“James was fantastic, inspirational, captivating and thoroughly enjoyable to listen to”

James broke the ice in a light-hearted, informal manner; introducing himself and going over his fascinating journey from redundancy to setting up his own auction house along with this father, right up to his current TV success. From then on everybody remained hooked. And he only kept the momentum going, encouraging people to engage, opening the floor up to any questions.

“I was very impressed with the whole event and the friendliness of it's members”

James even brought along some of the antiquities he's famed for valuing, inviting people to come up and give their own estimation – something not as easy as it looks on television! 

Yes, you’re right, it means asking your clients for introductions to their clients!

We are all salespeople, whether employed or running our own business, and we love to spend time pioneering new frontiers through every means at our disposal including advertising, networking, social media etc.

We are good at it and are quick to see opportunities, but all this effort is focussed on businesses that have not dealt with us yet - no value has been demonstrated.

It is without doubt hard work yet just think how much time we are prepared to spend when a softer target and an easier opportunity exists.

We need to be asking our clients for referrals.

But do we all talk ourselves out of it sometimes?

Why such reluctance when we all believe it is the obvious thing to do…so why don’t we do it more?

The reason is that we seem to have an inbuilt resistance to the subject, don’t have a systematic approach, nor do we train or practice the techniques necessary to succeed.

So, what are the common myths about asking for referrals?

• I don’t feel I’ve served my clients enough to ask!

Ensure you provide value and reinforce this. It buys permission for you to seek referrals.

• I don’t want my clients to think I’m not successful!

You don’t have to beg - Focus on the value you bring to the relationship and how you could bring to others.

• Will I look too aggressive and potentially hurt the relationship?

People respond in kind, so don’t look or act aggressively – most clients would expect you to ask!

• Most clients feel uncomfortable when asked for referrals.

Some clients feel uncomfortable, so ask and back off if inappropriate.

• I am a trusted advisor and by asking for referrals it devalues my special relationship with the client.

They may see value to themselves amongst their peers in making such an introduction…the ‘hero’ factor!

• The client may be seeking a commercial advantage from dealing with me, and may not want to share it.

Acknowledge and suggest leads from non-competitor contacts or sectors.

So, what are the obstacles to success?

• Not adopting a referral mindset – you must truly embrace the concept of asking for referrals and not be half hearted in your approach.
• Failing to enhance your ‘referrability’ – you have not demonstrated your value or reinforced it.
• A ‘shotgun’ approach – share a vision of your ideal client or you will get wrong type of lead!
• Lack of a systematic approach – develop your own technique and failsafe plan.
• Lack of training and practice – it really can’t be done without!

So, how do we get started?

Firstly, use the opportunity during the opening ‘small talk’ to plant referral seeds. By building a close relationship and identifying value you will earn the right to know who your client knows.

Ensure your client does not ‘keep you a secret’ from his own contacts and allow enough time during the meeting to explore the concept of working together. In other words, share your vision of how you can help each other!

You should endeavour to give referrals to your clients and even leave them with a supply of your business cards to help them make introductions.

So what is the technique of asking for referrals?

You must ensure that the value in the relationship is recognised and on occasions reinforced. Discuss what you are doing for your client and the value it creates.

Treat your request with importance, and seek your client’s permission to explore the subject of bringing value to others by suggesting any specific names or categories you are interested in.

Deal with objections

You could be met with objections, but don’t be deterred -validate their position by restating their objection to ensure you fully understand it.

Explore the reasons for the objection and counter where possible. Ask again and if rejected try to plant a referral seed and back off for the moment. You will live to fight another day!

So, why not make a start - get into referral mindset with a planned systematic approach. Be brave, and make it part of every client meeting. It is so much easier than breaking new ground and don’t forget… your client is probably wondering why you never ask?

Edward Winiarski

Giles Insurance Derby

To get the best out of the above tips, why not come to a Derby Hub event. Contact us for more information.

Edward Winiarski of Derby based Giles Insurance Brokers Ltd gives some simple money saving tips for Hub members........

Are you always getting best value when buying personal insurances?

Insurance is without doubt still a ‘grudge’ purchase particularly in these difficult economic times, but with a bit of care you can ensure you at least get best value. The key is not just achieving a cheap premium but getting the right covers without duplicating what you already have and therfore wasting money!

So where do we start?

Well I would always look for what I call ‘invisible’ covers. They are often found in bank accounts, credit cards etc and they are invisible simply because the providers don’t want you to find them. They avoid many claims because customers are simply not aware of what cover they have. It is not unusual to find travel insurance, warranty, vehicle breakdown and many other benefits so it is crucial to identify them and see how they apply to your own specific needs.

In a similar way mortgages can include buildings and contents cover plus mortgage protection and even payment protection insurance.

The total cost of your holiday may well include insurance which you are paying for possibly on an annual basis or within a home insurance!

How often have you continued to renew your AA membership when your new car has at least the first 3 years vehicle breakdown cover as standard?

If you are an employed person, check out in detail your employee benefits and understand them. Why buy stand alone life assurance if your employer is already providing a 4 times salary death in service benefit? This could equally apply to income protection or private medical benefits.

Finally let’s take a look at my personal favourite...Warranty Insurance. Whether you consider it to be good value is up to you and I would not comment, but please first consider the manufacturers guarantee which is sometimes extended without charge by the retailer. In today’s world of disposable technology why continue to pay a premium long after the product has passed its sell by date and has no value at all?

Once you have exhausted the free insurance route it is time to turn your attention to how you can save money when actually paying a premium.

Let’s take Home Insurance first – if you have a high level of security, alarm or regular occupancy make sure your insurer knows as discounts are available. This also applies to Neighbourhood Watch Schemes so take the trouble to discover if one operates in your area and advise your insurer..

Moving on, I can never quite see the real benefit in the extended accidental damage cover on buildings. Whilst vital on contents, it is often included automatically on buildings and to be honest unless you are planning to put your foot through the ceiling whilst in the loft I can see little other benefit.

Finally, if your home insurance includes valuables away from your premises then exclude baggage cover under any travel insurance arrangements you have...another worthwhile saving!

When buying your Motor Insurance, again make sure your insurer is aware of additional security or tracking devices and whether your car is in a locked garage overnight. Don’t buy open driving if only you or possibly your spouse would ever drive and if you are only a very occasional user of your car then you can get a discount by offering to limit your mileage to an agreed figure.

