Networking Approaches for Attracting High-Value Clients

The biggest mistake I made in business development? (And the one I see others make every week…) Asking for the business before I gave any value. ❌ I’d pitch. ❌ I’d present. ❌ I’d try to impress. But it rarely worked, and never felt right. What I finally learned was this: You don’t earn trust by selling. You earn it by giving, long before you ever make an ask. So, if you want to become the kind of advisor clients  seek out… ✅ Start with value.  ✅ Lead with generosity.  ✅ Then let trust do the rest. Here are 8 of my favorite ways to offer value before  asking for business: 1. Make a Strategic Introduction → Connect them to someone helpful. Your network  becomes part of your value. 2. Ask for Their Perspective → Curious questions create more respect than pitch  decks ever will. 3. Send a Thoughtful Surprise → A book, a note, a resource. Relevance shows you’re  paying attention and that matters. 4. Share Tailored Insights → Generic = forgettable. A timely idea, just for them, can  open big doors. 5. Invite Them to Something Exclusive → Roundtables or niche events. Scarcity adds value.  Inclusion builds connection. 6. Host a Problem-Solving Session → Brainstorm a real issue together. Let them experience  your thinking in action. 7. Offer a Mini-Diagnostic → Spot something they didn’t know was broken. It  reframes you from seller to solver. 8. Provide a Sample of Your Service → No pressure. Just a preview. Let them feel the value  before the ask. Here’s the shift: Don’t try to close a deal. Try to open a relationship. Give first.  Then give a little more. And I promise the results will take care of themselves. 👉 Which one will you try this week? ♻️ Valuable? Repost to help someone in your network. 📌 Follow Mo Bunnell for client-growth strategies that don’t feel like selling. Want the full cheat sheet? Sign up here: https://lnkd.in/e3qRVJRf 

He wasn’t convinced that being active on LinkedIn would be helpful. 30 days later? Strategic LinkedIn networking brought in 2 new clients (estimated to be worth more than $100k in legal fees). The backstory: ⇒ Litigation partner in a mid-sized law firm. ⇒ Skeptical that LinkedIn could be used to network for business. ⇒ No time for writing or doing traditional “thought leadership”. Despite his doubts, he was willing to give LinkedIn a try. We put a simple strategic LI networking plan together that felt doable for him. Here it is: 1️⃣Identify (& then connect with/follow) 6-10 relevant people. These folks must: ✓ Be active on LinkedIn. ✓ Post about issues relevant to your ideal clients. And no, they don’t need to be competitors or attorneys (but they CAN be - don’t be afraid to follow and engage with those folks!). 2️⃣Set aside 15 minutes per day to review their posts and strategically comment (on any that are relevant to your audience). When commenting, don’t say “great post” or “thanks for sharing”. Instead, add value by: >>> Validating their point with specifics. >>> Adding a new perspective or insight. >>> Asking a question to deepen the discussion. 3️⃣Connect with people you engage with. LinkedIn is a networking tool. Use it that way! Any time someone you aren’t already connected to likes one of your comments or (even better) engages with it, reach out to them to connect. And then, DM them to say “hello” and take the discussion (already started in the comments) further. Yes, that's it. Here’s why this simple formula is so effective: ⏩ It's an easy way to showcase your point of view (and way of lawyering/thinking), which attracts better-fit people into your LI universe. ⏩ It shows your credibility and expertise (in a service-based, non-salesy way). By doing something that takes little time. ⏩ It builds authentic relationships. With people you probably wouldn’t meet in person. Stop thinking of LinkedIn purely as social media. Use it as the networking tool (it actually is). Now, the elephant in the room…Posting your own content. Yes, this will help. But it’s not necessary. If you don’t have the time right now (or are a bit shy about putting your own posts/articles out there), this is a great strategy to lead with. Ready to get started (now)? Do this: 1. Find 1 thought leader in your niche. 2. Make a thoughtful, strategic comment to one of their recent posts. 3. Connect with anyone who likes or engages with your comment. XO, Heather ~~~ P.S. Season 5 of Life & Law podcast is BACK. And this is exactly what we’re covering today. Dive deeper into how to use LinkedIn for networking by listening to Episode 204 (see my Featured Section at Heather Moulder to go directly to the podcast).

