I got to know Helen through Twitter over a year ago and instantly liked the cut of her jib! We are both two plain talkers and had some good online banter. . . . → Read More: Why I couldn’t live without my VA…..]]> …….. okay maybe a slight exaggeration I admit but employing a VA, the wonderful Helen Stothard, has seriously benefitted my business over the last six months.

I got to know Helen through Twitter over a year ago and instantly liked the cut of her jib! We are both two plain talkers and had some good online banter. Since then she has been a key part of my ‘virtual team’ and helped me out in so many ways, even though we’ve still never actually met face to face. She truly is the epitome of ‘virtual’ in Virtual Assistant.

Helen has helped me to :

• Write my first ever business book “30 Day Sales Challenge” and get it published on Kindle and shortly printed and available from Amazon. She’s even managed to put up with my late changes and frequent re-writes.
• Write my second ever business book (weeks after my first…I know…you wait all this time for one book and then two come along at the same time!). This one is to be called ‘Inside The Entrepreneur’s Mind’ and will be published in the next few months.
• Keep me focused on what I do best. My skill is helping individuals and teams to sell better and make more profit. I can now concentrate solely on that without having to worry about other things getting in the way. I know Helen will take care of these in a totally professional way.
• Cracking the whip! I have to confess I can sometimes let things drift and Helen, in her forthright Yorkshire way, makes sure I deliver on my time scales….or else!
• Being in my corner. Working as a solo business owner can sometimes be lonely and it’s great to have someone along with you who you can trust to give you honest feedback and just get you firing on all cylinders again. Helen does that for me.
• Introducing me to her connections. The “30 Day Sales Challenge” has been written as part of a Challenge series from Nikki Pilkington. I’ve known Nikki for a couple of years now but, as she is also using Helen’s services, I’ve got to work with her more directly and hope to do again at some point in the future. Nikki is only one of several great people Helen has put me in touch with.

So if you’re drowning in things that are taking you away from what you’re really good at and need someone ‘virtually’ at your side then you might want to look at working with a Virtual Assistant. If you want, give Helen a call and tell her I sent you.  You can contact Helen via. www.hlsbs.com 

You won’t regret it I’m sure.

In conjunction with Nikki Pilkington and with the invaluable help of my virtual assistant Helen Stothard it’s called “30 Day Sales Challenge”

Over . . . → Read More: 30 Day Sales Challenge now available!]]> As regular readers of this blog will know one of my major objectives for this year was to launch my first book and I’m delighted to let you know that it’s out now and available to buy.

In conjunction with Nikki Pilkington and with the invaluable help of my virtual assistant Helen Stothard it’s called “30 Day Sales Challenge”

Over the course of 30 days, and with a challenge each day for readers to complete, it takes non-sales people from feeling worried about selling products or services and transforms them into loving it!

In particular it helps to:

• Teach you easy ways to get customers to come to you.
• Show you how to close more sales with less effort.
• Show you how to plan and structure a successful sales meeting.
• Manage sales objections successfully so the customer wants to buy from you
• Get your sales mindset right
• Overcome your fear of cold calling
• and much more! 

 ”30 Day Sales Challenge is a key tool for any business looking to develop new business. I say ‘tool’ rather than ‘book’ as this is not something you read, nod in agreement, and then put down. Gary has broken the sales process into 30 daily areas and offered simple yet effective advice on each area. Most importantly he challenges the reader to complete an exercise after each section. Take this book and complete a section each day for 30 days and you will definitely see the difference in the proposals you send out…and in the invoices you issue”

ANDY LOPATA, Author of three books on networking including ‘….and Death Came Third!’ and ‘Recommended’

“Amazing value. 30 Day Sales Challenge will be a great support to those not skilled in the sales art”

MARTIN RADFORD, Business Support Adviser

“I hate selling so it’s a must have for me”

JUDY MANSFIELD, Business Coach

 You can get more details and order your copy by visiting 30 Day Sales Challenge  and see what people think about it by following the #30daysales hashtag on Twitter.

He’d just started a brand new business and I could tell by the tone of his voice that he was already,within weeks of setting up, ready to give up with it. You know when you can just sense something?

He’d had so many people telling . . . → Read More: The one thing that really matters when you start a business]]> A friend of mine recently rang me to ask for a bit of advice.

He’d just started a brand new business and I could tell by the tone of his voice that he was already,within weeks of setting up, ready to give up with it. You know when you can just sense something?

