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March 2011
Newsletter
One of the top questions my clients and prospects ask is how to build better relationships. This month's
newsletter provides concete tips on how you can do just that. Here's to better relationships!
7 Keys to Building Better Business Relationships
Pop quiz: What business are you in? If that seems like an easy question, you may be surprised that many people get it wrong. No matter what your line of work, you’re actually in the relationship business. And the better you are at building and maintaining relationships with co-workers, employees, customers and the like, the more successful you’ll be in your business and personal life.
Here are 7 keys to building better business relationships. Even if you’re in a non-sales related field or a non-profit, these techniques will work for you:
1. Identify your 10 best relationships. The starting point to building better relationships is to identify the ones you already have that are most important to you. Use whatever criteria you find the most valuable. When I did this exercise, the answers were surprising. My list included clients, friends, colleagues and relatives. Applying the 80/20 rule, 80% of your results come from only 20% of your contacts.
2. Provide “premium” service. Once you know which relationships are most important to you, make sure your behavior with them is consistent with their importance. Do you return their phone calls and emails with particular promptness? Do you prioritize the actions that you provide for them? If not, you should. Keep your list in mind and make sure you’re giving your premium level of service to everyone.
3. Provide more value, more often. Great relationships have to be nurtured and the best way to do this is by providing value. Maintain frequent contact with your most important relationships and remember to always ask questions about what’s important to them and how you can help. When you always offer value, you’ll become one of their most important relationships and they’ll be glad to know you.
4. Remember the professional and personal. Offering value and building relationships doesn’t only happen in business environments. Don’t overlook building personal connections. Whether it’s remembering to ask about hobbies and personal interests during meetings, going out socially or simply remembering a birthday or anniversary, you’ll have stronger relationships when you focus on more than just business.
5. Clone your best relationships. Ok, cloning people is illegal (not to mention very creepy), but you can figure out the qualities of your most important relationships and try to find more people just like them. If you already have a natural affinity with a certain type of person, it stands to reason that you could build more, profitable relationships with others like them.
6. Ask for referrals: If you’re providing premium service, and offering more value, more often, your contacts will be delighted to help connect you with others. In fact, based on the service they receive from you, providing you with referrals means they are doing their contacts a favor. Mention how wonderful your relationship has been with them and ask if there are others, like them, whom you should meet.
7. Build relationships with everyone. Don’t stop with your most important contacts. Providing premium service, providing value, and remembering to build personal ties will stand you in good stead with everyone.
There is virtually no activity that you can do that will be more profitable than than creating and maintaining strong relationships. The great news about building better business relationships is that with a little work on your part, you’ll be seen as a partner and produce amazing results. Remember, you’re not in the product or service business; you’re in the relationship business. And if you use these techniques, your business will be better than ever.
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© 2011 Chakisse Newton. All Rights Reserved.
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