Business coaching makes the old way of doing business development new again.

There’s a new kid in town and his name is Relationship Marketing. Business professionals are seeing the benefit of this unique strategy and applying it. It is critical to build tight relationships these days. And building those business relationships look different than it did years ago.

I have learned over the last number of years that change comes and most people miss it. They keep running their business, doing the same old things and habits, day in and out. Like most business owners they stick with what they know, never challenging the status quo. The point being that this particular phenomenon happens in both the sales training and business coaching industry.

Solid business principles can be applied in today’s context.

With all the innovative business studies, information and ground breaking discoveries in the area of human success dynamics, business coaching professionals have missed the signs of the times. The most established sales training methods, business programs and seminars have the philosophies and techniques that were relevant and used over 50 years ago. Don’t get me wrong; it’s not that these techniques and principles are not relevant today. They are applicable in context as a principle but need have their application updated to the current times in business. Part of that business coahing and seminar update incorporates this current marketing trend called Relationship Marketing.

Business Coaching Tip: Let’s build better client loyalty!

Relationship Based Marketing is the concept of building a relationship with a potential business or sales client with your business long before they need your services. To maximize this idea, you would want to establish yourself as an industry specialist or a resource center for the business services your provide. That way whenever they need help wading through all the available information that is available to us as consumers, they will look to your business for information . Years ago, salespeople and business owners were the gatekeeper to the information the consumer needed to make purchases. Today’s business must educate long before a potential client makes a purchase.

Here’s a new way of doing business development:

Today buyers have access to information that business and sales people didn’t have 20 years ago. The challenge for clients is there is too much information for them to discern what is relevant. As business people, our role hasn’t changed much; it really is the same in principle. The client still wants us to be knowledgeable, reliable and honest. Our job is to know the sales process and guide them gently through the process to make sure they have clearly identified what they want. Then, we help them get it.  Simple right?

Here are some thoughts to help your business build solid relationships with your client:

1. Offer a monthly business update. Give information on lifestyle and industry specific topics.
2. Offer free assessments, discoveries and fact-findings white papers related to your business. Sell them on your process not your product.
3. Have a series of questions that you can ask at a deeper than surface level to show that there is more to know than what the Internet offers for information.  This will establish you and your business as an industry expert.

Relationship Marketing is the new thing business is talking about and without it your business will miss a fantastic way to establish solid sales. Make your client database work for you by becoming the information resource of choice for your clients.

For more information on business coaching with Rich Grof, go HERE