Ep 198 - The Relationship Advantage - How to Create Genuine Connection to Fuel Business Success

Hi My Strong Friends, can you believe it’s already August?  My son is getting ready to go back to his final year of college.  It was great having him here for the summer.  We’ll be back to just 1 kid at home. This is the year my daughter gets her driving license.  And our eldest is having a baby this fall.  We’ll be grandparents for the first time.  This is such an exciting time. What’s happening in your world?  If we haven’t talked in a while, we should catch up.

 

Why is it important to know personal details about people you work with?  It all comes down to relationships.  Not only does it feel good to be connected to other humans, it helps you be more successful in business.  Relationships create an advantage. In fact, relationships are a big part of my success in BioTech and as a Business Owner.

 

We’re going to talk a lot about relationships in this episode.  I want you to have this advantage too.

 

First, let’s briefly talk about the challenges you may face as an intrapreneur or entrepreneur.  Intrapreneurs are service providers, coaches or consultants that are employees of a company.  Entrepreneurs are business owners.  In reality, both groups face the same challenge - driving up potential client’s desire to work with you and use your tools, processes and services.

For intrapreneurs we may view this as employee resistance.  Afterall, the business probably has a goal to use your service.  Desire is the flip side of resistance.  When potential clients desire help, they are not resistant.

 

For entrepreneurs, potential clients are not resistant.  They typically don’t have a directive to use your service.  Instead they are just not interested.  

 

Intrapreneurs and Entrepreneurs will have a huge demand on their services once they know how to drive up desire.

 

Relationships help you drive up desire.  It happens in 2 ways.  First, relationships give you the opportunity to collect data about your potential clients.  Second, relationships give you the opportunity to connect your relevant personal stories to the data they shared which in turn drives up desire for your tools, processes and services.

 

In this podcast episode you’ll get 5 actionable strategies to build relationships.

 

Before I share them, it’s important to know the Customer Buying Journey and the #1 mistake intrapreneur and entrepreneurs make that vanquishes desire.

The #1 mistake is approaching people with tools first.  Just because we have a great tool, doesn’t mean they’re going to desire it.  It’s like selling someone a hammer.  If they don’t need a hammer, they won’t be interested.  However, when you find someone that is building a house, their desire for a hammer is already there.  They will be grateful for your offer.

 

People only desire something that’s going to resolve a high priority pain or help them achieve an enticing dream. 

All Potential Customers go through the 5 stage customer buying journey to sign up for your services.

 

Stage 1 - Pain Aware - they have a high priority pain point or unrealized dream. It’s significant enough, they are willing and grateful to invest in getting help.

 

Stage 2 - Problem Aware - they have an idea of the root cause problem creating the pain symptom.

 

Stage 3 - Solution Aware - they are exploring solutions, including different modalities, tools and processes that can solve their problem

 

Stage 4 - Product Aware - they know the type of solution they want.  Now they are comparing different service providers and DIY  options.  This is the stage they make their investment.

 

Stage 5 - Raving Fan - They have success working with you.  They want to work with you more.

 

At this point, you may be thinking …Gretchen, what does this have to do with relationships?

 

This has everything to do with relationships.

 

How can you know all of the information about your potential clients if you don’t have a relationship with them?

I can already hear some of my clients saying “but I already know this about them.”  I know their problem.  I know they need this solution.  That’s not the same as your potential client knowing it for themselves, and arriving at the Solution phase with you in mind.

 

When we develop relationships, we have the opportunity to:

1. Collect information relevant to their customer buying journey

2. Connect with our stories to drive up desire
   
   In doing these 2 things, you establish know, like and trust.  People invest with Service Providers that have built up the Know, Like and Trust with them.  

 

When you invest your time and effort into Relationships, you’ll see a minimum 10x Return on Your Investment.  It won’t take long until the demand for your services leaves you fully booked with a waiting list.

 

I’m going to share 5 Strategies to Build Relationships with Clients and Potential Clients..

 

1. 30 Minute Connection Walk
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

• 30 Minute Connection Walk

 

I learned this technique from a highly loved and adored leader in Biotech.  He invested 30 minutes of his time walking through the plant creating and nurturing relationships.  He wasn’t checking on work updates.  He was focused only on the human in front of him.  He asked how their weekend went.  He’d see pictures on their desks and ask about them.  He’d create comfortable conversations.  To the employees, he came across as someone that cared about them.  They appreciated it.

What they didn’t know, is that he would jot down a few notes about who he talked to.  Those notes helped him remember details he could bring up the next time they talked.

On a future 30 minute connection walk, the employees couldn’t believe that the leader was asking how their son’s soccer game went.  How did he know to ask?  Because he learned about it from a prior conversation.  Now, the employee felt cared about and important.  They felt like they mattered.

 

In a corporate environment, you can do 30 minute Connection walks 1-3 times a week, depending on the number of potential clients.

 

When I worked in BioTech, I incorporated this with getting my morning cup of coffee.  I’d choose a coffee maker far away from my office.  That gave me plenty of opportunities to cross paths with people.  I’d have conversations at the coffee maker, in the hallways, at people’s cubes or offices, and with groups of people waiting for their meetings to start.

 

During these conversations, we’d talk about them.  I’d also throw in a sentence here or there that inspired them to talk about work.  If they started to tell me about a pain point, I’d ask questions that took them through the customer buying journey of pain aware, problem aware, and solution aware.  All of this was conversation style to keep it informal.  I also have a special technique I call The Connection Factor where I share a story of mine, which requires some vulnerability.  It’s a specially selected story that connects with the pain they just shared.  This builds trust instantly.  The other person almost always starts sharing everything with me because the trust is so strong.  Once you know their pain and problem, it’s easy to offer and get a YES to your Tools, Processes and Service.  

 

If you’re interested, I have an online course called The Connection Factor that helps you build this relationship building technique. It’s located on my website at www.myfreedomgrove.com on the Courses tab.

 

As for the 30 minute Connection walk, if you’re concerned this might be viewed as a waste of time, let your boss know your strategy.  This is your investment for a big Value Return for you and the business.  The business needs you to be able to do your job.  When you see the results, the business value becomes crystal clear.

 

As people get to know you, they will approach you for conversation.  I used to sit in the work cafeteria around 3pm.  I’d make myself available for conversation.  It always worked.  Someone would always join me.  The conversation always turned into how I could help them with my tools and processes.

 

As an entrepreneur a 30 minute Connection walk may be done in person or virtually. I love doing connection walks at any live conference or event my Ideal Clients attend.  I also do this at coffee shops, or just sit and make myself available for conversations.  You’d be surprised how many ideal clients are in coffee shops.  These are strangers.  You don’t know them yet.  But, if you have a belief like “someone in this room needs my help, I can’t wait to find out who” it will help.  I know it can be a little nerve wracking to talk to strangers, especially if you’re introvert.  That’s where you need to work your mindset.  Find thoughts that make you feel comfortable or optimistic.  For live events, I use the thought “I’m about to meet my new best friend.”  Another thought that helps is “If I mess up, it’s OK, I never have to see them again.”  Each conversation is just an experiment at creating a connection and starting a relationship.

One of my clients used to go on his Connection Walks at a Business Office complex.  He was building relationships with potential Clients and Referral Partners.  

 

Virtually, I do this through conversations in FB groups, on Alignable and with 1:1 coffee chats.  Remember that I mentioned Return on your Investment.  I had a 1:1 coffee chat with a woman a few years ago. She didn’t become a client.  But, a year later she sent me 3 clients within a month.  A 30 minute investment, 3 clients. Most of my coffee chats lead to new clients, it’s a wonderful investment of my time.

 

Having the conversation is one part.  It’s how you start the relationship and gather information.  

 

That information is gold.  This leads us to strategy #2

 

• Information Tracker

 

Relationships need to be nurtured.  Remembering things about the person is essential.  You may have a great memory.  I meet so many people, I need systems to help me remember the details.

 

An information tracker can include a picture, their name, and all the details you learned about the person.  You can even keep a conversation log with the date.

 

You can use anything as your information tracker.  Decades ago people used to use a Rolodex with index cards.  I’ve used Google and Canva Slide Decks.  Social Media is fantastic for grabbing a picture of them.

I also use my phone.  If I meet someone in a corporate or event, they usually have a name tag on.  I ask if I can take a picture of them with their name tag.  On the picture, I can add a text overlay with details.  My phone automatically keeps the date, time and location where we met.

 

Another technique I use is to look them up on social media before we part ways.  I ask if I can send a friend or connection request.  I find their page, verify with them that I have the correct one.  Then I connect and take a screenshot.  On the screenshot I add text overlay with details.  I can email myself the picture of reminders of what I want to do next.

 

If you’re an entrepreneur, you probably use a CRM - a customer relationship management system.  Add them to your CRM. Most CRMs have a note section where you can record the details.

 

When I ran a booth at the Small Business Expo, the event organizers had their own CRM app for us to use.  We could scan the QR code on badges to connect in the app.  The app had space for notes and special tags and action items to apply based on what we knew about the person.

 

Now that you have the information recorded you can review it before you meet them next.  Or, you can use it to nurture the relationship in other ways.  The next 3 strategies are those nurture options.

 

1.  Relevant Resources

 

Nurturing the relationship means you reach out.  One valuable reach out is with a relevant resource.  It could be a resource for a personal or business interest.  For example, if they shared a favorite music group, you could reach out when you hear of an upcoming concert or new song.

