When you ask someone to engage with you . . . a conversation or a click . . . you’re asking them for two valuable commodities . . . their time and their money.

If you ask, you presume (or, hope) there’s some value in that connection, potentially, for you.  But where’s the value for the other person . . . i.e. your prospective client?

Feed First, Ask Second
Whether you’re trying to make friends with a neighbor’s new dog or a new prospective client, offer them something for the effort they must make to connect with you.

Special Reports and Special Relationships
A valuable commodity to exchange is your expertise in the form of a white paper or special report.  Not only is it an item of value — which generates reciprocity towards you, it also helps to build the perception that you are, in fact, an ‘expert’ in your field.   Creating these ‘gems’ once may be difficult but once you have them, you can use them again and again.  Sweet, non?  Here’s one of my own as an example.

KEY POINT:
Create Items of Value to build goodwill, reciprocity and position yourself as an expert in your field.