The Weekly Reframe #19

3 things that made me think differently and why they matter.

1/ Notice

Some LinkedIn posts just resonate. This was one of them posted by Stéphanie Lauer

She starts by making the point that executives don’t just make decisions based on capabilities. They need to value the relationship too - that's all about trust.

She goes on to say that when you're selling high value items you don't need a large audience, you need a productive network. And you probably already have it. It originates from people you meet, conferences, courses, introductions and referrals.

... the conversations you had over the last decade. That's your only pipeline. 1st, 2nd and third degree connections. That’s where your buyers are.

2/ Do

Talking of networking, here is one of the least talked about aspects. Nurturing relationships over time.

You've met someone interesting and you want to stay in touch. Beyond the initial email about meeting, what can you do?

One of the most straightforward things is to send them an article which might be of interest. Over the last year I've been using Matt Dixon's article about the traits of the most successful business developers in professional services firms. Just be aware of 'article overwhelm', something we all suffer from nowadays.

Then be sure to use a calendar to schedule specific touch points, these might be quarterly, or more frequent. Here are some highly personalised ways to do that:

1. Make useful connections with others.
2. Promote their work and achievements. 
3. Support their leadership development.
4. Send something their staff will find useful.
5. Invite to a fun experience.

You want to genuinely show people you care about maintaining the relationship you have. I know some people struggle with ideas for this, so here are three more:

• 1:1 New Year video message 
• Personal note cards recommending: 6 books for the Summer / Winter / Autumn / Spring
• Event: Virtual Coffee - Send biscuits to accompany the conversation

Let me know what you've done to nurture your connections.

3/ Question

Who do you need to forgive to free up the energy you keep recycling into old stories?

The past mentor.
The ex-partner.
The former version of you.

Resentment is an expensive hobby.

A few examples to stimulate your thinking:
"I still replay that boardroom ambush, even though it was three years ago and they've moved on."
"I'm harder on myself for that decision than I'd ever be on anyone else in the same position."
"I say I've let it go, but it still shows up every time something similar gets close."

Ask yourself: What could I do with the energy I'm spending on a story that's already finished?

Happy Easter.



Clive