He’d had so many people telling him he needed to set himself up as a limited company, register for VAT, get an accountant, get a bookkeeper, get a website launched, rent an office etc. etc. etc. All the things that are important when you establish a business…but not straight away. No wonder his head was spinning!

I told him the one thing that only truly really matters when you start a business is …..where are your customers? Without customers there are no sales, without sales there is no profit, without profit there is …well, you’ve guessed I’m sure….NO BUSINESS.

All the other things are costs to a fledgling business….without knowing exactly what customers you’re targetting and telling them the specific benefit you will offer …you’re dead in the water.

Fortunately I helped my pal before he’d over committed himself. He later phoned me to say ‘Thanks so much. Yet another problem averted’

If I can help you set up your business in the right way give me a call on 01476 516282 One of my business mentoring programmes may be just the thing you need to make sure you don’t make a similar mistake.

Yes I know I don’t look it (he lied) and have somehow managed to retain my boyish good looks but it’s true.

Today is proving to be a time of reflection on the life I’ve led so far and also a time for planning some new life goals. On the basis that what gets . . . → Read More: Hitting 50 and planning ahead]]> Well tomorrow I hit 50!

Yes I know I don’t look it (he lied) and have somehow managed to retain my boyish good looks but it’s true.

Today is proving to be a time of reflection on the life I’ve led so far and also a time for planning some new life goals. On the basis that what gets written down happens I wanted to publicly share my goals for the next ten years with you.

By the time I’m 60 I want to have achieved/experienced the following:

1. To have swum naked in the sea (hopefully without getting arrested)
2. To have run a marathon
3. To have written and published at least two books
4. To have recorded a CD of songs
5. To have visited Australia again
6. To have taught both my children to ski
7. To have played football at the B2net Stadium (home of Chesterfield FC to those unaware..shame on you..haha)
8. To have traced my family tree
9. To have learnt to play a musical instrument well enough to perform on stage.
10. To have become an international speaker.

 No 11 stands to reason but it’s to keep breathing…without that nothing else matters.

Thank you to everyone who has loved, supported, nurtured and motivated me over the last 50 years, particularly my parents Frank & Marian, my soul mate and wife Nikki, my brother David and my beloved children Hannah & Luke.

See you further on down the road.

Nick helps people improve their communication skills, develop their presentation skills and increase their personal effectiveness in sales and relationships.

Nick let me have some great answers to my eight questions.

Q1 Nick…How would you define an entrepreneur?

For me an entrepreneur is a person who is . . . → Read More: Inside The Entrepreneur’s Mind : Nick Hill (aka. Mr Presenter)]]> Today I’m delighted to be featuring NICK HILL, otherwise known as Mr Presenter.

Nick helps people improve their communication skills, develop their presentation skills and increase their personal effectiveness in sales and relationships.

Nick let me have some great answers to my eight questions.

Q1 Nick…How would you define an entrepreneur?

For me an entrepreneur is a person who is fending for themselves to create an environment where they can be successful, whatever success is to that person. Part of that role involves learning, experiencing new experiences, immersing yourself in a world of personal development and developing your behaviours to meet the needs of the many challenging environments.

Q2 Do you think entrepreneurs are born or made and why?

Speaking to you as someone who is involved in personal development training I’d have to say both. Skills and behaviours can be learned so the opportunity to learn from others and model behaviours means that with the right mindset you can achieve what you set out to achieve. Setting objectives is formula driven. The challenge for most is ‘working out what you want in the first place.’ For me that was the hardest part. I realised that I’ve been what might be called institutionalisation or programmed. Sounds severe but for me it something I believe. We are conditioned socially and develop behaviours. Understanding how and why you operate can be an amazing experience as well as frustrating. Yet there will always be natural born performers!

Q3 Tell me about how you became an entrepreneur

I’ve always worked in sales and from that point of view being as proactive as you can was always a priority. From an early age I’d worked in the restaurant trade when American bar diners were the in thing and made a fortune in tips. Working in IT, Security and Telecomms recruitment sectors for 10 years helped me to understand what I’d refer to as ‘revenue generating machines’ – it’s was a good piece of schooling. After marrying wife, Jen (affectionally known as ‘the Jeneral’) I did a stint on a government project before finally deciding to “do it now or never” and for me, the attraction at the time was the thought of being my own boss. It’s ironic that ‘sometimes’ I wish I had a manager. Self discipline can be tough!

Q4 Tell me about what you think makes an entrepreneur successful

As well the obvious ones, the key is working out your purpose as a business or yourself if you are ‘the brand.’ It’s a higher level of thinking. I’m not a trainer, I give people confidence. Also having the belief and enjoying the good times. Having the ability to ask for help or accept help is not a weakness, it’s a valuable business tool.

