Are you actively building your recognition in the market ?
Put yourself at the crossroads of the marketplace
The more you are out talking to people in your market and in your field of expertise , the more you ’ ll have to say to the next prospect or client you call . Be like a bee or butterfly who alights on dozens of flowers , both depositing some of the pollen from the last plant they visited and also taking some of the new pollen with them , stuck to their legs , to share at the next the stopover .
You never know what interesting tidbit you might pick up from a conversation , or when someone you connect with might remember you a year later and mention your name to someone else .
Are you having lots of conversations with interesting people in your field ?
Help Clients on a Personal Level
When clients feel you ’ ve helped them personally as well as institutionally , they become far more likely to talk to friends and colleagues about your work and refer you to other potential clients . A personal connection creates passion and enthusiasm .
When clients feel you ’ ve helped them personally as well as institutionally , they become far more likely to talk to friends and colleagues about your work and refer you to other potential clients . A personal connection creates passion and enthusiasm .
Personal help can mean many things - for example : Providing advice / being a sounding board on career issues and opportunities ; Introducing your client to valuable contacts and expanding their network ; Adding value around issues that are important but not a direct focus on your work , e . g ., helping them to improve their team ’ s effectiveness , become a better communicator , build a better relationship with their own manager or boss , strengthen their leadership skills , and so on ; Facilitating an interest they have outside of work ( culture , sports , nonprofit , etc .)
Are you connecting personally with clients , helping them succeed as individual executives , and creating “ personal promoters ”?
Be generous and caring
If trust is the lubricant of relationships , generosity fuels them . Generosity is winsome , appealing , and builds trust in your character and intentions .
The all-around handyman I mentioned earlier was once finishing a job at my house . I needed to move several heavy pieces of furniture out to my driveway for pickup by Goodwill . I said to him , “ Do you have another 20 minutes or so to help me move this furniture ? Of course we ’ ll add the time to your hours .”
We nearly broke our backs lifting several heavy bureaus up some stairs , down another flight , and then out the front of my house . I then went to get my chequebook , and he waved his hand dismissively , saying to me , “ Clifford - you ’ re a great customer - I ’ m here to help , and I won ’ t take any payment for moving this furniture . Forget it .” And he quickly departed .
Are you generous with your time , wisdom , and relational capital ?
Do these things regularly , and you will soon find yourself marvelling at that unexpected client opportunity that seems to just fall into your lap . But this time , you ’ ll smile and realise it ’ s not just luck !
Dr . Clifford J . Ferguson is the Managing Partner of Rainmakers , and Board Member of Glad ’ s House Kenya . You can commune with him on this or related matters via email at : Drcliffordjferguson @ me . com .