As a business owner, creating influence with your clients has many benefits. It can help you establish your business as a trusted authority in your industry, attract and retain customers, increase sales, gain a competitive advantage, and improve your brand reputation.
So in this episode of Influence By Design, we discuss the topic of creating more influence with your clients.
Creating influence goes beyond just focusing on the price point and requires a willingness to give without expecting anything in return. Despite this, it can be challenging to avoid a transactional mindset where every exchange is expected to be reciprocated.
In this conversation, we share the value of intentional giving without any expectation of a return, which actually opens doors for more opportunities, networks, and relationships for our business.
IN THIS EPISODE YOU’LL DISCOVER:
- What does creating influence entail? (02:33)
- The notion of “giver’s gain”, and its impact on Tim’s business (04:00)
- How to build influence via referrals (05:28)
- The value of being intentional with clients (09:20)
- Why it’s important to not expect anything in return (12:20)
- “If you ever find yourself in a position where you ask ‘what can I get from the service I deliver?’ stop right there.” -Tim Hyde
- “When I started changing my mindset around intentionally giving, without any expectation of return, I realised how much I actually got in return.” -Tim Hyde
- “Influence is truly helpful, but we shouldn’t lean on trying to get something out of the relationships we build.” -Samantha Riley
- “Creating influence is about doing something over and above what you’re paid to deliver.” -Samantha Riley
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Tim Hyde Snippet (00:00):
intentionally giving without any expectation of return. And I think that was the kind of point for me where I kind of understood that how can we invest in influence in a way that actually pays off in spades?
Samantha Riley Snippet (00:16):
How can you influence your clients and give without the expectation of getting anything in return? It’s disassociating yourself from what can I get out of this and truly coming from a place of service, that influence it is helpful, but we’re not leading with, I’m trying to get something from this relationship.
My name is Samantha Riley, and this is the podcast for experts who want to be the unapologetic leader in their industry. We’re going to share the latest business growth, marketing, and leadership strategies, as well as discussing how you can use your human design to create success in business and life. Inside and out. It’s time to take your influence, income, and impact to the level you know you’re capable of. Are you ready to make a bigger difference and scale up? This is the Influence By Design podcast.
Welcome to today’s episode of Influence By Design. I’m your co host for today, Samantha Riley. and joined as always, on Thursdays by my fabulous co-host, Tim Hyde, how are you Tim?
Tim Hyde (01:22):
Almost every Thursday, but given the number of almost every Thursday, given events, and holidays and number of solo episodes you’ve been doing with your 30 and 30 challenge?
Samantha Riley (01:34):
Oh, my goodness, that feels like ages ago now. That was funny when you stopped and thought then I was like, Oh, my goodness, what is he going to say? Like he doesn’t like being my co host. It’s amazing what went through my mind in such a short amount of time,
Tim Hyde (01:46):
I love being your co host.
Samantha Riley (01:49):
Well, thank you,
Tim Hyde (01:50):
I look forward to every week, almost every week around other commitments, of course, and we get a look we get to explore on this podcast, so many interesting topics.
Samantha Riley (02:03):
Absolutely. And I really enjoyed putting today’s episode together. Last week, we talked about how to be more deliberate in your influence. And today, we’re going to talk about how to create more influence with your clients. And we had a really, really great conversation as we were preparing for this episode, in talking about the different ways that as clients, we’ve been influenced, and not just us influencing our clients. And we’re going to talk a little bit about what those scenarios looks like. But really, I think the biggest takeaway, or the biggest part of what we want to get across is that when we’re creating influence with our clients, that this is something that happens over and above what you’ve been paid to deliver. So as a client, sort of the let’s say, the contract, or the expectation is someone will pay you for a product or a service. And you, you know, deliver on that. But with the influence, we’re talking about something that is over and above that.
Tim Hyde (03:03):
Yeah, absolutely. And if you think, you know, what is influence? I mean, influence is the ability to influence and either the source handy, the source, child’s perspective, so I guess, you know, positively impact way that they view the relationship with you more favorably than they did before?
Samantha Riley (03:22):
Yeah, well, the actual meaning is the capacity to have an effect on the character development or behavior of someone or something or the effect itself. So that’s what we’re talking about here.
