What role do advocates play in your business? Lately I’ve had cause to reflect on this as I’ve been the beneficiary of significant acts of generosity with respect to my book. Let’s see - there have been people who have sent out a tweet about the book. (At least one sale can be attributed to that.) There have been still others who have forwarded my tweets to their twitter network. Some people have bought the book to give as a gift to their clients. I’ve been a guest presenter at a webinar for a company which services the accounting profession. That same company has placed an article in its latest newsletter (released yesterday) about the book (3 sales already).
This week I’m hosting a couple of boardroom briefings on the book. For the first time (I think ever) with respect to a function I’ve instigated a number of people have invited a colleague to come along. This has certainly helped get the numbers I required to make the event a success.
I now also have several testimonials about the book on my website, which I will add to as people read the book and provide their feedback.
How does one get these advocates and develop more of them? That perhaps is a discussion topic for a coaching session. However here are a few thoughts I’d offer for you to reflect upon -
- Be good at what you do. Obvious, but important nevertheless
- Foster long term relationships. Do this by showing a genuine interest in people and show you care by the little gestures which collectively represent going the extra mile
- Thank and acknowledge acts of advocacy
- Make a conscious effort to maintain your personal network - don’t let a week go by without touching base with someone you like/admire/do business with/get referrals from.
- Ask. No harm in asking for a testimonial or for someone to invite a colleague to a function.

I’m hoping that collectively my advocates will help me to sell my book. What might you achieve by harnessing this power in your firm?
Scott