Do you believe that building relationships builds businesses? If so, then building relationships IS your business.
Most people are eager to make a sale, acquire a new contract or secure a new consulting arrangement. Whatever business you are in, the urgency of the matter is NOT going to help you get business. Now is the time, more than ever, to think about the relationship. It’s a time to meet people just to shake their hand and create and build relationships.
Who do you give your business to? Don’t you like to give business to people you have known and trust? Why would now be different? Concentrate on the following three key elements:
1. Give before you get – begin by adding value in some way that differentiates you from others
2. Listen to what people need – don’t sell them. Ask questions and find out where your contact’s interests lie.
3. See if you can partner with them to create a solution – After you have heard them and only if it’s appropriate ask if they’d like to partner with you when offering the absolute right solution. If you don’t have the solution – wait until they have a need that you can
“Slowing down to speed” up works for selling too. Don’t rush the relationship building part.