Hey, guys. Probably one of the most common questions I get asked is, “How do I make more connections? How do I get more clients? How do I get more leads?” This comes up over and over again. Usually, in professional services, there’s a high degree of education and expertise in doing what you do, but there’s very little education or training on around making connections, marketing, or building your business, and so it totally makes sense that that’s a common question. The good news is there’s really only three ways to make more connections. The bad news is there’s only three ways to make more connections. Today, we’re going to go through all three.
Number One Seek
If you’ve chosen who you want to have as an ideal client and you’ve developed who they are and their avatar, number one makes sense. This is the most common thing that comes up who to seek.
There’s a little acronym to increase the success rate with that, and that word is “WHY”.
- The “W” is “Who”. You got to be really clear on the ideal profile or the avatar.
- The “H” is “How”. How are you going to approach them? Does it make sense for that avatar to do it online through LinkedIn, a Google search, networking, phone calls or through direct mail? You got to figure out how you’re going to approach them when you’re seeking them out.
- The “Y” is “You”. What do you have to prepare in advance? How do you have to look? What’s your appearance in the whole process before you approach them?
In seeking, just remember the word “WHY”, “Who”, “How”, and “You”. Okay?
Number Two Is To Be Sought
If we want to increase the number of connections, yes, we could seek them out, but we could also have a strategy to be sought out.
Again, there’s three components to that, and they’re all A’s.
- The first one is to become an “authority“. That we actually have some value, some content that answers questions or solutions that basically are the solution on why they’re seeking us out.
- The second A word is to be “aware“. We’ve got to be able to be found. They’ve got to be aware of who we are. The easiest way regardless of your industry,(pretty much for anybody that I deal with in professional services), is you have to have a really good site where people can find you.
- The third A word is “access“. Yes, I see you as an authority. B, I’m aware of you. C, I can find you. You have a great site, but ultimately, they can’t seek you out and connect with you if they don’t have access. Meaning, that you can be phoned, emailed, connected to somehow, someway. They have to have access to you for them to seek you out. That’s where the connection is made.
Number Three Is You Can Be Introduced
Yes, it’s great to go seek them out. It’s even better to be sought out, but I think the top level, the best way is to actually be introduced to them, and there are three factors that improves the success rate that you have on being introduced.
- Number one is that you actually search out somebody to introduce you to your ideal clients, so you don’t just leave that up to chance and hope that happens. You actually start connecting with some people that can introduce you to some great connections.
- Number two is you serve them. You don’t just go to them and go, “Hey, psst. Buddy, can you introduce me to somebody?” You actually add some value and serve those people that can facilitate introductions.
- Then, number three is you actually schedule up how you can add some value whether that’s regular meetings, possibly providing them with content for their clients that you also serve. Basically, it’s not going to happen unless you set a schedule.
Hopefully, that was helpful. Today, we covered the only three ways to make more connections. With all my experience dealing with professional services it really gets grouped into three type of buckets.
- Number one is you can seek them out,
- Number two, you can develop an authority to be sought out,
- Number three, you can get introduced.
Question For You
In the comments box below, which one is the best fit for you? Are you somebody that you feel is more suited to seeking out more connections, being sought out, or you’re interested in being introduced to your ideal clients? Throw it in the comments box below. I’d love to hear from you. As always, thank you very much guys for all your comments and listening.
I’m Richard Scott.
Until next time.