David A. Fields offers timely advice on how to reconnect with decision makers after a long period of no contact.
Every decision maker who’s regularly in conversation with your consulting firm is a high-potential source of projects and revenue. But if you’ve been out of touch with a prospect, restarting the relationship can feel awkward. The script below will help.
An “A1” in your contact list is a decision-maker who has a strong relationship with someone in your consulting firm.
Three hundred A1s can power a consulting firm as high as $50 million in annual revenue.
You could build your consulting firm into 9-figures (over $100 million) with a handful of service areas, each of which has three hundred A1 relationships.
A quick rule of thumb no matter what size your consulting firm is, even if you’re below $1 million:
Maintain at least a hundred A1 relationships to keep your practice healthy and thriving.
Groovybeans. But what if you need more A1s in your consulting firm’s network?
Remember Joyce Jamnuckles? She’s the Big Cheese at Solidoleo Corp whom you met at a conference a few years back. You struck up a great conversation over a handful of post-conference conversations, but no business materialized and you stopped following up.
Joyce is a B1—a decision maker who definitely knows you, but not well and doesn’t think of you as a go-to resource. You’ve let the relationship wither, with minimal (or no) contact for years.
Every B1 is an A1 in waiting. All you need to do is rekindle and nurture the relationship.
Key points covered include:
- Staying right-side-up
- Stepping up to the plate
Read the full article, How To Rekindle Relationships With Your Consulting Firm’s Buyers, on David’s website.