Staying on a Prospect's Radar

Last Updated Oct 20, 2008 9:48 PM EDT

One easy way to stay in the frame with a prospective new client is when you have a contact the prospect would like to meet. By introducing both parties you stand to strengthen your relationship and grow your profile.

A good example of how simple actions can work for you came up in conversation recently with a coaching client. This person consults on telecoms development to mid-sized businesses in the financial sector.

Earlier that day she had been in conversation with a small, energetic company who look like they may just be going places. Not an ideal client yet, but maybe one day.

We discussed how she might stay in touch without being seen as pushy or irrelevant.

The solution was to act as a networking conduit --- introducing the small guy to one or two of her existing clients. She recognised such an introduction would be genuinely useful to both parties. The former can gain an insight into big business; the latter a peek into the mind of a young entrepreneur.

If my client is right and the match is a good one, positive karma from both sides would surely be forthcoming.

Within our businesses we have the opportunity to generate many such introductions and use this to maintain a meaningful connection with our prospects.

So who would you like to stay close to? Who are the people you can move and shake amongst?

  • Robert Gerrish

    Robert Gerrish is a coach, author and professional speaker and the founder of Flying Solo (, the Australian online community for solo business owners.