A few weeks back I shared this very well produced and relevant video on “The Importance of Relationships” by Nick Hancock, a Business Development Manager for the Print Industry in the UK. I followed up with him and he was kind enough to provide us with this article.
The Importance of Relationships.
by Nick Hancock
Not wanting to repeat myself but I was asked to provide my personal view on how important it is to Find, Look After and Keep a Business Relationship in an ever changing world where technology is replacing the art of communication and shaping the basic fundamentals of keeping in touch.
I guess you could say it all started when my Grandmother taught me the Golden Rule. “Do unto others as they will be done by” and so I have always done it that way.
I am in a fortunate position with my current employer where this allows me to meet, greet and network amongst people within the industry and more importantly without the pressure of a sale at the end of it. It’s not to say I am not targeted on my efforts but the networking opportunities are endless and the relationships you build at the end of it is so worthwhile and satisfying.
Unfortunately in this present climate ‘time is money’ and it is always difficult to see a return of investment but the way I look at it is, if I hadn’t put myself out there in the early days and built these relationships then my company probably wouldn’t be in the same position they are in today.
What is important is when times are hard and the company is looking at cutting back on Marketing and the like, they must not forget that these relationships you have built over the years probably need you more now than ever before. If you turn your back on relationship when you’re looking to save the pennies then it may be more difficult and probably take a lot longer to repair that relationship when things start to get better.
You always need a relationship to do business. To understand the power of a relationship in business is one of the keys to growing your business effectively. Relationships are built on confidence in your product and the people that work around you
These days the young generation seem to see social networking as a substitute for real face-to-face personal relationships. That is something that I still find difficult to accept. Blogs, facebook, LinkedIn, YouTube, twitter and a whole host of others are quickly becoming the norm. People connect with others electronically more than ever before.
In my view people by from real people, so I believe a business that is based on real relationships is still a business for the future, using the power of relationships to build success. Developing a relationship could be the difference between keeping that customer and losing that customer to a competitor offering the same type of products or services that we do.
You don’t always have to sell them something either. Only once in a while send them a postcard, email thanking them for choosing you to do business, they will appreciate the gesture. It increases the chances of them staying with you and becoming a loyal customer.
