How To Fix Your Pipeline When It Sputters

Posted on May 5th, 2010 by Keith Ferrazzi

Here’s a tip for times when you feel like your pipeline could use some more pressure:

Reconnect with superconnectors.

A superconnector is someone who’s not only willing to introduce you to other members of his or her network, but whose network reaches across traditional industry lines. Professions rich with superconnectors include PR, law, and politics.

Take a look at your key contacts and think about who introduced you to past or even just prospective clients – these are your superconnectors.

When was the last time you had a meal or a coffee with those individuals? When was the last time you were generous? If you’ve fallen out of touch, renew the relationship, pronto!

Other tips do you have to fill your pipeline? Share.

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10 Responses so far | Have Your Say!

  1. I live in South Florida and as the temperature goes up, activity seems to go down... talk about an off-season! So I tried something new to fix the "sputtering" in my pipeline:

    Earlier this week I gave a lecture to a class of MBA students at a local college. This is an evening class of professionals looking to take their education and careers to the next level. I made sure my name, e-mail, and phone number were on the board and I exchanged information one-to-one with the students. I gave the talk in my capacity as chairman of a local chamber of commerce, giving the students advice on how to make the most of chamber memberships.

    It was a great way to meet some interesting, ambitious people and I've already received a couple of invitations to meet some more groups as a result! Ain't life grand?

    • Hi Adolfo,

      I live in South Florida also and can totally relate. Its like a reverse hibernation. People stay indoors more just to get a break from the heat and humidity. These are times to get super creative with connecting with people.

      That was a great idea you had with the students. Hope those connections work out for you.

      -alicia pierre

  2. Dear Keith,
    No doubt you are one of my superconnectors in Facebook. Your book "Never Eat Alone", which I read in Spanish (Nunca comas solo), was a starting point for me to network professionally, and I thank you for that.
    Another superconector for me is Stephen R. Covey... And of course, anybody who has shown his/her interest in coaching, music, human communication and globalisation by getting in touch with me. I also have to mention Fernando Álvarez González http://www.desdelatrinchera.net/blog/, who introduced me in the Spanish blogger world. THANKS.

  3. Sunny Kumar says:
    May 5, 2010 at 7:35 am
    Reply

    Very true Keith. Very often, we get busy in our day-to-day life and forget connecting with our contacts. The best time to connect is when you do not need anything from the other individual. You just connect and enjoy the moment. If you can, certainly provide mentorship or hook them up with people that might be beneficial to them.

    Then, when you need something, nature has a unique way of lining up things for you (through those people who you helped or some other stranger). You always say that do not view relationships and connections as transactional. The more you give, the more you get. Very true indeed. You are a great example to follow.

  4. I am a high net worth Investment Advisor. Knowing and understanding your target market is essential. I look at building my pipeline by three different segments: (1) the base of the pyramid is leveraging current clients, (2) in the middle lies working through or leveraging referral sources, and (3) new relationships within the community.

    My marketing and sales efforts are tailored appropriately. For example, I will make the effort to make lunch apts., schedule meetings with bankers, JD's, and accountants to introduce World Trend. Also, I make a concerted effort to stay in front of these people by offering and tailoring messages related to their business. For a prospect, I will do this via email or phone correspondence regarding investment strategies or ideas.

    Thanks,

    Patrick Campbell

  5. Keith -

    As always, thank you for your blog and the creative ways you allow your audiences to share their stories.

    I am an MBA student at GWU in Washington, DC and I have spent the past two years FULLY leveraging my MBA experience. From professors/guest lecturers, to conferences/workshops; I have managed to connect with many people who many of which are mentors and advisors. These relationships have helped me to get fellowships, write business plans, study abroad, get involved locally and carve out a plan for my future. Now, I look forward to connecting other students, colleagues and friends to existing networks and resources. As you know, too often we fail to FULLY tap into the resources around us and being in school has opened my eyes to the innumerable opportunities that lie ahead in the business/entrepreneurial arena.

    Take care and I look forward to your next blog!

    Thanks,

    Karima

  6. 32 years in the Airline Industry & right there with all the clients, enclosed in a tube at high altitude.

    Believe me - I never saw this light.

    Almost two years now, and looking for new ways to get from moderation to good, this is an eye opener - startling.

    Thanks much.

    PS: It is almost midnight now - I'll be in tomorrow to "reconnect with
    superconnectors" after a visit to top up my plastic card.
    PPS: Keith - please keep a slot for me.

    Thanks again.

    Success Always.

  7. Nathalie Gregg says:
    May 6, 2010 at 2:14 pm
    Reply

    Earlier this week I gave a lecture to a class of Fast Trac graduates at Midlands Technical College Business Enterprise. This is an evening class of entrepreneurs looking to take their businesses to the next level. I made sure my name, e-mail, and phone number were printed on the bottom of my handouts. The title of my presentation was 12 Steps to Building Your Professional Network. This interactive presentation was based on the networking tools presented in Never Eat Alone. I also donated a copy of Never Eat Alone to the entrepreneur who completed the networking quiz correctly. I also gave them suggested networking activities to implement during the next chamber of commerce event. Each graduate was given a complimentary membership and they were encouraged to get started filling their pipeline.

  8. Why not? It´s allways working and it`s nice :-)

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