Are you overlooking ways in which to further build relationships?
As I was speaking with associates, two incidents came to light regarding missed opportunities to build relationships further with both prospects and clients.
Situation #1: An organization was seeking speakers for their next convention. They apparently received well over 100 applications. Only those who were granted speaker slots received acknowledgment for their time and effort put into their application along with the welcoming note. All of the other applicants who spent an equal amount of time on their application did not hear a single word. Being left to wonder and then completely ignored is an unsettling feeling. I’m willing to bet they are less likely to recommend let alone attend the event than if they had been properly acknowledged.
Situation #2: Members who were loyal to a particular organization for years, for different reasons chose to drop out. They never received word of thanks for their years of past support or even a suggestion that down the road they consider re-joining. Instead, they were threatened that they could never again attend an event. It was a hostile end to what was once a beautiful relationship.
These behaviors greatly affects a third category for possibility – those you do not yet know but would if positive word of mouth were to continue to spread in your favor. No matter which side of the story you represent, it is always of utmost importance you do your best to understand that of the other.
Your best strategy is to get into the mindset of the people with whom you do work and with whom you might work for your relationships to remain strong and encourage repeat business, referrals and testimonials. How you conduct yourself in all avenues of your business is indicative of you the person, and formulates your marketing message about who you actually are. When outsiders see an inconsistency, well the game is over.
Remember, your words, actions and deeds must all be in sync for you to be seen as a credible leader and an expert to whom others wish to turn and recommend. This is the easiest and the better path for your business development serving to increase your revenue through additional sales. Your consistency and integrity combined are what lead to a very Smooth Sale!
