How do you use your network to find new leads?

1 Identify your ideal leads

Before you reach out to your network, you need to have a clear idea of who your ideal leads are. What are their pain points, goals, and needs? What kind of value can you offer them? How can you solve their problems or help them achieve their desired outcomes? Having a specific profile of your ideal leads will help you narrow down your search and target your messages more effectively.

2 Segment your network

Your network is not a homogeneous group of people. It consists of different types of contacts, such as past and current clients, colleagues, friends, family, mentors, peers, industry influencers, and so on. Each type of contact has a different level of trust, relevance, and influence in relation to your business and your ideal leads. Therefore, you need to segment your network into categories and prioritize them according to their potential to help you find new leads. For example, you might want to focus on your past and current clients first, as they are more likely to refer you to others or give you testimonials. Then, you might want to reach out to your colleagues, friends, and family, who might know someone who needs your services or products. Finally, you might want to connect with your mentors, peers, and industry influencers, who might have access to larger audiences or networks that you can tap into.

3 Craft personalized messages

Once you have identified and segmented your network, you need to craft personalized messages that will catch their attention and interest. You don't want to send generic or spammy messages that will annoy or alienate them. Instead, you want to show them that you value their relationship, appreciate their support, and understand their situation. You also want to explain why you are reaching out to them, what kind of leads you are looking for, and how they can help you. For example, you might want to ask them for feedback, referrals, introductions, recommendations, or endorsements. You might also want to offer them something in return, such as a discount, a freebie, a testimonial, or a favor. Make sure that your messages are clear, concise, and respectful, and that you follow up with them in a timely manner.

4 Expand your network

Using your existing network to find new leads is not enough. You also need to expand your network and reach out to new contacts who might be interested in your services or products. You can do this by attending networking events, joining online communities, participating in social media conversations, creating and sharing valuable content, and asking for referrals from your existing network. The more people you connect with, the more chances you have to find new leads. However, remember that quality is more important than quantity. You don't want to collect contacts for the sake of it. You want to build meaningful and mutually beneficial relationships that will lead to long-term collaborations and loyalty.

5 Nurture your network

Finding new leads is not a one-time event. It is a continuous process that requires constant nurturing and follow-up. You need to stay in touch with your network and keep them engaged and informed about your business and your offerings. You also need to provide them with value and support, and show them that you care about their success and satisfaction. You can do this by sending them regular updates, newsletters, tips, resources, invitations, thank-you notes, gifts, or compliments. You can also ask them for feedback, testimonials, referrals, or reviews. By nurturing your network, you will not only find new leads, but also retain and grow your existing ones.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?