SAVE | EMAIL | PRINT | MOST POPULAR | RSS  | |
Relationship Building During Turbulent Times
January 09, 2009
As Dickens said in A Tale of Two Cities, "It was the best of times, it was the worst of times…"
By Andrea R. Nierenberg
We are all aware of the current economic conditions, and—while I am a true believer of continually nurturing and building our relationships—now is the time to jump-start your system and put your tactics and strategies into motion 24/7.
The relationships we build and nurture are the ones that are there for us no matter what, and it's because we have been there for them. Think right now: how often do you touch base to say "hello" or "thank you" to your clients/customers/advocates/friends consistently to be on their radar screen all the time.
We may live in a world of high technology, yet we need to also think "high touch"—and not just to relieve any "high stress" that may be apparent.
Be creative as you think of ways to "take care" of the people who you have worked hard to build trust and advocacy with. This goes back to delivering the type of service and value that is priceless. It is going the extra mile and taking the "high road," as I like to call it. There is less traffic there anyway.
Here are some simple INCENTIVE tactics and strategies you can put into practice:
I— Truly become INTERESTED in others. Do this with sincerity and INTEGRITY otherwise people see right through it. One tool that I use a lot are Google alerts, which I set up for people that I want to be able to touch base with often with ideas and interests that pertain to them. You will have opportunities to be "in the know" and can drop them a note or call with information and news.
N— NURTURE and know what you can about the people in your life. Keep a working list of points of interest and facts that you get to know about your relationships over time. For example, here are a few that can help you stay connected and reach out with an article, thought, suggestion or idea that they might be interested in:
• Birthdays
• Hobbies/Interests
• Favorite foods/restaurants
• Vacation interests
• Kids
• Pets
• School alumni
• Special holidays
• Job promotions/moves
• Who you refer to them
• Who they refer you to
• How you met
• Likes
• Dislikes
• Professional Organizations they are interested in
• Know what "motivates" them
• Know what their concerns are in business
• Know what keeps them up at night and how you might help
C— CONNECT and COMMUNICATE always, not just when you want something. Our relationships become much more important when we are there to provide news, insight and a way to help their business or be a supportive ear. CONTINUALLY CREATE value for your relationships. Be CLEAR and connect with them in the way they prefer. I always ask my relationships their preferred method of communication. You have to also show that you are really listening to them, which has become a forgotten art.
E— EXECUTE what you say you will do. Often, after all is said and done, much more is said then done. Be sure to underpromoise and over deliver. Take the time to follow up on everything that you say you will do and surprise and delight people by doing so. Make a list to be sure that you follow up with who and whatever you say you will—again something that often is not always done.
N— NETWORK! The word "network" is huge and means many things. Networking is part of the S Factor—"sometimes it is strategic and structured for the events you attend, so be prepared. Most of life, though, is 'serendipitous networking'.’" Be aware of every opportunity to meet, connect, reconnect and help someone else. Keep your ears open and tuned up and also be sure to continually NURTURE your relationships.
T— TRUST is the key to any relationship, in good times and otherwise. Work hard to continually build trust with your relationships—and this takes TIME. Talk less and listen more—you'll learn more that way too! When you do talk, TELL them something that will help them or their business or offer a suggestion, a piece of advice. Do your homework and research consistently.
I— Take the INITIATIVE to reach out and be connected. If we wait for someone to call, or e-mail, or meet with us, we might wait a long time. Of course as we build and develop these relationships, it goes without saying that true INTEGRITY is key for any relationship. My Dad always said, "With integrity nothing else matters, and without integrity nothing else matters."
V— Continually create VALUE with those in your life. What are you delivering to them that makes you stand out. Also value every relationship in what they have given and continue to provide to you. Make sure to let them know how important they are to you. Be VISIBLE and let them know how to easily find you. You are there when they need you. Consistently have your contact information available to them so they don't have to look for it.
E— ENERGY and ENTHUSIASM are key to continually building relationships that last. Take care of yourself and make sure you plan and prepare each day with goals and ways of measuring. One way I do this is to set a specific goal each day for different clients or relationships. Something as simple as calling three extra people with a message of goodwill or a piece of information, or writing three extra e-mails with the same type of message. Or pull out a pen and paper to write a short note of thanks, or a greeting of hello and thinking of you.
Editor's Note: For more on relationship building, read "Referrals: Getting the Most From the Low-Hanging Fruit of Sales," from our sister publication, on www.salesandmarketingmanagement.com.
Andrea R. Nierenberg, bestselling author, world-renowned business authority, and president of the business communications firm, The Nierenberg Group, will host her first Business Building Workshop Series, four public seminars to be held in New York City in 2009. The first one offered is "Relationship Building & Business Development in Turbulent Times" and is designed to empower business owners and key executives of middle market companies by creating strategic relationships. It is being held on January 22, 2009 in mid-town Manhattan and has a limited enrollment.
To register and for more information go to: www.nierenberggroup.com/workshop21.php or call (212) 980-0930.
Called a "networking success story" by The Wall Street Journal, Andrea Nierenberg is founder and president of The Nierenberg Group. With a stellar 25 years as a leader in sales and marketing, Andrea is an in-demand business expert both at home and abroad. Her company partners with an array of the world's leading businesses including Fortune 100 and 500 companies. Prior to establishing The Nierenberg Group, she was publisher and sales director of Target Marketing Magazine and served in Corporate America in sales and marketing for companies such as Macmillan Publications, Avon Fashions, Saks Fifth Avenue and Ziff Davis.
|
|
| SAVE | EMAIL | PRINT | MOST POPULAR | RSS | |
|
|
RSS