Traditional Business Development
OVERVIEW
BECOMING A COI
The first thought coming to mind right now is likely, “I think you mean, working with a COI, right?” Actually, I do mean “Becoming a COI”. You undoubtedly work with centers of influence all of the time as you build networks. Therefore, it’s important to understand that becoming one yourself is happening as well. The following attributes of becoming a COI will help you establish and maintain yourself as a trusted influencer in those folks you meet.
- Be a resource – know your audience. Offering ideas and insight into what matters most to those in your network (prospective client, other COI, etc.) provides you an opportunity to bring value easily. That is, upon meeting someone new and learning something unique about them will offer you an opportunity to seek out ideas that will be relevant to them.
- Detach from the “sale” – while we know that bringing on clients is important, stop thinking about your “quota” every time you meet someone new. Consider getting to know them first, understanding who they are and bring value to the conversation. Ask questions or offer ideas that they may not have thought of before asking for the business. Share how you’ve helped others and listen to their response.
- Integrity – be authentic, don’t exaggerate. Have confidence, but not arrogance. Be a person of your word. Follow–through.
- Be an optimist – you have to present yourself in a positive manner at all times. Don’t complain or gossip –even in jest –people like to be around others that lift them up.
- Be a connector – this is one of the keys to being a COI. Thinking about who you know at all times will help you connect others that would benefit each other. Don’t expect anything in return. You do this because it’s the right thing to do.
- Volunteer – in your community whenever you can. Let people see you and the passion you have for giving back to the community. Begin by finding a cause or activity that you have a passion for because you’ll be at your best. This will also help you build new connections and meet others that can be a COI for you as well.
- Be an ambassador – for a professional networking group. A professional association or Chamber of Commerce can offer you leadership opportunities. Others will see you as a leader in the community and this will have a lasting impression.
- Inspire others – by encouraging them to follow their dreams. Share your experiences–both good and bad–to help other learn what is possible. Challenge them to think differently.
- Be a mentor – for students, interns, or co–workers. Take the time to coach others. In turn, they’ll see the benefit of being a COI, too!
- Follow-up and keep in touch – capture details of meetings with people in your network and stay in touch regularly. Consider scheduling phone calls, coffees, lunches, or just invite others to community events that you know they would be interested in.
www.linkedin.com/pulse/10-attributes-becoming-center-influence-others-want-know-tillman/