We’ve all heard that it’s not what you know but who you know that determines your success. But sales coach Jim Cathcart asks this: “Who is glad they know you?”
That’s why people do business with others they know and trust. When you offer value to another person, then they have a reason to care about staying connected with you. Cathcart offers these five tips for building better business relationships:
- Approach each contact as the beginning of a long-term high-value relationship. Expect great things over the long run, and do your part to help both of you achieve your desired outcomes.
- Plan to be loyal to your customers whether they are loyal to you or not. And be trustworthy, so they will want to be loyal in turn.
- Continually ask yourself, “What else could I do for them without asking for something else?”
- Give them the option to occasionally “have a bad day” without becoming upset or judgmental toward them. Nobody is always at their best.
- Don’t always ask for something, occasionally just give them something or just listen to them without trying to “fix” them or sell to them.