Business development is a vital function of any healthy business. And it is dependent on interactions with non-customers. This is why trade shows exist. They are like massive dates for people with problems and people with solutions. They are the male and female counterparts that make business work. #Bowchickabowbow Lots of business opportunities are created at trade shows. Because people get to meet, mingle and leave non-single.
Right now, thanks to the Covid-19 curveball, in-person trade shows are simply off the table. As are most in-person networking events. Which creates a major impact on new business prospects for most companies. This is a significant problem to solve. And a significant business opportunity.
Calling It Off
New sales calls are challenged right now too. You can’t simply ask if you can swing by someone’s office to show off your cart of potions and elixirs. Because the people you want to meet with are not there. In fact, most of my clients at The Weaponry have not been in the office for 7 months. Some of them have even moved far from the city they work in, because it doesn’t matter where people live when no one goes into the office.
With all of the Zooming that is happening now, it isn’t easy to get prospects to jump on yet another video conference either. Especially since video conferencing today means inviting people into your home, where families are hosting a 3-ringed circus of work, school and personal life.
Where Do We Grow From Here?
This means that to continue growing your network and your new business prospects you have to find new ways to interact with people. So it’s time to adopt new approaches. Or act like Chubby Checker and put new twists on old ideas.
What I Have Been Doing
Over the past 2 months here is what I have done to expand my network during a time of social contraction:
- I spoke to the quarterly gathering of Spearity clients. Spearity is a great management consulting organization. This introduced me to 40 impressive people I didn’t know.
- I gave an in-person speech at a country club to a group of 70 people participating in a fundraiser for Chapman Basketball Academy.
- I did 3 virtual workshops on leadership during a crisis for University of Wisconsin student athletes and staff.
- I guest-lectured on creativity to a Marquette University marketing class via video conference.
- I guest lectured on creativity to a Carroll University marketing class via video conference.
- I was a guest on The Positive Polarity Podcast with Dave Molenda: You can listen to the episode or read the transcript here.
- I was a guest on the Sport Coats Podcast with Will Jurgensen. (podcast coming soon to a podcast player near you)
- I published 25 new blog posts.
As a result of these actions I have grown my LinkedIn network. I have received new introductions, I have had in-person, yet comically-physically-distanced meetings. I have developed great new relationships. In fact, it looks as if I will have developed at least 4 new clients as a direct result of these activities.
I didn’t make a single cold call. I didn’t ask anyone for their business. I simply gave away my time, knowledge and expertise. I gave value first. And as a result I got even more value return. Anyone can do this. Even today.
Remember it is not who you know. It is who knows you. During these unusual times you have to make sure more people know who you are in order to grow your network and improve your long term prospects, opportunities and sales. Provide value first. And good things will come your way. Even in 2020.
*If you know someone who could benefit from this message, please share it with them.