Client acquisition is all about likability and trust. Beyond being likable and trustworthy, it’s up to you to define who it is you want to do business with. That no doubt results from the “A” activities you enjoy. Birds of a feather and all that.
One of our coaches has developed what we now refer to as ecosystems based on his particular interests. He’s a golfer and invites clients and prospects to regular golf outings, including group lessons and clinics. He’s also an avid pilot and has created an aviation club that meets monthly. When someone in the aviation club mentions golf, he then invites them to join his golf group, creating a natural crossover. He is also heavily involved in a nonprofit organization that serves children. Upon discovering that a member of the aviation club also flies hot air balloons, he incorporated activity, providing tethered rides during one of the charity’s fundraisers. And he enjoys all of the interactions because they all fall within his own interests and passions. As he says, “It keeps you active and it keeps it fun.” I’ll add that it keeps you on the field of play longer.
Another of our clients created access to high-level prospects by organizing and rone in the aviation club mentions golf, he then invites them to join his golf group, creating a natural crossover. He is also heavily involved in a nonprofit organization that serves children. Upon discovering that a member of the aviation club also flies hot air balloons, he incorporated activity, providing tethered rides during one of the charity’s fundraisers. And he enjoys all of the interactions because they all fall within his own interests and passions. As he says, “It keeps you active and it keeps it fun.” I’ll add that it keeps you on the field of play longer.
Another of our clients created access to high-level prospects by organizing and running a fishing tournament. Fishing is definitely one of his “A” activities, and he’s now developing an ecosystem around it.
Interacting with people through ecosystems also accelerates the likability and trust factor with prospects and clients. The hardest part of any business is getting access to the right kinds of people.
Besides being enjoyable and keeping you on the field of play, don’t overlook the fact that when offering these activities, you will create a pattern interrupt for your clients, opening up greater possibilities for them by doing something different. For you, the activity may not be specifically memorable because you’ve done it before. Not so for your client. New input is always required for new output. Perhaps something becomes a life-changing moment.
We help our clients determine their own “A” activities and how they can create an ecosystem around them. Next, we add structure and determine how they can create a structure around their sales process that incorporates the activities… and most importantly, to develop relationships. Without structure, there is no system, and without a system, we cannot enhance and accelerate what we’re doing.
Developing ecosystems also keeps you in the mix of who it is you serve best. Having structure around them allows you to stay on track and enjoying every day. Plus it keeps your attention on your “A” activities, and where your attention goes, you get more of.
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