A financial consultant from Philadelphia hired me to help scale her business.
I told her, “There are a LOT of financial advisors. Instead of chasing away potential clients by trying to sell them, it’s wiser to give them an opportunity to experience you in action so they CHOOSE to work with you – not because they’re being SOLD TO – but because they WANT TO.”
She said, “Sounds good! But how do I do that?”
“Well, what do you do in your spare time?”
“I used to compete in dressage, but I don’t have time these days. Plus, it’s really expensive and I need to focus on my business.”
“Hmmm. So, who are your ideal clients?”
“Affluent people who want to work with wealth managers to scale their portfolio.”
“Where do people like that hang out?“
She smiled, “Palm Beach is a haven for horse people.”
I suggested, “Can you operate your business virtually?”
“Most of the time. Why?”
“It’d be strategic (and really fun!) to go to Florida for three months this season. Offer to exercise people’s horses for them. Immerse yourself in the community. Do not market yourself. Just keep showing up and providing value.
Instead of wanting something FROM them, be the person who wants to do something FOR them.”
By the way, this isn’t taking time AWAY FROM WORK. This is an in-integrity way to do your work + what lights you up + add value + grow your circle of friends and circle of influence, for good. #WinWinWin
ACTION
Grab your journal and adapt Henny Youngman’s insight by asking yourself:
Who is in a position to hire you, help you, recommend you?
Where do they hang out?
Start going to those places!
Start doing more of what you love so you meet like-minded, like-hearted people who share your interests.
Start going where your ideal clients hang out so they get to witness you in action (without selling) and come to like and respect how you show up.