Recently, I've had 40+ conversations with founders, investors, and partners - here's what I learned about building a powerful network. I remember attending a national training at KPMG with thousands of professionals from across the U.S. They asked each team: "What's the most valuable thing you'll get out of this event?" We submitted "Networking will be the most valuable thing we get out of this event." I was shocked when they called out our answer as the winner across all teams. It took me years to really understand this. When I launched Mighty Digits, my first 2 customers came from within my network, giving me freedom to build while securing income. Some of my largest customers came from relationships with VC firms who trusted us with their portfolio companies. As the saying goes: "It's not what you know, it's who you know." To me, it's both - but if I had to choose one, it would be the people in my network. A good network naturally raises your IQ and yields 10x dividends. ➡️ IDENTIFY WHO YOU WANT TO NETWORK WITH Everyone wants to connect with their ideal customer, but don't stop there. Connect with other service providers who serve your target audience but aren't competitive - alternate services or same service in different regions. My favorite people to connect with are investors, since there's strong correlation between investing in a company and wanting confident financial records. Start by making a list of the most ideal people to network with and work backwards. Avoid focusing only on customers to sell to. ➡️ HOW TO CONNECT WITH YOUR TARGET AUDIENCE "Ask for money and get advice, ask for advice, get money twice." Your goal with networking is NOT to sell anything. Your goal is to provide value and establish relationships. Sales come naturally as relationships are nurtured. Four ways to connect: — Reach out for warm intros through mutual connections — Send targeted cold emails that are relevant and personalized — Host events that allow them to expand their network too — Attend events and approach people in groups or standing alone ➡️ THE FOLLOW-UP FRAMEWORK This is the most important part. After connecting: — Send follow-up email with thanks and conversation recap — Find ways to offer value first - referrals, advice, resources — Keep in touch quarterly to see how you can be of service — Treat your A-list players with appreciation - gifts, meals, personal thanks === Networking is a long-term play. Relationships take time to build, and many may not go anywhere. But for those that do, you can build an entire business on them. What's been your experience with networking? Do you have any tips for building powerful relationships? Share your thoughts below 👇

This Is How to Effortlessly Spot High-Ticket Clients on LinkedIn. These are subtle signals that you may have missed. One thing about landing high-ticket clients on LinkedIn that's often overlooked is the power of 'social listening'. It's not just about who you talk to; it's about what you hear and observe. ____________________________________________ While most high-ticket clients typically have no time to build their profiles or get active on this platform (they typically just message you honestly😂); High-ticket clients often leave subtle clues about their needs and frustrations in their posts and comments. ____________________________________________ By genuinely engaging with and analyzing their content, you can tailor your approach, offering solutions directly aligned with their challenges. This method requires patience and keen observation, but it's incredibly effective in establishing your relevance and value to potential high-ticket clients in a way that feels personal and deeply attuned to their needs. And you may ask, “How do you know they are high ticket clients” Let’s break it down with an example: ____________________________________________ Imagine you're a software engineer specializing in developing custom solutions for startups. You come across a LinkedIn post from a CTO of an emerging fintech company. They've just posted about the challenges they face in integrating advanced AI into their existing systems. This CTO is likely a high-ticket client because they're leading a tech initiative in a growing sector, indicating they have the budget and the need for specialized software development. Now, the power of social listening comes into play. Instead of directly pitching your services, you start by engaging with their post. Leave a thoughtful comment that shows your expertise without selling – something like, ____________________________________________ "Great post! Honestly, AI integration can be a wild ride. I Just wrapped up a project where we concentrated on streamlining data workflows and integrating machine learning algorithms. It seriously smoothed out the whole process and amped up our system's efficiency. It's amazing what targeted tweaks can achieve" This approach achieves two things: First, it demonstrates your understanding and expertise in their specific challenge. Second, it starts a conversation in a non-salesy way. By actively listening and engaging thoughtfully, you're positioning yourself as a resource, not just a service provider. ____________________________________________ Following this, keep an eye on their future posts and interactions. Offer insights or share relevant suggestions that speak to their interests and challenges. This builds rapport and positions you as a go-to expert in their mind. ____________________________________________ It’s all about paying attention to your surroundings. LinkedIn is definitely a place to be☺️🙌 Did you learn something new today?