People do business with people they like, know and trust. So it’s really all about the relationship that determines whether or not you get the opportunity to even pitch for the business. But when is that last time you evaluated your relationships. Joleen Jaworkski, President of Business Clubs America (BCA) of Philadelphia, inspired me to expand upon her six tips for making the most of your business relationships. Here’s my take on the 6 ways to renew and revitalize your business relationships.
1. Treat Relationships like an Investment
Just as important as the money you invest back into your company is the time and energy you invest in your business relationships. Even when you’re swamped, you’ve got to put time in to check on your customers and contacts and see how you can move the relationship forward.
If it’s been a while since you caught up with some of your key connections, make an effort this month to email, call, or have coffee with each one. While your goal isn’t to sell, you never know where this effort will take you.
2. Be More Understanding and Accepting
Just like with married couples, business relationships undergo their own ebb and flow. Realize that if a client snaps at you, it’s probably not really about you; don’t take it personally. Also, have a grain of patience in your interactions. If, for example, a long-standing customer tells you she’s having some financial issues that are keeping her from paying you, be understanding and offer her a payment plan that will help her get back on track. She’ll appreciate you being so accommodating. The best relationships are made in tough times.
3. Be Present
Raise your hand if you’ve ever been in a meeting with someone who keeps checking his phone or email…or even accepts a call while you’re talking! It’s the worst, and it makes you feel like that person doesn’t value your time.
Don’t be that guy. Put all your attention on the person in front of you, and really hear what they’re saying. Don’t interrupt them with what you think they want to hear; you might be wrong and offend them.
4. Go Out of Your Way to Reconnect
If you are flying to a city to attend a conference or see another client, make a lunch, dinner, a drinks appointment to check in on a current or old client. You often don’t have to go far out of your way to show a contact that you’re thinking of her. You can also email an article that you think a client would like. Send a birthday card. Pick up the phone just to say hi. These little efforts can have a pretty big impact to the recipient of your attention.
5. Be Authentic
I thrive on being myself as the SmallBizLady. I’m nothing if not authentic, and people seem to appreciate my honesty in who I am. No one wants you to be something you’re not; they’ll appreciate you, warts and all. You’ll be surprised by how much you have in common with another professional single mom or dad that travels a lot. So see yourself how others see you, strengths and weaknesses included. Then be that person in every interaction you have.
6. Be Generous
Always look for a way you can serve your customers, even if it does directly put money in your pocket. I often introduce my clients to each other. Even if you hope that your business relationships blossom into sales, that’s not your aim in revitalizing those relationships. Put your focus on giving: giving your time, your energy, your advice, your referrals.
The effort you put into nurturing your business relationships will come back to you tenfold, so keep the energy flowing.