Great post by @John Doerr.

Building Business Relationships: It’s Not Stalking If You Do It Right

By John Doerr

Don’t stalk your clients. Build your business relationships on a strong foundation of constant, varied, and sincere communication.

Ask a group of professional services providers how much of their business comes from existing clients and the answers usually will be 60%, 70%, 80%, or even more. Then ask them how much time they put into nurturing those same clients and the answers will be a little, not much, or none. Finally, ask why they spend so little time building relationships when there is potential for so much new business and the answers will be:

“Don’t want to be a pest.”

“Don’t have the time.”

“I am not sure what to do to keep in touch.”

“I feel like a stalker.”

Obviously, doing great work is the first step in keeping in the best graces of your clients. But client loyalty can be fleeting and is not something you should take for granted.

You never realize how poor a job you are doing with your clients until it’s too late and you receive the cancellation notice.  Get out in front of your relationships with a process that is built into your operating model.  You will get a great return on any increased travel budget, guaranteed!

“Brick”

Sales and Business Strategist

Bethesda, MD 20814

www.jebrickman.com