Confident Communication – speak up and get your message across with clarity, confidence and influence

kathleen sullivanI was fortunate enough to sit in on this workshop yesterday morning and got a lot of useful ideas from it.

The trainer Kathleen Sullivan from KSCoaching was excellent. Especially when you consider that we were all much more conscious of her presentation approach given the nature of the workshop. I was immediately impressed by the way she coped with an initial technical hitch, because I have seen this throw many experienced presenters in the past.
The topic of First Impressions was well-known to most of the audience, but given its importance, was worth spending time on.

According to research you have up to seven seconds (and often much less) to make an initial impression. And if this is ‘wrong’, it can be very hard to recover from. ‘You never get a second chance to make a first impression’.
There are six key elements that go to make up that first impression:

1.    Handshake – Ideally, you don’t want your handshake to be memorable. We all have strong memories of handshakes that are too weak and limp, or too strong and bone crushing. Even more important it is to make eye contact at the same time.
2.    Appearance – Again, we all know of the importance of being clean and tidy, but sometimes you can be over-dressed for your audience. ‘If you stand out from the crowd, ask yourself it it’s for the right reasons.’
3.    Eye contact – Establish good eye contact, but don’t stare or blink unnaturally.
4.    Posture – You posture will have an impact on your audience and yourself. An open relaxed posture makes you feel more confident and will inspire confidence in those you are talking to. Your shoulders should be dropped, not hunched, your back should be upright, but not ramrod straight, your feet should be firmly planted on the ground, no crossing of legs or leaning on tables or walls for support. Your hands can rest on the table, in your lap or by your side, not hidden from view (indicates hiding something from your audience).
5.    Facial expressions – A gentle smile with both your mouth and eyes is good. A fixed grin (à la Miss World competitions of old) is false, and pursing or biting of lips is worse.
6.    Body language – To indicate fear, insecurity and defensiveness do the following; clutch your thumbs, sit on your hands, fold your arms and lock your fingers together. ‘A confident speaker has open, relaxed hands that move in line with what they are saying and have nothing to hide.’

The tricky bit is getting all of these right when you are in a stressful situation, such as a job interview or presenting to a potential hostile audience.

The key objective is to build rapport as quickly as possible.
Here are some additional suggestions taken from my notes:
1.    Shake hands with everyone you can, and when you do, say something positive and upbeat like, ‘lovely to meet you’.
2.    Aim to create positive energy in the relationship, not negativity. Don’t be an ‘energy vampire’.
3.    Be authentic, open and positive. Speak with passion and say what you mean. Your audience will smell out fakery every time.
4.    Be interesting without being overly controversial or opinionated.
5.    Listen twice as much as you speak. Practice being silent. It makes you seem more intelligent too.
6.    Acknowledge and validate their thoughts, ideas and feelings. Repeat their language back to them (mirroring).
7.    Using matching and mirroring of body positions to aid rapport. A 30 to 50 second delay is ‘natural’.
8.    Manage interruptions when you are presenting by acknowledging the speaker and repeating their comment to the rest of the audience. Once validated the interrupter is likely to feel satisfied and be quiet. Finally, sweep away the interruption with a wave of your arm and move on.
9.    Shake hands to signify the end the meeting.
10.    Leave a room with your face. In other words, make sure as you walk out of a meeting you turn and say your final goodbye so they see your face last, rather than the back of your head.

Anthony Lau and his Cyclehoop success story

Cyclehoop October 2009It was great to read about Anthony Lau in this weeks Evening Standard, with the news that Camden Council are about to install his invention.

Anthony is one of the growing number of Business & IP Centre Success Stories, although we are always looking out for more.

A Revolution in Bicycle Parking

Cycling has an important role to play in making our cities more sustainable. As more and more people take up cycling, cities struggle to provide sufficient cycle parking.

The Cyclehoop is an award-winning design that converts existing street furniture into secure bicycle parking. This innovative product won the Reinventing the Bike Shed international design competition and has been installed by local authorities across the United Kingdom.

It is a quick and cost effective solution helping local councils solve the problems of bicycle theft and the lack of on-street cycle parking.

Cycling has an important role to play in making our cities more sustainable. As more and more people take up cycling, cities struggle to provide sufficient cycle parking.

The Cyclehoop is an award-winning design that converts existing street furniture into secure bicycle parking. This innovative product won the Reinventing the Bike Shed international design competition and has been installed by local authorities across the United Kingdom.

It is a quick and cost effective solution helping local councils solve the problems of bicycle theft and the lack of on-street cycle parking.

Are you ready to publish your book?

They say everyone has at least one book inside of them, although I have yet to find mine. However, I have now seen quite a few clients who are ready and waiting to find a publisher for their manuscript or idea. Now we have a course tailored just for them, and you, if you are burning to get yours out into the wide world (and of course a copy for the British Library under legal deposit).

