A little off the path we have been on but yesterday I was visiting with a business owner and was taken back to two common occurrences I continue to witness.
Look from the outside in, not the inside out. In yesterday’s conversation the business owner began talking about the selling of their business someday. I ask them a simple question; “if you were going to buy a business like yours what would you be looking for?”. As she began answering the light bulb went off and I believe she started seeing things differently. It’s easy to get caught up in what we think we need today and forget what our clients and potential clients might actually be seeing and needing. Try it and let me know if you see anything different when you’re looking in instead of out.
The other topic that came up is marketing. Almost every time this topic comes up business owners I am with begin with their desire to find and sell new clients. Am I right?
What about existing and past clients, connections and partners?
The hardest and most time consuming part of building a good relationship is the building of the know, like and trust. If you already have people who know, like and trust you doesn’t it make more sense to place your focus on them first? Are they potential repeat clients, can building on that relationship garner you more referrals and open more doors? In addition, I simply found it easier and less stressful to spend more time with people I already knew versus always trying to meet new people.
If you’re thinking about this, if you try any of it, please share with me how it works or doesn’t work for you.
Of course, you could also attend tomorrow evening’s WAM! meeting where we can dive into it even deeper. Have a great week.