Focus on nurturing long-term relationships with this group. Think of the connectors as individuals you won't necessarily do business with today (although you may), but as the people who will lead you to business tomorrow. Money may never change hands, but they could open doors for you and you could open doors for them.
3. Target Market
These are the people who have been identified or who have identified themselves as potential clients or priority professional relationships. They need timely follow-up and should move to the top of your priority list to start the sales process. As circumstances evolve, general contacts and connectors may become part of your target-market category. This doesn't have to be all sales focused. Building relationships in the media or with specific philanthropists may be a priority as well.
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