It's Not What You Know, But What You Know About Whom

They don’t know you and you don’t know them, but you know that connecting this person with your business could add tremendous value to what they’re doing. So how do you reach the point of conversion? How do you get them to hire you?

There are four things a prospect will ask in their head:

  • Do I know you?
  • Do I like you?
  • Do you understand my needs?
  • Are you the best for me?

So, do you know what your value is? Do you have a clarity on what you are capable of doing for someone that they can’t do for themselves?

I deal with it every day. Succeeding is about having people that trust you and have faith that you will lead them to a win!

Here are some great thoughts from Seth Godin on the subject:

Some things, like your next job, might happen as the direct result of one meeting. Here I am, here's my resume, okay, you're hired.
But most of the time, that's not the way it works.
You meet someone. You do a small project. You write an article. It leads to another meeting. You do a slightly bigger project for someone else. You make a short film. That leads to a speaking gig. Which leads to an consulting contract. And then you get the gig.
How many hops does the ball take before it lands where you're hoping it will?
If you're walking around with a quid pro quo mindset, giving only enough to get what you need right now, and walking away from anyone or anything that isn't the destination—not only are you eliminating all the possible multi-hop options, you're probably not having as much as fun or contributing as much as you could either.



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