We recently booked two major events for me as a keynote speaker in January 2023. One was a group where a member of the C-Suite had me speak at his meetings for two previous employers. The other was from a CEO of a group I addressed about a decade ago. He contacted me and said, “It’s past time that we had you back!”
The important aspect I wanted to share about this is not that I have booked a couple of really terrific programs for great leaders. The critical point is that I’ve stayed in touch with both of these clients (in a non-“sale” oriented manner) on an ongoing basis.
Relationships matter significantly in business; as a result, referrals are often the lifeblood of our success.
I’m not saying that all of my business comes through word-of-mouth recommendations. However, I have found that the more time I invest in nurturing relationships with colleagues, clients, and associates, the more likely they are to refer me or work with me again. And when it comes down to it, isn’t that what we ultimately want – a strong network and engaged community?
Here are three ways to enhance the relationships you have with clients and prospects:
- Keep in touch regularly. It doesn’t matter whether it’s through a quarterly newsletter or a simple “thinking of you” card. DON’T SPAM! Engage! Bring value to the conversation by helping, not selling.
- Deliver help without expectations – offer to introduce them to a colleague or share an article you think they might find valuable. Show interest and invest in their success by providing thoughtful advice or insights that may benefit them.
- Make time for in-person conversations and connections, whether it’s a coffee meeting or attending their industry event. We strengthen relationships through face-to-face interactions. Catch up on what’s new in their world. Share valuable information or resources with them.
Investing in relationships can pay off tremendously in the long run.
Build trust and loyalty by consistently demonstrating that you value the professionals you work with and for, then watch as your network grows more robust and engaged.
So, reach out to colleagues, clients, and associates today and strengthen those connections. You never know where they might lead!
