One of the biggest commitments you will make when it comes to running a business is the ongoing need to build relationships.<\/p>\n
With the kind of work we do, it is unusual for someone to book you for a project when they know nothing about you.<\/p>\n
With residential clients, they may have heard of you via a recommendation. Or at the very least if they\u2019ve found you through Google they will have checked to see whether you have a number of positive testimonials or reviews.<\/p>\n
And with commercial clients, often you will already have a relationship with someone at the point where they ask you to quote for work.<\/p>\n
So how do we keep these relationships going, and keep building new ones, all while delivering work for our clients?<\/p>\n
It\u2019s all about consistency<\/strong><\/p>\n The reality is that the art and science of building and maintaining relationships has to become part of our day-to-day work. And it doesn\u2019t need to be seen as a chore.<\/p>\n Many of us end up running a business because we enjoy our work, not because we dreamt of being marketers or sales people. But the business development side of things goes with the territory, so it makes sense to get good at this part of running a business.<\/p>\n The dreaded networking<\/strong><\/p>\n Some people hate networking and see it as a necessary evil or perhaps even a waste of time. But done right, networking can be enjoyable as well as a good way to bring clients on board.<\/p>\n Having run Super Structures Associates for the last eight years, here are some of the strategies I\u2019ve developed and things I\u2019ve learnt about building relationships in business:<\/p>\n It is easy to waste time at the wrong kinds of groups, so be selective.<\/p>\n Networking is like marathon training. You can\u2019t just show up on the start line and expect to have a good race. And you can\u2019t start training for it a couple of weeks before the event. You need to put in the hours with regular training runs. Networking is similar in that you have to show up consistently and build relationships over time.<\/p>\n Following up with the people you meet networking, and then staying in touch with them is key when you\u2019re developing new relationships. Drop them an email, give them a call, meet them for coffee and introduce them to contacts you know who could be good connections for them. I have a goal of meeting two people for coffee each month, and this ensures I\u2019m regularly getting out of my usual environment, having interesting conversations and building relationships.<\/p>\n Networking isn\u2019t only about going along to business-focused groups. Can you chat to people at the gym or the running club or the golf club? What hobbies do you have where there are connections to be made? You never know what others around you do for a living, and they (or someone they know) might need your services now or in the future.<\/p>\n\n
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