With what is occurring in today's marketplace, it seems like we can never learn too much about how to establish and build profitable relationships. If you have read my latest book release, Capture Your Competitors' Customers and KEEP Them, you hopefully found value in the chapter entitled, "Stop Selling and Start Building Relationships." If you haven't read it, a link to the entire chapter is below. Meanwhile, below are two tips to assist you in this area:
1) Extend an invitation to a shared activity or event. I'm not talking about inviting them to play golf (even thought it's great way). I'm talking about inviting your customer or prospect to join you at an activity or event your competitor may not invite them to. For example, if you are holding a team-building training event, invite them to bring a few key people in their company to participate in the fun activities. You may even bond. Offer to take them to one of those fancy places that serve dinner while you bowl. (If you live in Chicago Pinstripes in Northbrook is great.) Take them to a wine-tasting event. If you are attending a charity event, invite your customer or prospect and their spouse/significant other / life-partner. Make a donation in their name.
One of my clients loves fishing and goes regularly. Inviting a customer or prospect is great way to build a relationship. Another client takes his team on an annual white-water rafting trip with an alternative activity for those who don't wish to participate. Inviting customers and prospects would be great.
Get creative. Where can you go, or what activity can you do with customer or prospect that will build the relationship? The key is that when you engage in activities together, it strengthen your relationship.
2) Be bold and self-disclose. As you build your relationship with a customer or prospect, self disclosing communication, when appropriate, is an effective way to "get close to the customer." How else will they get to know you as a human-being?
Hope you found these tips as interesting food for thought.
Here's the link to Stop Selling and Start Building Relationships