To achieve further savings you could look to restrict your cover to Third Party or Third Party Fire & Theft or elect to take a higher own damage excess for which a good discount is often available.

We have already mentioned travel insurance and if you take more than that one trip per year then annual family travel cover is for you. Don’t forget your ‘invisible’ insurances though...you could already have cover through your bank account, credit card or indeed home insurance!!

Finally a vital tip when buying packaged holiday insurance....read the documents carefully & watch age limits and exclusions or special terms applied to pre existing medical conditions.

So in summary, do shop around. There are many insurance providers schemes and brokers available and premiums can and do vary widely!

Avoid instalmentsif you don’t really need them - they can add up to 8% to the annual cost of your policy!

Resist that persistentcross sell of warranty cover when buying your new 50 inch Plasma TV and do take the trouble to read and understand all your policies – they contain a lot of benefits you may not even be aware of.

Most important of all, always keep a watchful eve on those invisible covers which in the end cost you the least of all....nothing!!

• This article is credited to Edward Winiarski
• Giles Insurance Brokers
• Bezant House, 3 Bradgate Park View, Chellaston, Derby DE73 5UH
• Phone:01332 693200

2. However, this is an opportunity to find out more about some of your colleagues, so try and really listen to them when they are telling you about themselves. Remember the things that are important to them so that you can pass useful 'stuff' or contacts forward to them in the future.

3. Make thoughtful introductions! This doesn't mean 'dumping' people onto passing colleagues, but introducing people to those they may actually like to be introduced to.

4. Don't be a hog! If you're talking to someone and you know that others may like to talk to them, invite others into the conversation and leave the group when appropriate.

5. Remember 'appropriate disclosure' is an essential networking rule and that alcohol can have a profound impact on how much and what we disclose - about ourselves and others! Be known as a good networker, not the company gossip!

6. Make a positive impact. Talk about things that are interesting and upbeat and leave a conversation before it becomes dry or boring. Try not to have conversations about topics that bring you down (perhaps make 'credit crunch' or 'recession' taboo words for this evening!) - they will have a negative impact on your whole aura and make you less attractive to talk to!

7. Is a business card exchange appropriate in this environment? Mostly not, as this is a social event. However, if there is someone you want to keep in touch with, use your card very discreetly or just jot down their contact details.

8. Remember that successful networking is based on what people say about you when you're not there. What do you want your colleagues to be saying about you after the party?

From Rachel Hayward of Community Enterprise Derby, taken from the article by Stephanie Peckham, Director of Magic of Networking.

First of all it is not just attending a meeting, in reality it’s doing something with the contacts that you make at a networking event to start and foster a relationship. It goes without saying that people deal with people, but it is a little more than that, more correctly people deal with people that they know. They used to say it takes 7 touches to convert a prospect to a client with the advent of social media this has now increased and depending who you read this has now gone up to more than 11 touches for the same effect. Meeting someone once at an event will not do it. The people that say networking does not work are those that have failed to grasp this simple concept.

Participate don't just attend.

Business tip from my Granddad I have carried this with me from a very early age, he stated that if a job is worth doing it’s worth doing well. Applying this specifically to networking he meant; get involved.

Accept a roll if one is offered and contribute were you can. Recently Angela has been requesting contact names to invite, and I know that all members have not sent names, but I am not going to name you. If you struggle, you know that list of people that you have recently met at networking events perhaps they would like to come?

Another way to get involved is to attend events regularly and I know there are times when we can't attend but for these instances send a substitute, here's a thought, use our monthly members to sub for you. I know that we are not BNI but arranging a sub works for all sorts of reasons:-

·         It gives you a presence when you are not here and as such it is helping you.

·         It gives our monthly members a chance for more exposure and as such you are helping them.

·         It gives your substitute a chance to say what they do and as such you are helping them.

·         It puts more people in the room and as such helps the Hub generally.

·         Also bigger meets give us a better chance of converting visitors to members; this in terms helps all of us.

Arrange 1-2-1 meetings as they not only help you to understand what people do in more detail, meet on their site, your site or at a coffee shop/pub whichever is appropriate. This understanding will enable you to decide if they can help you or one of your contacts. A good tip is to decide between you how long the meeting will last and then have half each.

The more you do for each other, the more you know each other, the more do for each other. It's a virtuous circle.

To help you achieve these goals I continue our series of “3 tips” that should, if applied, help improve the value of your networking activity:-

• Remove the Sales pressure. If you do not intend to follow up on a lead, say, “No Salesperson will call.” If you intend to follow up the lead on the phone but not in person, say, “No Salesperson will visit.”
• Do your sums before you begin a reward system. Don’t pay beyond what the referral is worth – experts suggest a reward valued at no more than 15% of a project’s revenue.
• Look positive at Networking Events. Enter the room with a smile. No matter how nervous you feel and however much you might be quaking inside, do your best to appear confident. Breathe! When you meet someone, smile and shake hands firmly. Make lots of eye contact (but not in an unblinking scary way). If you have a smile on your face, people will see you as approachable, enthusiastic and friendly (and you will feel a lot better too).

To get the best out of the above tips, again I return to my theme that one of the best ways of increasing your sales and profit is networking and as such I would like to extend a personal invitation to you to attend a quickly growing networking group that meets every Wednesday between 12:30am and 2:00pm at :-

The Derby Hub at the Ramada Encore on Pride Park.  http://www.derbyhub.co.uk/index.php/contact_us/

It would be great if you could attend our next meeting on 31^st October2012 or any Wednesday after that date. Come and have a look and if it suits you become part of an extremely successful format.

By Tony Miles

To ensure that you do not fail come and try networking at The Derby Hub as we continue our series of “3 tips” that should, if applied, help improve the value of your networking activity:-

• Motivate Prospects to respond. If you want a large volume of leads you must motivate prospects to take action. The offer of a sales presentation is not very enticing – actually it’s more likely to repel prospects. They want information, solutions, help, advice, samples, ideas, designs, savings, quality, service, support, assurances or guarantees. When you make your offer more enticing, more prospects will take action.
• Referral rewards aren’t limited to hard cash. They can range from a free estimate, sample or consultation to a discount on future purchases or extra goods or services at no additional cost.
• Arrive early to Networking Events. If you arrive early the number of people will be smaller and more manageable. This allows you to act as if you are the host.