Q5 What’s been your biggest success as an entrepreneur?

Success for me is an emotional way of describing how you feel about something. For me, seeing my testimonials is an exhilarating experience. Some of my customers say that their lives have changed as a result of the training. I just see it as me creating an environment where people learn skills at a quick rate. That makes me feel successful. I am driven by high standards and am proud of building a reputation based on helping people become more confident at this thing called business. I’ve worked with some of the worlds leading companies, am about to work in Canada and Las Vegas which was something I remember thinking about working overseas as a 14 year old boy. Living the dream? You tell me!

Q6 And what’s been your toughest challenge?

Easy. Getting over the fact that I don’t know it all and needed more help than i thought. I’m a proud person and accepting assistance was difficult. A phrase my Dad used to say, if you want a job doing right do it yourself’ meant that letting go of tasks has been challenging. Not having clearly defined objectives, not planning as much as I should, loads of stuff. It creates problems. Also accepting that the higher your profile raises, the more people will start to go against you. It’s an emotional roller coaster, sometimes it’s fast, sometimes it’s slow, you get jolted forwards and backwards often!

Q7 If you could give one piece of advice to a budding entrepreneur what would it be?

Just keep focused and be open to the many ways in which you can grow your business. Technology is moving so quickly that traditions soon evaporate. Surround yourself with a network of people that are doing what you want to do. People who value you and who you value. Strive to offer exceptional service.

Q8 How can people find out more about you and your business?

If people want to find out more about me they can go to www.mrpresenter.com and access all the other social media. Then follow @TheMrPresenter on Twitter!

TLC Business Supplies are based in Yorkshire and deliver office supplies, promotional gifts and workwear to thousands of UK businesses….along with free biscuits!

Tom is pictured on the right and you might spot a resemblence to the American country & western singer Kenny Rogers although I can’t see . . . → Read More: Inside The Entrepreneur’s Mind : Tom Lawrence]]> Today I’m delighted to be interviewing TOM LAWRENCE, owner of  TLC Business Supplies.

TLC Business Supplies are based in Yorkshire and deliver office supplies, promotional gifts and workwear to thousands of UK businesses….along with free biscuits!

Tom is pictured on the right and you might spot a resemblence to the American country & western singer Kenny Rogers although I can’t see it myself (he lied) .

1. How would you define an entrepreneur?

Anyone who has set up and ran their own business from scratch. I don’t consider Multi Level Marketeers or perhaps even Franchisors as Entrepreneurs as they are working someone else’s business and systems.

2. Do you think entrepreneurs are born or made, and why?

There is no set answer, it could be either or a mixture of both. I do think that one thing that does define them is a driving ambition for success, whatever that success means to them.

3. Tell me about how you became an entrepreneur?

I worked in sales and made a career move that didn’t work out. A good friend gave me a GOYA (Get Off Your Arse) moment and said if I can do it for them I could do it for myself.

4. What do you think makes an entrepreneur successful?

People skills, determination, tenacity and a will to win. Taking part is not an option that’s why competition in school and sport is an important part of our education. Not winning teaches us to try harder and learn from the last time.

5. What’s been your biggest success as an entrepreneur?

I’ve still to have it.

6.….And what’s been your toughest challenge?

Staff. Growing and building a business means, at some point, employing others. I have learnt so much about people as a result of this.

7. If you could give one piece of advice to budding entrepreneurs what would that be?

This is no soft option or highway to gold plated taps….Building a business is hard work. You must be tenacious and determined or the issues you face going forward will push you over the cliff face. Having said all that there is nothing more satisfying than the profit on the P & L and having made your own decision about a direction seeing it come to fruition.

8. How can people find out more about you and your business?

http://www.4networking.biz/Members/Details/22489 

 www.tlcbusiness-supplies.co.uk

Andy is one of Europe’s leading business networking strategists and has been called ‘Mr Network’ by The Sun newspaper. He is an award winnng author, speaker, trainer and consultant. He’s also a huge Charlton Athletic FC fan . . . → Read More: Inside The Entrepreneur’s Mind : Andy Lopata]]> For the latest interview in my series ‘Inside The Entrepreneur’s Mind’ I’m delighted to be interviewing my friend ANDY LOPATA.

Andy is one of Europe’s leading business networking strategists and has been called ‘Mr Network’ by The Sun newspaper. He is an award winnng author, speaker, trainer and consultant. He’s also a huge Charlton Athletic FC fan but don’t hold that against him…..(only kidding, Andy)

Andy provided me with some typically thoughtful answers.

