Keep your Pipeline FULL

Keeping a healthy and ever-growing, non-stagnating contact list is the number one challenge AND the number one activity all business owners, professionals and entrepreneurs need to concentrate on. It is a fundamental, necessary action item every day in order to be a viable long-term profitable business.

It is like your car…it takes fuel (gas or electricity) to get you from point A to point B. We all know that fuel doesn’t flow into your tank miraculously, nor does it come cheap and without any effort on your part.

No matter what you think or believe – without fuel in your car (or fuel for your business) you will never be able to reach your destination. Your tank will dry up if you don’t consistently re-fill it, and a dried up tank gets you to one place – nowhere.

But how do you do that?  Consistently…efficiently…effectively? 

How do you keep a steady flow of leads/contacts/prospects on your list…in your tank?

THAT is the big question.

Before we jump in, here is a thought to ponder on:

Remember first and foremost – you are in the professional friend making business.

Doesn’t mean everyone you meet is going to be your new “bestie”, but it does mean that you have to put on your curious-let’s-be-friends brain instead of your salesman-brain. Get to know the person behind the business, the pain, or the problem they need solved. At least a little!

When you network, when you are out-and-about, you never know who you might encounter. Even beyond that – you absolutely don’t know who all THEY know. Think of networking as a lifestyle – not a work-activity. Yes, we go to ‘networking events’ and we have to introduce ourselves in the context of what we do for a living. But that doesn’t change the fact that you are you, through and through, and always. So be you. Let that show through and be genuinely interested in who they are behind the elevator pitch.

I say that networking is a lifestyle because even when you are not at an organized networking event you meet people, as long as you stay in “tuned-in” mode instead of ‘tuned-out” mode. 😊

At the store, at church, at the soccer field, at the PTA, at the gym, the list goes on and on. You certainly don’t use your networking elevator pitch when you meet these people – but you are still you, through and through, and always. Same person – different environment, so your curious-let’s-be-friends brain should be the one you are always engaging.

All right – I will step down off my soapbox now…let’s get to a few actionable items to keep your contact list vibrant:

Maximize your existing network

In the Ask the Expert this past week (members, you can go see the video in the archive library) we talked about taking a good long look at your existing list. All those forgotten contacts, those business cards in a pile, those names in the CRM that are collecting dust, and those emails that are now way down on the bottom. Segment them into a few groups based on…

…where you met them

…context of the connection

…how far they got in your process

…other factors unique to your business and deliverables

Once you have done that do a re-engagement campaign for each segment over the next 3-6 months. You have to define what that looks like based on the segment, your personality, your business, etc. But a few ideas might be:

…send an email or leave a voice mail with a REAL conversation topic (not just ‘checking in’ or ‘circling back’)

…go to their social media feed to see what is happening in their lives, make authentic and sincere comments

…send them an article that makes you think of them – or they might be interested in

…invite them to a networking event or a social outing with a group

Expand your network and your life

Most Americans live in an 8 square mile radius. Our stores, gym, church, friends, activities, schools, restaurants are all basically within a short drive. True of our work as well…even if we don’t work from home. It is convenient, easy, and comfortable.

But it can be a business stifling bubble.

So, break the bubble! Go to the NEXT closest gym (most gyms let you go to any of their facilities). Drive a few extra miles to do your shopping or eating out. Find other places to do your favorite activities and change up the scenery.

If that doesn’t suit you then stay in the 8 square mile bubble but disrupt your normallacy.

If you work out in the morning – start working out in the evening.

If you go to the early church service – switch to the later service for a few weeks. Or at the very least..switch where you sit!

If you go to the coffee shop on the corner to work – go to the one on the other corner.

If you normally go through the drive through at the bank, the pharmacy, the food place – park and go inside.

If you normally stare at your phone while in line at the store or in the waiting room of an office – put it away and interact with those around you.

Intentionally step into NEW networks

Taking a look at your current list or changing a few habits and routines is a great way to start…but…you still need to be intentional about meeting new people.

Enter stage right – Meetup, Eventbrite, Facebook and LinkedIn Groups

In todays world it is right at your fingertips, literally, to find your ‘people’. Those that have similar interests, hobbies, thoughts, beliefs. Facebook says it right on their advertising: “There is a group for everyone and everything!”

So…..

What do you like to do?

What are your hobbies?

In your spare time what is your go-to?

I guarantee – there is a group for that! On Facebook, Meetup, Eventbrite… somewhere! Find it. Join. Get involved.

Other ways to step into NEW networks:

Volunteer – there are so many opportunities. Your kids’ school, their activities, their sports. Local charities. Local animal shelters. Churches and their local outreach. Politics if that is your thing! There is something out there for everyone…think about what you care about. Volunteering can be a great family activity as well.

Take a class – Painting, languages, investing, public speaking, running, under-water basket weaving, rock climbing, survivalist training, martial arts, axe throwing. Try something new! Many of the universities offer the community an opportunity to ‘audit’ classes (for free). If your interests lay outside of academia – just google it!  I am sure there is a class near you that you can attend.

Plan adventures in new territories… wander with intention. Not the intention of meeting the next big client – but rather just be intentional about keeping your curious brain engaged and you never know who you might run into. Don’t be afraid of a random conversation. Obviously keep your personal safety in mind. Go with a buddy or family member – adventures are more fun with others anyway!

Once you start adding contacts to your ever-growing list remember these two things:

1. Just because they are now on your ‘list’ doesn’t mean that you start pitching them, sending them your marketing and nurturing ‘stuff’, or even start that business/sales conversation. No, you need to have a well thought out process to determine if they are even a good fit for your services/products first. They may just end up being a great friend, a buddy!  We can all use more of those (and many of those might refer you to a great client).

As the relationship develops the need for your products/services might arise…if so, you are there for them to count on and they know you will have their back.

• You don’t know what you don’t know…so don’t pre-judge. Don’t be that person who seems to build or care about building relationships only with people who could be a client and leave the rest behind. You don’t know. You don’t have a crystal ball that tells you which people can and will buy and which will not. So don’t cut your own opportunities off by pre-judging others and selecting a chosen few to get to know.

That isn’t to say that everyone gets the same amount of your time and attention, however, everyone you meet and come into contact with deserves your undivided time and attention when you are with them. Again, they may not be a good fit – but you don’t know who they know…and you may miss out on the best friendship in the world if you have your salesman-brain on and not your curious-let’s-be-friends brain tuned in.

Alright already! I will stop preaching to the choir. Just remember, a vibrant contact list is all about building relationships – wherever you are.

So, get out there and actively seek out new friends! Because when you are doing nothing to build your list – then you are actively holding yourself back!