Some years ago, we moved from an economy in which we sold our skills and expertise to one that is based on cultivating relationships with clients. Now we are in the middle of yet another move: as busy decision-makers simply don’t have time for all the relationship-building that we would like to do with them. They will only see you if you can contribute some pertinent insight into the challenges they face. Usually, you have to be recommended. So how do we get these recommendations? One of the most effective ways to attract clients and generate word-of-mouth referrals is to add insight that reframes client problems, rather than talk about the “unique solution” we provide. This makes it much easier for others to tell our story. John Niland (www.johnniland.com) is best-known as a conference speaker on doing higher value work and creating more opportunity via better conversations. He will share his insights on how to get others telling our story, effectively and powerfully.
CLICK HERE to register for this AIIP members-only webinar.
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