*  Have you thought about writing a book but didn’t know where to start?
* Have you got lots of ideas and don’t know which one to choose?
* Are you concerned about writing something that may not get published?

Get Published Today!
Get these and many more questions answered at an information packed half-day course on Wednesday 14th April from 10:00am –  13:00 with registration from 9:30 at the Business and IP Centre, British Library.

Veteran book coach Mindy Gibbins-Klein (best known as founder of The Book Midwife®) will be guiding you through every step of the process of planning, writing and publishing a successful book. Her clients have written and published over 300 books and most of them have completed the writing in just 90 days!

* Learn how to choose the best topic, title, publishing solution and market for your book
* Understand what your true message is
* Avoid the mistakes most first-time authors make
* End up with the best possible book in the shortest possible time
* Engage with your target market so they respond to you
* Know when the editing is finished and the book is ready
* Understand how the publishing industry works and use that to your advantage
* Get help from unlikely sources to promote your book
* Make your book ‘work’ for you and earn you income and higher fees
* Get the media attention you want and deserve
* Catapult your book to the top of the bestseller lists…and much more

How to write & publish your book in 5 easy steps

Blogging with The British Library BLoggers

Yesterday I was fortunate enough to be invited to a half day session with British Library bloggers and Social Media legend Euan Semple.

I suppose as the first permanent blogger at The British Library it was perhaps natural for them to invite me along. We currently have sixteen active bloggers in The British Library, but quite a few of our curators are planning to start blogs in the near future. Personally, I would like to see every subject expert within The British Library blogging passionately on their specialist topic.

I have known Euan for quite a few years, and have watched his reputation as a Social Media consultant grow. His experience is particularly relevant for The British Library as his expertise was forged in the comparably challenging environment of the BBC. As head of Knowledge Management, he was expected to invest in traditional large scale IT solutions such as document management systems. Instead he experimented with (mainly free) web based solutions. This somewhat anarchic approach did not always endear him to his bosses.

‘The project has encountered opposition from people who question whether the organisation should adopt technologies and processes that are so new and potentially disruptive to the existing structure.’ FT. com Encouraging information sharing, By Kate Mackenzie, January 24 2006

However, many of these new social media tools were avidly adopted by BBC staff and made a big impact on knowledge sharing within (and eventually outside) of the organisation.

The British Library is in a similar position now. Senior management realise the importance of social media, but are understandably nervous about the lack of control that comes with it.

Certainly for me, getting my blog started here was something of a challenge. Ironically, it was never my intention to create a permanent blog. My reason for starting was to show my colleague Steve Van Dulken how easy it was to start and maintain one. However, by the time I had managed to convince him to go ahead, I was already addicted.

Rather than wait the six months I was told it would take to set up a British Library TypePad account, I went ahead on my own using a free WordPress account.

I have picked up lots of useful tips during the three years I have been posting. In particular the importance of using titles with clear meanings (the ‘Ronseal‘ approach again). Also regular use of images and videos to liven up the page. Finally, lots of (relevant) links out to content, to attract Google rankings, and hopefully links back too.

I seem to have strayed somewhat away from the point of this post, so let’s get back on track.

Euan was a very relaxed and informal host of the morning, but it became clear early on that he has immense experience and knowledge. Particularly of the challenge of introducing social media activities into large organisations.

He recommended a baby steps approach, rather than attempting to implement an enormous project, using my new favourite phrase ‘Trojan mice’. Related to this is the principle of control versus influence with the knowledge that hyperlinks undermine hierarchies.

One discussion thread during the morning that really surprised me, given my blog challenges, was that some of my colleagues felt there was a pressure from above to blog. However, as Euan pointed out, no less a figure than Peter Drucker stated, ‘In the knowledge economy, everyone is a volunteer, but we have trained our managers to manage conscripts.’ Delphi’s IKMS event in San Diego, 1998.

According to Euan, seeing institutions engaging with the digital world can be like ‘watching your dad dancing at a disco’. Painfully embarrassing in other words.

One of the biggest challenges facing any institutional blogger is to find the balance of their individual view against their organisations viewpoint. And I am wondering where this post sits in regard to that invisible line.

Below is a list of some of the key topics we covered during the morning. In my view they are issues all institutional bloggers need to review and address:

–    How to generate new material. Any ‘forced’ content will be spotted by your readers.

–    How to keep your blog fresh and interesting. How to develop a feel for what your audience is looking for and write about subjects that pique their interest.

–    How to find your voice. Blogs work best when they express opinion and take a position on subjects. How do you make your blog sound authentic and have a personality.

