People have a deep psychological need for new experiences and exploration. That’s why client events are so powerful—but it’s important to get them right. Large year-end events often spread you too thin, making it hard to connect meaningfully with anyone.
Instead, focus on smaller, more relational events like breakfast or lunch. Aim for two breakfasts and two lunches with clients or prospects each week. Over 40 weeks, that’s 160 one-on-one interactions—80 of which could be with new prospects.
And don’t make breakfast or lunch all about you and your desire to do business.
Instead, invite them “so you can hear their story about how they started their business, got into their profession, became part of, graduated from, or moved to, etc.”
Everyone has a story—be the one who wants to hear it, and they will immediately feel a connection with you, which begins the start of a real relationship. And relationships drive revenue!