By Michael Angier
I live in a small metropolitan area with only about 110,000 people.
And it seems even smaller than that.
Iíve been doing business in this community for over 20 years. Iíve
worked in non-profits, sales, publishing, printing, construction and
now Internet publishing.
Very little of my business is now local. But I DO run into people
often from previous business relationships. Like me, many of
these people are in different businesses--often different careers
It struck me how much my present business relationships have to
do with my previous ones. Iíve found it easy to recreate rapport
and establish trust with folks Iíve had good dealings with before.
When I know someone and have confidence in their word, doing
business with them becomes easier.
I just had lunch with someone whom Iíve known and worked with
since 1983. All of our dealings have not been positive. In fact he
was hurt financially by some poor business decisions I made in
the early 90s. Even so, our friendship weathered that storm
because of the depth of the relationship.
Iíve not always been successful, but I strive to have an excellent
relationship with everyone. It doesnít seem possible all the time,
but itís worth striving for nonetheless.
Marketing gurus recommend that we should be mindful of the
lifetime value of a customeróto look not only at the profit from
an initial sale. Itís good advice, but I would take it a step further:
Be mindful of the lifetime value of a RELATIONSHIP--not just a
One of the key concepts we talked about at the recent
World-Class Business Summit was the importance of relationships
in business. I went so far as to say that business is really a
network of communication against a background of relationships.
And itís not just relationships with customersóitís with suppliers,
coworkers, stakeholdersóeven competitors.
As some of my recent encounters have pointed out, some
relationships are completely reversed from what they used to be.
Customers can now be employers. Competitors can now be
customers. Coworkers may now be bosses.
Today, with the Internet, our business world becomes even
smaller. We do business with people around the world, but itís
really still a pretty small community. As I talk with other
entrepreneurs online, we seem to know many of the same people.
In a few years, we may each be doing something a bit different.
And the relationships we have and build today will serve us in the
future in direct proportion to the quality and integrity we create.
Itís important that we cultivate and nurture our relationships.
Being honest, playing win-win and treating people fairly isnít just
a moral thing to doóitís good businessónow, and in the future.
Connecting One To One
The real key
to your on-line success is connecting with your prospects
one-at-a-time or one-to-one.
How do you connect with your prospects one at a time?
Making Valuable Contacts Online
Remember the old saying: "it's not what you know, it's who you know"? It's true. Your contacts determine whether your business succeeds or fails, and, for reasons of credibility, that's doubly true online.
Eight Secrets to Maintaining an Outstanding Business
Aim not to make money.
Instead, help others to
succeed and provide them with a
solution to their problems. Keep
this secret in mind while working your
business and the money will
come. Believe it.
What A Tree Trimmer Can Teach You About Your Web Business
Succeeding on the Internet doesn't have to be an elusive or mysterious puzzle. The "real world" abounds with sound business practices that will serve you well on the web as well.