Debra Kasowski

5 Smart Strategies to Build Relationships and Win Clients for Life

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Success in life and business comes from the relationships that you build. I often hear people saying that they don’t have enough time to connect further too busy. Building relationships take some forethought and some planning. Before you know it time will have passed and you being be wondering where your clients and friends are.
As you develop relationships you will learn that life and business are not separate entities. Business relationships are like friendships. They need your time and attention to learn about other people and what interests them. People need to learn and trust the people they do business with you.
There are several smart strategies that you could be doing to build relationships and win clients for life. Build relationships with people in a way that they become your champion.
Be a Giver. Take time to introduce 2 people to someone in your network who you feel need to connect. You will start helping people build their own networks and opportunities. Take time to network in new places and get to know new people. You build a richer supply of connections to share and give. You’ll become known as a connector and they will want to connect you with others as well.
Create valuable content. Let your voice come through articles, blog posts, and social media posts. Create content that is worth is worth sharing and people find value. Value can come in the form of education, inspiration, and entertainment. Answer questions and offer solutions to people’s pain points.
Keep in touch regularly with your clients and prospects. Let people know that you’re thinking of them with a handwritten birthday card, an article of interest, or a trend that you noticed in their industry. Invite them to social functions, workshops, business mixers, and lunches. Get to know people for who they are and not just what they can do for you.

“Something that solves their problems would be best, even if you don’t own the content.”
from ‘The Secret Collaborative Economy: More Clients, More Exposure, More Profit, FASTER!”
― Marsha Wright, TV Business Expert & Entrepreneur

Exceed client expectations. Do not overpromise on what you’re willing to deliver. Remember the delivery of service alone does not create the wow factor. Keep in mind it’s not a bad thing to meet their expectations. If you want people to start talking about you in a positive way, you need to be able to exceed their expectations.
Be a curious listener. One of my favorite things to do at networking events is to ask questions and watch people. Curious listeners are people who take a genuine interest in others by focusing on asking questions to learn more about who they are, what motivates them, and what they do for fun. These listeners make others around them feel like they are the most important person in the world. It is not based on flattering or as some people would say “sucking up”. It is about taking a genuine interest in another person and appreciating what they have to offer.

The single greatest “people skill” is a highly developed & authentic interest in the *other* person. – Bob Burg

Remember networking doesn’t have to be all about business. You might be surprised that where some networking takes place. It could be in the bathroom, at the gym, your child’s soccer game, the grocery line, a cocktail party, or even on the golf course. Where ever there is a gathering of people, there’s an opportunity to network and build relationships. You need to get from behind your computer and be visible in the community so people can get to know you and see you. You never know where one connection with lead.
Start connecting! Continue to build and nurture your relationships over time and watch what happens! Win the hearts of your clients for life!
Who will you connect today? What content are you going to produce and share? Who will you send a card or invite to? Who will you WOW today?
DEBRA KASOWSKI, BScN CEC is an award-winning best-selling author, transformational speaker, blogger, and Certified Executive Coach. She has a heart of a teacher and is certified in Appreciative Inquiry and Emotional Intelligence. Her writing has been published in a variety of print and online magazines. Debra Kasowski International helps executives, entrepreneurs, and organizations boost their productivity, performance, and profits. It all starts with people and passion. Sign up the Success Secrets Newsletter and get your free mp3 download today! www.debrakasowski.com

How to Make the Sale Without Being Salesy

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We are all in sales-selling ourselves out in the world. Selling is a relationship between the seller and the prospect. Selling doesn’t have to sound like a dirty word. I do not like high-pressure sales, gimmicks, or tricks to get the sale. I do like to study salespeople when I go into showrooms to see if they create relationships with their customers. I want to know if there truly listening to hear what their prospects needs and wants are. A salesperson should be able to answer the question, “What’s in it for them?” before looking for the sale.

As a customer, I do not want to walk into a store or show room looking like I am walking dollar bill that needs to be collected. A couple weeks ago on a Sunday afternoon, my husband and I were out vehicle shopping and when we came to the number crunching time and were negotiating the offer, we had for different salespeople sit in the chair before us trying to get the sale. One of the sales persons was even going to throw in a Wii console for my children to have in the car. I did not purchase a vehicle there. I am still looking for what I want.

This is where active listening plays such an important role in getting a sale without being salesy.  When you were actively listening to your prospects or your customers you are in fact building a relationship and gaining a better understanding of their wants and needs and how you can be the key to fulfilling that.

Active listening also involves asking the right questions.  Here are some examples of active listening techniques as well as some ideas of what questions you should be asking.

Active listening:

  •  be present and focus in on your prospect or customer
  •  smile and maintain eye contact
  •  nod if appropriate when responding to conversation
  •  listen and hear the words that are being said

Asking the Right Questions:

  •  ask your prospect or customer what they are looking for -get a clear picture
  •  probe for more detail if necessary
  •  discover their goals and challenges – what experience are they hoping to have
  •  what are the features and benefits for your customer
  •  discover a common interest which makes you relatable to the customer

Active listening and asking the right questions makes your prospect and customer feel that they are important to you and that you value their business and and appreciate their time.  and Create conversations around service and meeting your customers needs.   your prospect or customer may make the decision to go through with the purchase and sometimes you may ask the sale.  When you use conversation, you can get to the sale without pressure, without gimmick,s or tricks.  Be real. Remember your time is valuable to why not  use it to serve others in a big way.