Interest

Keep an expression of interest in what you are saying. Be alert to the possibility of throwing in an unusual question or witty response. Sometimes humour is appropriate to maintain levels of attention. You can ask their opinion about something as a hook for making a comment. Don’t forget to see the other person as someone of importance – put yourself in their shoes. If you can use this skill, you will ‘humanise’ your contact – after all, that’s how you’d like them to be thinking of you.

Respect

Never assume that your business contact will have the same views and attitudes that you have. The world is full of different people, all with differing ideas, prejudices and opinions, and these may not be similar to your own. Their culture may be very far removed from yours, but that does not mean it is less important. You may find some attitudes and customs unusual. Working practices may seem positively odd. In order to build a working relationship it is helpful to be able to get on with business contacts. Argument and confrontation is not the best basis for building rapport!

If you can understand your contact’s attitudes and customs, you may be able to respect these even if they are wildly different to your own. Respect your contact’s individuality, and take account of what type of person you are dealing with. If you make a concerted effort to ‘get on their wavelength’ you will find this has a positive effect in subsequent dealings with them.

Be considerate of anything and everything that will indicate a caring manner, one that respects your contact’s taste, views and attitudes. Your business contact will appreciate the attitude and respect this shows.

Make It Real

I think sincerity is one of the most influential factors in relationship-building. No one is going to be interested in you if you’re artificial. Be genuine. Know what you’re talking about and mean what you say. If you’re ignorant about the facts, whether it’s to do with company policy, a particular area of expertise or specialist knowledge, you need to get out of the office and meet people who know the answers. Ask lots of questions and then listen.

Speak plainly. Don’t use jargon and acronyms. It excludes people whether they are members of the general public or newcomers to your network or organisation. The more you can avoid these expressions creeping into your conversation, the better response you will receive from your business contact.

Give people a reason why they should respond to you. This should be some kind of benefit. If your business contact knows that you are able to organise deliveries at an earlier time in the morning, or collections later in the afternoon, they will be interested. Don’t make promises if you can’t deliver. Consider who you are dealing with – is he a donor, a user, a volunteer, a service provider? Depending on his role, his ‘take’ on the issue will be slightly different. Adjust your approach to reflect his interests.

If you are well informed and have all the key information to hand, this is all you’ll need. Supposing you are trying to win over an influential new contact and he is passionate about golf. He has recently moved into the area and wants to know about the rules at the local club. You reckon that you’ll earn yourself considerable goodwill if you assist him. Make sure the information you give him is correct and current. He won’t be impressed if you assure him that obtaining membership is easy if there is actually a three-year waiting list to join!

People make decisions about others on the basis of both the rational and the emotional. Relationships are founded on certain values. Identify those values and make sure they are reciprocated. If they underpin everything you do, they will engage someone emotionally as well as intellectually.

Maintain brand identity where business relationships are concerned. You may not have the most expensive and impressive corporate house style or logo. But if you are neat and cohesive in your approach you will command interest and hopefully respect. Scrappy and unprofessional literature reflects poorly on your organisation and the service it offers.

Your reputation directly affects the likelihood of developing a successful corporate relationship. If you are going to build strong business relationships you are clearly motivated by a deep sense of value. You are proud of who you are and what you do. Delivering outstanding service is not done just to win business.

You are developing relationships with other professionals who have the same sense of values. These are:

• honesty
• sincerity
• responsiveness
• confidence
• modesty
• trustworthiness
• appreciativeness.