Relationships matter in business. Everyone freely acknowledges this fact. Our strongest clients are the ones with whom we have the strongest relationships. Our best sources of new business come from our best relationships. When sales are working, all is good. However, when sales aren’t working we usually look for things to change: strategies, prospecting, positioning, products, services, activities, pricing, etc. Paradoxically, we seldom look to improve our relationships.
Thanks Tom. It really is all about caring and connections. The business case has to underlie a business decision, but emotion drives the decision. Best business case in the world is weak if there is no trust between the parties. Stay tuned. More to come.
It really, at least in some ways, is very simple. If you don't demonstrate, on a consistent basis, that you care about them, what would motivate them to continue doing business with you. Great post, Ken, as always.
Thanks Tom. It really is all about caring and connections. The business case has to underlie a business decision, but emotion drives the decision. Best business case in the world is weak if there is no trust between the parties. Stay tuned. More to come.
Thanks Mitch. I need you to coach me in brevity. You said in one sentence exactly what it's all about.
It really, at least in some ways, is very simple. If you don't demonstrate, on a consistent basis, that you care about them, what would motivate them to continue doing business with you. Great post, Ken, as always.
I love this. Mitch said it perfectly. Business is all about relationships!
Terrific points.
They don't care what you know until they know that you care.