7 Ways To Build Lasting Relationships

Consider what it is that contributes most to any long lasting client relationship and I believe it comes down to our attitudes - the sort of people we are more than anything else; Here’s my top 7;

1. Be Polite

William Horman asserted in his Vulgaria that ‘manners maketh man’ - a principle the very top sales people at Anglian Windows certainly subscribed to when we audited their sales effectiveness back in 2005. Contrary to the received wisdom that double glazing salesman are the worst, these professionals tore up their own sales manual and became the politest, most effective sales people I’ve ever met. That doesn’t mean they didn’t ask for the business - they most certainly did but, they would take ‘no’ for an answer, were respectful of the customer and whatever the customer request, they would be attentive and considerate

2. Be Honest and Sincere

Someone on my coaching programme said to me this week that he had regularly recognised insincerity in others around him and thus hadn’t formed the strongest of relationships. He said this was because they, "didn't believe in what they were saying". If you want to make an impact on someone then take an interest, but if you want to develop a relationship, make sure your interest (and intent) is sincere. When for instance, you take an interest in a prospect, their dreams and desires, be genuinely interested - don’t pretend. When building any significant relationship, your sincerity will on occasion be tested, so don’t ever run the risk of coming up short!!

3. Be Modest

That quality of, ‘being unassuming in the estimation of your abilities’ or put another way, letting your actions speed louder than your words. This doesn’t necessarily mean hiding your light under a bushel, more you should promote the interests of others before your own. You’ll get the chance to talk about you - don’t worry - and talk you should but, make sure the majority of the conversation - and the actions you take - are about others, first and foremost. Recognise the powerful precept that, ‘you get what you want by giving others what they need’

4. Be Positive

1996 and my sales presentation to Low & Bonar head office. CEO Jim Leng concluded ...
“Thanks Jon, great presentation, I have just one question ... how confident are you that you can deliver the numbers presented today?”

“Absolutely Jim, no problem!”

... was what I should have said but I hesitated and stumbled. My response delivered anything but positivity - career progression at L&B effectively ended that day - enough said!

5. Be Tenacious

It took more than two years to break into Sulzer and to start to build relationships with the various stakeholders there. What I didn't know until years later was that for one of them, it had been my tenacity - my relentlessness in his language - that had won me the opportunity to build a relationship down the line. That was twelve years ago and we remain close friends. So, be tenacious and remember that you may not get a yes on the 1st, 2nd or even the 22nd time of asking, but - keep going!

6. Be Courteous

1997 and Monique Boháček visited our Sheffield manufacturing facility after a long journey from Cornwall. We think our plant is pretty good but first off, we need to greet her in reception. English is not Monique’s mother tongue and her surname presents challenges for our welcome board so, we manufacture some ‘accents’ so her name looks bang-on. This is what she sees when she comes through the door - it’s her first impression of our company and I’m convinced to this day that the decision to buy from us was made the moment she walked into reception. Being courteous and going the extra mile certainly built this relationship from minute one.

7. Be Enthusiastic

It's easy to overlook, but customers have relationships with many, many people - it’s not just us. If you’re enthusiastic, you're likely to be a ‘radiator’ and not a ‘drain’ - someone who sucks the life out of people (you know the type!). Generally, people would much rather build relationships with Radiators, so it's worth remembering that beyond the ‘business’, the personal relationship deliver a lot - to them as well as to you - so on occasions, your enthusiasm may be what makes the difference to their day!