When your main contact at a client leaves, you lose your direct line in. The fix: reach out consistently to their whole network. Hit trade shows, send emails, call around, schedule Zooms with people connected to that contact.
All right, have you ever had a great relationship with one of your clients? I hope the answer is yes, many of those. Okay, now, so all of a sudden, this client that you've had forever, the contact, your main contact leaves the company for whatever reason. It could be just going on maternity leave. It could be somebody that's left because of retirement. In some cases, they get let go. In other cases, they just move on. Then what do you do? A lot of times, maybe a new person will slide into that position with whom you've got no contact at all, no relationship at all, and then you are what? Fill in the blank. Stuck, right? Or whatever word that you want to put in there. Okay, so here's what I like to do. I make a consistent and concerted effort at trade shows, events, email correspondence, phone calls, Zoom calls. You name it, I'm paying attention to the people that are around the person that I have the contact, contract, or relationship with.