Tim Hyde (03:34):
Yeah, yeah. And one of the things that we can introduce into our business that, you know, systematically and deliberately do that. Now, interestingly enough, when we were talking off here, and, you know, certainly some of our listeners will know that I’ve been in and out of a bunch of different networking groups over the course of my business career. And I attended a couple of BNI meetings this week, face to face one for the first one time in ages. And we were talking about, you know, a yes, connections and stuff like that. And take me back to, I guess a core belief or four core value of BNI is is this idea of givers gain. And when I first joined that organization, the first time around back in 2005 2006, whenever it was was long time ago. Now. I didn’t really understand what that actually meant. Right? What is this idea of if we give something to other people? What do we mean by how do I gain it and always viewed it in the context of potentially, you know, an exchange, a very deliberate exchange, I give you something and you give something back to me, which is probably the sort of core thing of it. But one thing I discovered very early on, in as I did, you know, I walk up and down the aisle and I deliver my 62nd pitch each week and I’d see people glaze over and something but it was really when I kind of started to change my mindset around, intentionally giving, without any expectation of return, which is a very difficult thing to disassociate it is how much I actually got a return as a result of that, and I think that was the kind of point for me where I kind of understood that how can we invest in influence in a way that actually pays off? In spite? It’s
Samantha Riley (05:28):
totally Well, when you think about it, for most people, one of their best sources or referrals is usually the clients that they already have. So when you’re thinking about influence from that perspective, if you’re able to help your clients, not just achieve an outcome, but to really feel seen, heard, valued, understood, cared for, then you are actually influencing for most people, what would be their largest referral partners? Essentially?
Tim Hyde (06:04):
Absolutely. And I think if you come back to all the ways that you’ve been influenced, and I think we can learn so much from in his purchase by paying a little bit more attention than I, for example, one of my coaches, I’ve known for a long, long time. We were in a in a meeting once and he and he asked, genuinely said, Well, what can I? What can I do for you this week? And I joked, as I am going to do,
Samantha Riley (06:31):
oh, joking, is something that I’ve never heard to teach him.
Tim Hyde (06:36):
It’s difficult to understand when I’m clearly the most serious person you’ve ever met. Oh, my God.
Tim Hyde (06:47):
I joked, I said, you know, Michael, I, you know, I could do a foot massage. Right about now say, What
Samantha Riley (06:54):
can I do for you, what I’d really want is a foot massage. Oh, really, I
Tim Hyde (06:59):
was a foot massage. And I wasn’t expecting anything. Because I was joking. I’m just kind of a bit of a throwaway line. But a couple of days later, I got to count recalls a call from one of Michael’s team or, or something. But they’d actually gone and looked up, he’d gone out of his way. asked a bunch of people in camera, were a really good Messrs joint was and gone and found and booked and paid for
Samantha Riley (07:22):
a foot massage. For me. That is brilliant. That is so good.
Tim Hyde (07:26):
And then we’ll just call into a call arrange a time in my calendar that would have work, right? No expectation of return, which was the interesting thing, and probably 6070 bucks, maybe 80 bucks worth of investment on Michael’s part. But really interesting way. And like, I mean, I’ve told this story to lots of people, of course. But you know, as a measure of beautiful hands. I now as we move the needle, I now view Michael very differently than perhaps I did before. And I know that’s happened to you as well hasn’t,
Samantha Riley (07:55):
it absolutely has. And I’ve got to say you and I met in that particular community. And I had some awesome interactions, I guess, with Michael as well, such as he really, really understands influence. But the first thing that came to my mind was having an onboarding call with actually with a different coach. It was probably, gosh, almost 10 years ago now. And we had our onboarding call, and we’re talking about certain topics. And a couple of weeks later, I had five books turned up on my doorstep, there were all specifically related to what we were talking about in that session. And it was just so awesome, again, without any expectation of just to get these books, and not just to have the books as a gift. But to know she’d really hurt me. That was the piece that made it so special of Oh, my goodness, this is exactly what we were talking about. So she hasn’t just, you know, grabbed any five books, she’s looked back and said, What are we talking about? And, you know, given a gift that directly related to our conversation, and I think that made that gift so amazing, is that, you know, we really felt valued and I think that’s what I can take away from your you know, with Michael really listening to you.
