Five Part Series: "The Truth About Building Relationships” Part Two: Starting the Conversation

Andy Andrews | September 17th, 2021

Five Part Series: "The Truth About Building Relationships” | Part Two: Starting the Conversation

  • The younger you are the more you may find this more foreign. Older may seem familiar
  • This is how business relationships have always worked, but no one knew why
    • If they had, they would be taught in schools across America
    • Technology has destroyed
  • What our competition believes about technology will keep them behind us
  • Marketing campaigns are not designed to create value to your life, only to capture your attention, loyalty and money
  • How intimate is the technology being used by companies?
    1. This approach is considered the gold standard, our competition believes technology is the way to build loyalty
  • How do we know we can compete in a way they don’t know we are playing a game?
    • We will build real relationships
    • We’re going to put the whole team on the field at once
      • SEC limits the number of players for a game
      • Most companies rely on sales and marketing to build their brand and sales
      • Anyone on our team can build an effective relationship with our customers
      • Competition plays with 11 players, we play with all of our team
  • A widow kept a checking at one bank and all her investment in another.  After many years, she finally moved her checking over to her investment bank after the one teller who became her friend finally retired.   Her loyalty was not to the bank, it was to the teller.  When her friend left, so did her business there 
  • We can secure our prosperity by having every team member as a player on the field building relationships
  • How do we begin these relationships?
    • Competition deploys only sales teams to build relationships
    • Sales training is rarely thorough and doesn’t include the art of conversation
    • Business cards only produce customers occasionally
    • Advertisements/direct mail produces 5.1% customers
    • Email = .6% response rate
    • Social media = .4%
    • TV ads = .03%
    • Radio = .15%
    • We will build relationships before the need is there
      • When they are ready for a boat, they already know where they are going
      • Create unstoppable word of mouth
      • Raving fans
      • These relationships will provide our advertising through our raving fans word of mouth
      • Traditional advertising is a tax to pay for not being remarkable
      • Changing the results, we produce requires us to change or add to our actions
      • Sand off the rough edges to shape ourselves into a remarkable relationship building team
      • Every relationship begins with a conversation
      • Actively seeking relationships means sparking conversations into a flame
  • Everything hangs on your ability to smile while you talk
    • Practice in the mirror, chin up, corners of your mouth up
      • People are not able to resist smiling back, nod while your talking, they will also mirror this and cannot say no
      • Make a connection with someone by observing what they are interested in. glance inside their office, home, car and see what they are interested in.  The strongest relationships will begin on your own time.  Build the relationship before they need the product. Its not even necessary to tell them what you do at the very beginning.  
    • Always have something to say with a smile.