In the world that we now live, there is a new norm that is constantly changing by the minute (or so it seems) with quite a few uncertainties. There is medical unrest, civil unrest, political unrest, financial unrest, nutritional unrest – yet, there are a few foundational tenets that remain essential to sustaining and increasing the value of your business. One of them is learning to leverage relationships for business success.
There are three simple steps to building building business relationships that can help your organization improve market share and reach potential:
- Reach out
- Remain human
- Be a resource
Reach Out
When was the last time you reached out to someone without seeking anything in return? Bob Beaudine writes in his book “The Power of Who” that we all have a “Who” network that we should reach out to on a reasonable basis because our network connects us to their network.
You can reach out by placing a phone call, sending a text, typing an email or even dropping a note in the mail. Reaching out doesn’t need to require hours and hours of time. Time may be set aside to phone a friend during the commute to work. A text may be sent while waiting at a kid’s tutorials or sporting activity. An email may be drafted while waiting for an appointment. Reaching out and staying connected is the first step in leveraging relationships.
Remain Human
The next step is remaining human. In these times of uncertainty, have a heart of compassion and empathy. I recall in one of the most tragic events in my family’s life, people asked how I was doing. I would say “not very well” and their response would be “ok good for you” and they would keep going. Those moments made me realize, people really don’t listen and/or they don’t necessarily care. You and your staff should be different; even in the business environment.
When you are human, you may recognize that sometimes people need a listening ear, and it may not include you needing or wanting something. You never know what the person on the other end of the conversation is going through, but if you remain human, show compassion, show empathy, it not only benefits them but often times you will find out it benefits you as well. People like to do business with their friends (humans).
Be a Resource
The last step in building effective business relationships is being a resource. This means you don’t have to be selfish.
Resource is defined as providing (a person or organization) with materials, staff and or other assets necessary for effective operation. When you are confident in who you are, you don’t mind sharing. I recently discovered from a client that the reason she works with me so much is because I am a resource for her. If she needs something or needs to find someone, I always come to mind. It’s amazing how the more you give the more you receive. If you put your business in position to be a resource you can build strong, long-term business relationships
Client relationships, business partner relationships, corporate relationships—any relationship that affects your internal staff and external customers— are key components of good business practices. These relationships become even more critical when the corporate landscape is seemingly unsettled. Successful business relationships can be a differentiator for your business.
If you are not following the steps to establish and maintain successful business relationships, it’s never too late to start. I can help!
James Brown Jr. is a customer service keynote speaker who works with organizations that want to leverage the power of relationships between internal and or external customers.