1. How would you define an entrepreneur?

Perhaps there are two types of entrepreneur. Those who build a business to deliver something they are passionate about, and those who are simply passionate about building businesses.

If I am an entrepreneur at all, I would fall into the first category. I’m not interested in the bricks and mortar of building and running a business. I’m not in this purely with a view to exit and move onto my next challenge. I love what I do and my business is the vehicle by which I can do what I love.

Of course, the most successful entrepreneurs both love growing businesses and love their product or service.

2. Do you think entrepreneurs are born or made, and why?

I think entrepreneurs are made. Many are shaped by their circumstances, perhaps they have been raised by entrepreneurial parents or have had to learn to ‘duck and dive’ through hardship.

Others may find out later in life that they prefer to be entrepreneurial rather than be employed. As long as they are willing to learn, and apply those lessons to their business, there’s no reason why they can’t succeed.

3. Tell me about how you became an entrepreneur?

As mentioned earlier, I’m not sure I would classify myself as an entrepreneur! But I’m certainly not employee material.

In 1999 I quit my job for an American car parking company as I was not happy with the needs of my contract being reliant on the quarterly results on the New York Stock Exchange. Planning to become a freelance writer, my father asked me to help out in a new business network he had co-founded.

Helping out until I found some writing assignments soon turned into a full time job, which turned into a directorship and then I became Managing Director. After eight years, when the time came to leave, there were few employment options for which my experience was relevant, so my Father and I sold out to our Partner and set up a new business.

4. What do you think makes an entrepreneur successful?

A thick skin! The ability to learn, and bounce back, from mistakes and setbacks. The ability to listen to others but ultimately make their own decisions. Above anything else, a strong network to offer support, guidance, ideas and make key introductions.

5. What’s been your biggest success as an entrepreneur?

Staying in business. Our first venture after selling our shares in the business network was a very expensive mistake. We listened to the advice of our network, swallowed our losses and chose a different route.

It would have been very easy to give up and turn around many times. But since that change we have seen revenues grow year on year and the number and size of clients grow with it.

6.….And what’s been your toughest challenge?

Lack of finance, particularly in the economic recession. We lost a lot of money on a failed venture and, apart from a small overdraft from the bank, we didn’t want to take on additional debt.

That’s meant we haven’t been able to invest in the business in the way I would have liked, slowing our growth and frustrating some plans. But it’s also meant that we’ve retained 100% equity and have been able to maintain a positive cash position through frugal accounting.

7. If you could give one piece of advice to budding entrepreneurs what would that be?

Listen and learn. So many people have been there before you. Read their books, hear them speak, attend their training courses and approach one, or more, to be your mentor.

8. How can people found out more about you and your business?

www.lopata.co.uk/ (where they can also subscribe to a networking tips e-zine)

www.anddeathcamethird.com/

www.recommendedthebook.com

www.twitter.com/andylopata

www.facebook.com/networkingstrategy

David kindly spared a few minutes to share his thoughts with me.

1. David, how would you define an entrepreneur?

I would define an entrepreneur as . . . → Read More: Inside the Entrepreneur’s Mind : David Lumley]]> Today I’m delighted to continue my ‘Inside the Entrepreneur’s Mind’ series with an interview with DAVID LUMLEY who is the owner of Revolution Learning & Development, a business consultancy based in the North-East of England.

David kindly spared a few minutes to share his thoughts with me.

1. David, how would you define an entrepreneur?

I would define an entrepreneur as someone who has the ability to spot gaps in markets, put a plan together to exploit or fill it and have the impetus to put their plan into action, regardless of how many hurdles they have to jump over or challenges they face in getting there. And, if it goes wrong will stand up and take responsibility for it regardless of what was to blame for its failings.

2. Do you think entrepreneurs are born or made, and why?

I personally think they are made. I believe that one of the core things that sit behind successful entrepreneurs is confidence, and this is something that is built, not inherited. I know this can be influenced by those around us, but at the same time we all have the ability to deflect the thoughts of others and do what we feel is right – some more successful than others.

For some it may be the dream of being incredibly rich that drives them to be an entrepreneur, many of today’s successful business people were once entrepreneurs. Although they inspire me, I don’t aspire to be them.

I don’t believe I was born entrepreneurial, for me it was more the benefits that running my own business brought i.e. flexibility, I never set out to be massively rich.

For these reasons, definitely not born.