To get the best out of the above tips, again I return to my theme that one of the best ways of increasing your sales and profit is networking and as such I would like to extend a personal invitation to you to attend the quickly growing Derby Hubgroup that meets every Wednesday between 12:30 noon and 14:30 at :-

The Ramada Encore

Locomotive Way,

Pride Park,

Derby,

DE24 8PU

It would be great if you could attend our next meeting. Come and have a look and if it suits you become part of an extremely successful format.

By Tony Miles at Milestone management Solutions

So to ensure that, when you are networking, you do not waste yours but invest it please find below three networking tips, follow these to gain more business from existing customers and to convert more prospects into customers:-

Increase the Quality of your leads. Offer your catalogue, brochure, or other literature for free. Don’t make prospects answer lots questions about themselves – people are wary about disclosing too much information. Make it as easy and cost-effective as possible for prospects to respond.

Reward Customers for Referrals. People lay their reputation on the line when they recommend your product or service. Reward them for doing it. Offer incentives for referrals that turn into business. You could reward them for just giving you a name. This isn’t a gimmick, just an honest appreciation and recognition of those people who have helped you. They’ve taken time from their schedules to do you a favour – reward that behaviour. Remember people remember rewards.

Research the people who’ll be at a networking event. Try to get hold of a list of people who will be at the event and look them up. Identify your targets so that you can bring some focus to your networking.

To get the best out of the above, again I return to my theme that one of the best ways of increasing your sales and profit is networking and as such I would like to extend a personal invitation to you to attend Derby Hub who meet every Wednesday from 12:30 until 14:00 at:-

The Ramada Encore, Locomotive Way, Pride Park, Derby, DE24 8PU

It would be great if you could attend our next meeting on 10^th October 2012 or any Wednesday after that date. Come and have a look and if it suits you become part of an extremely successful format. Don’t forget if you can’t make this Wednesday then please mark your diary with a future date, or take a look at our video on You-Tube here http://www.youtube.com/watch?v=BR_dJPw8IUE

By Tony Miles, Milestone Management Solutions Ltd

We have found networking the best way of investing in these relationships and I have included below 3 tips that should if applied help improve the value of your networking activity:-

• Follow up leads within 24 hours. Many good lead generation efforts go to waste due to poor follow-up. Some studies show that response rates to a follow-up call can diminish by 50% if you wait just 48 hours, and as much as 90% if you wait a whole week.
• Create a referral form. Design a referral form and include it in your outgoing mail, with your newsletter, and e-zine and post it on your website. Since people are often unsure whether their contacts will find your product or service useful or relevant help them by asking questions that relate to the benefits your product or service provide (for example, “Who do you know who would benefit from…..?” or “Who do you know who needs help with [the problem that your product or service is resolving]?”
• Check your business card. Ensure your business card accurately describes what you do. People might not remember you, but your card might be enough to get them to phone you. Print on the back of cards. Make your cards memorable.

To get the best out of the above, again I return to my theme that one of the best ways of increasing your sales and profit is networking and as such I would like to extend a personal invitation to you to attend a quickly growing Derby Hub group that meets every Wednesday lunch, 12.30 - 14.00 at the Ramada Encore on Pride Park, contact Derby Hub to book your place.

by Tony Miles of Milestone Management Accountants

• ROM - Relevance of Meeting. Is the group appropriate for your industry
• RAM - Roam and Mingle. Look at the attendance list and find the folks likely to have synergy with you
• IT- Intelligent Tracking. Do the research on people you have met before ou have a one to one- Facebook/linkedin their Website
• Server. Give out good smiley vibes- no one loves a moaner/misery/grump
• PC - Personal contacts-. Who could you invite to the meeting to increase variation in attendance
• CPU - Contact people urgently. If you have made a useful contact don’t let them get away
• Mobile working. Don’t sit down on your own- be aware of strangers on their own move over to them
• G3. Go regularly to meetings. Gather other people’s needs first before revealing yours. Get business cards.
• Processor Speed. People speak too quickly when doing their 60 seconds- brains can't process it so slow down.
• BITs. Use any bits of info you gather from attendees- can you connect them to others you know not in the room?
• Bites. Meeting someone at one of these meetings is a small bite of their lives- arrange a one to one for the full meal deal!
• LAN - Love all Networking. It will pay off handsomely.
• WAN - Wait... and Nurture relationships-. Don’t rush things; everything comes to he who waits...

Get your free business guide packed with powerful tips from an expert in transforming one-off clients into loyal, repeat ones

As a committed, ambitious business owner, you’ll already be well aware of the importance of turning one-off clients into loyal, repeat customers who do business with you on a regular basis and are happy to refer their friends and colleagues to you. However, many businesses still struggle to make this a reality, even if they are offering an excellent product or service.

Here’s some food for thought – research has shown that on average, 75% of first-time customers and clients for any business do not become repeat customers. Now look at your current list of clients, imagine how much business you are currently losing, and then imagine how rapidly your business would grow if you could lower that figure…

Well, this guide will show you how… and it won’t cost you a penny!

Marylou Booth of Training Works is a new member of Derby Hub and she would like to offer you a free copy of her new business guide, How to increase your profits by giving excellent customer care. Seven steps you can take this week.

Inside you’ll find all the most crucial things she has learnt from the 20 years she's spent helping a wide variety of organisations perform at a higher level. This includes…

• Understanding the lifetime value of each customer – a concept that will transform the way you interact with your customers and clients
• Why great customer care leads to tangible business benefits
• How to handle complaints in order to turn unhappy clients into delighted ones
• How to make phone conversations much more productive, so you can make more efficient use of your time
• The right way to take messages (it’s amazing how many people get this wrong!)
• How to write friendly but professional emails that get answered
• Making customer care part of your company culture at all levels

And much more!

So request your download copy now, and if you would like a paperback version, please mail marylou@trainingworksuk.co.uk

The link to download the free ebook can be found here http://www.trainingworksuk.co.uk/

“A successful person realises his personal responsibility for self motivation. He starts with himself because he possesses the key to his own ignition switch. Kemmons Wilson – Founder of Holiday Inn Hotels
Although not politically correct, it works as well for “she” as it does for “he”, the principle is right. So motivate yourself to press your ignition switch and get out there networking. To help you with this have a look at another set of “3 tips” that should, if applied, help improve the value of your networking activity:-

• Deliver an outstanding service or product so that customers want to recommend you to others. When they do that, thank them for the recommendation – people like acknowledgement. It doesn’t have to be an extravagant gesture: a simple phone call or a personal note to acknowledge what they have done will have an enormous impact. If you have the budget for bigger rewards then offer something more. (You could see Terry Dorr of Impress Promotions if you are short of ideas.)
• Decide on your goals for every networking event. What is your purpose for attending a particular event? Is it: to meet certain people; to find prospective customers; to find a resource you need; to make a new friend; or to nurture existing relationships.
• Ask for referrals in writing. Expand your referral process: at the end of your printed material, e-mails and website say, “We appreciate referrals” to remind your customers that you want referral business. Write to your clients and ask them to refer a new customer to you.

