The last few months of my life have involved a lot of door knocking of local businesses. Cold calling isn’t everyone’s cup of tea but it’s been a big help to my business and my tribe. If at first I don’t succeed in converting a prospect into a customer I can often use my tribe to position myself as a problem solver which gives me a second chance.

How does that work?

I was cold calling a company who said they weren’t interested in buying ink from me. However, they jokingly asked if I could recycle their light bulbs instead. It just so happens that a member of my tribe recycles office waste; we’ll call them Cardiff Recycling for ease. I put both the prospect and the recycling firm in touch with each other and believe it or not that’s a double “Brucie bonus” for me and here’s how.

Firstly the prospective client has seen me as a problem solver. When I get back in touch to discuss supplying their printer ink they will feel a greater desire to reciprocate my help. At the same time, Cardiff Recycling have had a sale as a result of my cold calling and I’m seen as a proactive networker. They’ve not only offered to refer clients to me but have also given me a palette of empty original toner cartridges to recycle.

Added value is now an expected part of service. Lawyers have a wide circle of networks to link up with in order to expose their clients (and themselves!) to a larger market. By linking up two tribes, you could both stand to make a number of new contacts to follow up, as well as extending your brands!

First published in The Legal magazine, for legal and commercial professionals across Sheffield and South Yorkshire (issue 4). Editor Emma Waddingham Emma.Waddingham@civitaslaw.com

I’d like to tribute this talk to my Grandfather, the late Revd. Herbert Hughes who sadly passed away with colon cancer shortly after filming this video. He was a good man who is gone but not forgotten.

It was today announced that Ed Barnett, Managing Director of Cardiff based Cartridge Mate, has been shortlisted as a Rising Star for 2011, according to a top Welsh business magazine.

Unveiled annually, the list of Rising Stars is compiled by Wales Business Insider and comprises 25 Welsh entrepreneurs under the age of 40. Ed Barnett is among those deemed worthy of recognition for their promising contributions to business in Wales.

At 25, Ed is not only one of the youngest entrepreneurs to make the list, but is also managing a company that is less than a year old. Cartridge Mate has won support from The Prince’s Trust and Assembly Government. Having intelligently negotiated relationships with charitable organisations nationwide including Age Cymru, Ty Hafan and the Sparkle Appeal, Ed has created a business model that not only gives business’ value for money when purchasing ink cartridges, but also allows them to fulfil their corporate social responsibility – as a proportion of all cartridge sales are given back to charity.

“I am delighted and indeed honored to have been chosen as a Rising Star”, Ed Barnett announced. “I am most proud of the recognition of the rapid growth of Cartridge Mate in such a short time. This last year has been dedicated to creating an impressive portfolio of incredibly worthwhile partner charities and demonstrated our commitment to providing a unique cartridge purchasing experience.”

The 25 individuals shortlisted will each feature in Wales Business Insider’s Rising Stars feature and will be invited to attend the Awards night in September, where the individual recognised as the most promising young entrepreneurial talent in Wales will be named Brightest Star for 2011.

-ENDS-

For more information on Cartridge Mate visit www.cartridgemate.co.uk

Ed Barnett, Managing Director Cartridge Mate, is also available for interview at your convenience and can offer a further insight into the Cartridge Mate business model.

For any additional media information, including quotes, images and feature writing opportunities contact Laura at Louder via email: laura@louder.uk.com or call 07717 827191

Ignite is an American idea with the concept being that you have five minutes on stage to enlighten or humour the audience. You can talk about whatever you want to but it’s not a sales pitch. There is plenty of time to informally network between speakers so the opportunity to connect with others is apparent.

Although the concept prevents you from talking about your business on stage, it does mean people want to talk to you after. With over 150 people to do business with at Ignite Bristol, my friend had plenty of opportunities to engage people and wait for that all important question: “so what do you do then?” At this point he has a ripe introduction to what he ultimately wanted to talk about. Notice how he got there by promoting himself and not his business.

However, I’m not saying that you need to start public speaking regularly despite it being a great idea. What I am saying however is that you shouldn’t be afraid to engage in activities that aim to promote yourself, rather than focusing the spotlight directly on your business. That can include public speaking, getting involved with a charity or fundraising events, taking up a new team sport or a sector organisation, such as the Junior law Society.

If people don’t know who you are, they may never think to get behind your brand…

Ps. It seems fitting to point out that you can view my friend’s Ignite Bristol talk on YouTube by clicking on his name > Alex Kavel. Other talks worth watching include Paul Parry aka. the Literally Tzar and Oliver Humpage’s “a beautiful equation”.

First published in The Legal magazine, for legal and commercial professionals across Sheffield and South Yorkshire (issue 3). Editor Emma Waddingham Emma.Waddingham@civitaslaw.com

Drains get their name by their seemingly effortless ability to drain the energy from the room. They are unenthusiastic, rarely smile and don’t have much to contribute. You’ll find yourself in charge of the conversation the entire time and that is hard work.

Beware! Stick around these guys too long and you’ll be going home early. Given enough time your energy levels will sink to match theirs so it’s time to make a dash!

It shouldn’t be too difficult to find the drain’s alter ego; the radiator. Radiators are warm, energy filled individuals who greet you with a “hello”, a firm handshake and a beaming smile. They’ll confidently engage you in conversation and will be genuinely interested in what you have to say.

Make the most of your time with radiators and get them to introduce you to others in the room. They’ve probably formed bonds with a few people already and they’ll be more than pleased to help you do the same.

So, pay attention the next time you go networking and you’ll spot both radiators and drains. Avoiding drains and targeting radiators is a good idea but you need to do so without causing offense.

One last thing.. Make sure you adopt polite excuses to leave drains and join radiators. With a bladder the size of a thimble I use the lavatory as a genuine excuse quite frequently but I’m sure you can think of your own.

First published in The Legal magazine, for legal and commercial professionals across Sheffield and South Yorkshire (issue 2). Editor Emma Waddingham Emma.Waddingham@civitaslaw.com