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Keeping Your Business Pipeline Filled

Pick Up The Phone smallerWhen your book of business is firmly established, it’s easy to let your networking efforts slide a little. 

Well, even if business is booming, you shouldn’t take it for granted. If things suddenly shift it may take some time to get new clients on board. You’d be surprised how many of my clients forget this most basic of steps to keep the pipeline filled—personally reaching out to their best clients and referral sources on a regular basis. Here are a few key steps to make this happen…

Make a List of Key Contacts

This is the easy part. Make a list of your top performing referral sources and clients. When is the last time you’ve talked to them? Even if it’s been quite a long time, put them on the list. If you’re already working on a project with them, put them on the list, too. They may have more work on the horizon.

Make the Call and Reach Out

You’re not casting a wide net here— these people are special, so you can afford the time to reach out personally.

Don’t think of it as a sales call—think of it as a way to strengthen the relationship and keep you top of mind. Ask them to breakfast, lunch, or to drinks. Invite them to a concert, the theater or a sporting event.

Do they have a need that’s coming up? Is there something they are excited about that you could help them with? Is there a problem they need to be solved? Inquire about what’s happening and offer to help.

You can’t lose, no matter what the outcome of the call or visit. If they don’t need anything now, or in the immediate future, that’s okay too. It’s still a great way to keep top of mind when they do need something. 

Get It on Your Calendar

To make this effective, get this effort on your calendar and do it regularly. Every two weeks reach out to one or two people. It’s so simple, yet so effective. Keep at it and you will be surprised by the results!

Want to Take Your Networking Efforts Further?

Want to take it a step higher? There are a number of other strategies to keep you top of mind as an expert in your field. Feel free to give me a call at 310.529.6601. I'll be happy to show you how to take your business to the next level with marketing strategies that hit the sweet spot with your target clients.