From Contacts to Contracts: Use a "Love List" for Solopreneur Success

/

Most solopreneurs find the majority of their work through referrals or repeat business from previous clients. These successful independents are the ones who come to mind when the need for their services arises. As I explain in my book, Succeeding as a Solopreneur, the two keys to making this happen are being memorable and nourishing your network. Using a “love list” is an excellent way to do both because it keeps your name fresh in people’s minds.

What’s a “love list”?

A love list is a strategic tool for planning and tracking relationships you want to nurture—clients, potential clients, and people who can refer you to prospective clients. It’s organized into tiers, with Tier 1 including your most important contacts (those you want to keep in touch with the most), and Tier 3 being less important contacts. It details the target date for the next touchpoint, and it tracks the contact you’ve made in the past.

I call it a “love list” because these are the people to whom I want to show some love and appreciation, but you may prefer a more formal name. Consider alternatives like Referral List, Strategic Contact Database, Biz Dev List, or Tiered Engagement Planner (TEP). The name doesn’t matter, what’s crucial is using it consistently!

Setting It Up

  1. Start with your existing client list but also export your LinkedIn connections.

  2. Import the list into Excel and keep only the essential columns (e.g., First Name, Last Name, Email, and maybe Company Name if you want to sort on that).

  3. Add columns for Tiers 1, 2, 3, and a fourth for "Other" or "Everyone Else."

  4. Sort contacts into tiers. (If you have thousands of contacts this will take too much time so instead, skim the list for names that you recognize. Don’t spend too much time on this part! Your goal is to identify the 20% who are likely to foster 80% of your new opportunities. Aim for quality over quantity—100 names is a good target.)

  5. Determine how you’re going to track upcoming touchpoints and past interactions. (Don’t do the same type of outreach every time. See below for a list of ideas.)

  6. Determine contact frequency by tier. For example:

  • Tier 1: About six times a year (every two months)

  • Tier 2: Once every 3 months

  • Tier 3: At least once every six months

Choose a tool that suits your preferences and skills—Excel, a simple database like AirTable, or CRM software like Mimiran, designed specifically for solopreneurs.

Touchpoint Ideas

An important part of the love list concept is to focus on building relationships, not selling. Keep your name fresh in their mind by being human, friendly, and helpful. Here are some outreach ideas.

  • Engage on LinkedIn. Comment thoughtfully on their LinkedIn posts.

  • Forward a LinkedIn post as a direct message. “You may find this to be useful.”

  • Send relevant articles or resources. “This sounds like an event that may interest you.”

  • Share a resume: “If you or someone you know is ever in need of an org design expert…” or “I know you’re always looking for people who…”.

  • Project thank-you. Send a small thank-you gift or a handwritten card.

  • Post-project check-in. “It’s been three months already since we completed the XYZ work. How is it going?”

  • Casual phone call.  “I keep thinking of you. How is the new job?” or “How are the layoffs (or merger) affecting you?”

  • Lunch invite. Make an effort to see your VIPs in person!

  • Virtual Cocktail. Instead of meeting for a drink after work, it's BYOB via Zoom. No driving or shoes required.

  • Birthday. Send a personalized email, LinkedIn message, text message with a .gif, or even an old-fashioned card via snail mail.

  • Anniversary. You can celebrate anything! For example, two years since you signed your first contract with them, or 3 years since you met at a conference, or 10 years since you worked together at XYZ company.

  • Promotion Congrats. Send a card, email, or a message via LinkedIn, but be sure to make it personal! Don’t just use the LinkedIn prompts.

  • Job hunt support. Help people find their next project or full-time job. #PayItForward

  • Suggest candidates. Help them find people for their open positions.

  • Share a job description. “I have no idea if you’re even looking but this job is right in your wheelhouse so I thought I’d pass it along.”

  • New job congratulations. For their first day or week on the job, an actual card is thoughtful, but flowers or fresh fruit are even better.

  • Ask for advice (the flattery approach). “I really value your opinion. Can we set up 15 minutes to chat about XYZ?”

Remember, none of these involve pitching your services. The goal is to create meaningful, authentic connections that keep you top of mind.

The Bottom Line

Business development is relationship development. By being useful and building trust, you'll create a network that naturally generates referrals and opportunities. Use a love list as your roadmap to nurturing these crucial professional relationships.

P.S.: The “love list” concept is based on the practices of referral expert, Stacey Brown Randall, author of “Generating Referrals Without Asking.”