We are on the cusp of a new era (but you know that). Can we agree to name the period before COVID-19 normal, the business-as-usual drill with which we’re all familiar? Where we are now, the present, is commonly referred to as the new normal and maybe for you the term is already getting old. But time moves forward and we will soon enter the true post-COVID-19 era, the next normal. If you expect your business venture to survive and thrive in the fast-approaching future, the time to prepare for the next normal client is now.

Preparation begins with devising strategies to recover revenue lost to the 2020-2021 shutdown. Your plan to encourage and support client acquisition and increased revenue may include upgrades to the company’s digital presence, more sophisticated and targeted content marketing, greater use of marketing automation, greater attention devoted to financial management and post-pandemic next normal networking activities.

Networking is one of the most important business development activities that a Freelance consultant can perform. Networking can have a significant impact on your ability to meet potential prospects and build your client list. In the post-COVID environment, you would be wise to put your networking energy into building relationships and not blatantly hunting for a sale.

In your travels, where networking can organically happen anywhere and need not be limited to formal meetings or conferences, set your sights on meeting people who you find interesting and enjoy getting to know. Should the subject of business comes up, listen for ways that you can be helpful.

While conversing with a new colleague in person or online, you may eventually find an opening to talk turkey and slip into LeadGen. Whether you meet your new colleague in real time or by digital means, the smart networking strategy is to use finesse as you steer the conversation to the next level. Don’t risk undoing the effort you’ve invested with a clumsy approach.

• Ask the right questions: Be politely curious and actively listen as you encourage your new colleague to talk about him/herself and their business. Focus on getting to know those whom you meet.
• Be a resource: Marketing is the new sales. Offer insights based on your experiences and/or offer to send a link to additional info that spotlights your expertise and grasp of the goal or problem that a would-be prospect needs to address.
• Don’t be afraid to play the long game: You’re not going to marry someone on the first date and you’re probably not going to reach your LeadGen goal in the first encounter. Start networking conversations by asking questions and actively listening, to learn more about the potential prospects. Build trust as you invite him/her to do what they like best—-talk about themselves! It can also be an excellent strategy for building relationships and finding clients.

Thanks for reading,

Kim

Image: The the networking is in full swing in a scene from an unidentified circa 1930s Hollywood movie.