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What do you do if your clients are resistant to building strong relationships for long-term success?

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In the world of self-employment, consulting, or freelancing, the ability to foster strong client relationships is a cornerstone of long-term success. However, you might encounter clients who seem resistant to this approach. This resistance can stem from various reasons, such as past negative experiences, a preference for transactional interactions, or a lack of understanding of the benefits of a solid partnership. As a team manager, your role involves navigating these challenges and steering the relationship towards a mutually beneficial outcome. The key lies in understanding your clients' perspectives, communicating value effectively, and demonstrating unwavering commitment to their success.

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Juhee Goswami

Talent Delivery Manager
Jay Jataniya

Program strategy | Governance & Stakeholder investment | Capacity building & Team management | Program implementation…
Srinath Marri

Entrepreneur | Spearheading Sustainability Initiatives Across Industries | Founder - MyWastePay | Expert in Driving…

1 Understand Resistance

When faced with client resistance, it's crucial to delve into the root causes. Engage in active listening to truly comprehend their hesitations. This understanding will allow you to tailor your approach, addressing specific concerns and showing empathy. Remember, resistance often comes from a place of uncertainty or past disappointments. By acknowledging and validating these feelings, you create an environment of trust, which is the first step towards breaking down barriers and building a strong, collaborative relationship.

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Srinath Marri

Entrepreneur | Spearheading Sustainability Initiatives Across Industries | Founder - MyWastePay | Expert in Driving Eco-Friendly Innovation for a Greener Future
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Comprehend resistance while fostering a robust, cooperative partnership. - Grasp resistance in the context of cultivating a powerful, collaborative bond. - Appreciate resistance as you work towards establishing a strong, collaborative relationship. - Acknowledge resistance as you strive to build a solid, collaborative connection. - Recognize resistance in the process of developing a strong, collaborative relationship.

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Moisés Saad Velázquez

VP Director Advisory and Investment Solutions GBM | +20 a?os transformando la Asesoría Financiera
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No pude haber resistencia en algo que solo se da como consecuencia. Las relaciones solidas y de largo plazo solo se obtienen si el cliente se siente satisfecho y con la confianza de saber que cada vez que se acerque obtendré el mismo nivel. Por lo tanto no se debe trabajar en dicha resistencia sino en como llevar tu servicio al nivel adecuado.

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Rajesh N

Accounts Payable | Reconciliations | Advanced Excel | Robotic Process Automation | ChatGPT & AI Tools | Prompt Engineering | Team Management
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To address client resistance to building strong relationships for long-term success, communicate value, demonstrate trustworthiness, be proactive, provide exceptional service, showcase success stories, offer incentives, seek feedback, stay persistent, and be flexible in adapting to their needs and preferences.

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Sérgio Flores

Strategic Operations Director | Driving Excellence, Innovation, and Results Across Businesses and People ??
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As always, the first step is to find out the “why”. What is behind this resistance? This is the only way we can approach the problem and solve it. And to understand the “why”, it is crucial that we create an open, honest and empathetic dialogue, allowing our client to share their concerns. It is very important that we create a relationship based on trust and honesty so that we can overcome any obstacles that arise and move forward from a much stronger position.

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2 Communicate Value

To overcome resistance, clearly articulate the long-term benefits of a strong relationship. Highlight how collaboration can lead to better outcomes, such as customized solutions and proactive service. Emphasize that a partnership is more than just a series of transactions; it's a strategic alliance that can drive innovation and growth. Use examples and anecdotes to illustrate your points, making the abstract concept of 'relationship building' tangible and relatable to your client's business context.

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Moisés Saad Velázquez

VP Director Advisory and Investment Solutions GBM | +20 a?os transformando la Asesoría Financiera
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la comunicación siempre es clave sin embargo la acción en estos casos lo es todo, se debe cumplir para obtener resultados, no creo que sea necesario hablar del largo plazo, es el ahora lo que rodea a un cliente que se acerca contigo y si le cumples entenderá que puede estar contigo el tiempo que sea.

