How To Create a Bond With Your Prospects and Clients

Title : "How To Create a Bond With Your Prospects and Clients".Public Speaking,Business,Sales Bonding is creating a close and valued relationship.  An ongoing  relationship.  Lets look at a few dictionary definitions of  relationship:

According to the Merriam-Webster, it's the state or character of  being related.  The Random House calls it an emotional or other  connection between people.  The Oxford says it's the state of  being related.  I say it's all that goes on between people, once  they've connected.

We're going to look at your relationship with the prospect  who can invest in your services or products.
And we must first recognize your most important relationship -- your relationship with you.  You're the best you there is.  There will never be another you.

And you've got this one-way ticket——to life.  To your life as a  marketer of your services or products.  You've got your shot at making a difference.  And the better you relate with decision-makers who qualify to invest in what you offer, the more of a difference you can make.

Your accountabilities:

1.  So your first accountability is to yourself.  You’re accountable
for delivering the very finest services/products—appropriate for your market‚— within your ability.  For stretching and growing constantly.  For being accountable for your presence here.  To help this happen, before you accept a transaction (whatever defines a transaction to you,) ask qualifying questions.
Be certain your buyer is to be well served by your deliverables.

Be sensitive to the attitude of the decision-maker.  Ask  yourself if this feels like a fit, feels like it's right for you as well as the buyer.

2.  Instead of pitching your products/services, analyze the possibilities for a mutual exchange of values.  Look for the  chance of long-term synergy rather than a one-time sale.  For  in-depth connection.  For relationship.  At the very least you  want to know there are to be referrals and recommendations  flowering from this transaction.

  You want this to be the beginning and not the end.  If there is to be no chance for introductions to other decision-makers who can benefit from your services/products as an outcome of your giving your all, and doing a fine job—then you are accountable for seriously considering whether you want this transaction at all.

3.  You're accountable for your comfort level relating with this decision-maker.  Choose to accept only those transactions that  feel right to you.  For organizations whose policies you can admire.
Whose approach to their markets and their clients you can support.  And whose mission you want to serve.  When you limit yourself  to working only with such clients, you'll enjoy the relationship far more.  (Why bother with any other kind?)

4.  Put the cherry on the top:

Go the extra mile.  It feels so g-o-o-o-d.  Include something  extra.  Always.  Something not expected.  Something not required.  Something above and beyond.  A surprise that delights the  decision-maker—and others affected by this transaction, too.

When I was 7 or 8, there were 4 little ice cream parlors within a few blocks of my home in Ventnor, New Jersey.  I’s cadge a  nickel from my mom.  Then I’d check out each store to see where I got the best deal for my five cents.  The ice cream cones  were all about the same size.

  However, at one of the stores the person behind the counter would dip the ice cream cone into a bowl of jimmies (little chocolate sprinkles) and then hand me the ice cream cone.  Which ice cream parlor do you think got all my business?


Ground Rules:

1.  Accept this truth—decision-maker is already doing her  best.  There may be imposed policies she can't change.  Maybe  there are ritualized procedures she must use to keep her job.  Go along.  Be detached about it.

2.  Do not invest emotion in outcomes.  Be unconcerned about  whether or not you get a specific sale.

3.  Offer your services/products at a fair fee.  Have a "take it or  leave it" attitude.  No one sale matters.

4.  Have resolute, impeccable, untouchable integrity.  It's  not enough to simply do what you say you'll do.  More than that,
be predictable and reliable in every way relative to your word.

5.  Include a bit of fun.  Light-hearted, with good-will and  tongue-in-cheek.  Be a little off-the-wall when possible.  Be  sure there's elation in your relationship.

6.  Say "Thank you."  Express appreciation and gratitude as  often as possible.  With the decision-maker.  With everyone.  People talk.  Word gets back that you're nice.  Decision-makers
like to relate with nice people.

7.  Remember:  you create, promote, or allow everything that  happens in your relationship with the decision-maker—and  all others.

BONUS:
Let toe Platinum Rule guide your every action.  Do unto others as they would have you do unto them.  ____________________________________________________


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Burt Dubin, 20 year veteran of the business of speaking, mentors speakers and wanna-be’s world-wide.  Burt works with people who want to be speakers and with speakers who want to be masters.

© Burt Dubin.  Burt Dubin is author of "The Speaking Success System," an unusually effective mentoring program to help speakers reach their career goals faster.
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