Humans are internally wired for relationships. As "social animals" we need relationships regardless of the activity we engage in. Business is conducted through relationships. Every person is influenced by family relationships. We play with other individuals to strengthen our relationships, and we even relate spiritually to others. The more we understand this phenomenon of relationships, the easier it will be to achieve our goals, and achieving goals ultimately leads toward a more successful life.
Returns from our relationships come in many shapes and sizes and sometimes are even hard to identify immediately. Personal support, increased knowledge, shared resources and concluded business transactions are just a few of the benefits generated from relationships. Despite the many returns we receive from relationships with others, it's curious that we don't spend more time studying and practicing good human relations. Relationships just don't happen. The really good ones are built on solid principles of human dynamics.
In the business of word-of-mouth referral marketing, if we get one referred contact from another person, it could mean that the referring person is attempting to build a relationship. Aren't we sending a message to another person when we give them a gift of flowers, referrals or a bottle of wine? The first referral might signal an interest of one person to engage in or improve a relationship with another. The second referral or gift that is given to the same person might suggest a more meaningful intent than merely happenstance. When the third referral or gift is conveyed, the recipient can't help but feel something beyond the ordinary is happening. If you want to send a clear message of your interest in a long-term relationship, send three gifts or referrals.
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HUDDLE TIME
Branch Out and Grow!
How diversifying your networking circles can help you succeed
By Ivan R. Misner, Ph.D.
When it comes to business networking, you never know who people know. One of the important keys to being successful at building a powerful personal network is that of diversity.
In running a large business networking organization for the last two decades, I often speak to people who tell me they want to network exclusively with other business professionals who work with clients in a similar socio-economic target market; in other words, network with business professionals with similar clients. Although it is good to include these people in your personal network, any attempt to network with them exclusively would be a tremendous mistake.
It is human nature to congregate with people that are very much like us. People tend to cluster together based on education, age, race, professional status, etc. The bottom line is that we tend to hang out with people who have similar experiences or perspectives as ours. Most of our friends and associates are often friends and associates with each other as well. The problem with this is that when we surround ourselves with people who have similar contacts it may be difficult to make connections with new people or companies with which we desire to do business with.
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How Polished Is Your Sales Presentation?
With the right preparation, you can turn your pitch into sales
By Dan Collins, Collins Educational, LLC
It's that time of year when wintertime has mostly melted away (for some of us) and springtime is getting ready to bloom. Look back at the past few months of your sales production. Are you on target for all your sales goals for 2004? Are you making the sales from all your sales presentations?
You may be far ahead in some areas or behind in others. No matter what your sales production is today, you certainly should have another look at what targets and goals you've developed in your sales plan for 2004.
Are you using your strengths to their fullest potential? To improve your sales results, determine what has been working or not working. Then define where to concentrate your productive energies for the next three quarters in 2004 or the remainder of your compensation period.
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