Do you focus on what you want to achieve or where you want to be in 12 months’ time?

Do you focus on your goals – a turnover of £X, or a speaking engagement at that prestigious conference, for example?

You know what you want, and you’re determined, you’ve got your action plan, yet you are not seeing the progress you want to see? Sound familiar?

Now shift that focus from what to who.

“Know who you are after, not what you are after.”

Paper circleWho is your ideal client?

The one who will help you achieve your turnover goal. Write it down.

  • What is their business?
  • How long have they been in operation?
  • What is their pain?
  • What will they pay you to ease that pain?
  • Where will you find them?

Who will be your influential advocate?

The one who will champion your cause. The one who will make the right connections for you. Write it down.

  • Who needs to know you are the one?
  • Who needs to notice you?
  • Who will introduce you to that person?
  • Where will you find them?

Once you know who your ideal client is, and who your person of influence is, you can make a plan to meet that person. There will most likely be other people on you ‘who?’ list who, one by one, will take you a step nearer.

We are all connected somehow.  You will be meeting someone, who knows someone, who knows someone who can help you.

If your people don’t know who you need to meet, they can’t make that introduction for you.

Be open about  who you need to meet to achieve your goals.

It will happen, you will meet your ideal clients, and you will find your influential advocate. That’s what networking is all about. It should form the basis of your social media strategy for business growth.

If you don’t know your ‘who’, you may never achieve your ‘what’.


“Know who you are after, not what you are after.”

The above quote by Mark Smith, Drumnosis was the inspiration for this blog.

Drumnois is a training company working with companies and individuals to achieve more by doing less, better. Mark uses a combination of drums and hypnosis to teach this. http://www.drumnosis.com/