Moving People From Our Network Into Relationships #businessowners #salestips #customerjourney

29 Sept 2023 · 1 min

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In this concise monologue, Marc Haine explains how business owners can convert casual network contacts into genuine relationships that generate sales. He stresses the importance of actively listening, asking insightful questions, and having prepared "signature stories" that convey your value. Haine points out that most people fail to follow up after initial conversations—only about 20% send a follow‑up email or thank‑you note—resulting in lost business. He frames gratitude as a form of self‑promotion, arguing that a timely thank‑you demonstrates service orientation and keeps you top‑of‑mind. The overall message is that intentional listening, storytelling, and systematic follow‑up turn network members into profitable relationships.

Chapters

How do we move people from being part of our network to being our connections to moving them into relationships? And that's the critical thing. Yes, it's nice. People love to talk about themselves and they feel really good when they've heard from you. But if they don't know anything about you, then it's not sticky enough to them. If they go first, have listening ears on and ask them questions and then be prepared to add in your connections to what they've said. But be prepared to have your signature stories. What are the stories that really matter that tell, that can tell your story? Have that ready to go. So most of us don't do anything. Yes, you can listen most of the time and they're going to think you're just the most loveliest person, but follow up with that email. Like, I think it's like 20% of people actually follow up, 80% of us don't, and that's where we lose the business. But follow up, send that email, send that thank you. So gratitude is self-promotion because it's letting them know how you're here to serve, but it's one of the tactics.