Relationships make all the difference

I recently was hired to coach a group of attorneys for a large, prestigious firm. I'm pretty psyched about it - for a multitude of reasons. A main one being that it took just about two years to close the deal ... from the first handshake to receiving the FedEx with a check, it was 23 months and change. Why was I chosen over the many who "do what I do?" (Let's set aside the fact that my USP [unfair selling proposition] is a huge factor.) Because of the relationships I started and continued to develop over the past two years. Quick phone chats and check ins, emails, handwritten notes, in-office meetings, lunches and dinners ... all of these contributed to the end result: a nice-sized contract with a fantastic addition to my bank account.

The secret is consistent, intentional action coupled with genuine caring. There is a key ingredient I have noticed is missing in many a business deal - that the person doing the selling is purely transactional rather than relational ... which would make all the difference.

The relationship development cycle may take longer - but in the long run the relationships you develop can and will open doors that will increase your bottom line exponentially.

Go for it!

Join the Upwising

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Perfectly Creative Clients Gifts

Giving that perfect gift - the one that rocks the world of your client - can be a tough find. Here are a few out-of-the-box ideas that will keep you in their thoughts in the best possible way:

• An illustrated children's book, autographed and signed by the author to your client's children (or grandchildren). My favorite is The Success of Robert Fitzgibbons, by Eric Blank.
• Personalized stationary. In a perfect world we do business with our friends, and our friends send us personal notes on their personal stationary. No logos. No business cards. You can order high-quality notes at Crane's here in your client's favorite (or corporate) colors that they can use to raise the quality of their client relationships all year long.
• Buy your client their name in the form of a personal domain ... www-dot-yourclientsname-dot-com at NetSol. Buy it for ten years, and direct them to my article on making sure when their name is Googled, their personal page comes up (and it can be directed to their corporate website).
• Make a donation in their name to a charity like Kiva or Room to Read.
• Red Envelope has a great selection of gifts in all price ranges - they come with a story and wrapped in a red box with a white satin bow. Here you can honor your clients affinity for a hobby (golf, tennis) or fine spirits or just finer things.

Remember to enjoy the process of sending your clients gifts. It really is the thought that counts.

Happy Shopping!