Matt Dixon would suggest, that in the end, relationships don’t really matter as much anymore when it comes to winning business and building client loyalty. Matt would suggest that it’s about being provocative, challenging the client, being an expert….
I agree with Matt but should we still hang on to old-fashioned relationship building stuff? Should we invest time in taking clients to dinner, sending gifts, just shooting the breeze…? If you take the “Challenger” approach to an extreme you may think that it doesn’t pay to do any of these relationship building activities any longer.
I don’t think that is what Matt and others are trying to sell. Relationships still count but they need to be purposeful and not just full of pleasantries that don’t add any value, force your client to think differently. Your clients don’t necessarily need another friend, rather a resource that will help them get better.
If I didn’t think relationships mattered I would have to change my tag line, but I do. But, make them count. Make them meaningful.
“Gather and Cultivate Meaningful Relationships and Prosper”
“Brick”
Sales and Business Strategist
Bethesda, MD 20814
www.jebrickman.com
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