This guide, Relationships That Pay: Grow Your Business with LinkedIn Connections, is designed to help small business owners leverage the power of LinkedIn to build meaningful relationships with their existing connections. By following simple, actionable steps, even those with no marketing experience can learn how to nurture these connections and turn them into valuable customers. With a focus on low-cost, high-impact strategies, this guide provides practical advice that’s easy to implement, ensuring that small businesses can achieve long-term growth and create lasting business opportunities. Investing time into this guide will help small business owners strengthen their network, increase visibility, and ultimately, grow their customer base.
Maximising Your Existing LinkedIn Network for Business Growth
As a small business owner, you’ve probably built up a number of LinkedIn connections over time. However, many of these relationships might not be actively helping your business grow. The good news is that by nurturing these existing connections, you can transform them into loyal customers and valuable partners. This guide will show you how to build meaningful relationships with your current LinkedIn network that can directly lead to new business opportunities.
Why Nurturing Current Connections is Key to Business Success
Nurturing your existing LinkedIn connections is a smart and cost-effective way to grow your business. Instead of spending time and money trying to reach new people, you can focus on building deeper relationships with the people already in your network. These connections already know you, and it’s easier to gain their trust compared to starting from scratch with strangers.
Here’s why nurturing relationships is crucial for your business success:
Trust and Familiarity: People prefer to do business with those they know and trust. By staying engaged with your connections, you remain at the forefront of their minds when they need a product or service that you offer.
Word-of-Mouth Opportunities: A strong relationship with one connection can lead to recommendations to their own network, expanding your reach and potential customer base.
Cost-Effective Growth: Building relationships doesn’t require a big budget. It’s about consistent engagement and offering value, which costs you nothing but time and thoughtfulness.
Download and print the 'LinkedIn Relationship Building Checklist'. This way you can mark each task off as you follow each step of this guide.
How Meaningful Engagement Turns Relationships into Customers
The key to transforming a LinkedIn connection into a paying customer is meaningful engagement. This isn’t about sending generic sales messages or constantly promoting your services. Instead, you want to focus on building genuine, mutually beneficial relationships. By offering value, showing interest in their needs, and being consistent, you naturally build the trust that leads to business.
Here’s how to do it:
Personalise Your Communication
Avoid sending out generic messages that feel like they’re copied and pasted. Take the time to address each connection by name and refer to something specific about them – perhaps a shared interest, recent post, or their business needs.
Example: “Hi Sarah, I saw your recent post about the challenges small businesses face with social media. I’ve been working on a few strategies to help with that and would love to share some insights if you’re interested.”
Engage with Their Content
A simple but effective way to stay on their radar is by interacting with their posts. Like, comment, or share their content when it’s relevant. When you comment, make sure it’s thoughtful – something that adds value to the conversation.
Example: “Great post, James! I agree that customer loyalty is critical, especially for small businesses. Have you found that personalising your follow-ups has helped with retention?”
Offer Value Without Selling
Think about ways you can help your connections without immediately asking for anything in return. Share helpful articles, offer advice, or introduce them to useful contacts in your network. When you offer value first, it creates a foundation of trust.
Example: “Hi John, I came across this article on improving website conversions and thought it might be useful for your new project. Let me know what you think!”
Stay Consistent and Follow Up
Building relationships takes time. Don’t expect to convert a connection into a customer overnight. Stay consistent with your engagement. After an initial conversation, follow up if it’s appropriate – but make sure to keep it casual and helpful, not pushy.
Example: “Hi Emma, just following up on our chat last week. I hope you found the tips helpful! If you have any questions or want to dive deeper into that topic, feel free to reach out.”
By nurturing your existing LinkedIn connections and focusing on building genuine, meaningful relationships, you can grow your customer base with minimal investment. Just remember, it’s about adding value and engaging authentically – not about hard selling. With patience and consistency, you’ll see your efforts pay off in the form of loyal customers and long-term business growth.
Step 1: Refresh Your Profile to Re-engage Your Network
Before you start engaging with your existing LinkedIn connections, it’s important to ensure your profile is up to date. A refreshed profile not only presents a professional image but also reminds your network of who you are and what you offer. This can reignite interest and spark new business conversations.
