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Showing Up…
27 September 2007One of the seasoned, successful mediators I had interviewed for the Mediation Business & Marketing Success System series of audio interviews told me that 90% of marketing is showing up.
At the time, I thought the saying was quaint but had not yet really experienced the full effect of the words.
Reading through Ford Harding’s book on Rainmaking I am reminded of the point because he also mentions it.
Then, just today I was having a conversation with a friend of mine who runs her own law practice. Yesterday she had gone to Atlantic City and was on a panel presenting about a piece of family leave legislation in New Jersey. She was on the panel with the two state senators that are supporting the legislation.
The first thing I asked her was, “how did you get that gig?”
The previous week she had issued a press release in support of the legislation and went to speak at the state capital. After that event, she got a call to present on the panel on short notice to an audience of 300.
You want to know how she got the gig? She showed up. She took an interest in something that mattered to her, she took a stand and she showed up.
When you take the time to show up at events you set things in motion. When you choose to be a leader you are creating conditions for yourself to make a positive contribution to your profession, your niche and opportunities will come to you.
I showed up for a networking breakfast in July and am now discussing a very interesting business opportunity as a result.
I have to admit, I don’t like showing up. I didn’t really want to go to the networking breakfast. I am an extrovert and am typically energized by being with people but truth be told, I’d rather stay home or at the office.
I have to force myself to show up. Tonight for example, we have a board meeting for the same organization. I don’t want to go, but I have made a commitment so I need to show up.
Good things have already come out of it. So much of it is unpredictable. You can’t say for certain when the payoff will come or if it will come. But chances are it will.
I’m now seeing the proof of it.
My friend has grown her law practice from zero to high six figures in less than one year by showing up all over the place. She has taken leadership positions in organizations and state wide and she shows up on a regular basis.
So often when we market professional services we talk about speaking and writing. Yet, these activities while important, don’t usually make the phone ring right away. Showing up and networking can often have more instant results.
What do you say? Can you become a leader in some group that is relevant to your niche? Can you commit to showing up at events in your niche or in relevant organizations on a monthly basis?
Show up! Good things will get in motion.
NEVER GIVE UP!
kristina
Posted in Mediation Biz & Marketing Success System, Marketing Strategies, Practice Building Advice
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September 28th, 2007 at 4:46 am
There is a related posting on my blog this week (www.hardingco.com/blog/) plus several earlier pieces including “Dealing With Unreturned Phone Calls”
Fifteen years ago, when I started my company and was desparate to land a client, I had an opportunity at a technology firm. I pursued it for three months, jumping every hurdle and working my way up two levels in the organisation to a man who reported directly to the managing partner. He finally gave me the go aheaad. I practically danced in glee and went home thinking I had done a good day’s work.
Then the client went into radio silence. My phone calls went unreturned, information I had asked for to start the engagement didn’t come. Nothing. I knew that somehow I was in trouble.
After two weeks of this I finally got through to my client. He hesitated and then said, “I took your proposal to the managing partner and he said that before I went with you I should talk with someone he liked.” I thought I was finished. Worse, the client thought I was finished.
Then a miracle occured: My competitor never returned the client’s phone call! two weeks more and I was on site doing the projedct. The competitor didn’t show up so he lost! And I, who had shown up again and again, won what became my biggest client for the next three years.
Never give up!
November 4th, 2007 at 1:00 pm
Thanks Ford, that’s an encouraging and telling example.
Do others have stories of winning because they showed up again and again?
Those who stick with the problem longer, will succeed.
Kristina