How to Build Sustainable and Meaningful Business Relationships
I’m always on the lookout for articles about networking. Here are a few snippets:
One of my most satisfying, long-lasting business relationships began at a trade show organised by a new promoter. Year after year, we saw each other at the show and built an excellent relationship through good times and challenging periods. Today, we refer new business opportunities to each other all the time.
I can call that relationship a true friendship because it's not all about business, and it's not a transactional arrangement anymore; we don't make referrals to get something in return, like taking turns picking up the check at lunch. We've come to know and trust each other over the years, so when someone needs help, we know whom to recommend. We know our most valued customers will be in good hands.
That's the first rule of relationships in business: Help the other person without expecting anything in return.
The more you give, the more you gain
Offer your support and resources from a sincere desire to help, not because your colleague will owe you something. I believe that the more you give and the more freely you give, the more you gain — a reputation for generosity and credibility as the "go-to" person for help and advice. In addition, customers you refer to other businesses may look at you more positively because you helped them in addition to helping the company you referred them to consider.
Take a cue from LinkedIn, the online business connection platform. Read the posted content, and you'll notice that while many ask other members to do business with them, a large proportion simply offer helpful insights and information. They hope it will lead to new business, of course, but no such strings are attached.
Recommended by LinkedIn
Like LinkedIn connections, in-person business relationships begin by offering opportunities to help. Real, lasting business success comes from the relationships you nurture, person to person — and if you're doing it right, it comes before your product or its price. Of course, you can't dismiss product and price; your customers certainly won't ignore them if they are significantly different from your competitors. But if you have established a solid relationship, it can get you through a lot. When there's not much difference between your product or service and your competition's, a good relationship can tip the customer's decision in your favor.
Tips for creating and nurturing relationships that matter
Want to know more? Head on over to the full article here for more ideas and perspectives. Afterwards, why not drop me an email to share your thoughts at robert@businessvaluepartners.com.au; or call me on 0467 749 378.
Thanks,
Robert