BRX Pro Tip: Networking That Works: Relationship Based Client Acquisition
Stone Payton: Welcome back to Business RadioX Pro Tips, Stone Payton and Lee Kantor here with you. Lee, let’s talk a little bit about networking and how to really make it work for you.
Lee Kantor: I think a lot of people, you know, they’re not super fans of networking in most cases. And when people are networking, I think a lot of people are just doing it to acquire more and more people in their network, so they’re just kind of collecting people. But that type of networking really isn’t effective. I think a more effective way to network is a more relationship-based client acquisition strategy.
Lee Kantor: So, when it comes to winning new clients, the most effective strategy isn’t just keep cold calling or mass emailing, it’s to try to build genuine relationships with fewer people. And this type of relationship-based client acquisition, it’s about connecting authentically, offering value, building trust. Let those things kind of do the heavy lifting, not just mass emailing people and spamming people and asking people to buy stuff at go.
Lee Kantor: So, start by practicing strategic generosity, offer help, share insight, make introductions to other people, connect people together. All that stuff is important, and the key to doing that is do it relentlessly and don’t have any expectation of a media return. This is not a quid pro quo where I’m doing this, so where’s mine? You have to be doing this kind of with the servant’s heart. This approach is going to build goodwill. It’s going to establish you as a valuable resource to your network. And people are going to remember those people who help them. And when the opportunity arises, you’ll be top of mind.
Lee Kantor: So, don’t overlook the power of these kind of partnerships. Forge connections with complementary businesses. Think of companies that serve the same clients that you do, but aren’t direct competitors. These type of alliances can lead to steady referrals and collaborative projects that benefit everybody involved. So, network more strategically by building relationships rather than numbers.
