If there’s one single activity that should be at the center of your business development focus, it’s building relationships. How? Through personal meetings, telephone calls, emails, social media contacts, sending useful articles, sharing new resources, and more. There’s no single right way to establish, build, or maintain relationships, and the best growth strategies (which feel a lot like organic relationship growth) include multiple approaches.
There is a right way to think about developing relationships: look for opportunities to help your contact. That can mean anything from providing information and resources to help with her or her career, giving a lead on a new restaurant, making an introduction to someone useful, or offering a plum speaking or committee position.
You might also look for opportunities to offer help that makes your contact look good to people who matter. For clients, can you provide a report that your client contact can use to look good while presenting to the Board of Directors? Can you identify a new trend that your contact can exploit or share with others? Can you offer support to help your contact settle into a new position?
Especially as it concerns clients, Vidal Sassoon said it best: “If you don’t look good, we don’t look good.” Flip that around to the positive, and let it guide your relationship-building: when we help you look good, we look good to you.
P.S. Mark your calendar for Thursday, March 11th at 1 PM ET to join our next webinar about Innovation, Trepidation & Adaptation. Click here to register.