How to Update Your LinkedIn Profile to Stay Top of Mind
Your LinkedIn profile is often the first place people will visit when you connect or re-engage. To stay top of mind and keep your profile relevant to your business goals, follow these simple steps:
Refresh your headline and summary to reflect your latest offerings:
Your headline is the first thing people see, so make sure it clearly states what you do and who you help. Think of it as your value statement.
Example: Instead of just “Owner at XYZ Ltd”, try “Helping small businesses grow their online presence through expert digital marketing strategies.”
Your summary should explain in more detail what your business does and what value you can bring to your connections. Keep it short and engaging, focusing on the benefits you offer.
Example: “At XYZ Ltd, we specialise in helping small businesses create cost-effective, results-driven digital marketing campaigns. With over 10 years of experience, we’ve worked with dozens of businesses to increase their online visibility and grow their customer base.”
Update your experience and skills to showcase recent projects:
Add any new roles, achievements, or projects that reflect your current work. This not only shows that you’re active in your field but also helps your connections see what you’ve been working on recently.
Example: “Completed a successful digital marketing campaign for ABC Company, increasing their social media engagement by 30% in 3 months.”
Make sure your skills section is up to date. Highlight the skills that are most relevant to your target audience and remove any outdated or irrelevant ones.
How to Use Your Profile to Spark Curiosity Among Existing Connections
Once your profile is refreshed, use it as a tool to re-engage your network. A few strategic updates can draw attention and invite conversations.
Post an update announcing changes or achievements:
After updating your profile, post a status update to let your connections know about the changes. This could be a recent business achievement, a new service you’re offering, or a milestone your company has reached.
Example: “Exciting news! We’ve just launched a new social media management service specifically designed for small businesses. If you’re looking to boost your online presence, let’s chat!”
This not only sparks interest but also reminds your connections of what you’re doing, creating opportunities for them to reach out.
Use a new profile photo to attract attention:
Updating your profile picture is a simple way to catch the eye of your connections. It signals that something has changed and prompts people to visit your profile.
Tip: Choose a professional, high-quality photo that reflects your current brand or business style. A fresh look can make a big impact, especially if your photo hasn’t been updated in a while.
By taking these steps to refresh your profile, you can effectively re-engage your existing LinkedIn connections. A well-crafted headline, summary, and updated achievements will remind people of what you do and spark curiosity, encouraging them to reconnect and potentially do business with you.
Step 2: Segment Your Connections to Identify Key Targets
When it comes to nurturing relationships on LinkedIn, it’s essential to focus your efforts on the connections that are most relevant to your current business goals. By segmenting your LinkedIn network, you can identify which of your existing connections are likely to bring in new business opportunities. This will allow you to spend your time and energy where it will have the biggest impact.
How to Analyse Your LinkedIn Network to Identify Target Connections
To make the most of your LinkedIn network, you need to assess your existing connections and determine which individuals align with your business objectives. Here’s how to get started:
Look through your connections and identify who aligns with your current business goals:
Start by reviewing your connections and identifying those who are in a position to benefit from your products or services. Look for people whose businesses, job roles, or industries match what you offer.
Example: If you offer digital marketing services for small businesses, look for connections who are business owners, heads of marketing, or entrepreneurs in need of online growth.
Consider who you’ve worked with in the past or those who’ve shown interest in your services previously. These could be prime candidates for re-engagement.
Assess which industries, job titles, or regions are now relevant to your offering:
If your business has evolved and you’re now targeting a specific industry or location, filter your connections based on these criteria.
Example: If you’ve shifted focus to offering local services in London, look for connections in that region who may benefit from your new offerings.
Pay attention to job titles that match the decision-makers or influencers in businesses that could use your services. This will help you focus your efforts on connections that could lead to real business opportunities.
How to Segment Your Connections to Focus on High-Value Relationships
Once you’ve identified your target connections, it’s time to segment them into groups based on how they can help your business grow. LinkedIn provides tools that make this easy to do.
Use LinkedIn's search filters to group connections by industry or relevance:
Use LinkedIn’s advanced search filters to organise your connections. You can filter by industry, job title, location, and other criteria that are relevant to your business goals.
Example: Let’s say you offer graphic design services. You could filter your connections by the "Marketing" industry and "Marketing Manager" job title, ensuring you’re reaching people who might need design help for their campaigns.
Create smaller, more focused groups of connections. This way, you can tailor your communication to each group and make it more relevant and personalised.
