Building Relationships--- Part One of Six

HOW TO FARM AN ACCOUNT IN 6 (not so easy) LESSONS

Lesson Number I

YOU MUST HAVE A RELATIONSHIP

You must inject your personality and life experiences into the dialog. Ask them about themselves and find out what you have in common and play to that strength. Keep an email file just on their personal responses so you can go back and refer to this before each call. If they don’t email, summarize their conversation in an email to yourself and save it in the file. Keep special events on your Outlook calendar and do not stop remembering to email or call them even if you are no longer the account manager. It means even more to them and their relationship with Trinity if they hear from someone who they perceive has nothing to gain from them financially. It will help your successor in the account. We have Team Organizational Charts with pictures. Establish something like this for your team. Use this to your advantage with your customers and encourage them to find out more about us as you find out more about them. It is a very obvious concept: Friends like doing business with friends. Pick the brains of those who are successful at doing this.

After you find out this stuff from your customers…………………

tell your customers about yourself, your children, your grandchildren, your wives, your girlfriends, you’re friends, the area, what you do for leisure, who your favorites teams are, sports interests, and family life events. The list is endless. Get yourself into their lives and them into yours.

You do this one thing right and the rest of this we are about to discuss will come much easier!!!