Revenue is made from transactions.
Businesses grow through relationships.
Relationships build long term business, while transactions are just about the present. Today’s buyers are looking for someone they can trust, someone who delivers. If you sell for the transaction your customer is treated like a commodity. So you must build the relationship first, then make the sale. This shows your customer respect and will have them coming back to you the next time they have a need.
Remember, a single sale is nice, but steady business is the key to long-term success. So engage with your potential client and dig deeper. Get to know your client, his/her company, and company’s needs.
Respect is at the heart of building business relationships. As one article put it, respect is the “glue that holds together the functioning of teams, partnerships and managing relationships.”
Too often, salespeople go into meetings and focus on their product, throwing information and sales figures at their potential client. But, in the end, clients buy relationships, not products. This means that it’s less about your product and a whole lot more about how you connect and engage with your client.
In the end, no matter how objective your potential client may be, when it comes to choosing a supplier or business partner, most people prefer someone they know.
If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!
At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.
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