How To Create Lasting Relationships To Help You Grow Your Business
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How To Create Lasting Relationships To Help You Grow Your Business
Why do some people get tons of referrals and yet others struggle to have people return their calls?
By: Darlene Willman
Why do some people get tons of referrals and yet others struggle to have people return their calls?
By: Darlene Willman
If you have been out networking and shaking hands, you have probably met some people that shove a business card at you and do a quick sales pitch right off the bat. They usually are the ones doing most of the talking and telling you why they are the best and why you should buy whatever they are selling.
The fact is, people don't like to be sold, they like to buy and preferably from people they know, like and trust. So how do you get them to know you? I suggest you share more of yourself than just what your product or service can do for them.
Better yet, you should take time to get to know them better and how you can help them. Everyone needs support; you just need to discover how to serve them. Everyday, try and provide something to someone that will add convenience, savings, time or other resources of value.
Go out of your way to promote them to your network. Introduce them to other people you know that want to meet them. Who else can benefit from making a connection with them?
Take time to follow up and stay in touch with them. Most people have no problem attending a networking function and meeting people but what they struggle with is following up. They spend hours of time and money each week networking and hope someone will contact them instead.
If all we had to do is hold a sign up letting people know we're open for business and to come and get it, we'd all have lots of appointments. Unfortunately, that's not how business happens. Traditionally, people don't sell themselves a product or even know they need it. It's up to us to educate our customers and keep in contact with them.
The point is, they might not need what you offer now but it's possible in the future they'll need to buy from you. Your goal is to stay on their radar screen and always have them associate you with your profession. When you think of travel, who do you think of? When you think of office supplies, what store comes to mind? Get the picture?
Here are a few ideas to create lasting relationships:
Follow up and follow through
1.Touch base with them immediately after you meet them
2.Send them a handwritten thank you note saying it was nice to meet them
3.If you made a commitment to do something for them, make sure to fulfill that obligation
Remember them during special occasions
1.Send them a birthday or holiday card
2.Drop by and leave them a gift
3.Take them out to lunch or have coffee
Acknowledge their accomplishments
1.Call them and congratulation them on their recent success
2.Send them a copy of an article they were featured in
3.Share their achievement with others in your network
Support their cause
1.If you discover they are passionate about a particular cause, get behind them and help them
2.Volunteer your time
3.Donate your products or services for auctions
Stay connected
1.Ask permission to add them to your email list
2.Pick up the phone and call them
3.Invite them to attend other events with you as your guest
4.Offer a quarterly newsletter and feature them in it!
5.Make it easy for them to contact you
In my opinion, the business relationships we create will be the key to anyone's future success especially during this new economy. Buying decisions will be made primarily from the contacts the customer has and the relationship they have with them.
The fact is, people don't like to be sold, they like to buy and preferably from people they know, like and trust. So how do you get them to know you? I suggest you share more of yourself than just what your product or service can do for them.
Better yet, you should take time to get to know them better and how you can help them. Everyone needs support; you just need to discover how to serve them. Everyday, try and provide something to someone that will add convenience, savings, time or other resources of value.
Go out of your way to promote them to your network. Introduce them to other people you know that want to meet them. Who else can benefit from making a connection with them?
Take time to follow up and stay in touch with them. Most people have no problem attending a networking function and meeting people but what they struggle with is following up. They spend hours of time and money each week networking and hope someone will contact them instead.
If all we had to do is hold a sign up letting people know we're open for business and to come and get it, we'd all have lots of appointments. Unfortunately, that's not how business happens. Traditionally, people don't sell themselves a product or even know they need it. It's up to us to educate our customers and keep in contact with them.
The point is, they might not need what you offer now but it's possible in the future they'll need to buy from you. Your goal is to stay on their radar screen and always have them associate you with your profession. When you think of travel, who do you think of? When you think of office supplies, what store comes to mind? Get the picture?
Here are a few ideas to create lasting relationships:
Follow up and follow through
1.Touch base with them immediately after you meet them
2.Send them a handwritten thank you note saying it was nice to meet them
3.If you made a commitment to do something for them, make sure to fulfill that obligation
Remember them during special occasions
1.Send them a birthday or holiday card
2.Drop by and leave them a gift
3.Take them out to lunch or have coffee
Acknowledge their accomplishments
1.Call them and congratulation them on their recent success
2.Send them a copy of an article they were featured in
3.Share their achievement with others in your network
Support their cause
1.If you discover they are passionate about a particular cause, get behind them and help them
2.Volunteer your time
3.Donate your products or services for auctions
Stay connected
1.Ask permission to add them to your email list
2.Pick up the phone and call them
3.Invite them to attend other events with you as your guest
4.Offer a quarterly newsletter and feature them in it!
5.Make it easy for them to contact you
In my opinion, the business relationships we create will be the key to anyone's future success especially during this new economy. Buying decisions will be made primarily from the contacts the customer has and the relationship they have with them.
Darlene Willman, aka The Sassy Networker, is a keynote speaker author and coach, specializing in small business networking and referrals. She provides resources, connections and support to entrepreneurs, small business owners and other professionals that have a strong desire to promote their companies through relationship marketing. She will show you how to build an incredible network of people who refer business to each other plus so much more. You can start receiving her eZine, The Networking Focus by visiting www.SassyNetworker.com
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