Creating Value For Your Clients With Sandy Lutton

Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business.

I had the pleasure of interviewing Sandy Scearce Lutton , CEO and Founder of Designing Influencers and President of Pivotal Moments Media.

Mo prompts Sandy with a question about how to fight through insecurities and be helpful to clients.

Sandy responded:

"So part of it is understanding what value you can bring and what are your strengths. I’m a firm believer that you have to have a compelling reason to pick up the phone and call a prospect. You have to have a compelling reason to send them an email.

It’s understanding what values you bring at this moment in this part of the process. Just to give you an example, when I was working for one of the big accounting firms, I spent a lot of time with CFOs. They were my prospects.

Of course here I am, a business development person, and they are thinking of me in that way. They are probably thinking that they don’t want to hear from another business development person.

What I learned quickly for CFOs, accountants, IT consultants, etc., is that relationship building wasn’t necessarily their comfort zone. However, it was important for them to be able to build relationships with their counterparts.

So, to allow other CFOs or system engineers to bounce ideas off each other, I figured I could create a very casual and informal forum for them.

I ended up having a little CFO network, and none of these were actual clients. I would bring in clients from time to time, but they were all prospects. We would meet once a month on a Monday night at a wine bar because it was half-priced wine night… It was a perfect opportunity for them to just talk to one another.

I am the person bringing them all together, demonstrating that I understand their needs and that this forum is exactly what they need. Otherwise, they wouldn’t have attended. It became a big hit. In fact, at one point, different CFOs called me asking how they could get involved in it."

Dive deeper into the conversation with Sandy Lutton here.

Sandy created an informal CFO network for prospects while she was building relationships. This kind of value group is a great resource for prospects and naturally leads to them wanting to do business with you.

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Thanks for reading!

- Mo