Horton Hears a WHO and you should to: Referral Building

In the past three years I have been referred to my long term clients from people and places that I did not expect. I was also invited to the most favorable events to keynote that granted me access to other high paying opportunities.

I am here to tell you that going after the big fish is not where the “WHO’s” may be attending.  The bigger venues may have the “The Jones’s” with larger visibility, but also the larger EGO’s.   “The Jones’s” are also less likely to become a client or refer business to you because there might be a chance that you attain more, reach more or possibly do more than they can or willing to do themselves.

As I was reading to my daughter last night, light bulbs, sparks and a fire alarms went off in my head as I thought about the moral of the story,  “Horton Hears A Who!” written by Dr. Seuss’. In the book it reminds us “A person’s a person, no matter how small.” Horton the elephant hears a noise coming from a dust mote in a flower! Within the tiny dust mote exists the world of the WHO’s. No one believes Horton. They think he’s crazy, but then the WHO’s come together to make enough noise to be heard. The moral of the story is a person’s a person, no matter how small.

How does this relate to how you are doing business and referral building? Horton was protecting this small speck that rested right on his nose, and he was the only one that could hear the small speck needs wants and problems.

How are you listening to your small specks needs, wants and problems? Horton also provided safety for them.

How are you providing value? The other thing that the small speck possessed was the power of influence; he was the mayor of this small world of Whoville. Who has the power of influence that can fill your funnel pipeline with long- term and loyal clients?  The mayor of the world of Whoville was able to get the other small specks to come together to make enough noise to be heard by those who did not believe in what Horton was doing.

How can you begin to foster relations with those who have a circle of influence to support your mission, vision or cause?

There are so many revelations in this one story.  Here is a few that are quite obvious. I want you to think about how this relates to you.

• Are you chasing the Jones’s, and passing the WHO’s?
• Are you aware of the opportunities that are in front of you?
• Are you over looking someone or something that has the power of influence to make enough noise to support you in Playing Big?
• Do you truly believe in yourself when everyone else thinks you’re crazy?
• Do you make your clients feel like they are part of your inner circle?

Just a note: When it comes to referral building and client attraction, make sure you are not missing the prospects right on your nose.  The ones who believe in you, support you, refer you and most of all become long term clients.

While your competition is overlooking the small specks and going after the “Jones’s”, make sure you keep your ears and eyes open for the WHO’s. The WHO’s that have access to open doors for you that no one else is aware of. “A person is a person no matter how small”.

Lucinda is opening her doors for Women’s month to provide FREE 20min brainstorm sessions.  Click here to make your appointment only the first 20 will be placed in the RUSH appt for March.

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