Better Relationships = Better Business
Colin Thompson
Managing Partner Cavendish/Author/International Speaker/Mentor/Partner
Did you know that relationship building is the core of all modern business strategies? Think about it, your ability to develop and maintain long-term customer relationships is the foundation for your success as a business person and your success in business. Relationship building requires a clear understanding of the dynamics of the business process as they are experienced by your customer.
Propose a Business Marriage
For your customer, a buying decision usually means a decision to enter into a long-term relationship with you and your company. It is very much like a "business marriage."
Before the customer decides to buy, he can take you or leave you. He doesn't need you or your company. He has a variety of options and choices open to him, including not buying anything at all. But when your customer makes a decision to buy from you and gives you money for the product or service you are selling, he becomes dependent on you.
Plus, since he has probably had bad buying experiences in the past, he is very uneasy and uncertain about getting into this kind of dependency relationship.
Fulfil Your Promises
What if you let the customer down? What if your product does not work as you promised? What if you do not service it and support it as you promised? What if it breaks down and he cannot get it replaced? What if the product or service is completely inappropriate for his needs? These are real dilemmas that go through the mind of every customer when it comes time to make the critical buying decision.
Communicate, Negotiate and Persuade Others
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Focus on the Relationship
Because of the complexity of most products and services today, especially high-tech products, the relationship is actually more important than the product.
The customer doesn't know the ingredients or components of your product, or how your company functions, or how he will be treated after he has given you his money, but he can make an assessment about you and about the relationship that has developed between the two of you over the course of the selling process.
So in reality, the customer's decision is based on the fact that he has come to trust you and believe in what you say.
Build a Solid Trust Bond
In many cases, the quality of your relationship with the customer is the competitive advantage that enables you to edge out others who may have similar products and services. The quality of the trust bond that exists between you and your customers can be so strong that no other competitor can get between you.
Keep Your Customers for Life
The single biggest mistake that causes business people to lose customers is taking those customers for granted. This is a form of "customer entropy." It is when the sbusiness person relaxes his efforts and begins to ignore the customer. Almost 70 percent of customers who walked away from their existing suppliers later replied that they made the change primarily because of a lack of attention from the company.
Once you have invested the time and made the efforts necessary to build a high-quality, trust-based relationship with your customer, you must maintain that relationship for the life of your business. You must never take it for granted.
Action Exercises
First, focus on building a high-quality relationship with each customer by treating your customer so well that he comes back, buys again and refers you to his friends.
Second, pay attention to your existing customers. Tell them you appreciate them. Look for ways to thank them and encourage them to come back and do business with you again.
To your growth and success.
Fresh thinking requires a vision to see beyond the conventional. When you combine excellent quality with outstanding value for money you will begin to realise the full potential of creative and well presented business solutions. Together, the sky`s the limit. Have passion to learn and let the knowledge help you to be successful in life.
What are your plans?
Life is all about learning and change, the day we stop learning and changing is the day we stop living and being successful!
Yes, you can achieve all things in life by your attitude to be positive, you have the solution in you, so go forward and use it now!
Delivering Success Solutions for Life = A Process of Ongoing Improvement for Success........
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Dr Colin Thompson | Barnes & Noble® (barnesandnoble.com )
With over 35 books and over 4000 articles/reports for your continuous personal success in 2025.
“Success is the ability, first to recognise opportunity, second, to form plans and strategies that leverage opportunity and third to develop the necessary skill needed to execute those strategies for success”
- Colin Thompson
Achieving Business and Personal Excellence
Learning – Leading – Growing – Winning Together = Success
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To building strong relationships, this is your future for success...
Makes all the difference......Enjoy Your Journey...
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