It’s all about networking. Meeting people who know people you’d like to know. High-level decision makers, General Counsels, CEOs, advisors, business owners, and other influential people in your target market.
Your job is to identity people you’d like to meet and work backwards to identify people they know who can introduce you. Eventually, you identify someone you already know or can easily meet because they belong to a group you belong to or know people who do.
Start with “categories”—types of advisors or professionals or decision makers in your target industry or market. When you know you’d like to meet a financial advisor, General Counsel or manager of medical groups (of a certain size or specialty), for example, it makes everything easier.
Create a profile. Then, identify “candidates”—actual advisors or decision makers you’d like to meet. Then, talk to your clients and existing business contacts and ask if they know these people, or know someone who does. If they do, ask them if they would introduce you, or if it would be okay for you to mention their name when you talk to them.
And yes, it is as simple as that.
You don’t have to score a home run every time. A single or double here and there may be enough to get you face to face with someone who wants to know more about what you do and how you can help their company or their clients.
If you “only” meet one or two of these top-level decision makers per year, it can lead to a lot of business.
It’s all about networking. But you don’t have to attend a single networking event.
Because the people you already know, know people you’d like to know, and you can leverage your relationship to meet them.
Here’s what to do, step-by-step
