Entrepreneurs do not fall from the sky but they build skills of entrepreneurship within them. To be an entrepreneur, you have to...
learn how to create great relationships.
Here are some tips on how to build stronger business relationships that will last.
Encourage Honest Feedback
"An open, honest relationship demands clear communications of how each party is performing," says Patrick Scullin of Ames Scullin O'Haire, an Atlanta-based marketing services company. "Encourage constructive criticism and be brave enough to suggest ways clients can help your firm perform better," he says. "If you know where you stand, you can stand stronger."
Listen More Than You Talk
"We all want to extol our strengths, our virtues in hopes of impressing others and, ultimately, getting more business," says Alisa Cohn, an executive coach. "It's counter-intuitive, but being a good listener highlights your virtues much better than being a big talker. I coach a financial planner and we did a little market research on what his clients value the most in him. Yes, they value his advice and his skills in handling the money, but a lot of financial planners have that. What sets him apart is that he takes the time to listen to them and really understand where his clients are coming from. They said most often that they value his role as a sounding board, and a few even called him better than a shrink! That's the kind of behavior that leads to referrals and long-term business success."
Make A Routine
Devise a system to ensure that not too much time passes before you connect with your contacts, such as the formal database Denisoff created. And with the proliferation of social media tools these days such as Facebook, LinkedIn and Twitter, it's never been easier to keep in touch.
"As a small business owner, it's important that people see me as expert in my field," says Amy Harcourt of Definitive Marketing. "But, when asked questions I don't know how to answer, I always say so. I remember an initial meeting with what became one of my best clients. I was meeting with the executive team and was asked about my experience in their industry (of which I had none). I could have tried to spin my response to sound like I knew their industry. Instead, I told them that I had no experience and why that might work to their advantage. I was surprised to see stern, questioning faces turn to friendly nods and smiles. They really appreciated my honesty. And that laid the foundation for a great relationship."