Relationship Building Strategies For Building Your Business
By Tim Somers on Jun 17, 2010 in Featured, General
A well seasoned salesperson knows that building rapport with a prospect is a vital factor for developing and building business relationships that lead to sales. Funny as it may sound you must consider every single facial expression, how you stand and the tone of your voice when communicating face to face with a prospect. While these are important rapport building techniques you really need to focus on your human compassion when it comes to building business relationships.
If you are able to identify a prospects problem, current challenge or a goal they are trying to achieve you can then capitalize on what drives them on a daily basis. You must have a sincere desire to understand a prospect and what’s going on in his world, it is then and only then you can contribute to helping your prospect in one or more of these areas.
You are going to have to ask questions, many questions to fully educate yourself on your prospects circumstances. As hard as it may be you are NOT selling, your first order of business is to understand the how, what, why and when your prospect is facing. Your prospect wants someone to listen to them and understand them, they will appreciation a salesperson that interacts with them on a personal level and is not in it for the quick sale. Do this first and foremost and the sales and referrals with come in droves.
Here Are Some Other Relationship Building Strategies To Consider
Communicate Regularly. How often do you reach out to your customers and prospects? If you are only making contacts that focus on product offers and sales you are missing out on a relationship building opportunities. It is very important to communicate regularly and vary the types of messages you send. Instead of a constant onslaught of promotions, send helpful tips using your newsletter or a simple greeting card. You should also consider a simple e-mail, phone contact or face-to-face communication that is not sales related at all.
Hold Special Events. Events like company-sponsored golf outings are very popular these days. Showing your appreciation to current customers and prospects via company-sponsored special events are great ways to build relationships on a more personal level. It doesn’t have to be golf; it could be something family oriented like a BBQ at the local metro park.
Visit The Trenches. If your company sells products or services to other businesses through a team of salespeople it is very important for you the CEO of your company to get out and visit your clients. There is no greater marketing tool to build a lasting relationship than a face to face meeting with your clients just to listen to their concerns. Think about it, when was the last time you took the time to spend an hour with your most valuable asset – your paying customers. Get out there and look your clients in the eye, shake their hand and listen to their concerns. Then go one step further after you have listened, actually address their concerns as quickly as possible. Then be sure to send them a Thank You Card for their business and for taking the time to meet with you.
Tim Somers
Send Out Cards Distributor
Christine Casey
| Jun 17, 2010 | Reply
Hi Tim,
Christine
These are great tips to share that I don’t believe enough companies think about doing. I feel its truly a win-win situation when you become more involved in the life of your client/prospect as I have found these relationships to be rewarding to me in more than just on a business level. Thanks for sharing!
Christine Casey´s last blog ..How to Make Social Media Work for You
Tim Somers
| Jun 17, 2010 | Reply
Thanks Christine, I had a supplier just stop in to say hey, and thought this is something I need to share and practise myself.
Loic
| Jun 21, 2010 | Reply
One of my problems is probably building a long lasting relationship with my prospect. I will have to work on that. Thanks for sharing though, i really like the article.
Loic´s last blog ..Dog Flea Treatment: Get rid of dog fleas once and for all
belinda cunningham
| Jun 24, 2010 | Reply
Tim
Love the idea of visiting the trenches, that would be one of my favorites when a CEO of a company visits his employees, not done often enough in my experiences.
Belinda
belinda cunningham´s last blog ..How Do I Get Started With Affiliate Marketing
Melissa McCloud
| Jun 24, 2010 | Reply
hi tim–these are important strategies, thanks for sharing. i like the idea of doing an event. i think recognition is HUGE in our business, and have a celebration would help reward key leaders. thanks!
Melissa McCloud´s last blog ..Twitter Followers: 5,676 YouTube Subscribers: 217 Downline: 3
Tim Somers
| Jun 24, 2010 | Reply
Thanks for the comments Loic, Belinda and Melissa.
Tim Somers´s last blog ..Relationship Building Strategies For Building Your Business
Julie Elliott
| Jun 24, 2010 | Reply
I love your blog Tim. I agree 100% about building that Relationship and always continuing to grow with your clients. You always need to stay connected and giving your best. I look forward to your next post.
Julie Elliott´s last blog ..The Power of what you think and journaling
social bookmarking
| Jun 25, 2010 | Reply
Hey Tim, great post. While I was reading your post, it occurred to me again how similar offline and online marketing and sales really are.
