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Last week, one of my small business clients was telling me that after sending her resume to a number of prospective clients, her follow-up calls didn’t result in any new jobs. She was a little discouraged, and I say it was because the context from which she was viewing these calls was a little too small. The larger context is that each call is an opportunity to create relatedness and connection.
Many business owners and decision makers see relatedness and connection as a major contributing factor in the decision making process. In other words, they’re far more likely to do business with people or companies they feel they have some relationship, or some connection with.
As an entrepreneur, every conversation you have with a new person is an opportunity to communicate something about who you are and what you do! Even if the conversation is short and produces no discernible result, the act of communicating with people allows them to get to know you, and to know more about your business.
If you’re competing for a client or a job, for example, and out of 25 people who send resumes or marketing materials, only 5 of you take the time to call and introduce yourselves to the prospective client, the 5 of you are already one step ahead of the other 20. When someone has to make a decision about who to call back for a meeting or an interview, they’re more likely to remember you because you called and initiated a relationship with them.
Think of every conversation as an opportunity to create relationship and get a leg up on the competition!
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