We have moved from an economy in which we sold our skills and expertise to one that is based on cultivating relationships with clients. However, busy decision-makers simply don’t have time for all the relationship-building that we would like to do with them. They will only see you if you can contribute some pertinent insight into the challenges they face. Usually, you have to be recommended.
So how do we get these recommendations? One of the most effective ways to attract clients and generate word-of-mouth referrals is to add insight that reframes client problems, rather than talk about the “unique solution” we provide.
JOHN NILAND shares his insights on how to get others telling our story, effectively and powerfully. John is the author of The Courage to Ask: Cultivating Opportunity in the New Economy