How many times have you been told “it’s a numbers game,” and we then strive to touch as many people as we possible with our message. These “numbers” can be people we know within our sphere of influence or complete strangers, as we strive for “volume” databases.
Is that all bad? Not really depending upon the cost and time spent developing that “volume” database. Let’s face it, leads often flow from that huge database and some even get converted into revenue and profits.
But there is a difference between your message reaching thousands and creating true relationships. How many sales a year do you need to survive, to reach a realistic profit goal, and/or to reach a spectacular revenue/profit goal? If you need 15 sales for survival, or fifty sales for your spectacular goal, in either case you really only need a few handfuls of clients.
Besides the mega database, I suggest you concentrate on building two new relationships a week and within a year you have 100 solid relationships plus the people they know with whom they network. Now we have to determine the keys to developing those two relationships per week.
A local networking organization that is very successful, touts that you have lunch with two people every week in an attempt to get to know them better, beyond the external “hi, how are you doing.” Learning about their business life, their family life, likes and dislikes, hobbies help establish a true relationship. The most important fact I suggest you learn is what makes a good customer for them, therefore what is a good lead for their business. Nothing begins to better create a business relationship than providing a couple good leads for them. The sincere attitude of helping them create business is like gold in today’s fast-paced non-caring business world.
Another way to create a solid business relationship is to provide experiences that have created successful results for business people you know. This becomes "helpful hints" for business people and is well appreciated.
Arnie Goldberg
Latest Book
http://giveyourdogatreat.webs.com/
ag@loyaltybuilder.com
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