But everyone knows this right? Apparently not because many business people don’t do it.
Success in business is all about good relationships. No relationships: no trust. No trust; no credibility. No credibility; no interest. No interest; no business. It’s that simple.
In last week’s Blog we wrote about the corporate refugee: the person who leaves a corporation either on their own or involuntarily. Many of these folks talk about starting a business. Some actually do.
One of the most important issues they, and everyone starting a business, must realize and accept is the importance of building real relationships. We buy from people we like.
We know an individual who was a CFo for a major healthcare system. He voluntarily resigned his position with the hope of starting a consulting business. He sincerely believed that his experience and repute in the industry would bring in clients. He had a field of dreams mindset – if I offer it, they will come. They didn’t.
When we talked with him it became readily apparent that he was neither attentive to nor good at building relationships. In his previous role he didn’t have to build relationships with others. They had to build a relationship with him. When he started his own business, he brought with him this "corporate baggage". One year later he took a job at a small community hospital.
What could he have done differently and what can we learn from his experience?
- Understand the importance of building relationships
- Understand that building relationships takes time, intention and attention
- Conduct a personal self-assessment three months and six months into his new business and honestly ask himself why he isn’t getting clients
- Has he talked to and maintained communication with his prospects?
- How many prospects has he talked to so as to continue building his sales pipeline?
- How many discussions led to a viable opportunity
- Has he examined these winning relationships and relationship building strategies so he can replicate them with future prospects?
- How many viable opportunities resulted in business
- Talk with a trusted advisor, someone wh
- is successful doing what he wants t
- do, and ask for and accept honest and candid feedback
Your interest in building real relationships is a choice. How you choose, and what actions you take – or don’t take, will set the groundwork for your future.
For more information see the article on our website "The Engagement Factor: 6 Tips for Accelerating Success through Relationship Building."
Copyright 2009 Kubica and LaForest
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