Creating solid business relationships with key players isn't just about transactions. It's about forming strategic partnerships for mutual success. To help you understand this better, we've broken it down into seven simple steps:
1. Identify Key Players: Recognize who the major decision-makers are within the company. These individuals could be top executives, department leaders, or project heads. Understand the group dynamics and manage the group effectively.
2. Understand Their Needs: Each key player will have unique needs and expectations. Engage in dialogue to understand these needs, demonstrating empathy and a genuine interest in their challenges. This involves understanding the customer's problems and investigating their needs.
3. Provide Value: Show how your product or service can contribute to their success. Use evidence, such as case studies or testimonials, to prove you can deliver on your promises. When demonstrating the product, show how it can solve the customer's issues and meet their needs.
4. Foster Communication: Regular, open communication builds trust. Keep key players informed about any important updates, and be available to address their concerns. This includes knowing who to send information to, who needs to be included, and how to handle gatekeepers and decision-makers.
5. Be Dependable: Fulfill agreed deadlines, deliver on promises, and demonstrate integrity in your actions. Dependability builds credibility and trust.
6. Request Feedback: Regularly ask for feedback and use it to enhance your services. This shows key players that their opinion is valued, strengthening the relationship.
7. Sustain the Relationship: After a sale, continue to engage with key players. Regular check-ins, updates, and showing an interest in their ongoing success will help maintain and strengthen the relationship. This involves getting a commitment from the customer, which could be in the form of a financial commitment, a deal, or an exchange.
When selling to large companies, you're aligning your growth with theirs, offering more than just a product. You're committing to help them succeed with your offering as a tool. A strong relationship forms the foundation for robust onboarding processes and outstanding customer support.
With a strong relationship established, it's time to develop a robust onboarding process.