How to prioritise connections for outreach based on potential business opportunities:
Now that your connections are grouped, prioritise them based on who is most likely to need your services in the short term. Look for those who have posted recently about challenges related to your offering, or who’ve interacted with your posts.
Example: If a connection recently posted about struggling with social media engagement, and you offer social media management, this person could be a priority for outreach.
Focus first on connections where there’s a clear alignment between their needs and what you offer. These are your high-value relationships, and nurturing them can lead to quick wins.
By segmenting your connections and focusing on high-value relationships, you can ensure that your LinkedIn engagement efforts are targeted and effective. With this approach, you’ll be engaging with the right people – those who are most likely to turn into customers – maximising the return on your time and effort.
Step 3: Start Conversations with Existing Connections
Once you’ve refreshed your profile and segmented your LinkedIn connections, the next step is to start conversations with your existing network. This is a crucial part of nurturing relationships that can lead to new business opportunities. Reaching out in the right way is key to ensuring your messages feel genuine and valuable, rather than pushy or salesy.
How to Reconnect with Dormant Connections on LinkedIn
Over time, it’s easy for connections to go quiet. Whether it’s been a few months or even years since you last spoke, reconnecting with dormant connections can open the door to fresh opportunities. Here’s how to reach out without it feeling awkward:
Personalised messaging: How to reach out without feeling awkward
Avoid sending a generic message like “Hi, long time no speak!” Instead, make your message feel personal by acknowledging the gap in communication and sharing something relevant or valuable.
Example: “Hi Sarah, it’s been a while! I saw your recent post about expanding your business – congratulations! I’d love to catch up and hear more about what you’re working on. Let me know if you’re free for a chat soon.”
Show interest in their recent activity or achievements. This makes your message feel genuine rather than transactional.
Referencing past conversations or mutual interests to reignite engagement
Remind them of any previous discussions you’ve had or shared interests. This not only refreshes their memory but also gives them a reason to engage with you again.
Example: “Hi David, I remember we spoke a while back about your plans to launch a new product. How’s that going? I’d love to hear how things have developed.”
If you have no specific past conversations to reference, mention a mutual interest or recent development in their field to spark the conversation.
Example: “Hi Amanda, I noticed we’re both in the same LinkedIn group about small business growth. I’ve seen some great discussions there recently. How have you found it?”
How to Use LinkedIn's Messaging Feature to Build Deeper Relationships
Once you’ve reconnected, it’s important to keep the conversation going in a meaningful way. The goal is to build trust and rapport, which can naturally lead to business opportunities later on. Here’s how to make the most of LinkedIn’s messaging feature:
Asking thoughtful questions to open dialogue
Instead of jumping into a sales pitch, focus on asking open-ended questions that encourage your connection to share more about themselves and their business. This shows that you’re genuinely interested in them, not just trying to sell something.
Examples:
“What are the biggest challenges you’re facing in your business right now?”
“I saw that you’ve expanded your team recently. How has that impacted your business?”
Thoughtful questions lead to deeper conversations and help you better understand their needs, which can be valuable for offering relevant solutions later on.
When to offer help or advice without expecting anything in return
One of the best ways to build strong relationships is to offer help or advice, expecting nothing in return. This positions you as a valuable resource and makes your connection more likely to come to you when they need your services.
Examples:
“I came across this article on improving website conversions and thought it might be useful for your latest project. Let me know if you’d like me to send it over.”
“I’ve worked with a couple of clients in your industry who’ve faced similar challenges with marketing. If you ever want to chat through some strategies, feel free to reach out.”
By offering value first, you’re laying the groundwork for future business without coming across as too pushy or self-serving.
By following these steps, you can effectively re-engage with your dormant LinkedIn connections and build deeper relationships that lead to business opportunities. Remember, the key is to personalise your messages, show genuine interest, and offer value without pushing for an immediate sale. This approach creates trust and paves the way for long-term, mutually beneficial relationships.
Step 4: Engage Regularly with Your Network’s Content
To nurture relationships with your LinkedIn connections effectively, it's important to stay visible and active by engaging with their content. Regular interaction can help you remain top of mind, demonstrate your interest, and strengthen your relationships over time. By showing support for their posts, you also position yourself as a thoughtful and engaged professional.
