The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom

by David A. Fields

interactions more explicitly useful for your contacts: 1. Send an article that’s relevant or even just interesting. It doesn’t have to be penned by you. Highlight a sentence or two that you think are particularly worth reading. 2. Send a book that’s fun, inspiring or intriguing. Or all three. If you include your notes and key takeaways from the book, your contact will love you. 3. Send an app or a software recommendation that will make your contact’s life easier. 4. Push back on his assertions, and tactfully redirect his thinking. Too few people in a top executive’s life are willing to disagree thoughtfully. 5. Frame his problem so that his fuzzy issues become clear, or his seemingly intractable issue becomes eminently solvable. 6. Make an introduction to a contact that could support him, utilize his skills or help him grow. 7. Act as a sounding board. Everyone needs a safe place to suggest half-baked ideas. If you’re that safe space, you’ll be a favorite, go-to resource. 8. Speak with candor, honesty, and consideration. Most executives, regardless of level, are surrounded by people who tell white lies, appease them, or nod politely while ignoring them. Your attention and candid feedback won’t go unnoticed. As I said earlier, you can build a strong bond with a contact that leads to business without explicitly adding value during every connection. Simply reaching out injects positive energy into relationships

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