Why Your Network Isn't Producing
You're good at what you do. So why aren't your relationships producing the way they should? Ten questions for established professionals who know the business is there and can't figure out why it isn't flowing.
What feels familiar?
Your answers will help you see where the gap may be showing up between the relationships you've built and the business they're producing.
You've Seen the Symptoms.
Now Here's the Bigger Gap.
The statements you checked may look like separate problems:
- an unpredictable pipeline
- giving more business than you receive
- feeling awkward asking
- relationships that never seem to turn into opportunities
- referrals that happen once and never again
- follow-up that depends on remembering.
You've built the relationships.
What's missing is a deliberate strategy to turn your professional relationships into clients and revenue.
“Generosity without a strategic framework behind it quietly produces one-sided relationships.”
Lisa RosenthalYou know people. They know you. Many of them trust you and know the quality of your work.
But when there isn't a deliberate structure for deciding which relationships deserve your attention, what those relationships could become, and what needs to happen next , too much gets left to chance.
And that has a very real impact on your business.
What Leaving It to Chance Costs You
Business comes in, sometimes very good business, but you can't confidently say where the next opportunity will come from.
You keep networking, meeting people and maintaining connections without knowing which relationships have the greatest potential to produce business.
A great conversation happens. Someone makes an introduction. A client gets referred. Then life gets busy and the next step isn't always clear.
A great reputation matters. But knowing you is not the same as knowing when to think of you, how to talk about what you do, or when to put their reputation behind yours.
Another event. Another lunch. Another group. Another room. When some of the business you're looking for may already be sitting inside relationships you've spent years building.
The biggest gap isn't your network.
It's leaving what happens inside that network to chance.
You don't necessarily need more relationships. You need to understand why the relationships you already have aren't producing the way they could.
You Found the Gap.
Now Find Out WHY It's There and WHAT to Do About It.
You're doing the networking. You're building relationships. You're making introductions. You're giving referrals.
The effort is there. The consistent business isn't.
In Fruit of the Tree, Lisa Rosenthal will show you why doing all the "right" networking activities can still leave you with an unpredictable pipeline, why some of your strongest professional relationships still aren't producing business, and why a personal endorsement is not the same thing as an introduction or a referral.
That distinction may change the way you look at the network you've already built.
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