How to Build a Meaningful Relationship With a Prospect

Building a meaningful relationship with a prospect will never happen on Messenger or any other chat app.

To find out why we first, have to define what a meaningful relationship between a business and its customer is based on.

The customer...

  • has to know, like, and trust you.
  • has to have an urgent problem.
  • and has to know what you do and why it works so well.
  • has to be confident that your offer will solve their problem.
  • Plus they have to have the money to pay you...

And that potential customer has to be someone that you want to do business with.

Only when all these conditions exist can a meaningful relationship with a prospect be created.

There are people I know who I would never do business with, in a million years, because one or more of these conditions is missing. 

When you're DMing with a prospect on social media...

There is no time to create all these conditions despite you doing your best to build rapport. It may feel like you are getting on like a house-on-fire but it takes about 40-60 hours to form a casual friendship.

You have to double that to transition from a casual friendship to a real friendship (80-100 hrs). To become good friends requires that you double that again (200hrs +)

It's true you don't have to be bosom buddies to do business together but it does take far longer than a few Messenger chats before anyone would be ready to do business.

None of this is going to happen on Messenger.

It may have done a few years ago. Today Messenger chats are washed up as a client attraction strategy.

People are fed up with being propositioned by some appointment setter, they've never met before, trying to inveigle them into booking a 'clarity call' which everyone knows ( but is not saying ) is going to be a dressed-up sales call.

Yet, it could happen if we were to post a series of value-driven stories that really seek to make our ideal prospects' lives better.

We have to agree...

We've all been pitched like this and feel uncomfortable about it. In fact, we normally pull out any excuse we can to avoid wasting our time. So it's clear that pushing, pulling, and pressuring people to buy from us is counter-productive...

And may not be serving our prospective clients to the best of our ability.

Let's all agree, that pressure selling is more about taking someone's money than serving them.

The elephant in the room is... 

If we don't like to be treated like that, we should stop treating our prospects like that.

That means...

  • We have to give people the time to get to know us.
  • They have to understand what we do.
  • And why it works so well.
  • They decide that no matter what it takes, they want to hire us.

'Ah...' You say. 'To produce revenue like that takes months and months '

In fact, that's not true... The right person could take on new clients in the first 30 days

These conditions must pre-exist.

You must...

  1. Have positioned yourself, your business, the solution, and your audience.
  2. Understand who your 'ideal client' is and who it isn't.
  3. Have a finely-tuned offer that converts.
  4. Be able to write belief-shifting posts that illuminate and amplify.
  5. Have a simple social media outreach strategy.

If anyone of these is 'off', you limit the effectiveness of your efforts to build a meaningful relationship with your prospect.

It has to be said that not everyone can do this...

You have to be a B2B Expert ( coach or consultant ) who has a high-value offer that you know converts - at least 5 new clients onboarded from it - and want to use social media to attract high-level leads without spending a dime on Ads.

You have to love to share your expertise and experience by writing illuminating posts that amplify your audience's understanding of how to overcome the challenge they face... And which empowers them to take actions that will move them towards their goal.

Your clients have achieved good results from your method... So you now want to attract at least 1-2 clients per week from that offer using organic posts.

And you are probably tired of spending time on pain-driven sales calls... So want to drastically free up that time by having your organic posts do 95% of the selling for you.

It so happens that...

I use this process every single day in my business to nurture and attract 3 To 5 new high-level clients every month who want to learn to do this themselves.

I welcome them to my 60-Day Digital Business Strategy Workshop which includes the 5 steps laid out above and is specifically designed for early-stage expert businesses ( 0 > 3 years ). 

We go at your pace.

We jump on a 1-2-1 call every two weeks and review the work you have done in the meantime. I provide clear guidance and frameworks where necessary so you can take real action in-between times. If you ever feel stuck, just tap out a DM and I'll get back to you as quickly as possible (minutes and hours rather than days ).

Be prepared to invest €7k in cash or slightly more if you take the payment option for this awesome program.

And be ready to feel challenged to do your best work. I'm not here to give you a free pass. I'm here to make sure you achieve what you dearly want to.

Remember - The person who sets the goal is never the one who achieves it. 

There will be growing pains and uncomfortable moments. Recognize them. Welcome them. They mean that you are pushing through, leveling up, and expanding your boundaries.

If you're ready to take responsibility for your own success, the first step is to DM me and we'll have a chat to confirm you are a good fit. If you are, you can get started right away.

For more information about how I help B2B experts to...

  • Refine their positioning
  • Define their ideal client
  • Create a battle-tested offer
  • Develop a clear messaging strategy 
  • And implement a simple FB organic outreach strategy

The first thing to do is check out the other articles on my blog or check out the 'Fundamental Marketing' videos in the Story Marketing Tribe.

To find them join the Story Marketing Tribe by clicking this linkWhen you have subscribed (it's Free) go to 'Events' in the left-hand column, then "Fundamental Marketing" where you'll find an ever-increasing amount of training videos.


You don't need another secret tactic or hack that promises much but delivers little -- You need a clear people-focused digital marketing strategy which gives you the mindset and vision you need to succeed. Let's get started.