–    How to balance the individual and the organisation. Given that blogging encourages an individual voice how do you balance that with the needs of the institution? How do you achieve a personal tone while writing for an organisation with a brand to protect?

–    How to attract an audience. How do you draw people to your blog? How do you discover and attract people who will find your blog interesting? How do you build a relationship with that audience?

–    How to encourage a conversation. Comments are often the lifeblood of a good blog. How do you make it more likely that people will comment on your posts? How do you keep the conversation going when they do? How do you handle negative comments?

–    How to use other social media tools to enhance your blogging. Blogs are just part of the social media ecosystem. How do you use Twitter to add value to your blog? How do you use Facebook to find and increase your audience? How do you use services like Posterous or Ping.fm to integrate your various activities?

Climbing the Google rankings with Lucidica

Lucidica_logoTonight over 100 aspiring entrepreneurs were treated to a virtuoso performance from Thomas Jeffs the founder and Chief Technology Officer of our partner Lucidica. I had attended his workshop on What is a CRM, and when are they best used by small business? In November and had been impressed.

The topic was how to climb up the Google page-rankings and was based on the story of how, within three months, Thomas moved Lucidica from page 47, to page 1 on a Google search for IT support London.

Although Thomas could have talked for hours on the topic (and in fact runs a four hour workshop on this very topic in the Business & IP Centre), he compressed his information into seven SEO (search engine optimisation) tips.

1. Get your business onto Google Maps – as it could get to straight onto page one.

2. Get techie (technical in IT speak) – understand the role of anchor text and meta tags. If it is too tricky, find someone who can do it for you.

3. Get links coming into your website – the higher quality the links which point to you, the higher up Google you will go.

4. Get socialising – LinkedIn is the best for most business to business, but Facebook might be more relevant for your business. Use as many social media platforms as you can maintain within reason.

5. Get commenting – instead of just spreading you name about on other websites and forums, think about what you can give that is of value to others. It’s a bit like Karma. If you give away good information people will talk about you in positive terms and link to you.

6. Get feedback and make it link – find out what forums and online spaces your customers hang out in and make your presence felt.

7.a. Get randomising – this one really surprised me. You have to make sure the references to your business are as varied as possible. If you follow the traditional marketing route of always using the same strapline when referring to your business, there is chance Google will think you are trying to cheat their indexing software, and send your pages results into oblivion.

7.b. Get listed – there a lots of great directories in the UK where your listing will boost your Google ranking. Thomas recommended Touch London at £150 a year. However, he warned there are a few dodgy listing sites who will take you way down on Google if you make the mistake of listing on them.

All in all it was a great evening, with an unlimited supply of excellent questions from the audience These were all met with even more impressive answers from Thomas.

Lucidica’s next workshop with us, is Designing, developing and maintaining an effective website next Tuesday, and there are still a few places left.

What is a CRM, and when are they best used by small business?

Lynne Brindley appeals for UK web archiving

http://www.webarchive.org.uk/images/ukwa.jpgI was somewhat surprised to hear Lynne Brindley’s voice in my bathroom as I was brushing my teeth on Thursday morning this week.

It turned out she was being interviewed on the Today programme on BBC Radio 4 talking about the lack of legislation which would ensure we don’t lose the vast amount of information only published on the World Wide Web.

The British Library has already managed to capture 6,000 sites in our UK Web Archive, but this is mere drop in the ocean compared to the millions of websites (past and present) in the UK alone.

It is reckoned that the average life expectancy of a website is less than 75 days, and that at least ten percent of UK websites are lost or replaced with new material every six months.

The problem is that until UK copyright law is changed, every website owner has to give permission to capture their site, and fewer than 25 percent of owners even reply to our requests.

In the meantime I suggest you nominate websites so we can capture more content.

I am rather proud of the fact that even this humble blog is being preserved for future generations of Infields to read. http://www.webarchive.org.uk/ukwa/target/7798801/source/search).

Facebook vs. Linkedin networking evening report

Phil, Richard, Heather and MontyI am glad to report that the evening lived up to its billing, with an excellent crowd, some learnings from our speaker Heather Gorringe of Wiggly Wigglers (WW), and some intensive speed networking courtesy of my colleague Gaby Rose.

Heather explained that her first venture into Social Media was with a podcast, which is now broadcast every Monday on iTunes. Although I notice their blog dates back to September 2005, which puts them amongst the very earliest of commercial bloggers.

Next came a Facebook group because it meant they could send a weekly newsletter to members. But also gave those same subscribers an easy way to opt out, rather than feel they were being spammed, as often happens with email newsletters.

She feels that Facebook allows you to get your personality and your brand out into the public domain. She recommends you join other groups and invite them to join your group, as a way to expand members. Theirs currently stands at 2,218 which is impressive.

Does using Facebook bring in sales?

