NBS – How should we advocate for you?

What do we mean by Advocacy?

Before anyone can authentically advocate for you will have built trust by:

  • Consistently bringing guests to the Hub, thus building the network for all.
  • Making a point of introducing (though not yet advocating for) your guests to other contacts who may be relevant for them.
  • Helping others that you know, like and trust by introducing them to people you know.
  • Helping create Good News Stories.
  • Creating relationships with others who like you, who feel you are a contributor, who have aligned values, and who feel you have integrity.

This takes time and effort.

However, when you have built this kind of trust, key collaborators will advocate for you.

Which means they will talk with other people they know and positively position you as someone they should also get to know.
In some cases, they will ask their contact when would be the best time for you to phone them.

They will be expecting your call and you will get a warm reception from them.

Compare that with cold contacting the same person!

They will then let you know how that conversation went and give you any extra information that they may have gathered from their contact during the conversation.

Fellow collaborators will go out of their way to advocate for you because they have come to know, like and trust you.

As such:

  • They want to see you succeed almost as much as they want success for themselves.
  • They know you will do the same for them.
  • When you have many people wanting to advocate for you – you typically achieve more than you would ever have imagined.

Don’t make it a one-way street mentally or emotionally

  • Take your eyes off transactions – especially the immediate results you desire; be prepared to play the long game.
  • Be grateful if things come off in the short-term – but don’t expect it!
  • You can’t control where the results for you will come from –
    • In fact, you will usually be totally surprised by where your biggest breaks came from.
    • You just don’t know who the most unlikely person knows.
    • If they like you, they may be able to get you in front of your ideal contact.
    • Learn about all the case studies were this is exactly what happens.
  • Just keep patiently building trust with others.

Beware the see-saw

Consistency always wins because that’s what builds relationships.

A typical scenario

  • You may be desperate to get your new business off the ground.
  • You may have spent money in setting it up – website, the lot!
    • Now all you need is clients, opportunities.
  • You try all means at your disposal – including networking.
  • You get lucky – you onboard an ideal client, land the job, get the business, whatever you’ve been looking for.
  • And you now think you no longer need to build your network – job done!
    • Really?
  • So you really didn’t see the value in investing in long-term relationships?
  • When you make the decision to build networks & solid relationships for the long-term:
    • The payoff is far greater – unless you always want to be chasing business!
    • Tim Ferris was so right:

In a recent podcast, Tim Ferris (author of the 4-hour work week) said:

It is my opinion that if you choose one event properly and you build a network there in the right way, in a methodical way that really focuses on long-term mutual relationships, as opposed to transactions…. you will never have to network again, ever.

Once you set that ball in motion, it’s like a snowball going down a hill and before you know it, you have this unstoppable Goliath of inertia that can carry you forward for years and, in fact, decades.

Make it easy for other collaborators to advocate for you

  • Give them a “trigger” that makes it easy for them to think of good contacts for you.
    • For example, rather than saying I am a business coach, say I specialise in helping franchisees and franchisors achieve exceptional results.
    • Seek advice from your coach as to which other collaborators may be useful for you to meet with.
      • For example, people who have vast business experience and may be able to give you some great ideas and advice – and connections.
        • Such people will often think about it over time and come back to you with more ideas and suggestions.
    • Think about aligning yourself with others who provide complementary services that would be easy to cross-refer.

Above all, stay consistent; … work at winning the trust and respect of others.

“Consistency” definition …
– act or behave in the same way over time, especially so as to be fair or accurate. e.g. “The parents are being consistent and firm in their reactions.”
– in relation to an argument or set of ideas: … not containing any logical contradictions. e.g. “a consistent explanation”