As Valentine’s Day approaches, it makes me ponder: What creates attraction between humans?
And beyond attraction: What cements a friendship bond between two people?
Attraction may have much more to do with personal preference than anything. “Beauty is in the eye of the beholder” after all.
However, becoming friends is an equal participation by both partners.
If you’re a business owner who agrees with modern philosopher Alfred Montapert when he says, “All lasting business is built on friendship,” you will accept that you are just as much responsible for your customers’ loyalty as they are.
We serve clients all over the country. Upon occasion, we have been overnight guests in their homes when traveling to (or through) their cities.
That’s friendship!
Back to my question: What cements a friendship bond between two people?
I believe trust is a key factor. Trust must be earned, though. I’ve heard it said that trust is built over a lifetime and can be destroyed in an instant.
So, what behaviors must you, as a business owner, habitually practice to engender your customer’s trust and friendship? At Be Media Savvy, we have 10 rules for behavior that support our four Core Values. I’ll share a couple of them.
COMMUNICATION: I believe open communication… especially when situations are challenging…is a good habit. I may not feel good about what’s happening at the moment, but I can, at least, listen to my customer’s concerns and give thoughtful answers to questions. Sometimes, the best answer is “I don’t know the answer, right now. May we talk again, after I’ve had a chance to find your answer?”
COOPERATION: Next comes a collaborative spirit and a willingness to be generous with information and effort. Again, when times are tough, this is the time to be supportive beyond what is requested. There is that unwritten rule of reciprocity (aka: “karma” or “sowing and reaping”) that usually means you receive back from people what you have given to them…whether it’s helpfulness or hurtfulness.
You can read our complete Code of Ethics here.
Lisa and I are spouses and business partners now, but when she and I first met, my first words to her were, “No, thanks.” Little did we know that two years later, we’d be saying “I do.”
Talk about a masterful sales pitch! I closed the best and biggest deal of my life in about 24 months!
Our relationship blossomed from the mutual support we enjoyed while each of us was struggling through a personal crisis. We spent many hours in conversation while walking many miles together. We took advantage of numerous opportunities to practice HOT talks (honest, open and transparent) and to collaborate on life’s challenging moments.
In the end, we both knew that we had found a partner for life.
Earning your prospect’s trust, and converting them to a paying customer, is much more like dating than most people think.