Heather illustrated her answer to this with the story of a bride who published her wedding pictures on the WW Facebook group. This acted as a wonderful free WOMA marketing (word of mouth marketing), and seems likely to have generated several sales.

The test is that if you are willing to answer questions from you customers, you can generate a lot of interest. WW currently have over 320 topics on their Facebook group. Their followers get to hear about everything special going on with the company, and to participate in special offers which are only seen by the Facebook group.

Twitter

Heather said that she thinks Twitter should really be called Peeper, as it gives you a wonderful opportunity to listen to conversations your customers are having.

She deliberately set up an intriguing profile in order to encourage people to follow her, and suggests everyone does the same.

Why does it work?

She found her current accounting software through Twitter , after two previous failures.

In desperation Heather tweeted complaints about her BT phone service, and from four months of trying to get a resolution, and just ten days to being cut off. Within twenty minutes she had a reply and a meeting with her key contact within two days.

The power of trending topics can be seen in the example of the American farmer who used the moo hash tag. Within two hours the story reached 368,000 people, with the only cost being a little bit of time, resulted in national and international press coverage.

Heather gave the example of a complaint about WW service which have been seen as a PR disaster, but was actually an opportunity to put things right in a very public way, and ended up with some excellent comments from the orginal complainer.

Her tip was to search on topics relevant to you, and then follow appropriate people as they are likely to follow you back.

Also save searches on your company name so you can see when you are mentioned on Twitter.

She currently spends half an hour a day on social media activities, but believes it more than pays for the time invested in building a positive view of the WW brand.

Watch Heather in action

Business & IP Centre supports economic growth

Last week I attended our annual Partner Reception and enjoyed catching up with Goretti Considine from City Business Library, Mark Sheahan our inventor in residence, and many others from the over 150 attending.

This year we also announced the publication of an evaluation report showing how we have supported economic growth in London over the last few years. The report was conducted by economics firm Adroit Economics Ltd and included how many jobs and new businesses The Business & IP Centre has helped create, as well as highlighting some of its success stories.

In summary the report shows that:

  • We have created 829 new businesses for London and sustained 632 businesses
  • We have created 786 new jobs, or 1,615 including the new business owners
  • These businesses have increase their turnover by £32m in the past two years
  • For every £1 invested by the LDA and British Library, we have gained an average turnover increase of £4.61
  • We have generated a Net Present Value of £11.3m to the public purse

The report also shows how much entrepreneurs value our services:

  • 98% would recommend the Centre to others
  • 97% will continue to use the Centre
  • 89% achieved success with the Centre’s help

Our report for JISC on sharing business information more effectively

Last year my colleague Nigel Spencer (manager of the Research Service), ran a research project for JISC on the business information landscape for small business in the UK, including sort of information SME’s are looking for.

The results were recently published in pdf format, and one of the conclusions was a call for joined-up services to help businesses out of recession.

“Sharing business information more effectively, particularly through colleges, universities and major reference libraries, could help recession-hit companies out of crisis and stimulate innovation.

Libraries may not be an obvious source for all start-ups and small businesses but the business information they hold can help organisations plan their growth and development, make funding applications, get hold of up-to-date statistics and legal advice, as well as research new developments – essentially key information to help them thrive.

Now JISC and the British Library are calling for an integrated service model with universities, colleges and public libraries working in partnership to help businesses obtain the information and knowledge they need.

Entrepreneurs, business owners, leaders of community, cultural and charity organisations could all benefit if a more coordinated approach was adopted, for example through an online hub, to enable small and medium sized enterprises (SMEs) and others to access the full range of resources. Universities and colleges are ideally placed to help turn information into serviceable knowledge.

Simon Whittemore, programme manager at JISC, said: “Higher and further education institutions have a uniquely rich range of knowledge and expertise resources. There is an opportunity for them to take a leading role in enabling improved access to this knowledge and expertise as well as the supporting information services, to enhance innovation. Working in partnership with public libraries and other agencies, institutions can play a key part in a structured service model which offers tailored support and guidance for business sustainability and development. JISC’s recent report on Business Information Resources, undertaken by the British Library, will help open the dialogue.”

Nigel Spencer, research and business development manager, British Library said: “It is clear from our research that entrepreneurs and SMEs are looking for business resources that are easy to use, informative and centralised. Creating a one-stop-shop is therefore absolutely crucial for improving speed of access to information, easing the development of concepts and ultimately supporting future profitability.

“At the moment, organisations can access business advice via a range of academic and public library services, direct from publishers and through publicly funded business support services such as Business Link, with feedback from the SME community highlighting the British Library’s own Business & IP Centre as a prime example of best practice in providing business support.”

Business Information Resources: Landscape & Feasibility Study – Date 12 November 2009 (pdf)