How to Support and Interact with Your Connections’ Posts
The key to maintaining a strong relationship on LinkedIn is consistent, meaningful interaction. Even small actions like liking and commenting on your connections' posts can have a big impact. Here's how to make the most of those actions:
Liking, commenting, and sharing: Small actions with big impact
Liking posts is a quick way to acknowledge someone's content, but it’s even more impactful when you combine it with thoughtful comments or shares. This shows that you're genuinely interested in what they have to say.
Example:
If a connection posts an article about their business achievements, like it and add a comment congratulating them on their success. If the article is relevant to your audience, share it and tag them to give them extra visibility.
Action steps:
Scroll through your LinkedIn feed daily and look for posts from key connections.
Like their posts and, where appropriate, add a brief comment or share their content to show your support.
How to leave meaningful comments that show genuine interest
A comment adds much more value than a simple "like". When commenting, make sure it’s thoughtful and specific, rather than generic. This shows you’ve actually read or engaged with the post and care about the topic.
Example:
If a connection shares a post about a challenge they’ve overcome in their business, comment:
"Great insights, Claire! I’ve faced similar challenges with my own clients and found that streamlining the onboarding process made a huge difference. Have you tried anything like that?"
Thoughtful comments like this encourage further discussion and show your expertise without being overly promotional.
Action steps:
When you see a post, take a moment to think of something specific you can add to the conversation.
Avoid generic comments like "Great post!" – instead, offer a compliment followed by a question or additional insight.
How to Use LinkedIn Reactions and Comments to Build Rapport
Building rapport with your LinkedIn connections goes beyond a simple like or comment – it’s about engaging authentically and providing value in a way that strengthens your relationship over time.
Engaging authentically: Focus on value, not self-promotion
It’s important to engage with your connections' content in a way that feels genuine. Instead of using every opportunity to promote your business, focus on adding value to the conversation. This will make you appear more approachable and trustworthy.
Example:
If a connection shares an article about the latest industry trends, rather than simply stating "I agree", you could comment:
"Thanks for sharing this, Mark. It’s interesting to see how the industry is evolving. Have you noticed any changes in customer behaviour recently? We’ve seen more demand for personalised solutions."
Authentic engagement helps build trust, making your connections more likely to come to you when they need your services in the future.
Action step:
Focus on making comments that are helpful or ask insightful questions. Avoid turning the conversation into a sales pitch unless it's a natural progression from the discussion.
How to keep the conversation going after commenting
After you’ve commented on a connection’s post, look for ways to continue the conversation. If they reply to your comment, take it as an opportunity to respond back and develop the discussion further.
Example:
If a connection responds to your comment about industry trends, you could follow up with:
"I completely agree! It’s definitely a shift we’re seeing too. I’d love to hear more about how you're approaching this with your team. Maybe we could grab a virtual coffee sometime?"
You can also follow up in a private message if the conversation feels like it’s leading towards a potential business opportunity. This is a great way to transition from public engagement to a more personal, meaningful interaction.
Action steps:
When someone replies to your comment, continue the conversation and look for opportunities to connect on a deeper level.
If appropriate, send a message afterwards thanking them for the discussion and suggesting a follow-up conversation.
By regularly engaging with your network’s content in a meaningful and authentic way, you’ll strengthen your relationships, build trust, and increase the likelihood that your connections will think of you when they need your services. With just a few minutes each day, you can make a big impact on nurturing relationships that will grow your business.
Step 5: Create Value-Driven Content to Nurture Relationships
One of the most effective ways to nurture relationships with your existing LinkedIn connections is by sharing content that adds value to them. By consistently providing useful information, you build trust, establish yourself as an expert, and stay top of mind without being overly promotional. Here’s how to do it effectively.
How to Share Content That Resonates with Your Existing Connections
Creating and sharing content is a simple yet powerful way to maintain relationships and demonstrate your expertise. The key is to focus on content that resonates with your connections and offers them something valuable.
Sharing useful articles, tips, or industry insights to add value
When sharing content, think about what your connections would find helpful. This could be a useful article, a tip you’ve learned from running your business, or an update on industry trends that might affect them.
Example:
“As small business owners, staying on top of marketing trends is key to growth. I came across this article on digital marketing strategies for 2024 – worth a read for anyone looking to boost their online presence!”
Don’t be afraid to share content from others as well as your own. Curating valuable information shows you’re knowledgeable about your industry and thoughtful about what’s useful to your audience.