Tim Hyde (09:14):
Yeah, even even my flipping business. But you’re right, yeah, there’s intention and whether it’s an intentional gifting strategy that you’re going to put into your business and, and just being a bit slower about going faster, if that makes sense. Or being more deliberate and going, Okay, I need to really demonstrate that I care about my customers. And it’s not just an exchange of dollars for services. Absolutely. What else am I doing, you know, record down what the name of their dog is, or the breed of the dog that keeps jumping over them during zoom calls, right? Record the name of their kids and ask, okay, I noticed that, you know, Sam had his rugby game on the weekend first rugby game. How did he go, right? It’s actually just changing that dynamic and actually You’ve been more more human, totally, totally the people in your well,
Samantha Riley (10:06):
I’ve got a client that refers quite a lot of new clients to me. And she just referred three clients not that long ago. And I’d seen on social media that she was talking about a particular book. And she was saying it was one of the best books she’s ever read and was recommending it for other people. And I went on Amazon, and I found, like a journal, or a workbook that actually went with this particular book. So I grabbed a copy of it and sent it to her, because I wanted to a thank you for the referral. But give her something that was directly related to something that was significant or super important in her world,
Tim Hyde (10:42):
that you gave me another example, just off here again, you know, and we’ve all got sort of myriad of emails that sort of pop into our inbox, or, you know, if it’s not you on social media reading stuff, it’s your team on social media doing it for you. And one of the strategies that you do Sam is actually go, Well, hey, look, you know, I saw this source bottle email, I’m gonna flick it over, because I think this would be great for you. And again, it’s it’s kind of, it’s not anything to do with services that you’re providing, you know, for the dollars you receive, it’s again, that just that little bit extra that shows that you really care about the people
Samantha Riley (11:18):
totally, because I want to see my clients succeed. So anything that I can do, you know, and that’s a super easy thing, I go through the source bottle email every day. So if I see something that is directly related, or would, you know, I think one of my clients would be perfect for, I always flick them the link and say, you know, I think this would be great for you let me know how you go. It’s something that it doesn’t take very many minutes of my day. And it’s something that adds value to my clients.
Tim Hyde (11:48):
Yep. And if you’re wondering what sauce bottle is, and scratching your head and thinking,
Samantha Riley (11:52):
what is this guy talking about?
Tim Hyde (11:55):
Talking about? sauce bottle is a I guess a kind of curated resource where Juno’s go to find community exploits. And they have an email that sent out saying, I need an expert for this quote, or for this article or
Samantha Riley (12:09):
for Yeah, for this TV show, or this, this newspaper that normally tells you what the publication is. So
Tim Hyde (12:15):
there are a couple like that. But it’s a really easy, you know, if you build it into your business process, to actually then cultivate influence with your clients to have a better relationship with Him.
Samantha Riley (12:27):
Totally. So just to reiterate, how can you influence your clients and give without the expectation of getting anything in return? Sometimes you will get something in return. Sometimes you won’t. And you mentioned it perfectly at the beginning of this episode, Tim, it’s disassociating yourself from what can I get out of this? And will truly coming from a place of service? You know, that influence? It does? You know, it is helpful. But we’re not leading with. I’m trying to get something from this relationship.
Tim Hyde (13:03):
Yep. If you ever find yourself in that position, where you’re going, What can I get from it? Stop right there.
Samantha Riley (13:08):
Totally take a breath, go have a bubble bath, give yourself some love, because that’s normally where it comes from. Normally from a lot of stress, grab a glass of champagne and jump in a bubble bath. Give yourself some love.
Tim Hyde (13:21):
And if you don’t have a bubble bath, or don’t have any bubbles for your bath, just write to us at Sam and Tim. And we will send you a bubble.
Samantha Riley (13:35):
I’ve really enjoyed this episode, Tim, I really enjoy this conversation of different ways that you’ve been influenced, because I always like to hear other people’s stories, because it gives me ideas of how can I make my people feel special? How can I help my clients feel special? Because I know as a client, I love to feel seen, heard, valued, understood. So I want my clients to also feel that
Tim Hyde (14:00):
I’ve got so if you don’t, this is not the right place for you.
Samantha Riley (14:04):
Thanks for listening in today. If you’ve enjoyed today’s episode, please share it with someone in your world so they can also get some value from it. And let us know if you’ve got any great experiences that you’ve had with people you’ve worked with or what you do for clients because I think that when we can learn what each other do, no, it’s nice. It makes the world a nicer place. And on that note, we’re out. Thanks, Tim, for joining me. Thanks. And thank you for joining us and we’ll catch you next Tuesday for another episode of influence by design. Ciao.
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