PRETEND for a moment that you've just moved to a new town where you know no-one and no-one knows you. No friends, no acquaintances. You're all alone.

So what are you going to do?

Well, once you've composed yourself, the chances are you'll venture out in pursuit of new friendships.

You smile at people, start conversations, get involved with local happenings, that sort of stuff.

Before long you'll make a couple of connections and little by little begin to feel like a valued member of the community.

In business, growing relationships that may ultimately result in new clients (whether directly or through referral) is a very similar process.

However, the time when many business owners behave very differently - and dangerously - is the moment they become busy.

For too many of us, busy means little or no time is put aside to undertake the most basic staying-in-touch actions.

This has the effect of bringing marketing to a total halt.

It's the equivalent of cultivating a small circle of friends in your new town only to shun them when you're preoccupied.

Furthermore, by becoming complacent with your small circle, you'll appear unfriendly and uncommunicative in the eyes of others.

Staying in touch through genuine, personal dialogue and making an effort to strengthen and broaden your circle is essential to any business that wants to avoid the peaks and troughs.

So who needs to be hearing from you? Who has slipped off your radar?