A recent case has highlighted the importance of keeping track of any Guarantee you have given.

In Greene King v Quisine & Shasha, Shasha guaranteed Quisine’s lease. Greene King covenanted to endeavour to tell Shasha whenever rent was two months in arrears. Greene King did not. The Court held that Shasha was still liable for the arrears.

The moral is ‘Keep checking the amounts you have guaranteed are being paid’

Under section 17 of the Landlord & Tenant (Covenants) Act 1995, a landlord must, when arrears become six months old, serve notice on a former tenant and it’s guarantor to recover further arrears. But section 17 only applies when arrears accrue for more than six months and do not apply to the current tenant’s guarantor.

Remember, there are no guarantees in life except death, taxes AND PERSONAL GUARANTEES !

This is not legal advice; it is intended to provide information of general interest about current legal issues.

Martin Jinks, Senior Partner & Notary Public

Bakewells Solicitors, 64 Friar Gate, Derby, DE1 1DJ

T: 01332 348791 / E: martinjinks@bakewells.co.uk

1. People must remember you.            

• Make sure you have a good, clear informative name badge.
• Carry your business cards and have them ready to hand out.
• Have brochures with you to explain your products and services.

2. Set a goal for the number of people you want to meet.

• Be realistic if you know you only have time to follow up 5 people make sure you only get 5 people to follow up.

3. Act like a host not a guest.    

• Be the first to greet people, thank them for coming and ask what they do.

4. Ask open questions.

• Who, what, where, why, when and how. Make sure every question starts with one of these.

5. Introduce people wherever possible.

• Don’t get stuck with one person, try to pass people on to others you have met and may be of help to them, 1 mans bore can be another man’s best client.

6. Describe your products and services.

• Don’t leave people questioning what you do, ensure they have a clear understanding of your products and services.

7. Exchange business cards whenever possible.

• Always ask for 2 cards and ask if it is ok to pass on the card to anyone who may need their services.
• Always give 2 of your own cards and ask them to pass 1 on to anyone who may benefit from your services.

8. Spend no more than 10 minutes with people you already know.

• If you see Bill down the pub every Friday why spend half an hour chatting to him now.

9. Write comments on the back of business cards.

• It is always great when you call someone to follow up and it seems as though you remember them as you would your friends.

10. Follow up with all the people you wanted to meet again.

• Why do all the hard work of networking to let 'the prize' get in touch with a competitor.

Twitter RT

ReTweet @derbyhub Tweets and Derby Hub members’ tweets.

RT/Share the Hub blogs, education slots and any other content posted on the Hub website.

- Sign of appreciation and promotion of fellow Hub members’ content.
- Can, and should, spark conversations
- Set up a “Derby Hub Members” Twitter list to easily follow Hub members’ tweets

LinkedIn Group

- Periodically check the LinkedIn group for discussions posted where you can add value, based on experience/opinion/support/suggestions etc.

- Once per week post a question/blog/article/top tip etc to the group in order to spark engagement, not only with Hub members, but also non-members.

Facebook Page Engagement

- Comment on, and share, Hub members’ posts where you can add value, and/or the content is relevant to your profession/industry/audience.

- Share each members Facebook page with your personal Facebook friends.

Community Management

- Set up Derby Hub mention alerts on dashboards (e.g. TweetDeck or Hootsuite) or email (e.g. Google Alerts) to listen out for mentions of The Hub and/or its members.

- Engage with those mentioning Hub (potential visitors/members), and welcome them into the online community.

Blog Post Engagement

- Comment on and share each other’s blog posts, where possible/relevant.

- Write a blog post in response, and/or conjunction, to another members’ post.

Inheritance tax issues too often are forgotten about until death and this gives rise to special difficulties for farmers, especially smallholders. As they grow older their farming activities may lessen and their income may decline as well. As health deteriorates it may be necessary to move to a residential home and, if occupation of the farmhouse or bungalow ceases, so does agricultural relief.

This is not legal advice; it is intended to provide information of general interest about current legal issues.

A good attitude is important in all walks of life, but especially when Networking – a bright smile, a friendly greeting and a warm handshake will help to create a great atmosphere at meetings. Other ways of showing a good and positive attitude are:

A - ALWAYS ARRIVE EARLY TO MEETINGS AND EVENTS
Gives you a great opportunity to network and be the first to meet visitors at meetings and shows commitment.

T - TAKE YOUR TOOLS WITH YOU – EVERYWHERE
Your Business Cards, Diary for follow ups and wear your name badge.

T - TIME
Spend time with people there. Have one to ones, speak on the phone to the other members regularly.

I - INTEREST
Take an interest in your fellow members through one to ones.

T - TELEPHONE
How can you be paying attention to what everyone else is saying if your phone goes off in a meeting.

U - UNDERSTANDING
Promote understanding by educating your fellow members about your business and the type of business you are looking for.

D - DELIVER
Always deliver what you promise – follow-up on all referrals and thank those who have gone to so much trouble to find business opportunities for you.

E - ENTHUSIASM
Be enthusiastic at all times. It’s amazing how infectious your enthusiasm will be.

If A = 1%, B = 2% and C = 3%, and so on what does ATTITUDE equal?

A = __%
T = __%
T = __%
I = __%
T = __%
U = __%
D = __%
E= __%

Total =___%
 

Every week we stand up and give our 60 second commercial, during which we hope that everyone around the table is listening and thinking about how they can find referrals for us.

Let’s start making it easy for everyone, let’s give each of our Derby Hub colleagues all the information they need to find us those quality referrals week after week after week.
So what makes a great 60 seconds?

