The essence of EnCorps Partners, the parent company of Cowork KCI, is to breathe life into small businesses. Whether it’s providing affordable, office space or advising entrepreneurs, we serve the spirit of C.P.R. – Courage. Perseverance. Resilience. In this spirit we offer this fun, challenge to grow your business in the final months of the year.

No doubt many of you may feel short of breath, weakened and in need of CPR. So as we move forward embracing hope and planning for the future, we encourage you to join us in business development during the final months of 2020.

Getting Started With the C.P.R. Challenge

  • For the next two weeks, commit one hour a day to business development activities.
  • Start a C.P.R. Challenge ledger
  • Create one section in your ledger for each of the following activities

C is the Courage to Contact Current Clients

Profitability stems from your work with current clients. For this challenge, define current clients as anyone you have served in the past six to twelve months.

In the C Section of your ledger list all your current clients: Name, business, contact and project.

Call, text or email each of your current clients. Just check in with them. Let them know you care. I have a client who says: “People don’t care how much you know until they know how much you care!”

Not sure what to say? Here are a few sample messages. Edit them to fit your voice and your relationship with your client. Remember to keep it simple. The point is to reach out, engage and see if you can serve.

Good morning <NAME>. Just checking in to see how you are doing. How are you progressing with ….? If there is anything, I can do to help, let me know.

In the meantime, stay well. I’m looking forward to when we can meet again in person.

Take care,

Your name

P is the Perseverance to Prioritize Past Clients

People buy from those they know, like and trust. Former clients know you. Do you know what’s happened with them since you last worked with them? Time to find out.

In the P Section of your ledger list the clients with whom you worked in the past five years: Name, business and contact information. If you haven’t had contact for several years, you might do a little research before reaching out. Check out their social media profiles or run a quick Google search.

Hey <NAME>. I hope you are well and staying safe. I know it’s been a while since we connected. I saw this article and it made me think of you. How have you been? I’d love to catch up. I want to hear about you and share what’s new with me. Are you available for a call this week?

The purpose is to reconnect, not to sell. Action starts the fly wheel moving. Be sincere. Be authentic. Show that you care.

R is the Resilience to Reach Out to Referral Partners

Once business development moves from clients to prospects, many professionals shy away and find ways to distract from expanding the client base. Referral partners can ease the discomfort.

A referral, even in the form of a digital introduction, can be less intimidating than a cold call.

So, where do you find your referral partners? They are hiding in plain sight! You can uncover them by:

  • Reviewing your LinkedIn contacts.
  • Scrubbing your Facebook, Instagram, Twitter and other social media followers.
  • Scanning your email contacts.
  • Making a list of your vendors

These categories are rich with people you know and with whom you communicate.

In the R section of your ledger, list of all potential referral partners. Then rate them A, B or C. “A” contacts are the most likely to meet with you or refer. “B” contacts might refer. “C” contacts most likely will not engage with you. Set a goal to contact all As and Bs, at least 10 per day.

Remember to give in order to get. The purpose of this reconnection is to build relationship. It is not to sell.

Your message should include an ask. Your ask could be:

  • I know things are tough right now. Who do you want to connect with? Can I help make introductions? Feel free to look though my LinkedIn contacts and let me know how I can support you.
  • Send a download of value-added tips to them
  • Invite them to follow your social media community and offer to follow them.

Your referral friendraising should not be a one-off communication. Start a conversation. Learn more about them and in the process share how they can help you as well.

Remember that in addition to phone, text and email, direct messaging in LinkedIn and Facebook can be powerful as well. Find out how and where they communicate. Respond accordingly.

Ready? Set? Go.

Comment below and tell us how your C.P.R. challenge is going. If you have questions, feel free to reach out to me.

Terri S. Turner
Terri S. Turner