How to Win Clients and Influence Prospects

How to Win Clients and Influence Prospects

One of my areas of expertise is Relationship Marketing and through the years I’ve become known as a go-to expert on topics like business networking, word of mouth, referral strategies and joint venture marketing.

Years ago I never would have believed that this would be an area I’d excel in. What you may not know about me is I am a success-driven INTROVERT. And what I’ve discovered is there are traits I possess (and that anyone can adopt and strengthen) that super-charge my networking prowess both online and offline.

The big one is… I am a connector.

And the first step to being a great connector is to be a collector of fascinating facts about the people you meet.

Dale Carnegie, Author of How to Win Friends and Influence People said:

“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

Read it a few times. Absorb it. This is a golden nugget of building advice.

Or, think of it this way…

“You can attract more clients in two months by becoming genuinely interested in your prospects than you can in two years trying to get them to be interested in you.”

And here’s how:

Discover what truly matters to people. What are their goals and aspirations? How can you help them right now? Make note of it and be someone who adds value and increase to the lives of others without expecting anything in return.

Don’t hold out until they become a client. Find ways to add value NOW. (I’m not saying give away the farm here… just help them up one or two steps on the stairway to success). One of the ways is to connect them to other people that can add value and increase for them too.

Your action steps:

  1. Think about the people you know and start to make note of the common ground that exists between them.
  2. Identify two or three people that you think should meet…
  3. Make that connection for them TODAY.
  4. Tell them why you’re bringing them together to get their conversation started and provide the common ground you already know exists…
  5. Step back and allow them to connect…
  6. Follow up to see how you can support them further, do they see value in the connection? Can you connect them to someone else they know you know (and have been secretly wanting to meet?)

You’ll be amazed by how good it feels to add value and increase to others. In time, you’ll begin to see the rewards of the reciprocity you are generating. The key is taking action without expectation.

Do you know someone you think that I should meet? Do you dream about meeting someone in my circle of influence? Let’s get a conversation started here and see what kinds of magical connections can unfold.

~ Gina xo

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9 Comments

  1. Thanks for the brilliant ideas. Before few years I had read in one book that we must always give important to others in any communication. I believe its right!

    Reply
  2. “Success driven introvert” and connector – I totally get it! That is how I am too and I agree with you that it has served me well in business. Great easy step by step on how to do it!

    Reply
  3. Gina – Your article is very timely. Just yesterday I thought of connecting two people in two countries, both linked to a consulting project I’m working on. I know connecting them has the potential to change the face of how social media is used in North America during emergency events. If just one idea could save lives – wow, I would be pretty darn happy. Thanks for the inspiration!

    Reply
  4. Great stuff Gina! Love it!

    Being a bridge, a connector, and even a repairer (as is some peoples’ calling) have long lasting benefits that come back to you over and over again.

    I like that you asked about the client, “what truly matters to people? What are their goals and aspirations? How can you help them right now”?

    These questions are critical to serving clients, and also to creating new programs and products that existing clients love. Asking these kinds of questions in life in general will also help you to be a more loving person.

    Thanks for the great post and invaluable information for business owners everywhere!

    Love,

    Margo

    Reply
  5. You always give great advice Gina! Guess that’s the ‘connector’ in you.

    I agree, it feels good to add value and increase to others without expectation of it coming back to you. But doesn’t it always?!

    We can be of value, provide resources, tips, tools, etc., without giving it all away for free. Margo talks about “Giving is the new Getting.”

    Love this new business paradigm.

    ~ Miki

    Reply
  6. Gina – Yes! You definitely are a connector :) I’ve always loved that you ALWAYS put people first and that everything you do builds up others and supports your tribe. You set a great example.

    Reply
  7. Hi Gina! I am a connector, too. It’s a skill I am learning to develop more. At local networking events I try to find someone in the room to connect with the person I am talking to.

    Thanks for asking if you or I need to be connected to people that we know! Am considering that….great call to action!

    Reply
  8. Gina, this is something that more entrepreneurs, especially new ones, need to understand. I see the flip side often, when someone has the idea that the only reason to make a referral or connection between two people is a commission or a referral bonus. And hold back that information or referral because they think that’s how business is done. That’s a sure path to employment ;) Thanks for modelling this so well.

    Reply
  9. Great article, Gina. As a fellow introvert – and connector – I really relate to what you say. I love connecting people, and with people, and it’s heartening to know that being interested in other people is a good way to win friends and influence people!

    Reply

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