There are 6 parts to your effective 60 seconds:

1. Tell them who you are. Your name and your business name is enough (5 Seconds)
2. What do you do, here this should be what difference do you make, we all know Accountant do your tax returns and IFA’s deal with pensions and investments, but don’t Accountants also ensure you don’t fall foul of the law and IFA’s help you fulfil your life long dreams (5 Seconds)
3. How do you do this? An IT Specialist 25 year’s experience, a graphic designer may work with some prestigious clients, what have you done? & how have you done it? (30 Seconds)
4. What to listen out for. Help your colleagues by giving them hooks to listen for. A printer might want someone not happy with their business cards, a letting Agent, a landlord trying to do it all themselves. (10 Seconds)
5. Call to action. Who do you want to be referred to? Anyone is too vague, be specific, have a profession or a company name, or even better a specific person you want to speak to. (5 Seconds)
6. Finally your memory hook, make your colleagues remember you. Finish with your Name your company and your strap line. A Solicitor dealing with wills might want to use. Our clients make money the old fashioned way - they inherit it! An Accountant might use we teach you the difference between tax evasion and tax avoidance. And an IT Specialist. We want you to swear by your computer not at it. (5 Seconds)

Take time to plan next week’s 60 second commercial:

1. Your Name and Your Company Name
2. What do you really do? How does that help your customers?
3. How do you do this?
4. What should you listen out for?
5. Call to action, who do you want to speak to?
6. Your Name, your Company Name and your Memory Hook.

Facebook has its $100billion (£31billion) floatation on the New York stock market today and intends to grow by targeting advertising to mobile internet users which account for around 50% of Facebook’s 250million daily visitors. This makes for a formidable advertising audience who can be very specifically targeted because of the personal data Facebook holds on each of its users. Similar personal information is collected by small automated software programs called Cookies which are used on most websites, the technicalities of which are discussed in Matt Fitton’s previous blog.

The UK has now brought into force regulation for the collection and use of such personal data and this has been implemented by the snappy titled Privacy and Electronic Communications (EC Directive) (Amendment) Regulations 2011 which come into full force on 26 May 2012.

This means from 26 May any website which collects data from their visitors must obtain a specific permission from the user before collecting the data. It is not restricted to websites with advertising banners or companies selling products via their website it is likely to affect almost every website. Merely tracking visitors to your website requires the use of a cookie, so those using Google based web tracking analytics programs watch out.

Time will tell how the regulation will be policed and enforced but do not be surprised if the Information Commissioner comes down hard on companies flouting the regulations. Full guidance can be obtained from the Information Commissioners web site www.ico.gov.uk and take a note of their interesting interpretation of what is required to comply with the regulations when you visit their website.
For more information contact Craig Pattison, Associate Solicitor, Bakwells Solicitors, Derby. 01332 348791 craigpattison@bakewells.co.uk.

Last week's presentation was by: Craig Barker, owner of Derby based creative company company Baseline.

Shift Perception - An introduction to branding for SME’s - by Baseline

This is an introduction into branding, some things you may have thought of, but some you may not...

Definition of branding: The marketing practice of creating a name, symbol or design that identifies and differentiates an organisation / product from other organisations / products.

A company’s brand identity is communicated using some of the following tools:

• Name
• Logo
• Colour scheme
• Words
• Images
• Etc

Other important considerations - people, you, your staff...

Your personal brand is very important when engaging in ‘people based’ communication activities. On the phone, face to face, written....

Your personal brand directly reflects on how people perceive your business. In a nut shell, if you want people to have a certain impression of your business you need to put this across in everything you do.

Every communication that you or your business makes says something about you and your business. For example, when you are not there, your business card and website tell people everything they need to know about you and your business. The question is do they tell your potential customers what you want them to?

Step 1 - Planning

Decide who your target market is and what message you want to communicate to them. What do you want them to assume about your business?

Affordable, high quality, approachable.... make your own list...

Ideally you should have a marketing strategy from a trusted marketing expert.

This will help you to understand your message and your target market, then everything else that you create must keep this in mind.

Step 2 - Review

Have a look at your business with fresh eyes, does it give the impression that you want it to?

• Research your competitors, what do they do well and what do they do badly? Learn from that.
• Ask other peoples opinions and get them to be brutally honest, speak to your target market.
• What do they assume about your brand?
• Is it modern or traditional, cheap or expensive?
• Do the colours appeal to your target market?
• Are the words right?
• Most importantly, is it memorable?

Just because you like something, it doesn’t mean it is right for your business.

Step 3 - Business Branding

Below you will find 10 tips for creating or improving your brand:

1. Research and plan. Know that you are doing things for a reason.
2. Get a great logo. Place it everywhere.
3. Write down your brand messaging. What are the key messages you want to communicate about your brand? Every employee should be aware of your brand attributes.
4. Integrate your brand. Branding extends to every aspect of your business: How you answer your phones, what you or your representatives wear to meetings, your e-mail signature, everything.
5. Create a "voice" for your company that reflects your brand. This voice should be applied to all written communication and incorporated in the visual imagery of all materials, online and off. Is your brand friendly? Be conversational. Is it corporate? Be more formal. Etc. If you are not good with written words, hire a professional, no point looking great if the content is poor.
6. Develop a tagline. Write a memorable, meaningful and concise statement that captures the essence of your brand. I always start with the marketing message, your target market and the list of things that you want people to assume about your business.
7. Design templates and create brand standards for your marketing materials. Use the same color scheme, logo placement, look and feel throughout. You don't need to be fancy, just consistent.
8. Be true to your brand. Customers won't return to you, or refer you to someone else, if you don't deliver on your brand promise. That includes the way you present yourself. Are you efficient, forgetful, always late? Time to change?
9. Be consistent. This tip involves all the above and is the most important tip on this list. If you can't do this, your attempts at establishing a brand will fail.
10. Get expert advice. Everyone needs to start somewhere, but there is no replacement for specialist qualified help.

To sum up

If you have done a great job and spent money, making sure your business appeals to the right people and get’s the right message across, do you let it down when you walk into a room?

Your business is classy, elegant, powerful, intelligent... When you walk into a room do you give off the same impression?

Every representation of your business says something about it whether it is your logo, your website, your written communication, your verbal communication or when you meet in person.

Start with a plan and then make sure every element of that plan is targeted towards achieving your business goals, including you.

If you need more advice in this area please, call Baseline on 01332 419803.

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One important part of this programme involves establishing a grant/loan scheme that will:

• enable existing businesses with genuine growth potential to secure funding to assist their creation of new jobs.
• enable start-ups and micro-businesses with less than 10 employees to secure funding for their development and expansion.

Businesses will be expected to provide matching funding on a 1:1 basis.

The Government requires Derby to evidence the demand for such a grant/loan fund and how it might be used - i.e. the range of support that the funding would help pay for.

DNCC and Derby City Council therefore would be very grateful if businesses would take 2 minutes to complete this short online survey.

http://www.surveymonkey.com/s/securingderbysfuture

The work programme is the Government’s scheme for longer term unemployed people, typically 9 months plus. It is delivered by A4E and Ingeus Deloitte in the East Midlands area, and supported by a number of subcontracting organisations. In Derby, for A4E, this is Community Enterprise Derby, Seetec (Derbyshire) and the Chamber of Commerce.

The wage incentive will be available if you employ someone for 16 hours or more each week. There will be a part-time rate of £1,137.50 for work between 16 and 29 hours and a full time rate of £2,275 for 30 hours or more. This will be paid 26 weeks after the employee starts work. Small businesses (less than 50 employees) can also claim a part payment 8 weeks after the employee starts work.

Wage incentives will be primarily available to private, voluntary and community sectors and social enterprise employers.

Young people who are on the Work Programme will have been out of work and claiming benefits, typically for at least 9 months. They will be working with a company to help them find work, over and above their regular claiming at the Jobcentre. If you are unsure, ask the person, they should know what scheme they are on.

This is only available to young people on the work programme – the money will come via A4E or Ingeus, or through their supply chain.

Last week's presentation was by: Samir Fahmy, owner of Derby based office supplier: Optimum Buisness Supplies.

The presentations was: Tips to get the most from your office paper.

1. Personality

Consider the life span of your printed piece. Is it a direct marketing piece, that on a good day, 5% of the recipients will look at? Or does your piece have a longer life span like an annual report, a marketing brochure or catalogue?

The personality of your piece, its life span, texture, colour and coating determine the price range and quality of your paper, in addition to your budget.

Ask yourself what impression the piece should make. A non-profit organization asking for financial support sends a mixed message when its mailer is printed on a premium stock. Premium paper suggests luxury and the recipient may think, "why bother, they seem to have enough money anyway."

If you are printing a job that reflects environmental issues, choose papers with recycled content, visible fibres or a mixed composition with a lower brightness and a texture that conveys the environmental feel.

For projects that suggest luxury, metallic, iridescent, suede, leather and other specialty papers create a stunning first impression.

2. Finish

If colour and crisp image or photographic reproduction is your concern, a coated gloss, matte or silk sheet is always a great and safe choice. But, there is definitely a trend toward uncoated sheets.

The paper is not only there to give the ink a foundation, but to enhance the design of the image you want to portray.

3. Colour

There is white, white and white. And let no one tell you anything different. Papers are available in blue-white, balanced white, natural white, soft white -- you name it.

Blue-whites, which are very popular at the moment, have a higher-brightness and allow colours to stand out, while warmer whites, which have a lower-brightness, are more comfortable on the eyes for reading or extended viewing.

As you can imagine, not every white fits every purpose. Don't print warmer tones, such as skin tones, on a blue white sheet. It can easily make healthy-looking people look grey. This is what warmer white papers are made for.

As for coloured paper, it can enhance a one-colour job and serve as a background cover, but it can also affect the appearance of the printed text and images. Blue ink on an ochre-yellow sheet will look green.

4. Weight

If your project will be printed on both sides and especially, if heavy ink coverage is involved, the paper's opacity is crucial. Make sure the paper you choose does not allow any show-through. If in doubt, go one step heavier in weight.

If you are working on a piece that will be mailed, the weight of the finished piece is a major consideration. Watch out for postage costs.

There is something else you should remember: if bulk and weight are important, an uncoated sheet will work better for you. Due to the clay coating, a coated paper will weigh more than its same-sized counterpart. Even though it weighs less, the same piece printed on an uncoated sheet will be thicker because uncoated paper naturally has a higher bulk.

5. End Usage and Distribution

Will the piece be mailed, mass mailed or handed out personally to selected prospects?

We discussed mail-outs earlier, so watch out for overall weight and when choosing reply or post cards, make sure the paper is rigid.

For educational or reference pieces with a long life span, pick a paper that offers sturdiness and durability. Synthetic papers, for example, have proven to be a great alternative to index stock, when it comes to tabs.

If a piece is handed out personally, you are home free -- no postal regulations, no weight constraints -- well, nearly none. Will the person handing out the piece or the recipient want to make notes on the piece? In that case, watch out for coated gloss papers or varnishes. Few pens write well on them and your prospects will be frustrated.

In cases where a lot of handling occurs and you are worried about fingerprints, a coating or varnish is definitely the way to go.

For more information call: 01332 200086

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The event was truly inspiring, with a magnificent presentation by business entrprenuer, Rachel Elnaugh.

The event was sponsored by Yvonne Gorman of Essential Print Services.

Below you will find some photographs from the event, taken by Cactus Images.

We also had some beautiful flowers at the event which were provided by Riverbank Floristry.

If you like the sound of Derby Hub, why not attend our next monthly showcase event, click here for more details.

Last week's presentation was by: Karen Sheldon, owner of Derby based IFA Sheldon Financial Services.

Advantages and Disadvantages to putting commercial property in pensions;

Examples of advantages are....

• The ability to buy a property from which the member can operate their business, without significant outlay to the company / individual(s)
• The SIPP/SSAS can purchase a commercial property that the member(s) or their business actually already own (provided it is purchased at the market value);
• There is no limit as to the number of properties that can be purchased through a pension scheme (providing funds are available);

Examples of disadvantages are....

• The pension fund is locked in and is not readily accessible until minimum retirement age which is currently 55;
• 25% of the fund can be taken as a tax free lump sum with the remainder being paid as taxable income;

Allowable property

In general...property or land wholly used for commercial purposes, examples include:

• Offices
• Retail units
• Industrial units
• Factories
• Warehouses
• Agricultural land
• Other land used for commercial purposes (e.g. an equestrian centre or a campsite)

Not allowable

Residential property or property suitable for residential use

• Houses / Flats / Apartments
• Holiday Cottages / Villas
• Ski Chalets
• An office built in the garden of a residential property

Partially allowable

In limited circumstances a building that is predominantly commercial but has an element of “job related residential property” may be allowable.