Action steps:
Find articles, blog posts, or studies relevant to your target audience.
Add a personal comment or insight when sharing to provide context and show why it’s valuable.
How to highlight your expertise without being overly promotional
When sharing your own content, focus on how it can help your connections solve a problem or learn something new, rather than directly promoting your services.
Example:
“I’ve been working with several clients recently to improve their website conversion rates. Here’s a quick tip: Optimising your call-to-action can make all the difference. If anyone needs more tips, feel free to reach out!”
This approach subtly showcases your expertise while offering value, rather than sounding like a sales pitch.
Action steps:
Share a success story, a lesson learned, or a quick tip that relates to your industry.
Avoid direct self-promotion; instead, focus on helping your audience with practical advice.
How to Tag Connections in Posts to Spark Engagement
Tagging connections in your posts is a great way to involve them in the conversation and increase the visibility of your content. However, it’s important to do this thoughtfully and ensure it feels relevant and valuable to those you tag.
When and how to tag people in relevant posts to draw them in
Tagging someone should feel natural and relevant to the content. For example, if you’re sharing an article or tip that directly relates to their business or a recent conversation, tagging them can be a great way to spark engagement.
Example:
“I recently came across this great article on local SEO strategies. @JohnSmith, I remember you mentioned wanting to improve your business’s local search rankings – this could be useful for you!”
Be mindful not to over-tag or tag people unnecessarily, as this can come across as spammy. Always ensure that the person you’re tagging will benefit from being included in the conversation.
Action steps:
When sharing content, think about who in your network might find it particularly useful.
Tag them with a relevant comment explaining why you’ve included them in the conversation.
Using polls and questions to involve your network in conversations
LinkedIn polls and questions are an excellent way to engage your connections and gather feedback. By asking for their opinion or advice, you’re opening up a conversation in which they’re more likely to engage.
Example:
“For those of you running small businesses, what’s the biggest marketing challenge you’ve faced this year? Drop your answers in the poll below – I’d love to hear your thoughts!”
Polls are interactive and encourage quick responses, making them an easy way for your network to engage. Similarly, open-ended questions can spark interesting discussions in the comments.
Action steps:
Create a poll or ask a question relevant to your industry or your connections’ challenges.
Encourage engagement by asking people to share their thoughts or experiences in the comments.
By creating value-driven content and using tagging strategically, you can spark meaningful engagement with your LinkedIn connections. This approach nurtures relationships by keeping your network informed and involved while positioning you as a helpful and knowledgeable professional. With consistent effort, these interactions can lead to long-term business growth.
Step 6: Use LinkedIn Tools to Stay Organised and Consistent
To nurture relationships effectively on LinkedIn, it’s important to stay organised and maintain regular engagement with your connections. LinkedIn’s built-in tools can help you track key moments, set reminders, and schedule follow-ups, ensuring that you maintain a consistent presence with your network without feeling overwhelmed.
How to Use LinkedIn's Notification System to Track Engagement
LinkedIn’s notification system is a simple yet powerful tool that helps you keep track of important updates within your network. By staying on top of key moments like birthdays, work anniversaries, and job changes, you can engage with your connections in a way that feels natural and timely.
Setting reminders to engage with specific connections
LinkedIn’s notifications can serve as gentle reminders to engage with key contacts. For example, if a high-value connection shares a new post or celebrates an achievement, use that moment to engage meaningfully.
Example:
“I saw your recent post about your company’s growth – congratulations! It’s great to see your hard work paying off. I’d love to catch up and hear more about what’s been happening.”
To stay organised, consider using a system (whether a simple calendar reminder or LinkedIn’s built-in tools) to flag connections you want to engage with regularly. This ensures you’re staying visible without relying solely on chance interactions.
Action steps:
Regularly check LinkedIn’s notification system for updates on key connections.
Set reminders or make a note in your calendar to engage with important contacts at regular intervals.
Leveraging birthday, work anniversary, and job change notifications to reconnect
LinkedIn provides notifications when your connections have a birthday, work anniversary, or a new job. These moments are perfect for reaching out in a casual and non-salesy way.
Example:
“Happy work anniversary, Sarah! It’s been great seeing your business grow over the past few years. Let’s catch up soon and chat about what’s next for you.”