 

This helps you stay top of mind.  They appreciate your thoughtfulness.  They may even be surprised you remembered this detail.

 

If they share a pain point, problem or a current obstacle, you may offer a resource to help with it.  For example, I’ve used my podcast as a resource.  If I already have a podcast episode that can help, I’ll send it to them.  I may also send them a tool I have.  If I think the resource can be helpful to them and others, I’ll make a new episode, workbook, guide or masterclass and send them the link.

 

You can also send them resources from other providers.  Not only does this help them, it builds up extra trust about you and your intentions.  They learn that you really care about them.

 

1.  Customized Approach

 

All of the personal information you learn helps you give your clients and potential clients a customized approach when you do work together, or when you give a pitch to work together.  

 

Let’s say you learned of a struggle they were having at work.  At the time of your initial conversation, the struggle was small.  It was something they thought they could handle.

Even if you think the struggle was already resolved, ask them.  Follow up and ask them about it.  Make sure to mention the details.  This is a customized approach, specific to them. They feel seen, heard and important.  This isn’t a generic reach out.  It isn’t a tools first approach.  This is you showing genuine interest and care about their specific needs.

They may respond that the original issue was resolved or fizzled out.  Don’t be surprised if they say “but there is something you could help me with…”

 

Shifting gears a little.  Let’s say you have an existing client that is now being resistant to your tools and processes.  Your relationship gives you an advantage.  There’s a reason they are being resistant.  Present example stories, using something they like, so they can see these tools and processes differently.  If you’ve built a relationship with them, you’ll know examples that can work better.  For example, I was helping a Leader revamp his employee training program.  His business budget was significantly smaller, so he couldn’t hire experts into open roles anymore.  He was so frustrated he thought there was no way he could create a program for entry level candidates.  But, I knew he was a High School football coach.  I used examples of training incoming freshman versus the seniors.  All of a sudden, he had a breakthrough.  He got it.  And he quickly got on board with using the tools.  All because I reframed  the complex work issue into his language and wheelhouse. 

1.  Tie Backs

The magic is in the details.  Even if you only remember 1 unique detail, you can create a Tie Back.

 

A Tie Back can happen in a future conversation.  It can also be used as part of a lesson or while working together.

I remember pulling in a reference to Orange Trees with one client.  We were talking about some very technical business things.  When I mentioned Orange Trees, her face lit up.  She said that Orange Trees were very important to her because they reminded her of her dad.  She asked me if I was a mind reader.  I laughed and smiled. No, I’m not a mind reader.   You told me about the orange trees last month when we had lunch together.  She didn’t remember, but I did. 

 

Remembering the little details elevates their experience with you.

 

They see your relationship as valuable because you showed them they were valuable to you.

Building Relationships gives you an advantage.  Resistance melts away.  Connection happens.  Desire to work with you goes up.  You can easily get a 10x Return on your Relationship Building Investment.

Just to recap the 5 strategies I shared today for Building Relationships:

1. 30 Minute Connection Walk or Virtual Coffee Chats
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

Set a weekly goal for yourself.  I’m just going to throw out the number 5.  Pick the number that makes sense for you.  Let’s say you want to develop and nurture 5 relationships with Potential Clients this week.    Who do you want to meet or nurture?  Which strategies will you use this week?

 

Your Relationship Skills give you an advantage.  If I didn’t have this skill, I would have been able to keep a business going for 6 years.  Build and develop this skill, you’ll always be successful in business.

 

I hope you have a great week.  I’ll talk with you soon.

Ep 198 - The Relationship Advantage - How to Create Genuine Connection to Fuel Business Success

Hi My Strong Friends, can you believe it’s already August?  My son is getting ready to go back to his final year of college.  It was great having him here for the summer.  We’ll be back to just 1 kid at home. This is the year my daughter gets her driving license.  And our eldest is having a baby this fall.  We’ll be grandparents for the first time.  This is such an exciting time. What’s happening in your world?  If we haven’t talked in a while, we should catch up.

 

Why is it important to know personal details about people you work with?  It all comes down to relationships.  Not only does it feel good to be connected to other humans, it helps you be more successful in business.  Relationships create an advantage. In fact, relationships are a big part of my success in BioTech and as a Business Owner.

 

We’re going to talk a lot about relationships in this episode.  I want you to have this advantage too.

 

First, let’s briefly talk about the challenges you may face as an intrapreneur or entrepreneur.  Intrapreneurs are service providers, coaches or consultants that are employees of a company.  Entrepreneurs are business owners.  In reality, both groups face the same challenge - driving up potential client’s desire to work with you and use your tools, processes and services.

For intrapreneurs we may view this as employee resistance.  Afterall, the business probably has a goal to use your service.  Desire is the flip side of resistance.  When potential clients desire help, they are not resistant.

 

For entrepreneurs, potential clients are not resistant.  They typically don’t have a directive to use your service.  Instead they are just not interested.  

 

Intrapreneurs and Entrepreneurs will have a huge demand on their services once they know how to drive up desire.

 

Relationships help you drive up desire.  It happens in 2 ways.  First, relationships give you the opportunity to collect data about your potential clients.  Second, relationships give you the opportunity to connect your relevant personal stories to the data they shared which in turn drives up desire for your tools, processes and services.

 

In this podcast episode you’ll get 5 actionable strategies to build relationships.

 

Before I share them, it’s important to know the Customer Buying Journey and the #1 mistake intrapreneur and entrepreneurs make that vanquishes desire.

The #1 mistake is approaching people with tools first.  Just because we have a great tool, doesn’t mean they’re going to desire it.  It’s like selling someone a hammer.  If they don’t need a hammer, they won’t be interested.  However, when you find someone that is building a house, their desire for a hammer is already there.  They will be grateful for your offer.

 

People only desire something that’s going to resolve a high priority pain or help them achieve an enticing dream. 

All Potential Customers go through the 5 stage customer buying journey to sign up for your services.

 

Stage 1 - Pain Aware - they have a high priority pain point or unrealized dream. It’s significant enough, they are willing and grateful to invest in getting help.

 

Stage 2 - Problem Aware - they have an idea of the root cause problem creating the pain symptom.

 

Stage 3 - Solution Aware - they are exploring solutions, including different modalities, tools and processes that can solve their problem

 

Stage 4 - Product Aware - they know the type of solution they want.  Now they are comparing different service providers and DIY  options.  This is the stage they make their investment.

 

Stage 5 - Raving Fan - They have success working with you.  They want to work with you more.

 

At this point, you may be thinking …Gretchen, what does this have to do with relationships?

 

This has everything to do with relationships.

 

How can you know all of the information about your potential clients if you don’t have a relationship with them?

I can already hear some of my clients saying “but I already know this about them.”  I know their problem.  I know they need this solution.  That’s not the same as your potential client knowing it for themselves, and arriving at the Solution phase with you in mind.

 

When we develop relationships, we have the opportunity to:

1. Collect information relevant to their customer buying journey

2. Connect with our stories to drive up desire
   
   In doing these 2 things, you establish know, like and trust.  People invest with Service Providers that have built up the Know, Like and Trust with them.  

 

When you invest your time and effort into Relationships, you’ll see a minimum 10x Return on Your Investment.  It won’t take long until the demand for your services leaves you fully booked with a waiting list.

 

I’m going to share 5 Strategies to Build Relationships with Clients and Potential Clients..

 

1. 30 Minute Connection Walk
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

• 30 Minute Connection Walk

 

I learned this technique from a highly loved and adored leader in Biotech.  He invested 30 minutes of his time walking through the plant creating and nurturing relationships.  He wasn’t checking on work updates.  He was focused only on the human in front of him.  He asked how their weekend went.  He’d see pictures on their desks and ask about them.  He’d create comfortable conversations.  To the employees, he came across as someone that cared about them.  They appreciated it.

What they didn’t know, is that he would jot down a few notes about who he talked to.  Those notes helped him remember details he could bring up the next time they talked.

On a future 30 minute connection walk, the employees couldn’t believe that the leader was asking how their son’s soccer game went.  How did he know to ask?  Because he learned about it from a prior conversation.  Now, the employee felt cared about and important.  They felt like they mattered.

 

In a corporate environment, you can do 30 minute Connection walks 1-3 times a week, depending on the number of potential clients.

 

When I worked in BioTech, I incorporated this with getting my morning cup of coffee.  I’d choose a coffee maker far away from my office.  That gave me plenty of opportunities to cross paths with people.  I’d have conversations at the coffee maker, in the hallways, at people’s cubes or offices, and with groups of people waiting for their meetings to start.

 

During these conversations, we’d talk about them.  I’d also throw in a sentence here or there that inspired them to talk about work.  If they started to tell me about a pain point, I’d ask questions that took them through the customer buying journey of pain aware, problem aware, and solution aware.  All of this was conversation style to keep it informal.  I also have a special technique I call The Connection Factor where I share a story of mine, which requires some vulnerability.  It’s a specially selected story that connects with the pain they just shared.  This builds trust instantly.  The other person almost always starts sharing everything with me because the trust is so strong.  Once you know their pain and problem, it’s easy to offer and get a YES to your Tools, Processes and Service.  

 

If you’re interested, I have an online course called The Connection Factor that helps you build this relationship building technique. It’s located on my website at www.myfreedomgrove.com on the Courses tab.