• A caretaker's flat that is part of a commercial site
• A flat above a shop that is leased from the scheme with the shop
• A hotel / pub / guest house with manager’s accommodation
• A nursing home with staff accommodation

For more information call: 01332 200333.

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Why local businesses need to get involved...

Yvonne Gorman, Owner of Essential Print Services explains why her business is involved in local Business Networking, in particularly, Derby Hub;

“Networking has always been essential for my company’s growth and support. It continues to be an integral part of my marketing mix. The majority of my new clients originate from networking groups that I have attended. It is clear, that the more involved I become, the more my business gets out of it, not just in sales but in support too. You have to be genuinely enthusiastic for the group and want to help others. People can soon spot a ‘phoney’ or a ‘hunter’- someone who is all too keen to slap their business card in your face and want to sell to the room.

For me, networking is all about creating relationships and bona-fide business partners. A place I can find business owners who I can help and collaborate with. Networking is a great forum for finding credible suppliers – let’s face it, someone is less likely to be underhand, if they have to face you on a regular basis. A bad word will spread like wild fire amongst a networking group.

When I was asked to be on the Committee for Derby Hub in October last year, I was delighted to accept. Derby Hub offers an informal meeting place for business owners and established companies to meet on a regular basis, share contacts, referrals and generally help each other out.

Their ethos is ‘sharing business excellence’ and the members do just that. Whenever I’ve asked, ‘can you help with….?’ or ‘do you know someone who…?’ I can guarantee that I’ll walk away from the meeting with a handful of contacts and free advice. During their weekly meetings, members give a short commercial about their business – just a minute or two. At the end, that member or visitor is encouraged to give the group one business tip or piece of professional advice. This is the part of the meeting I enjoy the most, because you often get to see a different side of people and get a good idea about their personal beliefs and views.

Derby Hub’s monthly events are fantastic. The next one, which is later this month on 23rd February at Breadsall Priory, is set to smash all previous attendance records. That’s not just because of Derby Hub’s increasing popularity, but because they have a high calibre keynote speaker; Ex-Dragon Den Star, Rachel Elnaugh, who set up ‘Red Letter Days’ on a shoestring budget. Rachel will be sharing her highs and her lows with everyone who attends.

I’d recommend any business owner or anyone hoping to start a company, should book their ticket quickly. It will be a truly inspiring event.

To see what their event was like in January, take a look at this video: Derby Hub Video

If you would like to discuss Derby Hub, or business networking in general, I’d welcome a conversation with anyone.”

For more information about Yvonne’s business networking experiences or about Derby Hub, why not request an invite to next weeks meeting.

This week's presentation was by: Yvonne Gorman, owner of Derby based print company Essential Print Services.

Brochure Printing - My Top 5 Print Tips:

1. Brochures are like chocolates – Make them last as long as possible
   If you’re going to invest time and money in producing a brochure, don’t include information that may give it a short shelf life.
2. Design & text - Less is more
   Let imagery and graphics do all the talking and keep text to a minimum. I find that customers like to browse and look at pretty pictures than read endless amounts of text.
3. Pictures paint a thousand words
   ...but just because you have a camera, doesn’t make you David Bailey. If your images are not good for the job, then it may be time to hire a professional. Choose the right professional for the job. This will save you time and money and get the best results. If you don’t know any good photographers, I know plenty and I'd be happy to recommend them.
4. Show me the paper! Request samples
   Any decent printer will be happy to provide you with plain mockups of a brochure free of charge. If the brochure is being digitally printed, then you can request a printed mockup on the actual stock before you go to print. This way, there are no nasty surprises.
5. Order the essentials
   I’m a firm believer of only using and ordering what you need. OK, it doesn’t cost that much more to get double the quantity. But if you don’t get chance to send out the extras, then they are a false economy. I’ve lost count the amount of times I’ve heard, “the last printer sold me too many brochures and now we’re moving offices so they’re just going to gather dust – can you print me some stickers to put over the address?”Just buy what you need.

Don’t be afraid to let your print supplier know that you’re after a really good-looking brochure, that feels like quality but doesn’t cost the earth. It is possible. They’ve just got to use their initiative and think outside the box.

This is the disadvantage of using an internet based printer. There’s no one to call upon for advice. By typing in the spec you think you want, it won’t suggest a better way of doing things. Your artwork may go through an automated system and it quite often gets printed regardless of the quality or any errors.

If anyone needs advice or ideas, now or in the future, please don’t hesitate to contact me. I’d be delighted to talk to you or your contacts. What may be daunting or boring for you, is really fun and exciting for me.

So make my day – give me a call on 01332 418377.

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Essential Print Services are on Twitter and Facebook.

If you would like to know more about this member, why not request an invite to next weeks meeting.

For those who have yet to experience a Derby Hub event, this short video will give you a good insight into what it's all about.

Derby Hub is run - by the members - for the members.

Uniting Derby's Business Community - Sharing Business Excellence

Why not attend one of our monthly meetings to find out more information?

Video by Haystack Productions.

Below you will find a charity event in aid of Sight Support Derbyshire, which you may be interested in:

Colin Todd and Michael Johnson Confirmed as Guests of Honour for Charity White Collar Boxing Event

Former Derby County defender, Colin Todd (who played at the Baseball Ground from 1971 to 1976, and briefly managed the club in 2001) will be one of the Guests of Honour at the forthcoming charity white collar boxing event, which will be raising essential funds for Sight Support Derbyshire. The organisers are also delighted to announce that Colin will be joined on the top table by Michael Johnson, who played centre-half for the Rams from 2003 to 2008.

The charity event is being organised by Clive Fearon, a former professional boxer who runs the One Nation Health Studio in Derby; he has organised a total of 4 charity white collar boxing events at the Pride Park Stadium for 2012, including the next one that takes place on Saturday 11 February.

The tickets are priced at £50.00 per person for the event, which includes a 4-course dinner, the boxing event, a charity auction and after show party. TV funny man Charlie Hale will be the compere for the evening. Tables of ten are available at £450.00 and tickets for the fight only are priced at £25.00 per person.

Clive Fearon has organised a number of white collar boxing events and with his professional background he both trains and referees to ensure that the fighters are well matched and the bouts are fair.

For tickets and more information visit: www.onenationderby.co.uk

Sight Support Derbyshire

Since 1914, Sight Support Derbyshire has been providing essential support and services to blind and partially-sighted people to help them to become independent.

Sight Support Derbyshire helps provide understanding and education about visual impairment, with a variety of services including a helpline, information days, support groups and activities.

