Build Relationships First
One of the most important things in negotiation, business or life is building quality relationships. Have you ever been to a networking event where people are just running around harvesting business cards and not connecting? Then after the event, you end up on a bunch of different email lists and you don’t know the people who put you on their lists to being with.
Sometimes I end up on lists just because my business is listed on some Government or Veteran business sites. Some people feel they have to have more numbers to make their business work. However, we need to remember it is the quality of the connection vs the quantity of connections. It’s the time you take to connect with people that make you memorable.
Building relationships means finding out something more about the people you are talking to before making a request. We are in a relationship economy and people are tired of being pitched all the time. That doesn’t mean you cannot sell you products or services. What it means is make a connection conversation first.
Have you ever accepted a friend request or connection on social media only to be pitched? Often times they don’t use your name because it’s simply a cut and paste and send. Then they call it “relationship marketing.” That’s an oxymoron in my opinion.
If you can build some kind of relationship prior to a negotiation it will make the negotiation go smoother in the long run. Sometimes the negotiation is adversarial and each side is out for their best outcome and does not care about you or what you want. In that case the relationship building will be short or non-existent and there’s not much you can do about that. That’s not optimal but does occur sometimes.
How do you make yourself top of mind for people to refer you for business, employment or anything else you’d like to do? You have to be memorable and the way to be memorable is by serving, authentically connecting and supporting the other person or company. Of course we all want something for ourselves, but connection builds trust and is the best way to secure a better deal.
Most likely it won’t be instantaneous. With the Internet, overnight shipping and instant everything we want it now. However, you must take the time to build those quality relationships for long term success.
So the real strategy should be Build Quality Relationships First for maximum results.
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired