To succeed in your career, you have to build business relationships. There is one thing you can give your business acquaintances that they will value immediately, positioning you in their minds as a source to watch.
What your prospects and clients value most of all, more than your sage consulting advice, has to do with them, not you. It goes right to the heart of their success. You likely encounter this relationship-building element all the time, but since you are not tuned into it you may not notice.
Give Prospects What They Really Want
Every company needs new and repeat business to grow. Finding leads and converting them into sales is always the top thought of the CEO — always.
You might be thinking, “I’ve got enough trouble finding leads for myself, how am I going to find them for my prospects and clients, too?” The reason you don’t see those “other” leads is because you are not looking for them. Yet sources of leads are all around you and you can use them to build business relationships quickly.
Example: I subscribe to a weekly email alert from my local government. They send out solicitation notices for projects set aside for local small businesses. They buy just about every type of product or service you can imagine: janitorial services, printing, paper clips, advertising, computer services, everything.
I saw an announcement for web design services. My company doesn’t provide this service so usually I would delete that message. But some of my target market does web design. So, I forwarded that announcement along with a simple note that read “Hi Steve, I thought you might be interested in this lead.”
Tune In To What They Need
The amount of goodwill I created from that simple message, one that I would have otherwise deleted, went a long way in building a business relationship. People might not reply to other messages you send to them, but they never ignore a business lead. They will always appreciate your gesture.
There are sources of leads all around you. The next time you are at a networking event and talk to someone who might be a good fit for another person in your network – or even someone else you just met – let them know. Build business relationships by connecting two people who may have synergies. You will create goodwill for everyone.
Every time I share a business lead, I receive a reply thanking me even if the lead isn’t a good fit. My message shows that I am looking out for them, not trying to sell my services. And that builds business relationships faster than anything else.