Relationships Should Not Be A Coincidence

Have you noticed how isolation is becoming the default? But opportunity favors those who go out of their way to work at building the right connections.

Relationships shorten the sales cycle by building trust. Referrals come from relationships and confidence in your ability to solve your customer’s problem. No relationships means no referrals.

Partnerships increase potential by opening doors you can’t, and they amplify credibility instantly.

Make Your Networking a Priority

Schedule networking like paying invoices or holding employee meetings. If you don’t treat it like a priority, it won’t be. Block out 30 to 60 minutes a week to outreach. Try to have coffee with someone once a month. Try to attend a networking event once a quarter. Treat this exercise as non-negotiable! It must be done.

Pick Up The Phone

Once a week call a client or customer to simply check in. This simple task can generate huge results. Call a referral partner or industry acquaintance to see how things are going with them. Check in with someone you haven’t spoken with in a long time.

Focus on Genuine Connections, Not the Numbers

10 to 20 strong relationships can make a major difference in referrals and growth. This may seem very old school but ask yourself “who can I help this month?” Everyone is focused on themselves. Focus on helping your connections with a challenge.

Send a referral, share an interesting article or make an introduction. When others realize you aren’t in it just to suck value out of them, things get much easier.

Just Show Up Even When It’s Challenging

Virtual meetings are efficient but in person meetings build… well everything. Try chamber events to practice. Look up industry meetups near you or local charity functions. You don’t need to go to everywhere.

In “The Luck Factor” by Dr. Richard Wiseman he discusses how “lucky” people go out of their way to strike up conversations with everyone they come in contact with. Obviously, this can lead to discussions and relationships that can benefit you both.

Follow Up As Fast As You Can

A lot of networking dissolves in the follow up process. It seems to go hand in hand with not using the phone anymore. A few months ago I gave someone my contact info with a request to follow up. They sent me an invite from LinkedIn instead of trying to schedule a time to talk directly.

If you want to connect with someone don’t make it extra work for them.

Being Consistent Wins Over Time

Not every meeting produces immediate results so don’t give up. The person you meet today might refer your company in 6 months from now or introduce you to a lucrative client.

Closing Thoughts

Picking up the phone and making an effort is definitely a competitive advantage these days. It creates memorable experiences and you become known and trusted.

But it only happens if you make it a priority.

At A Glance

“The Lost Art Of The Phone Call” emphasizes that business growth comes from intentional relationship building, not chance. By prioritizing networking, focusing on genuine connections, showing up consistently, and following up promptly, professionals create trust, generate referrals, and open doors to new opportunities. Relationships become a true competitive advantage when treated as a disciplined habit rather than an afterthought.

FAQ

Why are relationships so important in business?
Relationships build trust, shorten sales cycles, generate referrals, and create partnership opportunities that expand reach and credibility.

How much time should I dedicate to networking?
Try to block out 30–60 minutes per week for outreach.

Is in-person networking really better than virtual?
Virtual meetings are efficient, but in-person interactions often build stronger trust, deeper rapport, and longer-lasting impressions.

What’s the most overlooked part of networking?
Follow-up. Prompt, direct communication—especially picking up the phone—turns introductions into real opportunities and lasting connections.