BRX Pro Tip: Your Best Clients Already Know Someone You Should Know
Stone Payton: And we’re back with Business RadioX Pro Tips, Lee Kantor and Stone Payton here with you. Lee, I think we all, at least intellectually, realize that you can really expand your network and expand your influence if you tap into the clients you’re already serving so well. But say more about that.
Lee Kantor: I think that not looking towards your existing clients as a way to grow is a mistake. And I think that so many organizations and so many leaders lean on marketing to attract strangers. And they value a stranger more than they value their existing clients.
Lee Kantor: But to me, the easiest and best ways to prospect is always to start with your clients, your happy clients. Those people know people. First of all, they know you and they like you, and they trust you, and they know other people. So, sometimes your next client is literally one introduction away from your current client. So, instead of asking somebody, “Do you know somebody?” just in general, ask them specifically, “Who is one person that would benefit from a conversation with me?” Get specific. Specific questions. Produce specific referrals.
Lee Kantor: So today, try reaching out to one happy client, have a conversation and ask for one specific introduction.