 

As for the 30 minute Connection walk, if you’re concerned this might be viewed as a waste of time, let your boss know your strategy.  This is your investment for a big Value Return for you and the business.  The business needs you to be able to do your job.  When you see the results, the business value becomes crystal clear.

 

As people get to know you, they will approach you for conversation.  I used to sit in the work cafeteria around 3pm.  I’d make myself available for conversation.  It always worked.  Someone would always join me.  The conversation always turned into how I could help them with my tools and processes.

 

As an entrepreneur a 30 minute Connection walk may be done in person or virtually. I love doing connection walks at any live conference or event my Ideal Clients attend.  I also do this at coffee shops, or just sit and make myself available for conversations.  You’d be surprised how many ideal clients are in coffee shops.  These are strangers.  You don’t know them yet.  But, if you have a belief like “someone in this room needs my help, I can’t wait to find out who” it will help.  I know it can be a little nerve wracking to talk to strangers, especially if you’re introvert.  That’s where you need to work your mindset.  Find thoughts that make you feel comfortable or optimistic.  For live events, I use the thought “I’m about to meet my new best friend.”  Another thought that helps is “If I mess up, it’s OK, I never have to see them again.”  Each conversation is just an experiment at creating a connection and starting a relationship.

One of my clients used to go on his Connection Walks at a Business Office complex.  He was building relationships with potential Clients and Referral Partners.  

 

Virtually, I do this through conversations in FB groups, on Alignable and with 1:1 coffee chats.  Remember that I mentioned Return on your Investment.  I had a 1:1 coffee chat with a woman a few years ago. She didn’t become a client.  But, a year later she sent me 3 clients within a month.  A 30 minute investment, 3 clients. Most of my coffee chats lead to new clients, it’s a wonderful investment of my time.

 

Having the conversation is one part.  It’s how you start the relationship and gather information.  

 

That information is gold.  This leads us to strategy #2

 

• Information Tracker

 

Relationships need to be nurtured.  Remembering things about the person is essential.  You may have a great memory.  I meet so many people, I need systems to help me remember the details.

 

An information tracker can include a picture, their name, and all the details you learned about the person.  You can even keep a conversation log with the date.

 

You can use anything as your information tracker.  Decades ago people used to use a Rolodex with index cards.  I’ve used Google and Canva Slide Decks.  Social Media is fantastic for grabbing a picture of them.

I also use my phone.  If I meet someone in a corporate or event, they usually have a name tag on.  I ask if I can take a picture of them with their name tag.  On the picture, I can add a text overlay with details.  My phone automatically keeps the date, time and location where we met.

 

Another technique I use is to look them up on social media before we part ways.  I ask if I can send a friend or connection request.  I find their page, verify with them that I have the correct one.  Then I connect and take a screenshot.  On the screenshot I add text overlay with details.  I can email myself the picture of reminders of what I want to do next.

 

If you’re an entrepreneur, you probably use a CRM - a customer relationship management system.  Add them to your CRM. Most CRMs have a note section where you can record the details.

 

When I ran a booth at the Small Business Expo, the event organizers had their own CRM app for us to use.  We could scan the QR code on badges to connect in the app.  The app had space for notes and special tags and action items to apply based on what we knew about the person.

 

Now that you have the information recorded you can review it before you meet them next.  Or, you can use it to nurture the relationship in other ways.  The next 3 strategies are those nurture options.

 

1.  Relevant Resources

 

Nurturing the relationship means you reach out.  One valuable reach out is with a relevant resource.  It could be a resource for a personal or business interest.  For example, if they shared a favorite music group, you could reach out when you hear of an upcoming concert or new song.

 

This helps you stay top of mind.  They appreciate your thoughtfulness.  They may even be surprised you remembered this detail.

 

If they share a pain point, problem or a current obstacle, you may offer a resource to help with it.  For example, I’ve used my podcast as a resource.  If I already have a podcast episode that can help, I’ll send it to them.  I may also send them a tool I have.  If I think the resource can be helpful to them and others, I’ll make a new episode, workbook, guide or masterclass and send them the link.

 

You can also send them resources from other providers.  Not only does this help them, it builds up extra trust about you and your intentions.  They learn that you really care about them.

 

1.  Customized Approach

 

All of the personal information you learn helps you give your clients and potential clients a customized approach when you do work together, or when you give a pitch to work together.  

 

Let’s say you learned of a struggle they were having at work.  At the time of your initial conversation, the struggle was small.  It was something they thought they could handle.

Even if you think the struggle was already resolved, ask them.  Follow up and ask them about it.  Make sure to mention the details.  This is a customized approach, specific to them. They feel seen, heard and important.  This isn’t a generic reach out.  It isn’t a tools first approach.  This is you showing genuine interest and care about their specific needs.

They may respond that the original issue was resolved or fizzled out.  Don’t be surprised if they say “but there is something you could help me with…”

 

Shifting gears a little.  Let’s say you have an existing client that is now being resistant to your tools and processes.  Your relationship gives you an advantage.  There’s a reason they are being resistant.  Present example stories, using something they like, so they can see these tools and processes differently.  If you’ve built a relationship with them, you’ll know examples that can work better.  For example, I was helping a Leader revamp his employee training program.  His business budget was significantly smaller, so he couldn’t hire experts into open roles anymore.  He was so frustrated he thought there was no way he could create a program for entry level candidates.  But, I knew he was a High School football coach.  I used examples of training incoming freshman versus the seniors.  All of a sudden, he had a breakthrough.  He got it.  And he quickly got on board with using the tools.  All because I reframed  the complex work issue into his language and wheelhouse. 

1.  Tie Backs

The magic is in the details.  Even if you only remember 1 unique detail, you can create a Tie Back.

 

A Tie Back can happen in a future conversation.  It can also be used as part of a lesson or while working together.

I remember pulling in a reference to Orange Trees with one client.  We were talking about some very technical business things.  When I mentioned Orange Trees, her face lit up.  She said that Orange Trees were very important to her because they reminded her of her dad.  She asked me if I was a mind reader.  I laughed and smiled. No, I’m not a mind reader.   You told me about the orange trees last month when we had lunch together.  She didn’t remember, but I did. 

 

Remembering the little details elevates their experience with you.

 

They see your relationship as valuable because you showed them they were valuable to you.

Building Relationships gives you an advantage.  Resistance melts away.  Connection happens.  Desire to work with you goes up.  You can easily get a 10x Return on your Relationship Building Investment.

Just to recap the 5 strategies I shared today for Building Relationships:

1. 30 Minute Connection Walk or Virtual Coffee Chats
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

Set a weekly goal for yourself.  I’m just going to throw out the number 5.  Pick the number that makes sense for you.  Let’s say you want to develop and nurture 5 relationships with Potential Clients this week.    Who do you want to meet or nurture?  Which strategies will you use this week?

 

Your Relationship Skills give you an advantage.  If I didn’t have this skill, I would have been able to keep a business going for 6 years.  Build and develop this skill, you’ll always be successful in business.

 

I hope you have a great week.  I’ll talk with you soon.

Ep 198 - The Relationship Advantage - How to Create Genuine Connection to Fuel Business Success

Hi My Strong Friends, can you believe it’s already August?  My son is getting ready to go back to his final year of college.  It was great having him here for the summer.  We’ll be back to just 1 kid at home. This is the year my daughter gets her driving license.  And our eldest is having a baby this fall.  We’ll be grandparents for the first time.  This is such an exciting time. What’s happening in your world?  If we haven’t talked in a while, we should catch up.

 

Why is it important to know personal details about people you work with?  It all comes down to relationships.  Not only does it feel good to be connected to other humans, it helps you be more successful in business.  Relationships create an advantage. In fact, relationships are a big part of my success in BioTech and as a Business Owner.

 

We’re going to talk a lot about relationships in this episode.  I want you to have this advantage too.

 

First, let’s briefly talk about the challenges you may face as an intrapreneur or entrepreneur.  Intrapreneurs are service providers, coaches or consultants that are employees of a company.  Entrepreneurs are business owners.  In reality, both groups face the same challenge - driving up potential client’s desire to work with you and use your tools, processes and services.

For intrapreneurs we may view this as employee resistance.  Afterall, the business probably has a goal to use your service.  Desire is the flip side of resistance.  When potential clients desire help, they are not resistant.

 

For entrepreneurs, potential clients are not resistant.  They typically don’t have a directive to use your service.  Instead they are just not interested.  

 

Intrapreneurs and Entrepreneurs will have a huge demand on their services once they know how to drive up desire.

 

Relationships help you drive up desire.  It happens in 2 ways.  First, relationships give you the opportunity to collect data about your potential clients.  Second, relationships give you the opportunity to connect your relevant personal stories to the data they shared which in turn drives up desire for your tools, processes and services.

 

In this podcast episode you’ll get 5 actionable strategies to build relationships.

 

Before I share them, it’s important to know the Customer Buying Journey and the #1 mistake intrapreneur and entrepreneurs make that vanquishes desire.

The #1 mistake is approaching people with tools first.  Just because we have a great tool, doesn’t mean they’re going to desire it.  It’s like selling someone a hammer.  If they don’t need a hammer, they won’t be interested.  However, when you find someone that is building a house, their desire for a hammer is already there.  They will be grateful for your offer.

