Fostering Business Relationships

March 8, 2018

Whenever you think of building relationships so that people can trust you, and so that your relationships grow, do you think of business? If you don’t, you should. Relationships are something we do want to grow in our businesses. Especially if you’re a financial advisor and you want your clients to trust you. Why are they important? Think of all the referrals you’ve received last year from your best clients. Some of those were probably your biggest sales. Now, try to quantify that number. Once you realize the importance of how you make your clients “feel” as you build those relationships, that in return could be helping your business grow.

We’ve discussed the benefits of building business relationships, now let’s focus on how we should go about doing so. When you first attract a possible client, here are a few things that will go through their head: Can I trust this advisor? Will they understand my unique situation? And, will this advisor’s advice be unbiased? The goal for you is to triumph all of these questions. Do so by being transparent in your process, empathize with their situation, and trust them back.

Following these guidelines will not only increase trust with your potential clients, but also develop those business relationships. In return, both the client and you, as a business professional, are better off.


Social glue: It holds your business together

May 29, 2014

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We’ve told you before, but we’ll say it again: Relationships matter! Many of us think professionalism means keeping our personal and social feelings aside, but that is becoming a practice of the past.

Clients (and prospective clients) will often meet plenty of professionals who they know are good at what they do. But they won’t use all of them; when it comes down to it, people choose someone they simply like. Our personal relationships bind together our business relationships like social glue.

From the social perspective — your current personal relationships are good for earning new business connections.

  • Friends and family already trust you, so they will use you when they need the services you provide
  • These same people are also going to refer their friends and familyto your business

From the business perspective — developing current business in a social aspect is good for retaining and building your network.

  • Referrals increase exponentially through professional introductions
  • Clients will return if they didn’t dread working with you before
  • They also come to you for even more services when you’ve earned their trust you

Not everyone you know personally will always come to you for business, and not all clients will become your new best friend right away. These changes will happen over time one client, one friend at a time. But that doesn’t mean you shouldn’t get started now!

How do you make friends and clients part of your social glue?

Three Point Marketing offers marketing support for professional service providers such as financial planners, attorneys, and accountants.