Your suggestion, not to contact your customers only when you have something to sell, is a great example. It is extremely hard to build a long term relationship that way, and it is doubtful you will sell much.
social bookmarking´s last blog ..3 Weeks to unlimited traffic from keywords – 3 Finding out your competition
Chris Bernardo
| Jun 25, 2010 | Reply
Tim,
Thanks for writing this post , i find the information that you have shared of great value to the people that i connect with and going to pass this on to my tribe. I look forward to reading more from you.
Chris
Chris Bernardo´s last blog ..Easy Way to Speak to only Quality Prospects
Maggie Lancy
| Jun 29, 2010 | Reply
SOC is a great way to keep in touch.
Great post. I like your header.
Lesly
| Jun 29, 2010 | Reply
Hey Tim,
Nice post. I like the one about going in the trenches! Making contact. It’s a great service to send out cards. I look forward to learning more!
Tim Somers
| Jul 1, 2010 | Reply
Lesly, thank you! the “Trenches” are often over looked.
Maggie, Julie and Chris – I thank you for the kind words.
Glyna Humm
| Jul 2, 2010 | Reply
Tim – Thanks so much for sharing these strategies! I also know that Send Out Cards is an awesome way to build relationships and show appreciation! More people should try to go the extra mile to thank customers for their business.
Krista Abbott
| Jul 3, 2010 | Reply
Tim,
You have provided some very good tips for building relationships in business. I find that the best approach is always to be transparent and show interest in the person you are talking to. People want to feel like they matter and their voice is being heard. If you can make a business prospect, a customer, or a potential business partner realize that you are genuine and you care about them and their success, then they will be eager to work with you. It has to be real though – people can also see through the crap.
Krista
Krista Abbott´s last blog ..How To Eliminate Negative Thought Patterns
Tim Somers
| Jul 6, 2010 | Reply
Krista, I couldn’t agree more – “people can also see through the crap”! Thanks for stopping by.
Andrew Sayers
| Jul 7, 2010 | Reply
Hi Tim,
Great advice on selling! I run a training company that specializes in sales and we spend a lot of time on rapport, how to build it, when you need it and when you don’t. If you don’t get this right, the rest of what you say is wasted.
You clearly get it!
Thanks & regards,
Andrew
Andrew Sayers´s last blog ..Sales Surgery Part 2 – Sales Managers
Dr. Adam Sheck
| Jul 13, 2010 | Reply
Tim,
I definitely agree, it’s ALL about the relationship. And as you write, the secret is good communication. True in EVERY relationship.
Thanks so much,
Adam
Dr. Adam Sheck´s last blog ..Sexless Relationship Don’t Be A Statistic-
Kevin M.
| Jul 17, 2010 | Reply
Great strategies for building relationships Tim!
Building relationships is critical in any business relationship.
Kevin M.´s last blog ..Why I chose to monetize my blog
Dale Werner
| Jul 19, 2010 | Reply
Hello, Dale Werner for TSA here. How are you? Great looking blog. Lots of great content too! Yes building relationship is the way to go. Not only to make a sale but to really help people & change the world into a better, more caring place.
All The Best! Dale Werner
Dale Werner´s last blog ..FREE Unlimited “Lead Capture Pages! LAZER TARGET your Prospects! “Netdivvy”
Yorinda
| Jul 25, 2010 | Reply
Hi Tim,
Yes, you made a great point that relationship building is important.
I like your examples, especially the one about listening to their concern. Building trust by showing you care goes a long way.
Cheers
Yorinda
Yorinda´s last blog ..Joy is the Goal
Darlene Davis
| Aug 2, 2010 | Reply
Tim,
If you are able to identify a customer’s problem, then help them find a solution, you’re on your way to building a strong relationship with them.
Thanks for the powerful reminders.
Darlene Davis´s last blog ..Running on Empty
Tim Somers
| Aug 2, 2010 | Reply
Hey Darlene,
Thanks for stopping by…I just helped a prospect solve a supplier problem and he was blown away…speechless as a matter of fact – he asked what do I owe you? I said nothing! think he is in shock lol.
Tim Somers´s last blog ..Neglected Customers Will Burn Away Like An Unwatered Lawn
Steven Winata
| Aug 7, 2010 | Reply
The art of listening never goes old. With the help of social media, companies can actually monitor what their customers and prospects need from their products and services.
Thanks for the reminder, Tim!
Tim Somers
| Aug 9, 2010 | Reply
Great point Steven! Many companies, large and small fail in regards to listening to their customers.