Foundations Of A Business Relationship
A business focused relationship will be vastly different from the other relationships you experience in your personal life. Yet a lot of the foundations upon which these relationships are built are similar. Trust, mutual interest, and an understanding of each other’s needs. And this final one is perhaps the most important aspect in regards to cultivating a successful business relationship.
Today we are going to be focusing on how you can win over potential clients. Building a solid relationship with your clients is one of the cornerstones of success. And it requires a certain level of finesse paired with rigorous research to ensure the relationship gets off to a good start. Finding potential clients is only a fraction of the battle. It is extremely likely that there will be a number of competitors looking to secure their business. So you need to win them over in any way possible. And that is what we will be covering today.
Know What They Need
Now this one might seem redundant since you will only be looking for clients who are in need of whatever it is you provide. Be that a service or product. But there is more to it than that. If you’re looking to form a lasting relationship with this client, with hopes of securing their business for a long time, you need to know what they need outside of the service you offer.
To that end you need to do your research. What is this individual’s approach to business? How do they spend their free time? Who else are they currently doing business with? What is their professional history? All of this information will be paramount in helping you win them over and ensuring you are building a relationship that can last.
With this information you can anticipate what they need before you’ve even met them. Allowing you to get off on the right foot when you first meet. If you know what they like to do in their free time, meet them somewhere they enjoy visiting. If they’re very business focused and don’t like idle pleasantries then avoid the small talk and get right down to it.
All of this information will also help you avoid saying anything that is likely to offend or create an awkward situation. This is especially crucial when you are dealing with clients of different nationalities or religions.
Client Entertainment
Sometimes winning over potential clients involves a lot of schmoozing. Rolling out the red carpet and showing them a good time. This can be as simple as taking them out for a luxurious lunch at their favourite restaurant, to taking them to a different country to see the wonders that nation has to offer.
Taking a client abroad is usually only necessary if you’re looking to secure a massive deal with them. But it is a great way to show them how serious you are about securing their business while also giving you both a chance to get to know each other on a more personal level. And this is an important part of the process. They will want to know who they are doing business with.
Places like Seoul or Tokyo are great choices for client entertaining. Both these cities have a culture of entertaining potential business clients. So a lot of their entertainment facilities are built around this ideal. Seoul, for example, has a huge range of luxury facilities that are guaranteed to wow your prospective clients. I recently took a client to the Gangnam full salon in baseball stadium. It was a very unique and distinctly Korean experience. And this unique experience allowed me to get to know them on a much more personal level. And this has cemented our business relationship for years to come.
It is important to avoid going too overboard when it comes to rolling out the red carpet. Unless the person you’re trying to win over is used to getting the royal treatment. Laying it on too thick is liable to put them off doing business with you. If you seem too eager they might think that you’re trying to overcompensate for a lackluster service.
Client entertainment should be looked at as the starter to a meal. It is a great way to warm them up and get them hooked. But it is your business acumen, charm, and ability to provide them with what they need that will ultimately see you through to securing a deal with them.