 

People only desire something that’s going to resolve a high priority pain or help them achieve an enticing dream. 

All Potential Customers go through the 5 stage customer buying journey to sign up for your services.

 

Stage 1 - Pain Aware - they have a high priority pain point or unrealized dream. It’s significant enough, they are willing and grateful to invest in getting help.

 

Stage 2 - Problem Aware - they have an idea of the root cause problem creating the pain symptom.

 

Stage 3 - Solution Aware - they are exploring solutions, including different modalities, tools and processes that can solve their problem

 

Stage 4 - Product Aware - they know the type of solution they want.  Now they are comparing different service providers and DIY  options.  This is the stage they make their investment.

 

Stage 5 - Raving Fan - They have success working with you.  They want to work with you more.

 

At this point, you may be thinking …Gretchen, what does this have to do with relationships?

 

This has everything to do with relationships.

 

How can you know all of the information about your potential clients if you don’t have a relationship with them?

I can already hear some of my clients saying “but I already know this about them.”  I know their problem.  I know they need this solution.  That’s not the same as your potential client knowing it for themselves, and arriving at the Solution phase with you in mind.

 

When we develop relationships, we have the opportunity to:

1. Collect information relevant to their customer buying journey

2. Connect with our stories to drive up desire
   
   In doing these 2 things, you establish know, like and trust.  People invest with Service Providers that have built up the Know, Like and Trust with them.  

 

When you invest your time and effort into Relationships, you’ll see a minimum 10x Return on Your Investment.  It won’t take long until the demand for your services leaves you fully booked with a waiting list.

 

I’m going to share 5 Strategies to Build Relationships with Clients and Potential Clients..

 

1. 30 Minute Connection Walk
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

• 30 Minute Connection Walk

 

I learned this technique from a highly loved and adored leader in Biotech.  He invested 30 minutes of his time walking through the plant creating and nurturing relationships.  He wasn’t checking on work updates.  He was focused only on the human in front of him.  He asked how their weekend went.  He’d see pictures on their desks and ask about them.  He’d create comfortable conversations.  To the employees, he came across as someone that cared about them.  They appreciated it.

What they didn’t know, is that he would jot down a few notes about who he talked to.  Those notes helped him remember details he could bring up the next time they talked.

On a future 30 minute connection walk, the employees couldn’t believe that the leader was asking how their son’s soccer game went.  How did he know to ask?  Because he learned about it from a prior conversation.  Now, the employee felt cared about and important.  They felt like they mattered.

 

In a corporate environment, you can do 30 minute Connection walks 1-3 times a week, depending on the number of potential clients.

 

When I worked in BioTech, I incorporated this with getting my morning cup of coffee.  I’d choose a coffee maker far away from my office.  That gave me plenty of opportunities to cross paths with people.  I’d have conversations at the coffee maker, in the hallways, at people’s cubes or offices, and with groups of people waiting for their meetings to start.

 

During these conversations, we’d talk about them.  I’d also throw in a sentence here or there that inspired them to talk about work.  If they started to tell me about a pain point, I’d ask questions that took them through the customer buying journey of pain aware, problem aware, and solution aware.  All of this was conversation style to keep it informal.  I also have a special technique I call The Connection Factor where I share a story of mine, which requires some vulnerability.  It’s a specially selected story that connects with the pain they just shared.  This builds trust instantly.  The other person almost always starts sharing everything with me because the trust is so strong.  Once you know their pain and problem, it’s easy to offer and get a YES to your Tools, Processes and Service.  

 

If you’re interested, I have an online course called The Connection Factor that helps you build this relationship building technique. It’s located on my website at www.myfreedomgrove.com on the Courses tab.

 

As for the 30 minute Connection walk, if you’re concerned this might be viewed as a waste of time, let your boss know your strategy.  This is your investment for a big Value Return for you and the business.  The business needs you to be able to do your job.  When you see the results, the business value becomes crystal clear.

 

As people get to know you, they will approach you for conversation.  I used to sit in the work cafeteria around 3pm.  I’d make myself available for conversation.  It always worked.  Someone would always join me.  The conversation always turned into how I could help them with my tools and processes.

 

As an entrepreneur a 30 minute Connection walk may be done in person or virtually. I love doing connection walks at any live conference or event my Ideal Clients attend.  I also do this at coffee shops, or just sit and make myself available for conversations.  You’d be surprised how many ideal clients are in coffee shops.  These are strangers.  You don’t know them yet.  But, if you have a belief like “someone in this room needs my help, I can’t wait to find out who” it will help.  I know it can be a little nerve wracking to talk to strangers, especially if you’re introvert.  That’s where you need to work your mindset.  Find thoughts that make you feel comfortable or optimistic.  For live events, I use the thought “I’m about to meet my new best friend.”  Another thought that helps is “If I mess up, it’s OK, I never have to see them again.”  Each conversation is just an experiment at creating a connection and starting a relationship.

One of my clients used to go on his Connection Walks at a Business Office complex.  He was building relationships with potential Clients and Referral Partners.  

 

Virtually, I do this through conversations in FB groups, on Alignable and with 1:1 coffee chats.  Remember that I mentioned Return on your Investment.  I had a 1:1 coffee chat with a woman a few years ago. She didn’t become a client.  But, a year later she sent me 3 clients within a month.  A 30 minute investment, 3 clients. Most of my coffee chats lead to new clients, it’s a wonderful investment of my time.

 

Having the conversation is one part.  It’s how you start the relationship and gather information.  

 

That information is gold.  This leads us to strategy #2

 

• Information Tracker

 

Relationships need to be nurtured.  Remembering things about the person is essential.  You may have a great memory.  I meet so many people, I need systems to help me remember the details.

 

An information tracker can include a picture, their name, and all the details you learned about the person.  You can even keep a conversation log with the date.

 

You can use anything as your information tracker.  Decades ago people used to use a Rolodex with index cards.  I’ve used Google and Canva Slide Decks.  Social Media is fantastic for grabbing a picture of them.

I also use my phone.  If I meet someone in a corporate or event, they usually have a name tag on.  I ask if I can take a picture of them with their name tag.  On the picture, I can add a text overlay with details.  My phone automatically keeps the date, time and location where we met.

 

Another technique I use is to look them up on social media before we part ways.  I ask if I can send a friend or connection request.  I find their page, verify with them that I have the correct one.  Then I connect and take a screenshot.  On the screenshot I add text overlay with details.  I can email myself the picture of reminders of what I want to do next.

 

If you’re an entrepreneur, you probably use a CRM - a customer relationship management system.  Add them to your CRM. Most CRMs have a note section where you can record the details.

 

When I ran a booth at the Small Business Expo, the event organizers had their own CRM app for us to use.  We could scan the QR code on badges to connect in the app.  The app had space for notes and special tags and action items to apply based on what we knew about the person.

 

Now that you have the information recorded you can review it before you meet them next.  Or, you can use it to nurture the relationship in other ways.  The next 3 strategies are those nurture options.

 

1.  Relevant Resources

 

Nurturing the relationship means you reach out.  One valuable reach out is with a relevant resource.  It could be a resource for a personal or business interest.  For example, if they shared a favorite music group, you could reach out when you hear of an upcoming concert or new song.

 

This helps you stay top of mind.  They appreciate your thoughtfulness.  They may even be surprised you remembered this detail.

 

If they share a pain point, problem or a current obstacle, you may offer a resource to help with it.  For example, I’ve used my podcast as a resource.  If I already have a podcast episode that can help, I’ll send it to them.  I may also send them a tool I have.  If I think the resource can be helpful to them and others, I’ll make a new episode, workbook, guide or masterclass and send them the link.

 

You can also send them resources from other providers.  Not only does this help them, it builds up extra trust about you and your intentions.  They learn that you really care about them.

 

1.  Customized Approach

 

All of the personal information you learn helps you give your clients and potential clients a customized approach when you do work together, or when you give a pitch to work together.  

 

Let’s say you learned of a struggle they were having at work.  At the time of your initial conversation, the struggle was small.  It was something they thought they could handle.

Even if you think the struggle was already resolved, ask them.  Follow up and ask them about it.  Make sure to mention the details.  This is a customized approach, specific to them. They feel seen, heard and important.  This isn’t a generic reach out.  It isn’t a tools first approach.  This is you showing genuine interest and care about their specific needs.

They may respond that the original issue was resolved or fizzled out.  Don’t be surprised if they say “but there is something you could help me with…”

 

Shifting gears a little.  Let’s say you have an existing client that is now being resistant to your tools and processes.  Your relationship gives you an advantage.  There’s a reason they are being resistant.  Present example stories, using something they like, so they can see these tools and processes differently.  If you’ve built a relationship with them, you’ll know examples that can work better.  For example, I was helping a Leader revamp his employee training program.  His business budget was significantly smaller, so he couldn’t hire experts into open roles anymore.  He was so frustrated he thought there was no way he could create a program for entry level candidates.  But, I knew he was a High School football coach.  I used examples of training incoming freshman versus the seniors.  All of a sudden, he had a breakthrough.  He got it.  And he quickly got on board with using the tools.  All because I reframed  the complex work issue into his language and wheelhouse. 

1.  Tie Backs

The magic is in the details.  Even if you only remember 1 unique detail, you can create a Tie Back.

 

A Tie Back can happen in a future conversation.  It can also be used as part of a lesson or while working together.

