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Win and Retain More Clients by Becoming a Master Relationship Builder!

Do you want to stand out from your competition?  Would you like to develop instant relationships with your prospects and increase your chances of them becoming your lifelong clients?  How would you like to have strong relationships with your staff, referrers, JV partners, suppliers and investors so that they work synergistically with you to grow your business and win more clients? 

The key to business success lies in our ability to build solid relationships with others.  And how we communicate with others in our initial and subsequent meetings with them has a significant impact on our ability to win and retain their trust and their business. 

How can we build solid relationships?

There are many specific tools for effective communication and building solid relationships with our clients, prospects, suppliers, JV partners, referrers and investors.  Here are seven ways you can become a masterful relationship builder.

1.  Build instant rapport

Instantly create a feeling of trust and familiarity with anyone you meet, within seconds of meeting them.  A simple way to do this is to observe others and then to match or copy their posture ie. how they sit or stand.  This will allow the rest of your communication to be that much more effective.  Remember that people who are like each other, like each other!

2.  Really listen

When we are caught up with all the thoughts inside our head we can miss out on really hearing what others say to us.  This can lead to misunderstandings in our communication.  Instead, shut off your internal dialogue (that little voice inside your head) and really listen, hear and focus your attention on what the other person is saying and you will be surprised as to how much more you will really hear and how much better you will be able to serve your prospects and customers.

3.  Respect the other person’s model of the world

Each one of us has different experiences, values and beliefs and these determine how we respond and react to situations.  In communicating with others, it is important to realise that their model of the world is unique to them as ours is to us.  Respecting each others’ model of the world enables us to see the other person’s point of view and helps to avoid disagreements and miscommunication.

4.  Use appropriate words

Tailor the language you use to the other person.  There are four major communication styles: visual (pictures), auditory (sounds), kinesthetic (feelings) and auditory digital (self talk) and each one uses specific languaging.  Most people have a strong preference for one or two styles, so by utilising their preferred communication style, they will clearly see, easily grasp and understand what you are saying.

5.  Chunk your information appropriately

Some people need a lot of detail before they can proceed with a task or make a decision, while others simply need to be told the big picture.  Begin to observe others as you communicate with them and notice whether they have the appropriate level of information.  Give too much information to a big picture person and their eyes may glaze over and their thoughts may drift off.  Leave out information for a detail person and they may not be interested in doing a task or may even ask many questions.

6.  Influence others through your questions

You can direct a conversation by asking appropriate questions.  Formulating questions such as “How specifically?” will assist in obtaining clarity and detail on an issue.  In contrast, using artfully vague language such as “You may have noticed...” allows others to come up with their own solutions and empowers them to resolve issues in their own way.

7.  Be flexible

At Qt, we believe that the meaning of communication is the response you get.  So if your communication is not being received the way you intend it, be flexible and get a grasp of the above tools so your message can clearly get through each time.  Now, imagine yourself as a master relationship builder, being able to easily and effortlessly attract and retain more clients!

(c) Qt , 2001-2007

Learn how you can develop solid relationships with your prospects and customers to win and retain more clients.  Contact us today for your complimentary Mastering Relationships© consultation.  Simply email Vesna now or call her on (03) 9653-9288.

AU - Qt Transformation - Level 27, 101 Collins Street - Melbourne - VIC 3000 - 61 (03) 9653-9288; 61 (03) 9653-9289