These types of messages keep you on their radar and show that you’re paying attention, without any pressure or expectation. They provide a natural way to keep the conversation flowing.
Action steps:
When a notification appears, take a moment to send a brief, personalised message to congratulate or acknowledge the occasion.
Keep the tone light and focused on maintaining the relationship rather than pitching your services.
How to Use LinkedIn's InMail and Messaging to Schedule Follow-Ups
Following up with your connections is an important part of nurturing relationships, and LinkedIn’s messaging tools make it easy to stay in touch without being intrusive. Regular follow-ups ensure that your relationships remain active and productive over time.
Setting up regular check-ins with key connections
Once you’ve engaged with someone, whether through a post or a message, it’s important to maintain momentum by scheduling regular check-ins. These can be informal catch-ups that help you stay connected.
Example:
“Hi James, it’s been great following your recent project updates. How about we schedule a quick catch-up next week to see if there’s any way we can collaborate? Let me know when you’re free.”
You can also use LinkedIn InMail or direct messages to keep in touch with connections you haven’t spoken to in a while. A simple check-in, even when there’s no immediate need, can keep the relationship warm.
Action steps:
Set up a regular routine for checking in with key connections, perhaps once a quarter or after significant milestones.
Send a short message or InMail asking how things are going and if they’d like to catch up.
Using LinkedIn Calendar or third-party apps to organise virtual meetings
LinkedIn allows you to seamlessly schedule meetings by integrating with calendar apps like Google Calendar. If a conversation looks like it could benefit from a deeper discussion, suggest moving to a virtual meeting.
Example:
“It sounds like we have a lot to catch up on! How about we book a 15-minute Zoom call next week? Here’s a link to my calendar to find a time that works for you.”
Using tools like Calendly or the LinkedIn Calendar integration simplifies the process of booking a time, making it easier for both you and your connection to organise a meeting.
Action steps:
After an initial conversation, suggest scheduling a follow-up using a calendar tool.
Send a brief message with a scheduling link, making it easy for your connection to book a time that suits them.
By using LinkedIn’s notification system and messaging tools to stay organised and consistent, you’ll be able to nurture relationships in a natural, effective way. Regular check-ins, thoughtful follow-ups, and timely engagement show your connections that you’re genuinely invested in maintaining the relationship, which can lead to valuable business opportunities down the line.
Conclusion: Nurturing Relationships for Long-term Growth on LinkedIn
Nurturing relationships on LinkedIn is not about seeking immediate sales or quick wins. It’s about building genuine, long-lasting connections that can lead to business growth over time. By focusing on consistent, meaningful engagement, you lay the foundation for relationships that can turn into valuable business opportunities.
Focus on Consistent Engagement, Not Quick Wins
Building strong relationships requires time and effort. Instead of focusing on immediate results, commit to being present and helpful in your connections' lives over the long term. Regularly engaging with their content, offering support, and sharing valuable insights ensures you remain top of mind when they’re ready for your services.
Action steps:
Make a habit of interacting with your connections at least once a week. This could be through liking, commenting, or sharing their posts, or reaching out with a personalised message.
Avoid being overly promotional. Focus on providing value and engaging authentically.
Example:
Instead of sending a message saying, "Do you need help with your marketing?", try something like, "I saw your post about growing your business – great insights! If you’re ever interested in discussing strategies that have worked for my clients, feel free to reach out."
Turning Relationships into Business Opportunities Through Genuine Connection
The ultimate goal of nurturing relationships is to turn those connections into business opportunities. However, this should come naturally as the relationship develops. When you build trust and demonstrate your expertise, your connections will see you as a reliable resource and partner.
Action steps:
Keep track of your most valuable connections and follow up regularly with helpful content or offers to collaborate.
When the time feels right, don’t hesitate to move the conversation towards potential business, but do so in a way that feels natural and non-intrusive.
Example:
After regularly engaging with a connection who is struggling with their marketing, you could say, "I noticed you’ve been working on your marketing strategy – if you ever want to discuss some approaches that have worked well for small businesses like yours, I’d be happy to share what I’ve learned."
By focusing on genuine, consistent engagement, you’ll build strong LinkedIn relationships that can lead to long-term growth. These relationships, based on trust and shared value, will naturally evolve into business opportunities over time. Keep your interactions authentic, patient, and valuable – and the results will follow.
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