How can you build relationships with your clients and prospects? Follows these examples. You will be pleasantly surprised with results.

Say thank you Everyone wants to hear ‘thank you’. The easiest way to say thank you is verbally - but most powerful and memorable is with a hand written note. We receive so few hand written notes that we read them first and value them because we know you took time to write it personally. Say thank you to your clients for opportunity to work with them. Say thank you for considering you - even if they did not hire you. Look for opportunities to say thank you; thanks for lead, information, invitation, advice, idea, introduction, publishing your article,…

Say Congratulations The cousin to ‘thank you’ is ‘congratulations’. Say, ‘Congratulations on becoming president of association’, ‘getting new job’, ‘appearing in paper’, ‘completing a successful project’, ‘volunteering for a charity’, ‘winning award’, ‘being nominated’, ‘expanding business’, ‘opening a new office’,.. This is a great way to make first contact with a prospect or key influencer. Always say it in a hand written note.

I believe it has to do with control. Many small business owners have a difficult time letting others represent them. True, no one “gets job done like you.” However; you can only bill so many hours in a day or sell so many products in a week, and if increasing revenue is a priority for you, then you’ll need to extend availability of your services or products through others. Don’t misunderstand me. There’s nothing wrong with being a one-person-show. In fact, many entrepreneurs prefer this lifestyle. However, many others want to earn big business revenue, which usually comes with some sacrifice of control.

Earn Big Business Revenue By Expanding Your Distribution. Almost any product or service we sell can be sold through a third-party, someone other than ourselves. In exchange, you give third-party a percentage of your earnings from business they bring you, or, sell them a product at a reduced rate and they make a profit through product margins. When you approach a company to sell your product or service, there needs be a win-win relationship. Prepare to discuss following: Where is revenue stream? What is compatibility of your third-party’s product line versus yours? How will you help third-party sell your product? In short, what’s “in it” for third-party?

Suppose you’re a graphic artist and you personally make pitch to close every sale. Instead, expand your distribution by asking printers, specialty advertising companies and consultants to sell your services. Meet in advance to discuss most common design jobs, number of hours involved and what rates will be. Your third-party now pitches her newly available graphic design services (which are actually yours), you complete work, while third-party collects money and cuts you a check for 65% of profits.