What does it take to make the leap from a nobody to someone people want to do business with?
Some marketers say it’s frequency – shout at a group of people long enough and someone is bound to bite. Some freelancers tell me it’s all word of mouth. Nothing else works. I wonder then how do you even get started? Some experts in relationship selling talk about developing a rapport. One way I’ve been trying to do that with new contacts is offering them something of value.
Finding value to offer someone else is not always the easiest thing to do. Especially when you don’t know them well. To do this you’ve got to listen to what they say. When you send them something of value: a link to a great article, research, a book, a documentary or connect them with someone else who can help them, you are letting them know that you heard them, understood them and are thinking of them.
Rather than trying to close the deal in the first email introduction (bat shit crazy) or making a pitch during the first phone call (crazy) let the relationship unfold. Keep adding value and you become someone to do business with (not crazy).