My smart phone buzzed in my pocket. It was an email replying to that weeks Relationology Tip. The person introduced themselves as the Human Resources Director for a High Street bank. They explained a learning and development need around building stronger relationships within the business, and asked if they could have a conversation with me about undertaking some work for the bank. Result! You never know who’s listening, or in this case, who’s reading. Broadly speaking there are two approaches to winning new business. You can find new business based upon ‘who you know’, or new business can find you based upon ‘who knows you’. Consequent to which statement fits best, you can discover how effectively you amplify your purpose.
The ‘who you know’ approach starts by identifying what a typical or ideal client looks like, and then going to market to find people that match that profile in search of new business. The ‘who knows you’ approach is based upon developing a reputation, persona, or personal brand as an expert, and prospective clients coming to you with new business.
It’s critical to have a ‘little black book’ of who you know, but a personal brand creates many more people who know you, and who generate new business opportunities and referrals. Your personal brand expresses your subject matter expertise. Your personal brand is in the room, even when you are not. Your personal brand keeps you front of mind with prospective clients.
Have an honest moment with yourself – have you relied too much on who you know, rather than who knows you?
If you would like to develop ‘who knows you’, then I would like to invite you to my Amplification Masterclass on how you can turn up the volume for your life purpose. I will walk you through a 5 stage approach for developing a potent personal brand for yourself. This approach is something you will be able to take away and use again, again, and again, to achieve your aspirations.
So, are you someone who relies on who you know and not who knows you?
Author: Matt Bird is the creator of Relationology a unique approach to achieving business growth through the power of relationships. He is an international keynote speaker and author of Relationology 101.