I remember pulling in a reference to Orange Trees with one client.  We were talking about some very technical business things.  When I mentioned Orange Trees, her face lit up.  She said that Orange Trees were very important to her because they reminded her of her dad.  She asked me if I was a mind reader.  I laughed and smiled. No, I’m not a mind reader.   You told me about the orange trees last month when we had lunch together.  She didn’t remember, but I did. 

 

Remembering the little details elevates their experience with you.

 

They see your relationship as valuable because you showed them they were valuable to you.

Building Relationships gives you an advantage.  Resistance melts away.  Connection happens.  Desire to work with you goes up.  You can easily get a 10x Return on your Relationship Building Investment.

Just to recap the 5 strategies I shared today for Building Relationships:

1. 30 Minute Connection Walk or Virtual Coffee Chats
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

Set a weekly goal for yourself.  I’m just going to throw out the number 5.  Pick the number that makes sense for you.  Let’s say you want to develop and nurture 5 relationships with Potential Clients this week.    Who do you want to meet or nurture?  Which strategies will you use this week?

 

Your Relationship Skills give you an advantage.  If I didn’t have this skill, I would have been able to keep a business going for 6 years.  Build and develop this skill, you’ll always be successful in business.

 

I hope you have a great week.  I’ll talk with you soon.

Ep 198 - The Relationship Advantage - How to Create Genuine Connection to Fuel Business Success

Hi My Strong Friends, can you believe it’s already August?  My son is getting ready to go back to his final year of college.  It was great having him here for the summer.  We’ll be back to just 1 kid at home. This is the year my daughter gets her driving license.  And our eldest is having a baby this fall.  We’ll be grandparents for the first time.  This is such an exciting time. What’s happening in your world?  If we haven’t talked in a while, we should catch up.

 

Why is it important to know personal details about people you work with?  It all comes down to relationships.  Not only does it feel good to be connected to other humans, it helps you be more successful in business.  Relationships create an advantage. In fact, relationships are a big part of my success in BioTech and as a Business Owner.

 

We’re going to talk a lot about relationships in this episode.  I want you to have this advantage too.

 

First, let’s briefly talk about the challenges you may face as an intrapreneur or entrepreneur.  Intrapreneurs are service providers, coaches or consultants that are employees of a company.  Entrepreneurs are business owners.  In reality, both groups face the same challenge - driving up potential client’s desire to work with you and use your tools, processes and services.

For intrapreneurs we may view this as employee resistance.  Afterall, the business probably has a goal to use your service.  Desire is the flip side of resistance.  When potential clients desire help, they are not resistant.

 

For entrepreneurs, potential clients are not resistant.  They typically don’t have a directive to use your service.  Instead they are just not interested.  

 

Intrapreneurs and Entrepreneurs will have a huge demand on their services once they know how to drive up desire.

 

Relationships help you drive up desire.  It happens in 2 ways.  First, relationships give you the opportunity to collect data about your potential clients.  Second, relationships give you the opportunity to connect your relevant personal stories to the data they shared which in turn drives up desire for your tools, processes and services.

 

In this podcast episode you’ll get 5 actionable strategies to build relationships.

 

Before I share them, it’s important to know the Customer Buying Journey and the #1 mistake intrapreneur and entrepreneurs make that vanquishes desire.

The #1 mistake is approaching people with tools first.  Just because we have a great tool, doesn’t mean they’re going to desire it.  It’s like selling someone a hammer.  If they don’t need a hammer, they won’t be interested.  However, when you find someone that is building a house, their desire for a hammer is already there.  They will be grateful for your offer.

 

People only desire something that’s going to resolve a high priority pain or help them achieve an enticing dream. 

All Potential Customers go through the 5 stage customer buying journey to sign up for your services.

 

Stage 1 - Pain Aware - they have a high priority pain point or unrealized dream. It’s significant enough, they are willing and grateful to invest in getting help.

 

Stage 2 - Problem Aware - they have an idea of the root cause problem creating the pain symptom.

 

Stage 3 - Solution Aware - they are exploring solutions, including different modalities, tools and processes that can solve their problem

 

Stage 4 - Product Aware - they know the type of solution they want.  Now they are comparing different service providers and DIY  options.  This is the stage they make their investment.

 

Stage 5 - Raving Fan - They have success working with you.  They want to work with you more.

 

At this point, you may be thinking …Gretchen, what does this have to do with relationships?

 

This has everything to do with relationships.

 

How can you know all of the information about your potential clients if you don’t have a relationship with them?

I can already hear some of my clients saying “but I already know this about them.”  I know their problem.  I know they need this solution.  That’s not the same as your potential client knowing it for themselves, and arriving at the Solution phase with you in mind.

 

When we develop relationships, we have the opportunity to:

1. Collect information relevant to their customer buying journey

2. Connect with our stories to drive up desire
   
   In doing these 2 things, you establish know, like and trust.  People invest with Service Providers that have built up the Know, Like and Trust with them.  

 

When you invest your time and effort into Relationships, you’ll see a minimum 10x Return on Your Investment.  It won’t take long until the demand for your services leaves you fully booked with a waiting list.

 

I’m going to share 5 Strategies to Build Relationships with Clients and Potential Clients..

 

1. 30 Minute Connection Walk
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

• 30 Minute Connection Walk

 

I learned this technique from a highly loved and adored leader in Biotech.  He invested 30 minutes of his time walking through the plant creating and nurturing relationships.  He wasn’t checking on work updates.  He was focused only on the human in front of him.  He asked how their weekend went.  He’d see pictures on their desks and ask about them.  He’d create comfortable conversations.  To the employees, he came across as someone that cared about them.  They appreciated it.

What they didn’t know, is that he would jot down a few notes about who he talked to.  Those notes helped him remember details he could bring up the next time they talked.

On a future 30 minute connection walk, the employees couldn’t believe that the leader was asking how their son’s soccer game went.  How did he know to ask?  Because he learned about it from a prior conversation.  Now, the employee felt cared about and important.  They felt like they mattered.

 

In a corporate environment, you can do 30 minute Connection walks 1-3 times a week, depending on the number of potential clients.

 

When I worked in BioTech, I incorporated this with getting my morning cup of coffee.  I’d choose a coffee maker far away from my office.  That gave me plenty of opportunities to cross paths with people.  I’d have conversations at the coffee maker, in the hallways, at people’s cubes or offices, and with groups of people waiting for their meetings to start.

 

During these conversations, we’d talk about them.  I’d also throw in a sentence here or there that inspired them to talk about work.  If they started to tell me about a pain point, I’d ask questions that took them through the customer buying journey of pain aware, problem aware, and solution aware.  All of this was conversation style to keep it informal.  I also have a special technique I call The Connection Factor where I share a story of mine, which requires some vulnerability.  It’s a specially selected story that connects with the pain they just shared.  This builds trust instantly.  The other person almost always starts sharing everything with me because the trust is so strong.  Once you know their pain and problem, it’s easy to offer and get a YES to your Tools, Processes and Service.  

 

If you’re interested, I have an online course called The Connection Factor that helps you build this relationship building technique. It’s located on my website at www.myfreedomgrove.com on the Courses tab.

 

As for the 30 minute Connection walk, if you’re concerned this might be viewed as a waste of time, let your boss know your strategy.  This is your investment for a big Value Return for you and the business.  The business needs you to be able to do your job.  When you see the results, the business value becomes crystal clear.

 

As people get to know you, they will approach you for conversation.  I used to sit in the work cafeteria around 3pm.  I’d make myself available for conversation.  It always worked.  Someone would always join me.  The conversation always turned into how I could help them with my tools and processes.

 

As an entrepreneur a 30 minute Connection walk may be done in person or virtually. I love doing connection walks at any live conference or event my Ideal Clients attend.  I also do this at coffee shops, or just sit and make myself available for conversations.  You’d be surprised how many ideal clients are in coffee shops.  These are strangers.  You don’t know them yet.  But, if you have a belief like “someone in this room needs my help, I can’t wait to find out who” it will help.  I know it can be a little nerve wracking to talk to strangers, especially if you’re introvert.  That’s where you need to work your mindset.  Find thoughts that make you feel comfortable or optimistic.  For live events, I use the thought “I’m about to meet my new best friend.”  Another thought that helps is “If I mess up, it’s OK, I never have to see them again.”  Each conversation is just an experiment at creating a connection and starting a relationship.

One of my clients used to go on his Connection Walks at a Business Office complex.  He was building relationships with potential Clients and Referral Partners.  

 

Virtually, I do this through conversations in FB groups, on Alignable and with 1:1 coffee chats.  Remember that I mentioned Return on your Investment.  I had a 1:1 coffee chat with a woman a few years ago. She didn’t become a client.  But, a year later she sent me 3 clients within a month.  A 30 minute investment, 3 clients. Most of my coffee chats lead to new clients, it’s a wonderful investment of my time.

 

Having the conversation is one part.  It’s how you start the relationship and gather information.  

 

That information is gold.  This leads us to strategy #2

 

• Information Tracker

 

Relationships need to be nurtured.  Remembering things about the person is essential.  You may have a great memory.  I meet so many people, I need systems to help me remember the details.

 

An information tracker can include a picture, their name, and all the details you learned about the person.  You can even keep a conversation log with the date.

