Building Your LNC Business Relationships
Running profitable LNC business relationships without forming various relationships is nearly impossible.
You’re the CEO of your business. In that case, you already encounter numerous relationships on a daily basis: with your business vendors or partners, with your employees, with your customers, with your prospective customers, and with your local community. Always Be Authentic
Have you heard the phrase, “Fake it till you make it”? Some believe that you need to replicate a certain style or mindset before you actually reach that level of success, but can you do that and still show your authentic self? I disagree with this expression.
People want to connect with you. They want to know what your life is like. They want and need to relate to you on a personal level so that you become more real to them. If you are authentic with your image and how you communicate, they in turn will give you their trust and, likely their money.
If you fake it too much or are caught in a lie on social media, your image can come crashing down. Instead of being a likeable LNC, you’ll have a reputation as being a fake or not walking the walk. If you want to be trustworthy, earn that trust by building your relationships based on integrity and honesty.
Listen Carefully
When building these relationships, remember that you are not the center of the universe. Even though you ultimately want people to purchase from you, new prospects will be leery of you until they get to know you. So preparing a sales pitch for any kind of networking event is a fruitless effort that will likely make people run from you.
Instead, show an interest in THEIR business or THEIR life. Once you ask one question, people naturally want to keep talking, especially if they are passionate about their industry and mission. Listen to them speak, tuck away interesting nuggets for a later time, and remember to send a follow up email the next business day, simply commenting how nice it was to meet them. At the next event, make a point of acknowledging them and start a new conversation.
This also applies to LNCs who provide services to attorneys. Listen to what your audience wants and needs. What are they struggling with right now and how can you help them? Listening is a very important skill when it comes to business relationships as well as creating loyal customers.
Share, Share, Share
Be careful. This does NOT mean sharing too much personal information. It means sharing your knowledge, resources, free articles, ebook chapters, and anything valuable to your audience. By sharing information, you are building yourself up as an authority in that area of expertise and also showing what a kind and generous person you are. This evokes good emotions of happiness and kindness, which, hopefully, will meld with your online image and endear you to many more prospects.
Pat Iyer is president of The Pat Iyer Group, which develops resources to assist LNCs in obtaining more clients, making more money, and achieving their business goals and dreams.
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