Business Development and Networking During a Pandemic Lockdown

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The #1 FUD (fear, uncertainty, doubt) among independent consultants involves business development. Will I be able to find enough work? How can I develop a steady pipeline of leads? I don’t know how to do sales! And now, with everyone stuck at home because of the COVID-19 shelter-in-place orders, business development and the networking that fuels it seem impossible. But that’s not the case! I’m actually doing more outreach than I did before the lockdown.

For self-employed professionals, business development equals relationship development. Clients buy consulting services from people they know and trust. So use this time to strengthen your relationships with clients, prospects, and colleagues who may be able to refer you to other prospective clients. Here are three things you easily can do from home.

Have a virtual cocktail or cup of tea

Face-to-face conversations are the best way to strengthen relationships. Recently I’ve been inviting clients and prospects to catch up over a virtual cocktail or cup of tea, depending on the time of day. I provide the Zoom meeting link, but we each bring our own drink.

The calls aren’t about selling anything, they’re about strengthening the relationship. My objective is simply to connect with them on a human level, something we all crave during this lockdown. How are they holding up? What’s their biggest challenge during all this? Are they re-evaluating their job or commute? How are their kids?

While these calls aren’t billable time and likely won’t lead to any business in the near term, I’m confident the people I connect with will reach out to me if they need consulting help, whenever that may be.

Share useful information

For prospects I don’t know as well, I’ve been sharing helpful articles about how to lead teams remotely or how to lead in a crisis. Again, these emails aren’t about selling anything, they’re just to provide something of value and let the person know I’m thinking of them in this difficult time. Here’s an example of what I sent to prospective clients last week.

Hi Jennifer,

I hope this note finds you and your loved ones healthy and adjusting to the new normal. I moved to Reno from SF about five months ago and am so glad I did! My daughter is here too, finishing her freshman year of college from her bedroom.

I’m used to working from home but many people aren’t, so I thought I’d share the attached article with you, Five Ways to Improve Communication in Virtual Teams. “Teams with higher scores on the five behaviors also received higher ratings from their leaders on producing quality deliverables, completing tasks on time, working productively together, and meeting or exceeding goals. Results indicated a linear relationship across the board: For every 10% that a team outscored other teams on virtual communication effectiveness, they also outscored those teams by 13% on overall performance.” Pretty compelling research, and I know how you love this sort of thing.

No need to reply, we’re all busy.

Thinking of you,

-- Liz

I closed the emails with “no need to reply” to help avoid being perceived as “sales-y”. 

Send a thoughtful treat

Over the past two weeks I’ve sent small gifts to people I know who have been sick or under self-quarantine, such as flowers or gift certificates for healthy food like fruit from Harry & David. For my clients who work in healthcare, I sent chocolate-covered espresso beans to help perk them up during the long days. 

 

Each of these three ideas is about connecting, not selling. My best piece of advice for independent consultants is to “keep your network warm.” Don’t be that person who only reaches out when you need something, including looking for work. Now that people aren’t commuting or racing around to take their kids to sports practice or lessons, it’s a terrific opportunity to connect.

Whatever you do, be authentic, and make it about them. Consulting guru David A. Fields calls this “right side up thinking.” If you haven’t read his book, The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom, I highly recommend it!

Be your best,

Liz

P.S. What other ideas do you have for keeping your network warm without leaving home? Please share your ideas in the comments. ⬇️
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Additional Resources from PICA