04/2012Nucleus-International.net1 Creation of Nuclei in Associations and Chambers First Steps: The Counsellor visits Entrepreneurs Nucleus-International.net

04/2012Nucleus-International.net2 Creation of Nuclei - Visit of Entrepreneurs The objective of the first contact –Marketing: To “sell” the image of the counsellor –Building trust between entrepreneur and counsellor –To convince to entrepreneur to join the 1 st Nucleus meeting in the chamber

04/2012Nucleus-International.net3 Creation of Nuclei - Visit of Entrepreneurs Previous preparation –Definition of the sector for a Nucleus – see the 9 criteria! –Know a minimum of one, better more, enterprises of the respective sector –The more you know about the technologies, techniques and problems of the sector, the better –Make the appointments for these visits in time

04/2012Nucleus-International.net4 Creation of Nuclei - Visit of Entrepreneurs Arrival in the enterprise –Present yourself as Nucleus counsellor –Identify positive / interesting aspects of the enterprise –Comment them and praise the enterprise –Ask the entrepreneur questions!

04/2012Nucleus-International.net5 Creation of Nuclei - Visit of Entrepreneurs Why to ask questions? –Questions “open” the entrepreneur, s/he starts to talk … Most entrepreneurs tell with pride about their business –Questions show the entrepreneur your interest in his / her business –Questions transfer that you know something about the entrepreneur’s business, the sector, his / her daily life problems and difficulties

04/2012Nucleus-International.net6 Creation of Nuclei - Visit of Entrepreneurs Why to ask questions? –Questions stimulate reflections of the entrepreneur about what s/he is doing, when, why, how, etc. … and by thinking about an answer s/he may already get new ideas! This is counselling : Not to tell the entrepreneur what to do! Instead: Only to ask questions!

04/2012Nucleus-International.net7 Creation of Nuclei - Visit of Entrepreneurs Possible questions –“How is the business doing?” –“How did you start this enterprise?” –“Why are the sales decreasing / increasing?” –“From where do you get the raw material?” Attention: Never ask about turnover and profit!

04/2012Nucleus-International.net8 Creation of Nuclei - Visit of Entrepreneurs Possible questions –“How do you deal with the increasing energy prices?” –“What do you plan to change in the enterprise during the next two years?” –“How do you get qualified employees?” The content of the answers is not relevant! Only that the entrepreneur starts to talk!

04/2012Nucleus-International.net9 Creation of Nuclei - Visit of Entrepreneurs With every “conquered” entrepreneur you won a member for the chamber

04/2012Nucleus-International.net10 Nucleus-International.net This file is part of our material to present and illustrate our activities to professional and elected officials of business associations, personnel from technical cooperation projects, and other people with an interest in this field. We are involved in a constant process of elaborating and improving this material, and targeting it to the demands of specific groups. You may use, copy, and change this file as you like (we do not insist on a copyright). We would, however, like to ask you for the following: please send us a copy (as a file or printout) and additional information if you use the file or parts of it. Thank you! The Nucleus-International.net team