 

You can use anything as your information tracker.  Decades ago people used to use a Rolodex with index cards.  I’ve used Google and Canva Slide Decks.  Social Media is fantastic for grabbing a picture of them.

I also use my phone.  If I meet someone in a corporate or event, they usually have a name tag on.  I ask if I can take a picture of them with their name tag.  On the picture, I can add a text overlay with details.  My phone automatically keeps the date, time and location where we met.

 

Another technique I use is to look them up on social media before we part ways.  I ask if I can send a friend or connection request.  I find their page, verify with them that I have the correct one.  Then I connect and take a screenshot.  On the screenshot I add text overlay with details.  I can email myself the picture of reminders of what I want to do next.

 

If you’re an entrepreneur, you probably use a CRM - a customer relationship management system.  Add them to your CRM. Most CRMs have a note section where you can record the details.

 

When I ran a booth at the Small Business Expo, the event organizers had their own CRM app for us to use.  We could scan the QR code on badges to connect in the app.  The app had space for notes and special tags and action items to apply based on what we knew about the person.

 

Now that you have the information recorded you can review it before you meet them next.  Or, you can use it to nurture the relationship in other ways.  The next 3 strategies are those nurture options.

 

1.  Relevant Resources

 

Nurturing the relationship means you reach out.  One valuable reach out is with a relevant resource.  It could be a resource for a personal or business interest.  For example, if they shared a favorite music group, you could reach out when you hear of an upcoming concert or new song.

 

This helps you stay top of mind.  They appreciate your thoughtfulness.  They may even be surprised you remembered this detail.

 

If they share a pain point, problem or a current obstacle, you may offer a resource to help with it.  For example, I’ve used my podcast as a resource.  If I already have a podcast episode that can help, I’ll send it to them.  I may also send them a tool I have.  If I think the resource can be helpful to them and others, I’ll make a new episode, workbook, guide or masterclass and send them the link.

 

You can also send them resources from other providers.  Not only does this help them, it builds up extra trust about you and your intentions.  They learn that you really care about them.

 

1.  Customized Approach

 

All of the personal information you learn helps you give your clients and potential clients a customized approach when you do work together, or when you give a pitch to work together.  

 

Let’s say you learned of a struggle they were having at work.  At the time of your initial conversation, the struggle was small.  It was something they thought they could handle.

Even if you think the struggle was already resolved, ask them.  Follow up and ask them about it.  Make sure to mention the details.  This is a customized approach, specific to them. They feel seen, heard and important.  This isn’t a generic reach out.  It isn’t a tools first approach.  This is you showing genuine interest and care about their specific needs.

They may respond that the original issue was resolved or fizzled out.  Don’t be surprised if they say “but there is something you could help me with…”

 

Shifting gears a little.  Let’s say you have an existing client that is now being resistant to your tools and processes.  Your relationship gives you an advantage.  There’s a reason they are being resistant.  Present example stories, using something they like, so they can see these tools and processes differently.  If you’ve built a relationship with them, you’ll know examples that can work better.  For example, I was helping a Leader revamp his employee training program.  His business budget was significantly smaller, so he couldn’t hire experts into open roles anymore.  He was so frustrated he thought there was no way he could create a program for entry level candidates.  But, I knew he was a High School football coach.  I used examples of training incoming freshman versus the seniors.  All of a sudden, he had a breakthrough.  He got it.  And he quickly got on board with using the tools.  All because I reframed  the complex work issue into his language and wheelhouse. 

1.  Tie Backs

The magic is in the details.  Even if you only remember 1 unique detail, you can create a Tie Back.

 

A Tie Back can happen in a future conversation.  It can also be used as part of a lesson or while working together.

I remember pulling in a reference to Orange Trees with one client.  We were talking about some very technical business things.  When I mentioned Orange Trees, her face lit up.  She said that Orange Trees were very important to her because they reminded her of her dad.  She asked me if I was a mind reader.  I laughed and smiled. No, I’m not a mind reader.   You told me about the orange trees last month when we had lunch together.  She didn’t remember, but I did. 

 

Remembering the little details elevates their experience with you.

 

They see your relationship as valuable because you showed them they were valuable to you.

Building Relationships gives you an advantage.  Resistance melts away.  Connection happens.  Desire to work with you goes up.  You can easily get a 10x Return on your Relationship Building Investment.

Just to recap the 5 strategies I shared today for Building Relationships:

1. 30 Minute Connection Walk or Virtual Coffee Chats
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

Set a weekly goal for yourself.  I’m just going to throw out the number 5.  Pick the number that makes sense for you.  Let’s say you want to develop and nurture 5 relationships with Potential Clients this week.    Who do you want to meet or nurture?  Which strategies will you use this week?

 

Your Relationship Skills give you an advantage.  If I didn’t have this skill, I would have been able to keep a business going for 6 years.  Build and develop this skill, you’ll always be successful in business.

 

I hope you have a great week.  I’ll talk with you soon.

Ep 198 - The Relationship Advantage - How to Create Genuine Connection to Fuel Business Success

Hi My Strong Friends, can you believe it’s already August?  My son is getting ready to go back to his final year of college.  It was great having him here for the summer.  We’ll be back to just 1 kid at home. This is the year my daughter gets her driving license.  And our eldest is having a baby this fall.  We’ll be grandparents for the first time.  This is such an exciting time. What’s happening in your world?  If we haven’t talked in a while, we should catch up.

 

Why is it important to know personal details about people you work with?  It all comes down to relationships.  Not only does it feel good to be connected to other humans, it helps you be more successful in business.  Relationships create an advantage. In fact, relationships are a big part of my success in BioTech and as a Business Owner.

 

We’re going to talk a lot about relationships in this episode.  I want you to have this advantage too.

 

First, let’s briefly talk about the challenges you may face as an intrapreneur or entrepreneur.  Intrapreneurs are service providers, coaches or consultants that are employees of a company.  Entrepreneurs are business owners.  In reality, both groups face the same challenge - driving up potential client’s desire to work with you and use your tools, processes and services.

For intrapreneurs we may view this as employee resistance.  Afterall, the business probably has a goal to use your service.  Desire is the flip side of resistance.  When potential clients desire help, they are not resistant.

 

For entrepreneurs, potential clients are not resistant.  They typically don’t have a directive to use your service.  Instead they are just not interested.  

 

Intrapreneurs and Entrepreneurs will have a huge demand on their services once they know how to drive up desire.

 

Relationships help you drive up desire.  It happens in 2 ways.  First, relationships give you the opportunity to collect data about your potential clients.  Second, relationships give you the opportunity to connect your relevant personal stories to the data they shared which in turn drives up desire for your tools, processes and services.

 

In this podcast episode you’ll get 5 actionable strategies to build relationships.

 

Before I share them, it’s important to know the Customer Buying Journey and the #1 mistake intrapreneur and entrepreneurs make that vanquishes desire.

The #1 mistake is approaching people with tools first.  Just because we have a great tool, doesn’t mean they’re going to desire it.  It’s like selling someone a hammer.  If they don’t need a hammer, they won’t be interested.  However, when you find someone that is building a house, their desire for a hammer is already there.  They will be grateful for your offer.

 

People only desire something that’s going to resolve a high priority pain or help them achieve an enticing dream. 

All Potential Customers go through the 5 stage customer buying journey to sign up for your services.

 

Stage 1 - Pain Aware - they have a high priority pain point or unrealized dream. It’s significant enough, they are willing and grateful to invest in getting help.

 

Stage 2 - Problem Aware - they have an idea of the root cause problem creating the pain symptom.

 

Stage 3 - Solution Aware - they are exploring solutions, including different modalities, tools and processes that can solve their problem

 

Stage 4 - Product Aware - they know the type of solution they want.  Now they are comparing different service providers and DIY  options.  This is the stage they make their investment.

 

Stage 5 - Raving Fan - They have success working with you.  They want to work with you more.

 

At this point, you may be thinking …Gretchen, what does this have to do with relationships?

 

This has everything to do with relationships.

 

How can you know all of the information about your potential clients if you don’t have a relationship with them?

I can already hear some of my clients saying “but I already know this about them.”  I know their problem.  I know they need this solution.  That’s not the same as your potential client knowing it for themselves, and arriving at the Solution phase with you in mind.

 

When we develop relationships, we have the opportunity to:

1. Collect information relevant to their customer buying journey

2. Connect with our stories to drive up desire
   
   In doing these 2 things, you establish know, like and trust.  People invest with Service Providers that have built up the Know, Like and Trust with them.  

 

When you invest your time and effort into Relationships, you’ll see a minimum 10x Return on Your Investment.  It won’t take long until the demand for your services leaves you fully booked with a waiting list.

 

I’m going to share 5 Strategies to Build Relationships with Clients and Potential Clients..

 

1. 30 Minute Connection Walk
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

• 30 Minute Connection Walk

 

I learned this technique from a highly loved and adored leader in Biotech.  He invested 30 minutes of his time walking through the plant creating and nurturing relationships.  He wasn’t checking on work updates.  He was focused only on the human in front of him.  He asked how their weekend went.  He’d see pictures on their desks and ask about them.  He’d create comfortable conversations.  To the employees, he came across as someone that cared about them.  They appreciated it.

What they didn’t know, is that he would jot down a few notes about who he talked to.  Those notes helped him remember details he could bring up the next time they talked.

