How do you create a “pot of gold” in business without chasing every customer, competing only on price, or expecting an immediate reward from every person you help?
In this video, Mr. Dougles Chan shares a real business experience from before he became widely known for Qi Men Dun Jia. At that time, he was running a digital marketing business and specialising in SEO, or search engine optimisation.
SEO improves a website so that it appears prominently in Google search results. When a company ranks near the top for valuable keywords, more potential customers can discover the business and buy its products or services.
Mr. Dougles Chan had strong SEO skills, but skill alone did not automatically bring customers. The market was competitive, with many agencies and freelancers offering similar services at different prices.
He once pitched his SEO services to a laptop repair and computer company. The business repaired laptops, sold computers, and handled refurbished and new units.
The initial pitch did not result in a deal. The company had already chosen or was close to choosing another SEO provider.
Many salespeople would have stopped communicating after losing the opportunity. Mr. Dougles Chan took a different approach.
As he met people from different industries, some asked whether he knew where they could buy laptops, repair computers, or find related services.
Instead of keeping those contacts to himself, he referred them to the laptop company.
He continued doing this for approximately six months. Whenever a relevant lead appeared, he shared the company’s contact details.
He did not know whether every lead became a paying customer. He did not demand a referral fee, ask for commission, or remind the company that it owed him something.
The important principle was that he gave value without immediately expecting anything in return.
Later, the owner contacted him and said the company needed SEO support. Mr. Dougles Chan was invited to discuss the project.
This time, the relationship was different. The owner already knew that he was helpful, reliable, and willing to contribute before receiving a contract.
Trust had been built through consistent action.
Mr. Dougles Chan proposed an SEO package and secured the project. However, closing the deal was only the beginning.
The most important part was performance.
He improved the company’s search visibility until its website ranked among the top Google results, often reaching the top three for important searches.
Higher rankings generated more enquiries and sales opportunities. More leads produced more revenue and improved the company’s growth potential.
Because the first campaign delivered measurable results, the client became confident in his ability.
The company then introduced four additional projects in related business sectors. One contract expanded into several projects.
He delivered results again.
Successful execution created renewals, recurring revenue, and a longer commercial relationship. Instead of constantly searching for a new customer after every project, he developed a revenue stream from a client who trusted his work.
The client’s reputation also grew. Major international technology brands became interested in working with the company because it had stronger visibility and a more established market position.
SEO was not the only reason for the company’s success. Good products, operations, service, and management still mattered. However, stronger online visibility helped more customers and potential partners discover the business.
This story contains several practical business lessons.
First, losing the first sales pitch does not always mean losing the relationship. A prospect who says no today may become a valuable client later.
Second, giving useful referrals can create trust more effectively than repeatedly promoting yourself. People remember those who help them without immediately asking for payment.
Third, generosity must be supported by competence. Referrals opened the door, but performance kept the relationship alive.
Fourth, promises do not create sustainable revenue. Delivery does. A business grows when it can repeatedly produce the outcome it sold.
Fifth, one successful project can become multiple projects, renewals, referrals, partnerships, and recurring income.
This is how a small opportunity can become a “pot of gold.” It does not usually happen through one lucky transaction. It grows through value, patience, trust, proven results, and consistent delivery.
The lesson is not to give everything away, but to become genuinely useful before asking what you will receive.
When you help the right people, build a credible relationship, and perform when the opportunity arrives, your earlier contribution may return in ways much larger than the original favour.
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