Building, developing & nurturing relationships is an area of our lives that is easy to ignore & put off for later. So instead of talking about how you could gain access to people who are normally out of reach or get more insider information or the million other amazing things that happen when you’re well connected, let’s talk about the 3 serious problems that occur when you ignore relationships: attrition, decreased referrals & missed repeat sales.
Attrition
Attrition is relationships fading away: customers who stop doing business with you, employees who quit, friends you loose touch with, etc. In other words, it’s the number of new relationships you need to make to climb back to where you were year. It’s the biggest hidden expense for most companies today. All companies & people have attrition. It’s practically unavoidable. However, without a strategy to consciously nurture your relationships, you’ll have high attrition.
Decrease Referrals
The second major problem of not having strong relationships is that you’ll miss out on the benefits that come from recommendations. An example is referral sales. Anyone good at sales knows that you can’t beat the power of a referral. Referral customers are almost always more profitable, easier to close and easier to work with. Another example is landing a new job based on a recommendation.
Missed Repeat Sales
The third problem is that you’ll miss the low hanging fruits that grow out of loyalty. In sales, this is known as repeat sales. If you treated them right the first time, they probably know you, trust you and like you… and it won’t be a stretch to sell them more things they need.
Now Consider The Alternative
What if people were raving fans of your company? What if they were absolutely in love with your company… not only because you delivered on your promises… but because you consistently showed them that you cared and that they were very important to you. Would that affect your attrition rate? Would that impact your repeat sales & the amount of referrals? Absolutely!
Now lets get a little more personal. What if people sincerely cared about you… and consciously tried to help you? You’d probably have more insider information… have access to people normal out of reach… and you’d probably be able to help friends and colleagues… by helping make connections that change their life’s.
Your life would be richer, in every sense of the word. If you take actions prescribed in this course, your relationships will dramatically improve.
Now let’s jump to see how you can build amazing relationships.
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