BUILDING BUSINESS RELATIONSHIPS

Nothing exciting was happening  for quite sometime . Business was dull and I was feeling a bit under the weather .  Sincere efforts were not bearing fruit and results weren’t  encouraging either . All was quiet on the front till last  week . Call it divine intervention or a saga of fluctuating fortunes , two offers have come  my way , giving  me an opportunity to update my profile ,which has been pretty stagnant of late and  reigniting the much needed  spark.

The genesis of the story can be traced  back to a good  two years from now . I was talking to two prospects who were interested in a person with a technology and media background for  training and consultancy . Months and years passed . Nothing happened . I kept the conversation alive by talking to them at  regular intervals , discussing the weather , politics and almost everything under the sun except the offer . I did visit them on two occasions . A fortnight ago , I got the confirmation  . The wait was well worth it .

Business opportunities are like sleeper cells .Though  comparisons are odious , they wake up at a time when you least expect ,till the other party decides to close it . To a large extent ,it is dependent upon the  factors internal to an organization / institution . The delay is no  reflection on your professional capabilities , Business  offers often take  time and you need to last the course with patience ,  perseverance and above all , self belief that you fit the bill .

Personal touch -  Life is just not about business . A client  recently lost a member of the family and practically went into a shell. I sent message saying that the loss was irreparable and added that I would stand by her in the difficult times she was going through . Behind the veneer of a suave businessman with an eye on the moolah ,, we are human beings first and need to be empathized . It is gestures like these that will play a pivotal role in winning friends ,which in turn influences  business decisions  .

Keep the door open -  On a scale of ten , nine prospects slip away  . You might just get the tenth one interested and over a period of time ,might   lead to a conversion . This does not mean that you slam the door on the other nine . In many cases the people  who do not need your services right away ,  will recommend you to other parties , provided you keep the communications channels open .

Advertise your success -  Customers are wary of unknown quantities .Nobody  will give you business based on an email . They always look for credentials . A proven track record embellished by a recommendation , testifying to the good work done by you ,will help them  arrive at a decision . Referrals or word of mouth account for eighty five percent of small businesses .   Search engines are a distant second at fifty nine percent .  Everything else is far behind.

Business is perennial -  Once  proven , you get  business on a continuous basis  accompanied by a revenue stream . Here the customer is the proverbial golden goose and you have to put in additional effort to maintain the relationship through communication , quality and deliverables .

Honesty is the key  - In these days of corporate scandals , embezzlement and a variety of fraudulent practices , it is always  good to be transparent and above board .Compromising on beliefs and  misrepresenting  facts will only result in short term advantages while  sullying  your reputation . Honesty begets a tremendous amount of loyalty from customers and arguably , the perfect icing on the business cake .

Uday