a handful of fruit each year before the maggots and whatever else got at it, that is until my Grandfather found a wonder substance called ‘Killerspray’!  But after that of course, we were eating chemicals and not fruit!

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Gatekeepers

I hate poor coaching in anything and sales is no different of course, but it pains me to see people selling information that is not going to enhance a sales career and one of the ‘techniques’ being taught out there is how you can get past or neutralize the ‘gatekeeper’.

The gatekeeper to all you non sales people out there is someone you have to go through to get to your target prospect and this person could be a receptionist or the assistant to the Chairman.  There job is simple – filter calls and salespeople.  Now what most sales people do is to assume that the gatekeeper is not intelligent enough to understand what he or she is selling and aims to steamroller the person into putting them, through to the boss.  One such method in response to the ‘block’ by the gatekeeper and the block was simply to ask the salesperson to put an email summary to the assistant went as follows:

“Your boss cannot afford to wait for an email and what I have to offer him impacts him right now, this very second and when he hears how obstructive you are, he will fire you and if you don’t put me through right now, I will make sure he does hear about it and let’s see if you still have a job”.

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We Live and Learn (Part 2)

It pains me even more to write about my most expensive musical download, but I was reminded about a little overlooked ‘fact’!  We were on vacation in Aruba, with my friend and business right hand lady Nadene and her family.  During my ‘must have now’ musical moment, she offered me to uses her laptop saying that I might as well download the album and whatever else as the daily Internet charge was $15.  “Why would I pay $15 for a song”?  Two days ago I received the bill 0f $222!

~Neil

 

Early Days

I just had a two day visit from my friend and first boss in my recruiting career, Teresa Quinlan.  Now I first met Teresa in 1987, when I joined a division of a company called Metro Computer Consultants and I say ‘division’ because the overall boss was a lady called Toni Cuccozza, who now owns another successful IT recruiting company called DP Connect, based in my old home town of Bromley, Kent , United Kingdom.

I was already a proven and successful salesman at the time and was lured by the ad in the London press talking about a career in IT recruitment.  Toni did a fantastic job of selling me the company and me of vocalizing my resume or CV as it is known in the UK and I was sold on Toni’s passion and agreed there and then to start.  When I arrived at the office to start, I was introduced to Teresa and told that I was needed to help grow the latest division of the Company, placing secretaries!  “Toni I thought I was going to join the IT division”  “Don’t worry darling, you’re such a good salesperson that I need you to help get this business off the ground and you are going to do so well” “Thanks Toni”, I said with a stunned look on my face.

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We Live and Learn

I am officially the Muppet of the week, month or it could be the decade!  I should have known – I am in technology, telecommunications to be precise, I know about downloading, bandwidth and network roaming, I am an entrepreneur, who wants things ‘NOW’ and tomorrow, I will want something different.  I am musical, I love music and when I hear a song that I like, thanks to the Internet, I can get it.  I have an I-phone, I love I tunes and I was on vacation!

That’s why I ended up paying $222 for a download! One song!

Beautiful!!!

For the Network Operator that is!!!

I live, but the learning part…

~Neil

A Short Post

Just a quick note to all of the entrepreneurs, businessmen and otherwise talented people out there:

DON’T ARGUE WITH IDIOTS…..

They will bring you down to their level and beat you with experience!!!

Take note!

~Neil

The Sales Call

Whether you are selling face to face or on the phone, there are four vital points that you need to cover during the call:

  • Who you are
  • What you do
  • Why you are calling
  • What you can do for your prospect

Notice I haven’t covered ‘why’.  The reason ‘why’ will be covered during the four points as if you follow my method, there will be a story of some description involved and that story will outline the reasons to buy and involve testimonials.

Too often, I hear salespeople cover all of the above and successfully, but they still fail to get the attention of their prospect and that is simply because they follow the order in a robotic and businesslike fashion.  You can actually be too businesslike!  What I mean here is that many people deviate from their true personality, jump into ‘professional’ mode and this becomes so transparent to the customer, that without even making a conscious effort, the customer starts to shut down.  Now I am not suggesting that we abandon all etiquette and just be ourselves – rather that we need to make sure that our real personality comes through in everything we do, and this is vital in sales.

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Absolute Madness

So we fail miserably in the World Cup and the manager or coach, whatever you want to call him still has his job!  This is England and no disrespect to Mr Capello, but we need an English coach and it’s not that we don’t have the talent.  Although I have criticized the players for their attitude, the buck stops with the coach and I cannot see any reason why he should still be there.  There has always been controversy and politics in selecting the England coach and many good managers have been sidestepped over the years and for me, why we never had the late Brian Clough, one of the most talented coaches in the history of English football, remains a mystery.

I have an idea – let’s take a vote and I mean a Natinal vote, after all, it is the fans who provide the income for the players wages, managers salaries etc, so let’s create regional voting centers and work our way up to a National decision. I am totally serious about this as appointing the English coach is probably as important as appointing the Prime Minister theses days!  Also, what about the players themselves?  Can they not have some kind of say?

There is too much power in the hands of bureaucrats everywhere and the arrogance of the FA and FIFA is unbelievable.  I have already talked about the lack of use of technology in the World Cup and the arrogant head of FIFA, has now said he will”look into” the use of technology.  How very kind of him!  Does he not realize that without the fans, there is no FIFA and to all of those England fans who saved long and hard to travel to South Africa and watch Frank Lampard put the ball about two feet behind the line only to have the goal disallowed.  So what should have happened – as the referee and linesmen were so far away, any decision is questionable and to then see the evidence before our eyes on TV means the goal should be IMMEDIATELY awarded and the score adjusted.  SImple as that.

So a message to FIFA and the FA – think what would happen if every fan in European soccer boycotted just one match – how much revenue would be lost?  How much confidence would be lost from the sposors who put millions into the sport? What about TV?  You see, we need to listen to the people who really pay the wages.

I promise this is the last rant about soccer!

~Neil

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© 2010 A British Entrepreneur in America