3. Tell me about how you became an entrepreneur?

My first enterprise if that is what you wish to call it was selling items on eBay. As you will see in a later question it didn’t go too well. I was selling downloadable eBooks. I did this because at the time I was experiencing a few debt problems and saw the promise of making extra cash and I was sucked in. As it turns out, this left me more in debt than where I originally started. I didn’t give it enough thought and I simply undercut everyone that was selling similar things. I sold loads, but then began to realise that I owed more in eBay fees that I was actually making

This soon moved onto selling software – titles that no longer had copyrights attached to them (there are a few…I checked!). A bit more successful, but in my eyes still a failing. I was making money off these titles, but the time spent in actually arranging for all of the deliveries etc very much outweighed the money I was making and it wasn’t worth it.

My first real break as an entrepreneur came later on after this, again it was with eBay. I designed a whole suite of training course materials – everything from Trainers Notes to Workbooks and listed those on eBay. I didn’t know at the time how successful this would be, but it was actually the making of the business I ran today.

I was selling up to 10 courses per day and was making enough for a bit of extra pocket money. But, what happened next was a bit unexpected. I started to get messages from people who bought from me, asking for bespoke design work to be carried out. After doing this for three or four clients, I was made redundant from my full time job, right at the start of the recession.

I didn’t know what to do, but out of the blue one of the people I did some design work for called me and asked if I did training delivery. After a conversation with them, I landed a number of dates travelling around the country delivering training courses as an Associate. I had to be registered as self employed to do this and my business was born.

From there I have incorporated as a Ltd Company and have been trading under that for just over 2 years. In this time I still do Associate work for that one client, but have also managed to secure a number of my own contracts and actually have Associates working with me when needed.

I never expected any of this to happen, although I had thought about it, maybe for later in life. It was a risk, but one I was willing to take.

To date the business turnover has tripled in the past two years, it’s making money and is quite stable. I’m not rich, like I said earlier it’s not about that for me, but I do have everything I want in terms of flexibility.

We still list a few things on eBay – not for profit, but it’s a great way to get our name in front of people. The majority of the training materials now sit on a main website where people still but a fair amount from us.

4. What do you think makes an entrepreneur successful?

Determination has to be the first thing for me. If you don’t have this then it’s difficult to get started. It can be quite lonely at first and you hit a few brick walls but having the determination to succeed is a key factor.

Next is a sound business idea. Don’t dive in with both feet like I did at my first attempt. Be sure the idea will stand up and make money. This comes down to having a robust business plan and carrying out plenty of market research.

The ability to network is another good thing to have. It’s a key way of selling your business and idea to others.

And, the ability to spot opportunities and be flexible. It may be that you see another opportunity emerging as you develop your first. Thinking about how to incorporate this into your existing idea is a great thing to have.

5. What’s been your biggest success as an entrepreneur?

I only run this one business, and that has to be my biggest success. I haven’t borrowed anything to get it started. As I said earlier I was in debt to begin with and through working hard I’ve managed to clear that and build the business from there. We don’t owe anyone anything. In my own eyes, that is a success in itself especially considering the time when it started.

The work I’ve won both for myself, and acting as a consultant for other training providers has also been very successful. I seem to get great feedback from the work that I do and this mostly ends up in repeat work.

6.….And what’s been your toughest challenge?

The toughest challenge has to have been when I made the decision to do this. Not knowing where the money would come from and for the first few months it was scary. I had companies chasing me for payments which I had to deal with, at the same time be positive and driven about what I was doing.

I have made some mistakes along the way. The main ones being trying to be a jack of all trades early on and taking any work that was offered. Although most of it was successful, I did get caught out once and had to write my fee of for that day.

Other challenges have been around the HMRC. Since becoming a Ltd Company, I tried what many people will do and try and manage most of the Accounting side myself and only getting an Accountant when needed. This backfired a few times with missing submission dates and payment dates and ending up with fines from HMRC. Lesson learnt…. accountant’s are a good investment!

I’m sure there will be more to come though but I do feel ready for them.

6. If you could give one piece of advice to budding entrepreneurs what would that be?

Be clear about your idea, make sure you do plenty of research and planning to make sure it will stand up. Don’t be scared, if it seems like it will work then do it, maybe not all of it at once but bits at a time.

7. How can people find out more about you and your business?

You can find out more about me at my companies website http://www.revolutionlearning.net/. You can also see the training materials that we offer at http://www.trainerskit.com/and a new venture we’ve just launched http://www.trainingforums.co.uk/