Building real relationships doesn’t happen overnight. Author C.J. Hayden said, “All things being equal, people do business with people that they know, like and trust.” It takes time and intentionality to get to know people, to get to like people so they get to trust you.
As a businessperson or entrepreneur, one of your ongoing goals should be to make yourself known to the people you want to do business with, and then elevate the connection to a relationship and to the trust level. This process of building relationships can take many forms. Think of the great relationships you have now and then take a few minutes to review what is working for you in this area. Then consider the following ideas to add to your relationship building toolkit.
Have a ready to go 30 Second Introduction
Have you upgraded your 30 second introduction lately? If you don’t have one or if you haven’t revised it in the past year, chances are the impact may be stale. A new revised or enhanced introduction can spark your own energy which will definitely show when you introduce yourself. Consider the use of powerful action words such as create, design, compose, organize, generate, solve, produce, and supply. Deliver it in front of a mirror and see what others see.
What do you have to give?
Author Gary Vaynerchuk wrote a little book a few years ago, “Jab, Jab, Jab, Right Hook” Which means, give, give, give, and then ask. Too often we think of what we want to get from our interactions. Things like a request for proposal, a new resource, a potential alliance, or a business contact or sale. Flip this over and consider what you are willing to GIVE to your network of potential customers. Do you have free information that your ideal client can use? Can you provide a free evaluation of your client’s current service provider? Keep in mind that building relationships is a two-way street that begins with you. Approaching these relationships in a giving, proactive mode is a terrific beginning.
Follow up, Follow up
The simple act of following up with individuals that you meet for the first time will make you stand out. You want to become, TOM to the people you meet, that is Top Of Mind. Very few people use a consistent follow up method. You’ll need to have their contact information to implement this step. Successful follow up actions include handwritten notes (they stand out), e-zines, newsletters, holiday or birthday cards, an article of interest, and invitations to an event. Choose several actions that fit your personal style and do them consistently. Watch your network grows as you demonstrate an interest in building relationships. Learn what is important to them and then deliver.
Tracking System
Consistency in building relationships will be difficult to maintain without a method to capture and maintain contact information in a practical way. Contact Relationship Management (CSRM) software such as ZOHO, Daylite, and Outlook were created for this purpose. An excel or google sheet will work too. Other options include business card files, your address book on your phone, or a planner system such as Day-timer or Franklin-Covey. Choose the system that fits your work style and schedule time for communication with your contacts and maintenance of the database. This foundational step is an important part of building relationships over time.
Always be Planting Seeds
Remember the Parable of the Sower and think of building relationships in the same way as planting seeds. For the seeds to grow, they need water, food, and sunlight over time. For relationships to grow, you provide opportunities for your network to get to know you, what you provide, how you provide it and ultimately trust you with their business.
