Opportunities are all around you


Let me ask you a question, how many people know what you do? Typically the answer I will get is that everyone knows and yet the evidence proves that to be incorrect. The evidence I am talking about is the amount of referrals you get on a regular basis from people who know, like and trust you. You would think that based on those numbers there would be a constant stream of new opportunities and yet that is not the case, so what is happening?


The truth is that most people do not know what you do to a level that they are comfortable making a recommendation. They have a rough idea in their mind but that is about all. You could be in IT for example and yet when you ask twenty people what IT is you will probably get twenty different answers because it is such a broad sector. Do you provide software, apps, technical support for large companies, SME's, banks etc. Do you work for a large company or small one, do you work in a specific area, do you work in a specific sector? As you can see in just one sector the possibilities are endless and this leads to confusion. How can someone recommend you when they don't have clarity around what you do. You certainly cannot expect them to research you to find out exactly what you do but you can give them a more specific answer as per this article https://www.alecwdrew.com/post/i-don-t-know-what-we-do


Now that you have worked out what you do can I suggest a small exercise that will help you drive new business opportunities.

  1. Have a chat with those you believe understand your offering and confirm if they actually do. You may be surprised at the results. If they do not, the exercise in the link above should help you refine what you will say to people in future.

  2. Make a list of those who were good contacts in the past but you may not have spoken with for some time. Take the opportunity to reconnect and update them with what exactly you do.

  3. Check your email signature, website and social media channels to see if you have a clear offering that is easy to understand and is consistent across all channels.

If people know clearly what it is you do they are more likely to recommend you to friends and colleagues.


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Alec Drew, KBE shares his passion and knowledge around productivity and communications in the professional services sector. A major part of his 40 years in business was spent as Managing Partner of a highly successful branding agency where he worked with a wide range of CEO’s across all sectors. His insightful questioning and straight talking opened up new conversations, giving them fresh insights into their own organisations and uncovering valuable revenue streams that were previously overlooked. One strategy helped his clients achieve €3.23 billion in additional sales over a 5 year period.

He demonstrates the positive effect on shareholder value when all levels of an organisation speak the same language.  

 

As an international speaker he shows very quickly how a simple shift in mindset can have such a positive impact on the bottom line. He hates waffle, verbose explanations and jargon and his talks get straight to the point in a no nonsense but entertaining way. ’Disconnected in a Connected World’ is a fresh and honest look at the combined effects of technology and communications not just on business but on society as a whole.

 

He hosts a weekly radio show where business leaders from all sectors share seminal moments in their lives. Asking insightful questions he encourages guests to retrace their steps from the start of their career to where they are now and talk about key influencers that shaped their success. It gives listeners their weekly fix of encouragement to believe in themselves and demonstrates the abundance of resources that are available to help you complete your journey to destination SUCCESS.  

 

He is Past President of the Professional Speaking Association, Ireland, a member of the PSA and the Global Speaking Federation. 

 

'The concept of business is simple until you let a human being near it' - Alec Drew