04/29/2021
While the pandemic has undoubtedly transformed how we do business, and our reliance on video conferencing platforms and technology has increased, at least one critical variable hasn’t changed: the importance of interpersonal relationships in business. So, how do we effectively maintain our connections and forge new ones in a virtual world?
Here are some tips from NewStar Media Chief Strategy Officer Tina van der Ven leveraging her extensive experience in business development and strategy:
1. Send a friendly text or email to check in on your contacts – see how they are doing, inquire about their loved ones. Make sure everyone is safe, healthy and well.
2. Invite them to a socially distanced coffees, lunches or dinners. Many times, a contact will want to invite a friend or colleague along. What a great way to meet new friends and contacts! The power of the one-to-one human connections will never be replaced by technology.
3. Send them news articles, blogs, alerts or reports that would be of personal interest to them, or relevant to their industries and/or businesses.
4. Stay connected to your contacts and follow them on social media platforms, including LinkedIn. Stay engaged!
5. Invite them as your guests to socially distanced networking events or social events.
6. Continue to monitor the news daily – if your contacts have been recognized for any key awards, deals, verdicts, recognitions, etc., send a personal note, text or email congratulating them. Share the good news on social media platforms.
7. Continue to offer support as a trusted business advisor, confidante and friend. Sometimes your contacts simply need personal support and guidance – whether it is help identifying a school for their kids, a doctor, dentist, veterinarian, a future vacation spot, summer camp recommendations or a dinner venue suggestion. Or they may simply need someone to vent to during these challenging times. Remember to always keep things confidential. Trust is key.
8. Identify ways to connect your contacts with other key contacts in your networks. Be strategic! Sometimes you have to think outside the box. Serving as a connector to your network is an incredibly POWERFUL asset. Along the way, be mindful to avoid incessant name-dropping or listing your credentials. It’s more important to focus on solving people’s problems which is what they really are interested in!
9. Give them business. Bottom line, this is what people in business want.
10. Ask them for business! While you never want to be a bull in a china shop, there is an appropriate time to ask for what you want – whether it’s to sell more of your products or services, or to be connected to potential clients or referral sources, etc. Some folks prefer the “soft sell” approach, and while there is a place for that, many times people just need to be told clearly and openly so they can help you. We’ve seen so many opportunities missed by people who failed to ask for business out of so-called “politeness,” and their potential clients hired someone else because they had no idea they could hire them.
At the end of the day, your outreach to your contacts needs to be authentic, genuine and not self-serving. There must be a true desire to want to stay connected to folks in your networks. Show empathy, be an active listener, stay engaged, be supportive and always remember the power of trust and accountability. This will help make you known as a confidante, connector and reputable go-to business advisor. Above all else, pay it forward and deliver – whether it’s advice or connections or more business – since this is what will ultimately help you build the powerful business-development networks you need in today’s complex virtual world.