On a future 30 minute connection walk, the employees couldn’t believe that the leader was asking how their son’s soccer game went.  How did he know to ask?  Because he learned about it from a prior conversation.  Now, the employee felt cared about and important.  They felt like they mattered.

 

In a corporate environment, you can do 30 minute Connection walks 1-3 times a week, depending on the number of potential clients.

 

When I worked in BioTech, I incorporated this with getting my morning cup of coffee.  I’d choose a coffee maker far away from my office.  That gave me plenty of opportunities to cross paths with people.  I’d have conversations at the coffee maker, in the hallways, at people’s cubes or offices, and with groups of people waiting for their meetings to start.

 

During these conversations, we’d talk about them.  I’d also throw in a sentence here or there that inspired them to talk about work.  If they started to tell me about a pain point, I’d ask questions that took them through the customer buying journey of pain aware, problem aware, and solution aware.  All of this was conversation style to keep it informal.  I also have a special technique I call The Connection Factor where I share a story of mine, which requires some vulnerability.  It’s a specially selected story that connects with the pain they just shared.  This builds trust instantly.  The other person almost always starts sharing everything with me because the trust is so strong.  Once you know their pain and problem, it’s easy to offer and get a YES to your Tools, Processes and Service.  

 

If you’re interested, I have an online course called The Connection Factor that helps you build this relationship building technique. It’s located on my website at www.myfreedomgrove.com on the Courses tab.

 

As for the 30 minute Connection walk, if you’re concerned this might be viewed as a waste of time, let your boss know your strategy.  This is your investment for a big Value Return for you and the business.  The business needs you to be able to do your job.  When you see the results, the business value becomes crystal clear.

 

As people get to know you, they will approach you for conversation.  I used to sit in the work cafeteria around 3pm.  I’d make myself available for conversation.  It always worked.  Someone would always join me.  The conversation always turned into how I could help them with my tools and processes.

 

As an entrepreneur a 30 minute Connection walk may be done in person or virtually. I love doing connection walks at any live conference or event my Ideal Clients attend.  I also do this at coffee shops, or just sit and make myself available for conversations.  You’d be surprised how many ideal clients are in coffee shops.  These are strangers.  You don’t know them yet.  But, if you have a belief like “someone in this room needs my help, I can’t wait to find out who” it will help.  I know it can be a little nerve wracking to talk to strangers, especially if you’re introvert.  That’s where you need to work your mindset.  Find thoughts that make you feel comfortable or optimistic.  For live events, I use the thought “I’m about to meet my new best friend.”  Another thought that helps is “If I mess up, it’s OK, I never have to see them again.”  Each conversation is just an experiment at creating a connection and starting a relationship.

One of my clients used to go on his Connection Walks at a Business Office complex.  He was building relationships with potential Clients and Referral Partners.  

 

Virtually, I do this through conversations in FB groups, on Alignable and with 1:1 coffee chats.  Remember that I mentioned Return on your Investment.  I had a 1:1 coffee chat with a woman a few years ago. She didn’t become a client.  But, a year later she sent me 3 clients within a month.  A 30 minute investment, 3 clients. Most of my coffee chats lead to new clients, it’s a wonderful investment of my time.

 

Having the conversation is one part.  It’s how you start the relationship and gather information.  

 

That information is gold.  This leads us to strategy #2

 

• Information Tracker

 

Relationships need to be nurtured.  Remembering things about the person is essential.  You may have a great memory.  I meet so many people, I need systems to help me remember the details.

 

An information tracker can include a picture, their name, and all the details you learned about the person.  You can even keep a conversation log with the date.

 

You can use anything as your information tracker.  Decades ago people used to use a Rolodex with index cards.  I’ve used Google and Canva Slide Decks.  Social Media is fantastic for grabbing a picture of them.

I also use my phone.  If I meet someone in a corporate or event, they usually have a name tag on.  I ask if I can take a picture of them with their name tag.  On the picture, I can add a text overlay with details.  My phone automatically keeps the date, time and location where we met.

 

Another technique I use is to look them up on social media before we part ways.  I ask if I can send a friend or connection request.  I find their page, verify with them that I have the correct one.  Then I connect and take a screenshot.  On the screenshot I add text overlay with details.  I can email myself the picture of reminders of what I want to do next.

 

If you’re an entrepreneur, you probably use a CRM - a customer relationship management system.  Add them to your CRM. Most CRMs have a note section where you can record the details.

 

When I ran a booth at the Small Business Expo, the event organizers had their own CRM app for us to use.  We could scan the QR code on badges to connect in the app.  The app had space for notes and special tags and action items to apply based on what we knew about the person.

 

Now that you have the information recorded you can review it before you meet them next.  Or, you can use it to nurture the relationship in other ways.  The next 3 strategies are those nurture options.

 

1.  Relevant Resources

 

Nurturing the relationship means you reach out.  One valuable reach out is with a relevant resource.  It could be a resource for a personal or business interest.  For example, if they shared a favorite music group, you could reach out when you hear of an upcoming concert or new song.

 

This helps you stay top of mind.  They appreciate your thoughtfulness.  They may even be surprised you remembered this detail.

 

If they share a pain point, problem or a current obstacle, you may offer a resource to help with it.  For example, I’ve used my podcast as a resource.  If I already have a podcast episode that can help, I’ll send it to them.  I may also send them a tool I have.  If I think the resource can be helpful to them and others, I’ll make a new episode, workbook, guide or masterclass and send them the link.

 

You can also send them resources from other providers.  Not only does this help them, it builds up extra trust about you and your intentions.  They learn that you really care about them.

 

1.  Customized Approach

 

All of the personal information you learn helps you give your clients and potential clients a customized approach when you do work together, or when you give a pitch to work together.  

 

Let’s say you learned of a struggle they were having at work.  At the time of your initial conversation, the struggle was small.  It was something they thought they could handle.

Even if you think the struggle was already resolved, ask them.  Follow up and ask them about it.  Make sure to mention the details.  This is a customized approach, specific to them. They feel seen, heard and important.  This isn’t a generic reach out.  It isn’t a tools first approach.  This is you showing genuine interest and care about their specific needs.

They may respond that the original issue was resolved or fizzled out.  Don’t be surprised if they say “but there is something you could help me with…”

 

Shifting gears a little.  Let’s say you have an existing client that is now being resistant to your tools and processes.  Your relationship gives you an advantage.  There’s a reason they are being resistant.  Present example stories, using something they like, so they can see these tools and processes differently.  If you’ve built a relationship with them, you’ll know examples that can work better.  For example, I was helping a Leader revamp his employee training program.  His business budget was significantly smaller, so he couldn’t hire experts into open roles anymore.  He was so frustrated he thought there was no way he could create a program for entry level candidates.  But, I knew he was a High School football coach.  I used examples of training incoming freshman versus the seniors.  All of a sudden, he had a breakthrough.  He got it.  And he quickly got on board with using the tools.  All because I reframed  the complex work issue into his language and wheelhouse. 

1.  Tie Backs

The magic is in the details.  Even if you only remember 1 unique detail, you can create a Tie Back.

 

A Tie Back can happen in a future conversation.  It can also be used as part of a lesson or while working together.

I remember pulling in a reference to Orange Trees with one client.  We were talking about some very technical business things.  When I mentioned Orange Trees, her face lit up.  She said that Orange Trees were very important to her because they reminded her of her dad.  She asked me if I was a mind reader.  I laughed and smiled. No, I’m not a mind reader.   You told me about the orange trees last month when we had lunch together.  She didn’t remember, but I did. 

 

Remembering the little details elevates their experience with you.

 

They see your relationship as valuable because you showed them they were valuable to you.

Building Relationships gives you an advantage.  Resistance melts away.  Connection happens.  Desire to work with you goes up.  You can easily get a 10x Return on your Relationship Building Investment.

Just to recap the 5 strategies I shared today for Building Relationships:

1. 30 Minute Connection Walk or Virtual Coffee Chats
2. Information Tracker
3. Relevant Resources
4. Customized Approach
5. Tie Backs

 

Set a weekly goal for yourself.  I’m just going to throw out the number 5.  Pick the number that makes sense for you.  Let’s say you want to develop and nurture 5 relationships with Potential Clients this week.    Who do you want to meet or nurture?  Which strategies will you use this week?

 

Your Relationship Skills give you an advantage.  If I didn’t have this skill, I would have been able to keep a business going for 6 years.  Build and develop this skill, you’ll always be successful in business.

 

I hope you have a great week.  I’ll talk with you soon.

Consultations are a make or break aspect to many businesses. They are the critical moment to learn what a potential customer really needs and how your product/service is the perfect solution. If you don’t have enough consults or you’re not successfully converting the consults into paying clients, your business will suffer.

This episode is for you. 

There are tons of people that need your help. But, if your Connection skills are off, you’ll be tempted to keep yourself occupied with busy work. That doesn’t keep a business afloat. I have a special course to share with you. I’ll show you the exact psychology and authentic approach that will get you fully booked.

As for the consult itself, guess what? It’s just a series of process steps. Which process steps you may ask? Why, the Clarity Steps of course!  Seriously, this Secret Sauce works on everything!

In this episode I’ll reveal how to use The Clarity Steps as your framework for a Consultation call that converts to a paid client.  You’ll learn how to connect with heart, with their exact needs and deliver on what is most valuable to them.  The Clarity Steps gives you a Win - Win.  A win for them and a win for your business, everytime.

