7 Ways to Start a Relationship with a New Customer
4. Create value.
Don’t you hate this cliché? It’s the hard work, the counter-intuitive work that you need to be doing. How do you create value? You do it by giving away ideas. You do it by sharing ideas and best practices. When you leave your customer after a meeting, are they better off than when you showed up? Do they have something that they feel good about or that they can implement now? Have you left them wanting more? What’s the best tip you can share with them today that is going to make their life better now?
5. Be a storyteller.
Take them to a place with you where their problems go away. Learn how to tell stories. Stories engage both the brain and the heart, and give you an emotional connection. Stories allow them to get into the movie you are creating, and that allows imagination to move them along with you. There is something primal about a story. Become a talented storyteller and they will always want to hear more from you.
6. Make it easy to work together.
Consider from the other person's point of view what obstacles there might be for you working together. Remove them ahead of time. Don’t make it confusing. Don’t put in a lot of conditions. Lay it all out and tell them what the next steps are, how you will work for them, how you will keep them informed and how you will make them look good. Find out if they want you to bundle all of the extra costs, such as set-up charges and freight. Be aware of the processes that they need to follow and put together a proposal that already anticipates their processes. Be very clear and very easy to work with, and make it very easy for them to justify working with you.