The place for doing deals, building relationships and networking was for many years the golf course and as a natural extension, the famed 19th hole afterwards. But that was for a time when life and business proceeded at a more sedate pace and five hours hitting a little white ball was considered an acceptable part of doing business.
Few of today’s time poor business operators could dream of such an indulgence; the coffee shop is now the favoured place for a snatched 30 minutes with clients and co-workers, mobile phones always at the ready.
There’ll be some real estate agents who consider even 30 minutes a luxury they can’t afford and if you’re one of them, it’s time to rethink your approach to business. The fact is that if you’re not investing time in maintaining relationships you’re neglecting a critical area of your business.
Nobody operates a business in isolation. If you’ve got something to sell you need a buyer and vice versa. And if you’re serious about delivering excellent customer service you need to be in a position to recommend or refer your clients to others who share your business and service values.
The ability to communicate electronically has meant that it’s easy to retreat to the laptop or phone and believe you’re in contact. But if you never pick up that phone to speak or schedule an opportunity to talk face to face you’re not really engaging in a true human relationship.
All too often the neglect of relationships only comes to light when you need something; an introduction, a piece of advice or a favour. But just like personal relationships, if you’ve let the contact slide you can come across as a user. Favours only work in a balanced relationship where there is give and take.
If you’re guilty of neglecting acquaintances, suppliers, clients or customers, the time excuse doesn’t cut it. You need to allow time and schedule catch-ups just as you would any important part of your business day.
Some of the top agents in the R&W network make a daily habit of coffee and breakfast meetings in local cafes which has the additional benefit of demonstrating support for local retailers. You’d be amazed at how well-connected the local barista is.
If you’ve referred a client to another business follow up with both parties to make sure there was a positive outcome and to subtly remind them of your part in brokering the connection. Even if things don’t go exactly as planned it is still important to maintain the communication process so you can be there to help find an alternate solution.
Remember that the golden rule in building business relationships is one that applies in all aspects of life. You need to give before you can expect to receive.