My biggest single client just sold their business…

They’re merging with a MUCH larger organization. A firm 10x their size, with an in-house marketing department that handles all of the services I currently provide.

A uuuuuge swath of my income just disappeared. Poof. Gone. In an instant.

But with 30 million (and climbing) out of work — due to countless COVID-19 prompted furloughs, layoffs, mergers, downsizing, offshoring, and outright closures — this story of suddenly disappearing income is nothing new.

And to be sure, my situation isn’t unique in comparison to millions of other folks around the globe.

The question now… Where do I turn to replace this business?

It’s time to tap my NETWORK.

And this approach illustrates an uber-important marketing lesson…

Are You Nurturing your network?

In other words, are you doing enough to…

• Make the right connections?
• Staying in touch with those contacts?
• And making an effort to nurture those relationships?

While it’s true soooooooo many business opportunities arise simply from who you know. But in truth, that’s a GROSS oversimplification…

Because you could easily be acquainted with scads and scads of people. And all those many, many persons might be crystal clear on what you do.

But if they don’t have a sharp image of your personality and a positive impression of your character, it doesn’t matter who or how many folks you know. It matters far more how well they know you.

Now of course, the end game of networking is winning new business and earning referrals. But it’s not necessarily a linear process. Just making “the right connection” doesn’t immediately yield an opportunity.

So, how do you pull everything together and acheive your ultimate business-generation aims?

Truth be told, it’s a process. And it involved three important steps…

Making Connections

The process certainly starts with making connections… Are you pursuing them? More specifically, are you…

• Tapping friends and family?
• Connecting with industry peers?
• Connecting with peers in adjacent industries and verticles?
• Leveraging client relationships?
• Leveraging prospect relationships?

Keeping in Touch

Assuming you’re actively new connections, are you keeping in touch (with both new and existing) contacts?

By way of example to demonstrate how important this step truly is, heres a quick case study…

I once worked with a hugely successful real estate partnership that did tons of business. But all too often after a sale was complete, the buyers and sellers heard little more than crickets from these brokers. As a result, the partnership lost out on scores and scores of repeat potential business.

Making an Impression

Beyond keeping in touch, are you making an effort to leave an impression?

I can call you up to shoot the sh*t or drop you a quick note in an email to say “Hey!” But ultimately, this does very little to nurture our relationship.

Prospecting 101 dictates that learning about your prospects is imperative to bridging the Know-Like-and-Trust gap that yeilds sales.

But the same goes for developing your network. Get to know your connections. Learn about their lives, their interests, their business, their trials and tribulations, their triumphs and failures.

The effort you make in the learning process demonstrates that you care about your subject. And provides fodder for future interactions.

So, when you keep in touch, you do so with a purpose. And at the same time, aim to make an impression.

Need Help Developing a Lead Nurturing Strategy?

As my introduction demonstrates, your network is more important than ever! The coronavirus crisis has already kicked a LOT of butts. And if we’re being honest, this is only the beginning. So now is the time GEAR UP on the networking front.

And whether you’re you working to reel in prospects, generate repeat business from existing clients, or earn more referrals from your networking efforts — a lead nurturing strategy is KEY to building your network.

A strategy gives you a plan, a schedule, and a system you can practice and continue to replicate over time. So you don’t have to think about the nurturing process. It becomes automatic.

If you’re looking to build a system that adds genuine value to your business, let’s chat! 310.466.7893 | ryan@ryananys.com

ALSO…

You’re a part of my network! So, friends… Any referrals you can send my way would be MUCH appreciated! Direct any interested parties here… And thanks again!