Hi, friends & colleagues:

This week’s excerpt from my new book, How To Win Client Business, is from Chapter 19: The Art of Keeping in Touch – Finding Opportunities to be Thoughtful and Helpful. This chapter discusses the importance of showing others in our professional ecosystem that we care about them and want to be helpful.

If you think back on the others in your life that you trust most, I bet you have known many of these individuals for years, perhaps decades. Trusting relationships are not built overnight, but they can begin on day one. Trust begins when we show others that we care, are interested in them, and want to be helpful.

In addition to the text excerpt below, I’m providing a short 5 minute audio version as well – narrated by me. So, if you’d rather listen to a sample from Chapter 19 in lieu of the text excerpt, simply click here. (Note: If your preferred format is audio, the audiobook is now available on Amazon and is beautifully narrated by Barry Abrams – one of the best in the industry.)

Here’s this week’s excerpt. I hope you enjoy it!

Doug

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Chapter 19: The Art of Keeping in Touch

Finding Opportunities to be Thoughtful and Helpful

The deepest principal in human nature is the craving to be appreciated.
—William James, Harvard University professor, often considered the father of
American Psychology

Wayne Baker is a sociologist at the University of Michigan and a leading

scholar on the study of professional ecosystems. According to Baker, “If we create

networks with the sole intention of getting something, we won’t succeed. We can’t

pursue the benefits of networks; the benefits ensue from investments in meaningful

activities and relationships.”

 

In 2011, Fortune magazine recognized Adam Rifkin as the most connected

businessperson in the U.S. In a study of LinkedIn connections to the 640 most

influential businesspeople, the research found that Rifkin was more connected

to the business elite than any other person. When asked about his approach to

building his ecosystem, Rifkin offered this:

 

My network developed little by little, in fact a little every day through small

gestures and acts of kindness, over the course of many years – with a desire to

make better the lives of the people I’m connected to.

 

If you think back on the people in your life you trust most, I bet you have

known many of these individuals for years, perhaps decades. Trusting relationships

are not built overnight, but they can begin on day one. Trust begins when we show

others that we care, are interested in them, and want to be helpful.

 

And when we find common interests, we have a natural avenue to discuss

things that matter to us. Small talk allows us to check in with others – to inquire

about their lives. And, over time, this kernel of trust begins to grow, like a many layered

coat woven one thread at a time.

 

In Section Three we explored the importance of building our professional ecosystem

– the 200 most important people in our professional lives. We learned that

our network of trusted colleagues will influence our careers. We discovered that

when trust and respect are present, we open up the pathways of repeat business,

referrals, and inquiries. And when these pathways begin to flow freely, we aren’t

forced to practice cold-calling – which we don’t like to do and isn’t very effective

for most of us anyway.

 

When we make a consistent habit of showing others in our ecosystem that

we care about them, we earn trust. And over time, the trust becomes a powerful

currency, more valuable than money or gold. With trust, we can accomplish

incredible things together. Without it, all things grind to a halt. The upside

is so great that it’s a wonder these empathetic gestures aren’t practiced more

commonly. In practicing these acts we stand out in a world where trust is often

hard to find.

 

Finding Opportunities to Be Thoughtful and Helpful

What then do we need to do to demonstrate to others that we care? Here are some

thoughtful gestures I’ve observed in which successful rainmakers keep in touch

with others to show they care:

 

  • Recognize other’s success
  • Provide helpful news/information
  • Offer introductions and referrals
  • Ask for advice or guidance
  • Follow up to inquire about an issue
  • Remember important dates
  • Give small gifts
  • Show gratitude toward others

 

Let’s take a closer look at each of these to see how they work and why they’re so effective.

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Click here to order your copy of my new book, How To Win Client Business, today!