Building a Business is about Building Relationships: Don't Pounce!

During a recent business association board meeting, a few members expressed their concern over people who attend the functions in order to "pounce".  We all laughed and discussed whether we are pouncers or bridge builders.  Which one are you?


Pouncers would be described as people who promote their own business, products and services, without prior building of relationships or concern about the other person.  They might play a bait and switch, suggesting that the parties meet to learn about one another's businesses, but the conversation would soon turn to recruiting for their own gain.  Then, without asking permission, they would follow up constantly with e-mails and phone calls.


Wise business people and entrepreneurs build relationships first. How do you do that?


1.  Ask questions with genuine interest, as you would with a friend.  See if you have common ground.  Relax and enjoy the conversation. Where do they work and what do they enjoy most about it?  What is their business and how is it going?  Where do they live?  Do they have a family?  What do they like to do when they aren't working?  Do they travel?  Do they enjoy sports or fitness activities? 


2.  Listen.  Ask more questions.  Make it all about them.  Don't interject about yourself or your business, unless they ask.  You are building a relationship or friendship without strings.


3.  When you are given an opportunity to explain a little about yourself and your business, be brief, be honest and thank them for asking.  Don't pounce!  Bring the conversation back to them.


4.  When they show an interest in your business, suggest getting together soon to discuss it in more detail.  Ask permission to send them specific information according to their interests. Can you provide samples of some of the products or invite them to upcoming events?  Think of yourself as being in the service industry.  Your job is to help where you can.


5.  If someone has contacted you in response to an ad or from visiting your website or blog, ask what attracted them and what interests them most.  You could also include some of the same questions you'd ask someone face to face.  Don't pounce.  Build a relationship based on mutual respect.


Can you think of a time when you have pounced?  How could you change your approach?


Deanna and Dave Waters
Building a business by building relationships
1-204-237-8250   www.thewatersedge.com 
USANA Health Sciences