The 7 Essentials to Building Strong Business Relationships
1. First impressions count. It takes just a few seconds for someone to form their opinion of you and a lot longer to change it. Be on time, be yourself, be confident, dress appropriately for the situation and, most of all, be prepared. Don’t waste a person’s time. Many of the things you should do to create a good first impression are common sense. Putting a little extra thought and preparation into a relationship can go a long way and turn a good first impression into a great one.
2. Look for common ground. Like any relationship, a business relationship must be cultivated. Ask questions and be sure to listen to the answers with interest. Practice listening more than you talk and never interrupt. Find common ground with your clients and prospects. This will make them feel more connected to you and, in turn, can create the desire for them to want to work with you. Never assume closeness- nothing sends people running faster. You need to work at it. Remember, Rome was not built in a day. And once you get those relationships, don’t forget to look for ways to strengthen and maintain them.
3. The right way is not always the easy way. Don’t try to take the easy way out. Even if it’s harder or more complicated, you will gain respect by doing the right thing. Also, remember that every relationship should be made up of give and take. If one party is doing all the taking, the other will feel taken advantage of. One of the quickest ways to lose respect is to make someone feel like you don’t appreciate them.
4. Trust and respect are two way streets. Even with the best service and the best business practices, a strong relationship doesn’t just happen. Respect and trust are at the center of any relationship- the glue that holds it together. It is not only important that you trust and respect the people you work for, but that you handle yourself in a manner so that they will do the same. People are more willing to give referrals for those they trust. Not only will your relationship prosper, but your business will prosper.
5. Communication, communication, communication. Remember, everybody communicates differently. It is important to learn what method works best for your clients and prospects. Don’t avoid phone calls or emails just because you feel unprepared or you don’t have much to report. Lies and avoidance can destroy not only your relationship, but your reputation. A bad reputation means no referrals. The safe choice is to just fess up and tell the truth- it’s guaranteed to gain you respect and get that courage to make that contact even when there isn’t much to report. If the truth ruins your relationship, then at least you are still left with you reputation intact.
6. When a sweet thing goes sour- stay professional. It happens in every kind of relationship. Sometimes things just go bad. It’s what you do with that that’s really going to count. If you find that your business relationship is not working out, then end it and surprise them by offering to find someone else to help them. Don’t leave them “hanging.” Sometimes relationships just weren’t meant to be. Take it as a lesson learned and move on.
7. You get what you give. This one should be a no brainer. If you put little into your relationship, you will most likely get little in return. It is important to show how invested you are in others if you want them to become invested in you. Remember, what you put into your relationships is what you will get in return from them.
