Smart Strategies to Get the Results You Need in Sales and Building Relationships

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Have you noticed that the best marketers and salespeople regularly seem to do what others don’t? They are willing to pay the price to get ahead.

In my seminars I talk about what works and how to achieve success with Relationship Farming. Here are some traits I’ve found by studying for those seminars that top professionals practice regardless of their industry. These advanced-level strategies will give you a decisive advantage in achieving your goals.

Study the Market

This is critical for relationship farming. Know what is working today, where pain exists and how you can best implement solutions. Don’t assume. You need to have what Air Force pilots call Situational Awareness. Know what is going on around you by reading, attending seminars and webinars, and listening (more than talking). This practice is on-going and never stops. Curtail TV and feed your brain with an information-rich diet of podcasts, articles and videos which can generate more sales.

Study People

Learn specifics about important people. You have to do your homework (think LinkedIn, Twitter and Facebook). Know the likes and dislikes of key people. Harvey Mackay’s “Mackay 66” makes a lot of sense here. It takes time, effort and a well-oiled and finely tuned system. Don’t just think you’ll do it from memory. You’re good, but not that good, Sparky! Don’t be the 19-year-old who jumps too far too fast in trying to build a relationship. Think relationship farming. Plant seeds. Cultivate. Nurture relationships. Maintain consistent application of sound relationship marketing principles to succeed.

Stay Away From Stupid

Don’t do what doesn’t work and hurts! Always be on guard for what can happen in two ways:

Be aware of potential dangers.
Watch out for serendipitous opportunities and be ready to take advantage of them.

Strengthen Your Smart Persistence

Smart Persistence means applying brainpower to your determination to get the best results. You’re in this one for the long term. Don’t give up when a couple of thunderstorms knock down a fence in the back 40. Don’t quit because some wolves broke through and destroyed some crops in the south valley. Know when to stay in the game — and when to say good-bye. Well-meaning and otherwise outstanding salespeople sometimes make a mistake of staying with something that won’t ever work. When someone is just pulling your chain and will never contribute value to the relationship, wish them well and say “Adios, muchacho.” Don’t waste time with someone who doesn’t embrace value-for-value living. Focus on those who are most open to a relationship with you. This is where you have to do your homework beforehand for qualification.

Build Relationships for the Long Term

Connections are critical. Know somebody who knows somebody who knows somebody. Make sure your network is expanding, growing and vibrant. Every day do something to sow seeds for the future. You’re a relationship farmer who is tilling, sowing and planting every day. Develop muscular systems that can handle the rough and tumble of the real world.

Constantly Focus on Increasing Your Connections and Knowledge Base

Hint: Your knowledge base will lead to further connections when you apply it correctly. Use the power of social media to connect with your connections’ connections. It’s not just who you know but who your connections know.

Bonus: Devour information about new technologies that can give you a quantum leap over the competition. I’m constantly working with new tools to get more done in less time.

Apologize Quickly When You Blow It

Hey, you’re human — You are going to make mistakes now and then. When you blow it — and even the best will from time to time — take responsibility and correct your behavior quickly by apologizing, making amends, and resolving to change for the better next time. This saves a lot of anguish and helps you pick yourself up quickly and move on to the next victory. It also helps nurture precious relationships.

Relationship marketing takes time, money and energy to deploy effectively. The best salespeople use these and other tools and techniques to achieve the best. Be willing to pay the price and you’ll have a bountiful harvest.

MANA welcomes your comments on this article. Write to us at [email protected].