Establishing new relationships requires authenticity and urgency to create an emotional link with a new contact. This bond is most productive when we connect with one another face-to-face, accelerating the development of trust. Email or social media can’t forge this link.
An associate was musing how challenging it is for some sales people to establish new relationships. How can you succeed in a sales role when reaching out to new prospects is so challenging?
Some individuals excel at sustaining existing relationships or at responding to incoming opportunities, but they are uncomfortable reaching out to establish a new connection. They try to reach prospects via email or LinkedIn or Facebook but don’t realize that those media can’t facilitate the personal bond necessary to build trust. Without trust, there is no relationship so there will never be a sale.
New relationships fuel growth.
Seek ways to make face-to-face connections. Attend a conference and introduce yourself to other attendees. Schedule a meeting rather than a conference call when you can. Speak on the phone rather than following up via email and discuss something personal before talking business.
People want to connect with other people. The most productive, enduring relationships are made when your prospect perceives you as authentic and highly responsive.
First, new contacts must perceive that you are genuinely interested in them, not just pitching something. Ask questions about them and their business. What defines success for them? What are their goals? What’s stopping them from achieving their goals? Clear, specific needs are identified through this dialogue. Listen actively…and speak less.
Next, respond with urgency. Nothing reinforces a prospect’s perception of your authenticity than reacting promptly to issues or problems raised during your dialogue. Urgent, accurate and focused responses communicate your profound respect for their responsibilities and their time. If you don’t have an answer to share, just call to advise when you will have a comprehensive response. If you are not responding to an inquiry, then share information you have discovered about their market or refer to a personal need you “heard” during your discussion with the prospect. Responding to an issue or need you discussed is a powerful demonstration of authenticity. Seek ways to exhibit urgency. Avoid slow follow-up, missed calls or tardiness for meetings with the prospect. These delayed responses (or lack of action) destroy trust – recovering it is almost impossible to do.
How do you demonstrate your authenticity?
How can you increase your face-to-face opportunities?
Need to grow now?
Contact Bob for a FREE No-Excuses Growth assessment at
rschultek@staging.elfin-bead.flywheelsites.com.