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3 Build Trust

Trust is the foundation of any strong relationship. Show your clients that you are reliable by consistently delivering on promises and maintaining open lines of communication. Demonstrate your commitment to their goals by going above and beyond when possible. When clients see that you are genuinely invested in their success, they are more likely to reciprocate and invest in the relationship. Trust-building is a gradual process, but it's essential for overcoming resistance and fostering long-term partnerships.

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Moisés Saad Velázquez

VP Director Advisory and Investment Solutions GBM | +20 a?os transformando la Asesoría Financiera
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totalmente de acuerdo sin embargo cumplir lo que uno promete es lo menos que se espera de alguien que ofrece un producto y/o servicio. Podemos preguntarnos, qué más puedo hacer para fortalecer los puentes de la confianza?

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4 Offer Flexibility

Some clients may need more time to warm up to the idea of a close working relationship. Offer them flexibility in how the relationship develops. Suggest starting with a small project or a trial period to demonstrate how effective a strong partnership can be. This approach reduces the perceived risk for your clients and gives them a taste of the benefits without requiring a full commitment upfront. Flexibility can be a powerful tool in showing your clients that you respect their pace and comfort level.

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Moisés Saad Velázquez

VP Director Advisory and Investment Solutions GBM | +20 a?os transformando la Asesoría Financiera
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en la medida que el cliente vea que estás comprometido con el, con sus necesidades u objetivos te sentirá cerca y posiblemente te conviertas en su primera opción a evaluar, lo importante es si darles su espacio al tiempo que se muestra interés e saber si hay algo más en lo que se pueda colaborar, acercarse por servicio no cuesta nada y no es mal visto.

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5 Lead by Example

Your actions speak louder than words. To encourage clients to engage in a closer relationship, lead by example. Be proactive in your communication, share insights freely, and be transparent about your processes. When clients see the positive impact of these behaviors on their projects, they may be more inclined to mirror them. Leading by example also positions you as a trusted advisor, someone they can rely on for guidance and support.

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Moisés Saad Velázquez

VP Director Advisory and Investment Solutions GBM | +20 a?os transformando la Asesoría Financiera
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mencionaba anteriormente: lo que se le promete es lo menos que se debe hacer. No hay ejemplo en un acuerdo solo se cumple o no, el hacerlo nos pone como referentes pero hasta ahí en nosotros esta en dejar huella.

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6 Encourage Feedback

Finally, make it clear that you value your clients' input by actively encouraging feedback. This not only provides you with valuable insights into how you can improve your services but also reinforces the collaborative nature of the relationship. When clients feel heard and see that their opinions can lead to real change, they are more likely to engage in a partnership that they feel they have a stake in. Encouraging feedback is a practical step towards overcoming resistance and building a strong foundation for long-term success.

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Jay Jataniya

Program strategy | Governance & Stakeholder investment | Capacity building & Team management | Program implementation | TFI Alumni | Teach For All
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Foundation of building any long term lens/investment is more about building trust instead of delivering a great service/product for once. So the process plays more critical role compared to end outcome only. Co-creating/brainstorming and actively involving client helps in building their active engagement and shows them the value you are creating/delivering and at a same time help them see the value of building long term lens.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Juhee Goswami

Talent Delivery Manager
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- I invest time in getting to know my clients personally, fostering genuine connections that build trust and loyalty. - Continuously showcasing my expertise, creativity, and problem-solving skills reinforces my clients' confidence. - Anticipating my client's needs and addressing issues before they escalate demonstrates my dedication to their success and strengthens our bond. - I seek opportunities to exceed expectations by offering additional services, showcasing my commitment to their success and fostering a sense of partnership. - Marking project achievements and partnership anniversaries reinforces our relationship and sets the stage for long-term collaboration.

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What do you do if your clients are resistant to building strong relationships for long-term success?

1

2

3

4

5

6

7

1 Understand Resistance

2 Communicate Value

3 Build Trust

4 Offer Flexibility

5 Lead by Example

6 Encourage Feedback

7 Here’s what else to consider

Team Management

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What do you do if your clients are resistant to building strong relationships for long-term success?

1

2

3

4

5

6

7

1 Understand Resistance

2 Communicate Value

3 Build Trust

4 Offer Flexibility

5 Lead by Example

6 Encourage Feedback

7 Here’s what else to consider

Team Management

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