5 Secrets to Building Relationships
Successful business people know that building relationships matters most. As I travel around the world I find that a common ingredient in the most successful people is that they go out of their way to provide value for the other person. This is not only a principal that applies in business, but in every aspect of life.
Today I want to give you some practical steps that can help in your business as an entrepreneur, small business owner, or a person who wants to fully get ahead in life. Throughout my career I’ve talked about technology, social media, and other tools that can help. Yes, these are important. However, the most important is that you provide value to others.
This really is the “secret sauce” of being successful. It is quite simple, but not very easy. We all know this in theory and shake our heads yes that we need to do it. However, implementing it and making it reality is what matters.
Here are five secrets I have found that work for me and for others regardless of what country you’re in, how old you are, what sex you are, what sexual orientation you are, or anything else for that matter. The more you can provide value for others, the better off you will be.
Here are five secrets to help build your relationships as you engage in Relationship Marketing.
Secret #1 – Provide Value in initial meeting
From the moment you meet someone, find out how are you can help them. Too many people engage in initial networking by thrusting their card into the other person’s hand and giving their own personal promotion blather. How stupid! People are interested in themselves first and foremost. Focus on their need and how are you can help them and you will win a lot more. This is the irony of the human experience. We all live in a world of our own with our internal communication, Psychologist call this “Intra-personal communication.”
Find out how the other person can benefit. How do they make money? What needs are they facing right now where you might be able to bring in something yourself, or even better through your network? One of the greatest joys I’ve had in life is being able to connect two wonderful people who then create magnificence because they know each other.
Secret #2 – Provide Value by Focusing on Solving Their Problems
This requires digging a little deeper. Ask them questions about what kind of issues are confronting them now? My friend Bob Berg suggest that we asked people what is the best source of new business for them. Find out how they often generate business and what they’re looking for. Once you know that, target how are you can help them most and help them to achieve solutions.
Once you do this, remember that not everyone is going to reciprocate and help you. It’s a natural tendency to expect them to, but this is not the way the world works. Yet at the same time, you gain strength and build your relationship muscle by constantly doing what is right and giving value. Often the good will come back to you not from that one person who you just helped, but often from others. Think of it like “business relationship karma.” It’s a wonderful and beautiful thing so keep giving and being a part of it by solving the problems that others have.
Secret #3 – Provide Value by Deploying Technology Wisely
Technology can be a wonderful thing when used properly. We don’t have a lack of technology today. In fact, it sometimes gets in the way of connecting with people as we really want.
Yet if you deploy technology in a creative helping–others sort of way, you will be able to reap great rewards. When you meet someone, it is a good idea to record vital data about them which can be forgotten quickly after your initial meeting. In the past, I’ve heard marketing gurus talk about writing down important information about a person either on the back of their business card or on a notebook that you carry. These are all very good ideas. Today, I like the idea of carrying your smart phone and using the dictation ability so that you can transcribe your thoughts much faster.
Send yourself a quick email with vital data about the new person you just met so that you’ll remember it at important times to touch base with them again. Get a picture of you and them where appropriate, and send that to them.
Have a good contact relationship management program. I use one called Nimble (nimble.com) which has served me well for a few years. It gives me the ability to retain vital information which often is in the form of ad hoc tidbits about their life, their preferences, and what is most important to them.
Don’t forget the importance of monitoring the Net for pieces of information that will be of interest to them. Use Google alerts and tools like TalkWalker (http://www.talkwalker.com/en/social-media-intelligence/) to Monitor what is happening that is important to important people.
Secret #4 – Provide Value by Being There When It Matters Most
I love the ability to have virtual meetings with people. It is also very good to have phone calls with people. In the right circumstances, a text message is the best form of communication.
However, sometimes the best thing you can do is be there in person. This means physically being there to shake their hand to sit down and have drinks with them, to break bread with them over a meal, and to hear them out. Never miss a chance to be with important people in important places at important times. Budget for this with your time, money, and energy.
People remember who was there for them at important events in life like weddings, graduations, funerals, and other important events. By having a budget of your time, money, energy, to be able to be there in person when it’s very important, you make a difference for them and for you.
Secret #5 – Provide Value by Surprising Them with Goodness
Make it your practice to not always be the same. Find creative, fresh, surprising ways to delight people and bring them happiness. Usually this does not require a lot of money but it does require creativity. It also requires the infrastructure in place so that you can deliver.
This is where technology can help also. Have arrangements set up with services like Amazon Prime so that you can deliver meaningful surprises to people at a critical time. Use tools like postagram (http://sincerely.com/postagram) or Send Out Cards (http://www.sendoutcards.com/) to send important photos as postcards or other important memorabilia.
The key here is to emphasize pleasant surprises in a meaningful way for people who are important. The technology deployed is not as important as the thought of connecting with people.
These ideas and more can help you to strengthen relationships in business. Continue to tweak your creative muscles and find refreshing, new, delightful ways to benefit others. This will help you and can help to make the world a better place.
All the best,
Terry
Terry Brock, MBA, CSP, CPAE
Member, Professional Speaker Hall of Fame
Certified Speaking Professional
www.TerryBrock.com
Terry@TerryBrock.com
+1-407-363-0505
@TerryBrock
Facebook.com/MarketerTerryBrock
