What’s up, everyone! 👋🏻

A big shoutout to everyone who wrote in with feedback on the last newsletter. We’re always listening to suggestions and are working to build some exciting things, so stay tuned.

To quickly recap: I’m Scott Leese, and you’re reading my rebranded, reimagined newsletter: The Leese Effect. Twice every month, we’ll be diving into the strategies, insights, and sales stories shaping today’s business world. Whether you’re a seasoned entrepreneur/sales leader, or just starting out — there will be something in here for everyone to use. Think of this email as a go-to resource for actionable advice, industry trends, and the inspiration you need to reach your goals.

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Today’s Big Thought: Be connection crazed

“Your network is your net worth!”

… How many times have you heard that? And what do you do to actually turn the phrase into reality? …

It’s simple in theory, but surprisingly difficult for people to execute on. So let’s talk about making network growth a daily KPI.

Why does network growth matter?

In sales, who you know can be just as important as what you know. Building and nurturing your network opens doors, creates opportunities, and accelerates your career (or your business’s growth). Your network is like an ecosystem; the more diverse it is, the more fruitful and resilient your sales efforts will be.

The days of people answering their phones, emails, text messages, whatever — are dwindling. Selling motions in 2024 rely heavily on the people you know. Those connections can help get deals across the line, or make crucial introductions for you.

Now I know what you might be thinking …

Why daily?

Consistency compounds.

If you don’t build a routine and a process around growing and maintaining your network as a daily KPI, it’ll be easy to lose focus. That daily effort builds momentum and keeps it top of mind. Just like how you wouldn’t go to the gym once a month if you wanted to win a fitness competition, you can’t randomly engage with your network and hope for big outcomes.

So, what are the steps to getting consistent in this process?

1. Set small, achievable goals. Start small by committing to thirty minutes a day to connecting with people, or give yourself a target number. For example, aim to connect with twenty new people each day. Dopamine loves easy wins.
2. Send connection requests. You don’t have to only connect with people within your ICP. Start by choosing a few roles or types of companies, or locations you want to focus on connecting with people from and grow it out from there.
3. Monitor your growth. Track and look over your week-over-week and month-over-month growth. Seeing your progress (and your team’s) will keep you motivated. If network growth is a KPI you’re implementing internally, gamify the process. Make it fun and incentivize your team. Remember, you get what you measure!
4. Join and engage in communities. There are tons of different micro-communities and groups to explore. Joining other groups that are within your niche or area of expertise is only going to expedite network growth. Surf & Sales is just one example of a micro-conference and micro-community that we built to create really deep, meaningful connections with other people in the B2B space, but there are other groups and communities and events to explore. Figure out what type of group or event you’d like to join and dive in.

At the end of the day, a good connection is worth more than a cold call or a profile view. Meet people, connect with them online, be open to helping them, be vulnerable in your own work process — and daily network growth will become second nature.

Have questions? Don’t be afraid to ask; just hit reply.

- SL