Expect The Unexpected

You never know when a chance encounter will provide a connection. If I had a fiver for every time I’ve struck up a conversation with a total stranger only to find we have at least three things in common within a few minutes of talking, I wouldn’t be writing this book!

It doesn’t always lead directly to work, but most times it has worked in my favour in some way or other. It could be as simple as being able to remark to one of your business contacts, ‘You’ll never guess who I met the other day. He said he’s a great friend of yours …’

When Is The Best Time?

If you think that you should only make contact with people during working hours, you may be putting yourself at a disadvantage. Many professionals these days are expected to be available 24/7/365. I am not advocating this at all, but I do advise being around at times that suit the needs of your business contacts.

If the only time they can speak to you is at the weekend or after working hours, then it pays to be available and flexible. If you show that you’re prepared to fit in with their timetable, it makes a lot of difference and can give you an advantage over others who do not.

This principle applies not only to contacting them but also to meeting them. Legend has it that many business deals have been struck on the golf course. There’s no reason why it shouldn’t work for you, too.

What To Say

When it comes to making the call, or attending the meeting, with your business contact, be sure that you know your own business, and also theirs:

• Keep your checklist handy if you’re unsure.

 

• Awareness of the objectives of your call or meeting is crucial to success.

 

• Have your key points ready for opening the dialogue.

 

• Be prepared to handle objections or overcome obstacles.

 

• Make a note of any actions or decisions that need to be made as a result of your discussions.

 

• Finally, emphasise the importance of your meeting by following-up afterwards and supplying information or offering services.

 

Think Long-Term

Rome wasn’t built in a day, and neither were any good business relationships.

Good customer–client relationships are built over time and are therefore difficult to dislodge. If a relationship is based on secure foundations it will endure the hiccups and glitches that are inevitable in commercial transactions. New best friends started on the instant may be great for the moment, but be warned, they are frequently transitory. If they are built on shifting sand, they can disappear just as rapidly as they appeared.

If your industry or sector is prone to quiet times, it pays to stay in touch. Whatever your business or profession, it’s not possible to be continuously involved in a working relationship. By keeping in contact when you are not engaged on a project, you will be the one who is remembered when things improve.

Make It Personal

It’s the thought that counts. You will get to know a great deal about someone over a period of time. Remembering a child’s name or sending them a birthday card may seem trivial, but it will register that you are interested in them, not just the position they hold.

Also think of your business contacts when you meet new people. Introducing your contact to people who matter in their industry or profession will make them feel important. They will know that they are part of your inner circle of business connections. In turn they will be conscious that they owe you a favour in return.