I strongly recommend Rory as a strategy and marketing coach for his candid and skilful approach. He’s currently helping me to set up my business and I am finally making good progress with it. Methodology is clear and straightforward and every conversation with Rory represents a major step forward in my journey as he helps me focus, make informed decisions, and move closer to my goal.

Valeria Rosignoli - VR Coaching

I have been learning the art of marketing with Rory for a couple months now. I have been impressed with how deeply he knows his subject and his ability to make it understandable.

Aman Berry

Rory is a great marketer and coach. He’s really helped me refine my marketing message so it resonates with my target market in a powerful way.

Myrna E Arroyo

Rory is a savvy marketer who can help you build your digital funnel. What a lot of people underestimate in marketing is establishing the basis. If you don't know what you stand for and who you're talking to, your marketing is a shot in the dark. Rory can help you fix this problem and get you going with clarity.

Hannes Kuehn

What I like working with Rory, is his excellent sense for what is important, step by step. He gives me the structure to do the work I need to do, he is giving excellent feedback and at the same time he honors, that in the end I have to decide how the content of my campaign should look like. He is an excellent sparring - partner and a pragmatic coach, who always points to the simple but effective solutions.

Daniela Bomatter

Rory is currently helping build my Life Coaching business, and that includes identifying a target market that I connect with, learning how to speak their language, creating products and services catered to my target market, and creating a minimal viable funnel that will help me market.

My journey with Rory has been really great. He understands me and what I want to deliver, he is a great mentor by seeing the answers within me, and works with me to bring those answers out. If you are feeling stuck in terms of marketing yourself or product/service, Rory is the go to man!

Lana Maher

Boomer Digital is unique because it breaks mindsets that tell us in an older generation that " normal " for me is time to finish . But I am loaded with ideas and inspiration. Boomer Digital is a coach of my generation roaring to me to finish the race with glory not rust out before the starting gun fires.

Just yesterday I became positively irritated about starting out a business. The only available resources were outside my dreams and interests. Here if I don't find the resources I need I see something close enough.

Alan Bowman

As a presentation professional, part of my core proposition is that I take a client’s idea and transform it into a compelling story and presentation. This is exactly what Rory did for my marketing messaging. He understood immediately what I wanted to communicate. Rory has a wide breadth of knowledge in all aspects of online marketing. I wouldn’t hesitate to recommend him.

Jan Pochop - Founder/CEO, Pochop Presentations

I chose to work with Rory for his great personality, clarity and expertise. Still, I got way more than I expected. He coached me through a deep marketing process and my outcome was way beyond what I had expected. It had to do a lot with Rory's strong focus and his ability to understand me and my customers. Rory became a good friend that I will always come back to when I need advice about online marketing and how to build better customer relationships.

Paal Christian Buntz - The Wildman Programme

Rory has a great marketing insight, offers constructive feedback and also helps you better understand your customer so you can more effectively speak to them. His approach helps you focus on what's important and not get caught up in the unnecessary details so you can get your product launched quickly.

Amber Briggs

Rory is an extremely patient and very expert. He is helping me with my sales funnel and I am learning so much from him. He has a way of keeping things simple and profound. I would highly recommend him!

Chengi Tobun - Black Swan Management Group
A Customer Profile: 5 Infallible Steps B2B Experts Use to Define One
Bringing on board new business clients presents a huge opportunity for B2B experts (coaches, consultants, speakers) to increase their income without spending more time working. The trouble is that they often fail to be specific enough when it comes to defining a customer profile.
Customer Acquisition Costs: The Top 5 ways to Blow Them up
If you try and talk to everyone, you will talk to no one. Defining your ideal client avatar will help you attract the people who will be a joy to work with. The downstream impact of this is profound both for you and your clients. You may have heard terms like buyer persona, customer profile, or ideal customer as alternative descriptions of this mystical person. No matter. They are all talking about the same thing.
Client Avatar: 9 Steps to defining your ideal client
If you try and talk to everyone, you will talk to no one. Defining your ideal client avatar will help you attract the people who will be a joy to work with. The downstream impact of this is profound both for you and your clients. You may have heard terms like buyer persona, customer profile, or ideal customer as alternative descriptions of this mystical person. No matter. They are all talking about the same thing.
Marketing coach – 5 tips for picking the right one for you
When hiring a marketing coach, look for someone who has experience in your industry and can provide real value. By way of introduction, let's consider the type of expert business you wish to own. There are two types. 1: A competition-driven business 2: A story-driven business. The first wants to crush it (oh, how that phrase makes my skin crawl). They want to be number one. They want to beat the competition. They want to be the biggest and the best. And they don't care so much about how they do so...
10 Hard-Won Tips For Growing a Coaching Business to $10k
Growing a coaching business is hard just like any other business. It takes commitment and consistency not to mention resolute determination to follow through. Sorry to drop you into an ice bath right there in the first sentence but if you're not ready to buckle up and do whatever it takes, it is best not to start.
Win Clients With Belief Shifting Customer Journey Mapping
The mismatch between your content marketing efforts and where your prospects are on their journey to find the solution they seek is sabotaging your effort to draw potential new customers into your world. It is no longer good enough to search out long-tailed relevant keyword phrases, make groups of the ones that work together and then link the resulting article to your money page.