Is Your Business Built on a Cracking Foundation?

Photo credit to archdaily.com

In today's fast paced environment, many businesses are growing rapidly, but are they being built on a cracking foundation that will eventually fail? To me, the quality of relationships that a business is built on represent the firm foundation needed for long term success. I truly believe that success in business ultimately lies in one’s ability to build real, trust based relationships with clients, vendors, employees, etc. A company building on a solid foundation begins all relationships with an attitude of wanting to help the other party succeed and reach their goals FIRST.

“It is literally true that you can succeed best and quickest by helping others to succeed.” Napoleon Hill

Great quote, but please understand that building your business in this way takes time and effort. While the principles are very basic, they are often overlooked in an effort to find some “silver bullet” strategy that will change your business overnight. We want results today, this week and this quarter. While recognizing the demands to run profitable businesses, I contend that you need to think long term in a short term environment if you want to build something that lasts.

So, what does this look like in real life? How does this principle play out as that next customer drives up or I walk into that next meeting? The first thing I would suggest is asking any potential client, at the very beginning, what they are trying to achieve. Then listen! I mean really listen to what they are saying. We often go into a situation with a our minds determined about what the client needs. We just need to convince them that our solution is what they are looking for. I am hearing the sounds of a foundation cracking, slowly...but surely! Turn this completely around and approach these situations by listening intently to what they are trying to accomplish, how you can help them be successful, and then see if you can offer anything to help them achieve the result they are looking for.

Sometimes, this may mean advising the customer that nothing you offer will deliver their desired result. Other times this may entail not selling the customer on a higher priced product, service or additional work that they do not really need. Your goal, after listening to their objective, is to deliver the best solution available. By doing this consistently, you are building trust and a solid foundation for your business to build on. When your mindset starts with helping them achieve their goals, people will pick up on this quickly. The trust that is built will be exactly what earns you their business and their referral to others.

Sure, many succeed for a short time by selling people products or services that they do not really need. They are able to get that order by fluffing the details or over-promising what the product can do or what will occur post sale. However, these tactics will eventually catch up and true motives will be exposed. The customer will realize that they were “sold” and they will be less than 100% satisfied with the transaction. This will ruin the relationship and any trust that may have been built during the sales process. They likely will not do business with that company in the future, and they definitely wont be referring them to any friends or colleagues. When you build on a faulty foundation, eventually the entire structure is destined to fail.

I encourage you to approach the remainder of 2014 and beyond by spending more time building true and sincere relationships based on trust with all people associated with your business. Begin by asking what you can do to help them successfully accomplish their objectives. By doing this, you will reinforce the foundation your business is built on and ensure the long term success of not only your business, but your relationships as well.