Lead Generation System - Part 4: How to Build a Relationship With Persons?

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In the previous articles of this series, we already choose places for targeted potential leads, and we already make strategy how to ask him for contact details to become the part of our lead database. But, our work doesn’t end here. First, it is not important to have a big fat lead database if the persons from that database don’t start to buy from our business. Some will never start with buying, but they are on our list, and it is our challenge to find the ways how to convert them into buyers. Some will start buying earlier and some later.

Now you’ve got your leads. But, the next question is:

How can build a relationship with them?

The big part of job is to connect with the persons and the first step was made with putting them into our database with their contact details. Now we can contact them, but we cannot try immediately to sell to them. It is more important to build quality relation with them. If we want to build really quality customers base from our lead database it is better to build a relationship with them and in that way we can build trust for our business. Trust will be the most important competitive advantage.

With building good relationship, we can build trust and with trust in our business it is simpler they to become our customers. But, how we can build the good relationships?

What is a relationship?

Relationship present connection between two or more individuals or businesses. People in relationship share different things between each other. In relationship, there are three important activities between people:

Sharing different things,
Influence each other and
Help each other.

Relationship is when two or more people are connected and share different things, influence each other and help each other. This comes when the poor relationship becomes a strong relationship. Strong relationship comes when between people in relationship is building trust and respect.

How Can we Build Relationship?

Building relationship is not a simple process. As I mention previous, it is the journey from A to B. Between A and B is trust and respect. You can have a relationship, but if it is poor you cannot have a great conversion rate in transferring leads into the customers. But, we always start at A – poor relationship. And A is something that is better than nothing. That journey is different for all previously chosen places and targeted leads. Some methods work for one and don’t work for another. Because of that we cannot make a template will be successful in building strong relationship.

As we say between A and B, there is trust and respect. If we build mutual trust and respect in our lead that mean they will trust us, respect us, and then it is easier to become our customers.

In Oxford Dictionary trust is defined as:

The belief or willingness to believe that one can rely on the goodness, strength, ability, etc.

In the same dictionary respect is defined as:

To admire or have a high opinion of something because of strength of that something.

As we can see from the definitions of trust and respect, we must build our reputation as a good, strong and capable in our working area and broader. When they can recognize us as something like that they will trust and will respect us.

One of the basic rules or activities in building relationship with the leads is:

Ask questions.
Answer on their questions.
Give them free stuff.
Help him if they ask for help.
Share important information with them.
Share your business achievements.
Share industry news.
Share funny jokes.
Invite them on different events.
Talk with them.
And more, more different that can be used in building relationship.

Building relationship, and something that is also important, maintaining a relationship is not the process that start and end in some point of time in business life. Rather it is a continuous process that never ends.

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