Business Relationships

I asked Kevin about his clients’ pain points. He said he doesn’t know. Most of his client conversations are transactional.

What clients tell you they want: Solve this requirement.

What clients want that they don’t tell you: Someone they can trust and not have to keep searching through other shmos to find that person.

How do you move the needle to get to what they’re not telling you?

1. Ask Why. Why do they have the requirement?

2. Get to Know Them. Where do they live? Do they have kids? What do they do for fun?

3. Make Their Job Easier. Provide them tips and tricks. Tell them how you’re making their life easier or saving their company money.

4. How is your team structured? When you understand more about the team, you’ll understand how to better help them and be able to ask about any unique dynamics.

5. What is your top priority for the year? Knowing this information helps you help them reach their goals. When they reach their goals, they appreciate you more.

Building a relationship is good for you long term in your career. It can help you get that promotion you want, a new job, or an invaluable reference. Once you are in the door, periodically nurture the relationship to show you care. You’re now best friends for life.

Respond to this e-mail and let me know what you think. I’d love your feedback and suggestions to ensure the information continues to be valuable to you!