In this episode we explore:

• An off the shelf offer to help you book more consultations
• What a consultation actually is
• What to do before a consultation call
• How to structure the consultation call (using the Clarity Steps!)
• A good idea vs. a valuable idea
• The difference between innovative projects and improvement projects

Time Stamps

[3:00] The Connection Factor course- If you’re not booking consultations, I have an off-the-shelf offering for you (and a coupon code!).

[4:43] Taking a potential client to a paying client- If you are booking consultation calls, it is time to make sure you are converting a high percentage of those to paying clients.

[4:51] Let’s define consultation- Just to make sure we’re all talking about the same thing, I’m going to tell you what a consultation actually is. 

[7:58] Pour on the Secret Sauce- The clarity steps are back! They are the secret sauce to many components of your business, today we’re using them in your consultation calls. 

[9:27] The Work before the Work- Doing some “pre-work” before your call will help you go into the meeting feeling prepared. 

[14:25] The structure of a strong consultation call- The Clarity Steps are going to help you approach each consultation with the same overall structure. This consistency will give you more confidence and lead to higher conversions. 

[16:07] Guide their vision- Ask some questions, step into their dream with your potential client. This is also when you find out what type of project they have in mind for the potential work. 

[20:03] Good ideas aren’t always valuable- If the product or service doesn't sell, that might mean that your idea doesn’t hold value for your business right now. 

[23:31] Measuring success for potential projects- Success will look different for different types of projects, so asking the right questions in this step is important. 

[25:15] Bridging the gap- In this part of a consultation call, you’ll share how what you do can get them from Point A to Point B in their project. 

[26:27] Hearing ALL the obstacles- Connecting during this part of a consultation could be what really helps you turn a potential client into a paying client. 

[31:05] What have you tried?- The experiment step for the consultation call centers around finding out what the potential client has tried, and why they are seeking help now. 

[32:05] Uncovering requirements for a successful solution- The lessons learned step will guide the conversation to the must haves within a chosen solution 

[33:10] Extending an offer- If you know you can help, and the potential client is a good fit, it’s time to extend an offer to work together! 

[35:17] Celebrating a two-sided YES- Don’t forget to celebrate the WIN! 

[37:52] Things to keep in mind- This is all a process and your own mindset plays a role.

[41:33] A quick recap- If you need help beyond the application of the Clarity Steps to your consultations calls, I would love to support you.

[44:17] Staying authentic- No matter what type of project, what type of offer, or who the potential client is, don’t forget to add your personal touch to all your consultations.

Consultations are a make or break aspect to many businesses. They are the critical moment to learn what a potential customer really needs and how your product/service is the perfect solution. If you don’t have enough consults or you’re not successfully converting the consults into paying clients, your business will suffer.

This episode is for you. 

There are tons of people that need your help. But, if your Connection skills are off, you’ll be tempted to keep yourself occupied with busy work. That doesn’t keep a business afloat. I have a special course to share with you. I’ll show you the exact psychology and authentic approach that will get you fully booked.

As for the consult itself, guess what? It’s just a series of process steps. Which process steps you may ask? Why, the Clarity Steps of course!  Seriously, this Secret Sauce works on everything!

In this episode I’ll reveal how to use The Clarity Steps as your framework for a Consultation call that converts to a paid client.  You’ll learn how to connect with heart, with their exact needs and deliver on what is most valuable to them.  The Clarity Steps gives you a Win - Win.  A win for them and a win for your business, everytime.

In this episode we explore:

• An off the shelf offer to help you book more consultations
• What a consultation actually is
• What to do before a consultation call
• How to structure the consultation call (using the Clarity Steps!)
• A good idea vs. a valuable idea
• The difference between innovative projects and improvement projects

Time Stamps

[3:00] The Connection Factor course- If you’re not booking consultations, I have an off-the-shelf offering for you (and a coupon code!).

[4:43] Taking a potential client to a paying client- If you are booking consultation calls, it is time to make sure you are converting a high percentage of those to paying clients.

[4:51] Let’s define consultation- Just to make sure we’re all talking about the same thing, I’m going to tell you what a consultation actually is. 

[7:58] Pour on the Secret Sauce- The clarity steps are back! They are the secret sauce to many components of your business, today we’re using them in your consultation calls. 

[9:27] The Work before the Work- Doing some “pre-work” before your call will help you go into the meeting feeling prepared. 

[14:25] The structure of a strong consultation call- The Clarity Steps are going to help you approach each consultation with the same overall structure. This consistency will give you more confidence and lead to higher conversions. 

[16:07] Guide their vision- Ask some questions, step into their dream with your potential client. This is also when you find out what type of project they have in mind for the potential work. 

[20:03] Good ideas aren’t always valuable- If the product or service doesn't sell, that might mean that your idea doesn’t hold value for your business right now. 

[23:31] Measuring success for potential projects- Success will look different for different types of projects, so asking the right questions in this step is important. 

[25:15] Bridging the gap- In this part of a consultation call, you’ll share how what you do can get them from Point A to Point B in their project. 

[26:27] Hearing ALL the obstacles- Connecting during this part of a consultation could be what really helps you turn a potential client into a paying client. 

[31:05] What have you tried?- The experiment step for the consultation call centers around finding out what the potential client has tried, and why they are seeking help now. 

[32:05] Uncovering requirements for a successful solution- The lessons learned step will guide the conversation to the must haves within a chosen solution 

[33:10] Extending an offer- If you know you can help, and the potential client is a good fit, it’s time to extend an offer to work together! 

[35:17] Celebrating a two-sided YES- Don’t forget to celebrate the WIN! 

[37:52] Things to keep in mind- This is all a process and your own mindset plays a role.

[41:33] A quick recap- If you need help beyond the application of the Clarity Steps to your consultations calls, I would love to support you.

[44:17] Staying authentic- No matter what type of project, what type of offer, or who the potential client is, don’t forget to add your personal touch to all your consultations.

Consultations are a make or break aspect to many businesses. They are the critical moment to learn what a potential customer really needs and how your product/service is the perfect solution. If you don’t have enough consults or you’re not successfully converting the consults into paying clients, your business will suffer.

This episode is for you. 

There are tons of people that need your help. But, if your Connection skills are off, you’ll be tempted to keep yourself occupied with busy work. That doesn’t keep a business afloat. I have a special course to share with you. I’ll show you the exact psychology and authentic approach that will get you fully booked.

As for the consult itself, guess what? It’s just a series of process steps. Which process steps you may ask? Why, the Clarity Steps of course!  Seriously, this Secret Sauce works on everything!

In this episode I’ll reveal how to use The Clarity Steps as your framework for a Consultation call that converts to a paid client.  You’ll learn how to connect with heart, with their exact needs and deliver on what is most valuable to them.  The Clarity Steps gives you a Win - Win.  A win for them and a win for your business, everytime.

In this episode we explore:

• An off the shelf offer to help you book more consultations
• What a consultation actually is
• What to do before a consultation call
• How to structure the consultation call (using the Clarity Steps!)
• A good idea vs. a valuable idea
• The difference between innovative projects and improvement projects

Time Stamps

[3:00] The Connection Factor course- If you’re not booking consultations, I have an off-the-shelf offering for you (and a coupon code!).

[4:43] Taking a potential client to a paying client- If you are booking consultation calls, it is time to make sure you are converting a high percentage of those to paying clients.

[4:51] Let’s define consultation- Just to make sure we’re all talking about the same thing, I’m going to tell you what a consultation actually is. 

[7:58] Pour on the Secret Sauce- The clarity steps are back! They are the secret sauce to many components of your business, today we’re using them in your consultation calls. 

[9:27] The Work before the Work- Doing some “pre-work” before your call will help you go into the meeting feeling prepared. 

[14:25] The structure of a strong consultation call- The Clarity Steps are going to help you approach each consultation with the same overall structure. This consistency will give you more confidence and lead to higher conversions. 

[16:07] Guide their vision- Ask some questions, step into their dream with your potential client. This is also when you find out what type of project they have in mind for the potential work. 

[20:03] Good ideas aren’t always valuable- If the product or service doesn't sell, that might mean that your idea doesn’t hold value for your business right now. 

[23:31] Measuring success for potential projects- Success will look different for different types of projects, so asking the right questions in this step is important. 

[25:15] Bridging the gap- In this part of a consultation call, you’ll share how what you do can get them from Point A to Point B in their project. 

[26:27] Hearing ALL the obstacles- Connecting during this part of a consultation could be what really helps you turn a potential client into a paying client. 

[31:05] What have you tried?- The experiment step for the consultation call centers around finding out what the potential client has tried, and why they are seeking help now. 

[32:05] Uncovering requirements for a successful solution- The lessons learned step will guide the conversation to the must haves within a chosen solution 

[33:10] Extending an offer- If you know you can help, and the potential client is a good fit, it’s time to extend an offer to work together! 

[35:17] Celebrating a two-sided YES- Don’t forget to celebrate the WIN! 

[37:52] Things to keep in mind- This is all a process and your own mindset plays a role.

[41:33] A quick recap- If you need help beyond the application of the Clarity Steps to your consultations calls, I would love to support you.

[44:17] Staying authentic- No matter what type of project, what type of offer, or who the potential client is, don’t forget to add your personal touch to all your consultations.