Deepen Relationships and Expand Networking Opportunities

The only obstacle to building a virtual network is that people forget to follow through. The goal is to strengthen professional ties and seek new ones.  Expanding business and social networks increases opportunities and inspires collaboration. Isolation provides the perfect opportunity to build richer connections. People today are struggling and searching for ways to learn, discover, understand, and find meaning in their lives.

As we move forward, remember to do so with kindness and cultivate emotional connections with people. Everyone has a story to tell – listen.  Be thoughtful, show empathy, be compassionate. Everyone’s circumstances are different.

After months of lockdown and now re-entering the new world, the last thing any of us has wanted to do is network. News, social media, and discussions with everyone are filled with information that left me trying to figure out how to move forward. Each day was a battle. I stopped checking social media. My meditation practice went out the door and I couldn’t concentrate. I finally decided it was too much and stopped.

Today I am grateful for the lessons learned and my focus on the future – hopefully a healthier way to do business and live.

I love everything about networking – meeting people, visiting new venues, socializing, wearing nice clothes (ha ha), learning, and creating life-long relationships. How do you network during a pandemic? Here I share the tactics on reinventing networking using learned skills and adapting to the current situation.

Develop networking strategy

  • Create marketing lists

    • Assemble past/current client list – best place to start for success.

    • Produce strategic relationship list – (existing network) previous jobs, consultants, friends, university contacts, church, professional organizations, LinkedIn, etc.

    • Build client target list – consider the following: What types of people/companies are perfect clients? Which ones allow you to be the most creative? What types deliver the most revenue? Who will be retainer clients?

    Review contacts and identify the most important contacts in the network. Select 20-30 from each category, research the people/companies and prioritize.

  • Design email template for each list

    • Research company/individual and determine how to solve the issues/problems/concerns. Think about them. Not you.

    • If a new contact, find the connection – alumni, referral from a consultant or friend, etc.

    Personalize each email.  It’s ok to just “check in” on someone. Remember, this is not a transactional time. Devote 2-4 hours per week to networking. The goal is to make five connections each day. Use all available communication methods such as email, text, call, video, and social media. Set one – two virtual coffee or cocktail happy hours per week.

  • Monitor results

    • Find a tracking system that works. CRM (Hubspot CRM is free), Excel spreadsheet, calendar, or simple form.

    • Measure all successes:

      • Face-to-face/video conference/call meetings with potential clients/strategic relationships

      • New introductions and leads

      • Referrals

      • Email responses

      • Follow up items completed and future to-do 

Today the goal is to be visible, deepen relationships, and connect with new people. Focus on goodwill and how to add value. This will evolve as businesses stabilize, become confident in the future. Remember - preparation, persistence, and follow up are essential to business development networking.

Establish personal and virtual opportunities

  • Select personal board of directors

    • Determine five biggest goals/challenges and who can help.

    • Consider individuals with the following characteristics:

      • Know the industry

      • Honest/fair critique

      • Different generation

      • Big picture thinker

      • Respected industry contacts

      • Mentor

    • Based on the above criteria, assemble a group that will advise, guide, and assist.

    Unlike a traditional board, this group doesn’t know it exists. New advisors were added to help broaden perspective. These are mutually beneficial. 

  • Virtually participate in organizations and cancelled conferences

    • Find appropriate industry organizations and begin participating virtually.

    • Develop a “wish list” of future conferences to attend. Reach out to organizers regarding participating and speaking.

    • Obtain attendee list. Target 10 – 20 individuals/companies and begin connecting virtually.

    Take this opportunity to engage hard to connect with contacts. The results might be surprising.

  • Send hand written notes

    • Demonstrate care and concern by taking the time to write.

    • Make it brief, personal and authentic. No selling - say thank you, congratulations, or just thinking of you.

    • Send gratitude letters to people who have made a positive impact.

    The handwritten note expresses a different level of intimacy, differentiates you from the rest. Make writing a habit and send 3-5 notes every week.

Engage through social media

  • Participate daily on LinkedIn, Instagram, Facebook, Twitter - anywhere your clients and connections partake

    • Update LinkedIn profile, picture, ask for recommendations, join groups, post, comment, and share posts. LinkedIn is the most powerful social platform to build professional relationships.

    • Peruse connections and decide who to reconnect with and prioritize. Goal – make 5-10 connections per week.

    • Select quality over quantity on social media. Find people whose professional interests align with yours.

    • Regularly participate with a small group.  Comment, post, and reply to cultivate relationships.

The goal is to be “top of mind” when they are ready to hire consultants, employees, speakers, or need advice. Educate and solve people’s problems and become the “go to” person. LinkedIn has allowed me to connect with individuals worldwide that would have been previously impossible to reach.

  • Become an expert – get published, interviewed, and speak

    • Write educational/informative articles. Distribute through: blogs, podcasts, LinkedIn, webinars, industry publications, social media sites, website, etc.

    • Conduct podcast interviews with industry experts and volunteer to be interviewed for publications and podcasts.

    Visibility increases trust and builds professional credibility. This will create a thought leader. When conferences and meetings begin again, position yourself to speak.

  • Network for a purpose

    • Create solutions for individuals/companies/communities problems, issues, and concerns.

    • Identify your skills, connections, knowledge, and how you can help.

    • Build life-long relationships.

One of my favorite clients suggested this concept. Figure out how to help a person, company, or community solve the problems (even if for free) and use that to connect with others in similar industries. Selling is tough in the current environment.  Nothing is transactional. Businesses don’t know what to do, everything changes daily, and the future is unknown --- so they do nothing. Remember everyone is in the same situation. Following these suggestions will help find new clients, new introductions, speaking opportunities, and a sense that you made a difference.

Coming soon – Working Remotely Part 4 on Virtual Meetings – discover the new face-to-face meeting. Please share your lockdown stories. What was the most positive experience that happened to you/what are you most grateful for?