The six principles of client-centric profile building
Profile building should surely be about you - right? I'm mean, how could it be about anyone else?
Here's what client-centricity has to say about profile building:
Even though profile building technically is all about you – if you apply a client-centric approach to your efforts – you will actually add value to your clients and contacts and differentiate yourself at the same time. So your profile building efforts can be a win-win for everyone (rather than a 'me-me-me').
There are six principles of client-centric profile building. If you skip or skimp on any of these, you will simply be wasting your time:
- Profile building is all about making it easy for your target audience find you. The bigger and the more clear your profile, the more calls and referrals you will get for the kind of work you want.
- You cannot build your profile without being where your target market is. This is easier when you have a clearly defined target market and you know where participants in it gather.
- Profile building requires a consistent and impactful presence over time in these places. Consistent means more than a ‘drive by appearance’ now and then. And impactful means memorable and memorable is an outcome when you consistently associate your name with specific views and expertise about subjects your target market cares about.
- Associating your name with specific views and expertise that your target market cares about is accomplished through content marketing (or thought leadership) , either in person or virtually.
- It takes time to build profile. If you are starting from scratch, give yourself at least a three-year window to establish your name and expertise in your target market.
- Your investment of time and money to build your profile now will pay off in the future, if you stick with it.
Note: The principles of building profile are the same whether you’re seeking to build profile within your firm or externally in your niche market.
If you're going to invest time and resources into building your profile and associating your name with specific views and expertise - wouldn't you also benefit from applying an approach that adds value and differentiates you at the same time? That's what I call efficiency. Thank you client-centricity!
As always, I wish you good business success!
Catherine Mitchell .jpg)
Client-Centric Selling with the Agreement Based Sales® Program and the LEAP Adult Learning® System.