Why Building Genuine Relationships Boosts Business
You’ve probably heard the saying, “It’s not what you know, but who you know.” In the competitive world of sales, the principle stands: building authentic relationships can significantly amplify your business.
The Power of Friendships in Business
Most people have a preference to do business with someone they consider a friend. Whether it’s “their guy” for tech advice or “their girl” for fashion tips, personal relationships play a significant role in decision-making.
Now, when you’re starting off, potential clients might:
- Seem distant
- Act uninterested
- Maybe even be a bit snippy
But remember, this behavior is not about you; it’s about them not knowing you yet. The key is understanding your potential client and forging a genuine connection.
The Art of Making Friends in Sales
Building genuine relationships is a step-by-step process, akin to making a sale. Here’s how you can master it without seeming insincere:
- Prioritize Giving Over Taking: Establish trust by contributing value before expecting anything in return.
- Engage Actively: Instead of waiting for people to approach, take the initiative. Even a simple chat during a coffee break can be the start of a great relationship.
- Use the FORD Technique to Break Ice:
- Family
- Occupation
- Recreation
- Dog (or pets in general)
- Show Genuine Interest: Actively listen and ask follow-up questions. It demonstrates that you care and are truly engaged in the conversation.
- Find Shared Interests: Discovering common ground can make a world of difference. From shared hobbies to mutual acquaintances, every little connection counts.
- Take Notes and Remember Details: A CRM or even a sticky note can help you remember personal details about your contacts, making your future interactions more personal and meaningful.
- Stay Connected: A simple text or a spontaneous coffee meet-up can keep the relationship fresh and genuine.
- Consistently Offer Value: Whether it’s your time, expertise, or just a listening ear, be ready to give.
The more you focus on building true friendships, the less you’ll feel like you’re “working” to secure a deal. Remember, “The customer wants to buy. He needs you to help him believe.” If you ever need advice on making genuine connections in business, don’t hesitate to reach out!