Their aim is to extend their services to help benefit every visually impaired person in Derbyshire and it is events like this that helps to generate much needed income.

Website: www.sightsupportderbyshire.org.uk

White Collar Boxing

White collar boxing began in the USA in the late eighties/early nineties and the sport’s spiritual home is Gleason's Gym in Brooklyn; the financiers of Wall Street provided most of the early competitors (hence white collar boxing). By the mid-90s the sport had crossed the Atlantic and regular events were being held in London; by 2000 white collar boxing had become very popular.

Everything your business needs to know to maximise the opportunities of London 2012

DERBY DATE CONFIRMED - SEE BELOW

As London prepares to host the greatest show on earth in 2012, businesses across the world are looking to capitalise on the new opportunities, and developments; and to simply be part of the action and excitement that such a major event brings.

With less than 200 days to go, now is the time to ensure that your business is ready to seize the opportunities of London 2012. This free half day business event will cover everything you need to know to maximise this once in a lifetime opportunity. If you only attend one business event this year, then this should be it!

• Learn about the London 2012 Torch Relay, where it's going, potential business opportunities and take the opportunity to have your picture taken with an official London 2012 Torch.
• Find out about ongoing London 2012 contract opportunities through CompeteFor, the official London 2012 Procurement Portal and how to access finance to help you realise the opportunities.
• Learn about the risks, issues and opportunities which need to be considered by businesses as they prepare their operations for ‘business as unusual’ during Games Time.
• Find out about the new British Business Club, an exciting new resource available to help you make the most of business networking activity around the London 2012 Olympic and Paralympic Games and the export opportunities it could open up for your business.
• Learn about global opportunities in Sport.
• We are delighted that this exciting event is being jointly hosted by two core London 2012 sponsors – Lloyds TSB, the Official Banking Partner of London 2012 and a Presenting Partner for the London 2012 Torch Relay and Deloitte, the Official Professional Services provider of London 2012.

• Nottingham Event: 31st January 2012 – Trent Bridge Cricket Club (Torch at this event)
• Derby Event: 8th March 2012 - Pride Park (Torch at this event)
• Leicester Event: 7th February 2012 - King Power Stadium on Leicester
• Lincoln Event: 21st February 2012 - The Lincoln Hotel (Torch at this event)
• Northampton Event: 8th February 2012 - Whittlebury Hall

Event Timing

• Registration: 8.30am – 9.00am
• Presentations and Q&A: 9.00am – 11.00am
• Networking: 11.00am – 12.00pm
• Close: 12.00pm

Please note the itinerary and speakers may vary for each event.

To register to attend please click here, email kim@btob.co.uk or call Kim Newton on 02476 236290

The event was truly inspiring, with presentations from Derby's very own secret millionaire Kavita Oberoi, and Christine Dare from the University of Derby Mentor Scheme.

Below you will find some photographs from the event, taken by Debra Burgess-Lim.

If you like the sound of Derby Hub, why not attend our next monthly showcase event, click here for more details.  

Craig Barker of Baseline Creative is part of the membership committee “The vision for Derby Hub has always been one of collaboration amongst Derby businesses and nurturing the business talent we have in this great city.”

Derby Hub is a member run, non-profit business network where members meet regularly to assist each other with improving their businesses. “The difference with this group,” says Julian Hall of Beating Anger “is that it is focussed entirely on the membership and not one someone seeking to make a profit from the members.

The vision for Derby Hub grew out of concern for the demise of Business Link as a force for local business advice.  While it remains an online support function there is a gap left in Derby for business advice and education from fellow professionals.  With Derby Hub, as membership grows and the member businesses grow, more and more employment will be generated at a time when job losses are at the top of the headlines.

Derby Hub has been in the planning stage for a few months and is launching in style with guest speaker Kavita Oberoi. Yvonne Gorman of Essential Print Services said of Kavita “not only is she an inspirational figure in Derby’s business community but she is generous with her time to causes that she thinks will benefit local businesses. We feel very privileged to have her addressing our group.”

If you want to hear Kavita speak about how she has overcome adversity and meet other like minded professional business people to network with you must book. Tickets are £20 for non members (£10 for members) and demand is high with limited numbers.

Karen Sheldon of Sheldon Financial Services says “ if you are serious about growing your business, and you want to help other businesses grow then Derby Hub is where you need to be.”

Derby Hub’s launch event is 10th November at Chartwell Group, Pride Park. It starts at 5.30pm prompt and will end at 7.00pm. Ticket price includes wine, soft drinks and light snacks.

press notes

Available for comment and/or Interview are:

Craig Barker
Baseline Creative
Unit J
William's Yard
Melbourne
DE73 8JJ
01332 419803
07834 191830

Yvonne Gorman
Essential Print Services
Unit 1
Melbourne Business Court
Pride Park
Derby
DE24 8LZ
01332 418377
07809361708

Julian Hall
Beating Anger Derby
Croft House
51 Ashbourne Road
Derby
DE22 3FS
0345 505 2450
07850 614042

By Julian Hall

Some of the strongest businesses today started during lean times, the same is starting to happen during this recession.

No doubt times are hard at the moment and confidence in spending is not the best that it has been, but some businesses are flourishing and they must be doing something right.

In December 2010, we came up with an idea that would become 'Derby Hub'. Please see our supporters page to get an idea of the people who have been involved in the development Derby Hub over the last few months, we like to give credit where it is due.

Derby Hub is a 'not for profit' membership organisation, set up to help the Derbyshire business community flourish.

The organisations core mission is to create a culture of giving and collaboration between Derbyshire businesses. By working together; Derbyshire's business community can become more successful.

Derby Hub will help to nurture and nourish Derbyshire businesses by providing the following core services:

• Informal weekly and monthly networking
• Advertising / PR (via the website, email marketing and social media)
• Sign post for support
• Business surgery support sessions
• Business support workshops
• Business mentor facility

With the government reducing support and funding for businesses, this is about encouraging business to collaborate and 'share business excellence', for the greater good of the Derbyshire business community.

If we can help our business community to become stronger, then that will help increase both spending and employment.

Derby Hub is run - by the members - for the members.

If Derby Hub sounds like something you would like to be involved in why not come along to one of our monthly showcase meeting or register your interest.

To find our more about how to join Derby Hub, click here.

Uniting Derby's Business Community - Sharing Business Excellence

By Craig Barker
Baseline