More Than a Wallet: Why Relationships, Not Transactions, Build Lasting Business

What Drives You?

When you wake up in the morning, what is it that motivates you to face the day?

Perhaps it’s the simple fact that you must survive in this world. For some, there’s a certain lifestyle they want to enjoy, so they work hard to have that status. Then there’s a crowd that has discovered a secret—they wake up with a purpose that fuels them throughout the day.

This usually results in people falling into two camps:

• Those who have a passion that flows from their purpose
• Those who chase a wallet

Allow me to explain—and I want you to consider your team as I do.

Can You Tell the Difference?

Can you tell the difference when someone is interested in you as a person versus just being interested in what you can do for them?

You’re much more open and authentic when you’re treated like a person and not just a wallet. You’re also more apt to want to do business with someone who sees you as a person, not a means to an end.

Champion relationships. Put the person first. When you lead with the right motives, the money will follow.

Consider your client-facing team members.

Are they talking about building relationships or about their own personal gain?

Those team members should be:

• Sending thank-you cards
• Celebrating birthdays and anniversaries with clients
• Being a genuine friend

If the only piece of mail they get from your organization is an invoice, then they’re being treated like a wallet—and that’s a warning signal.

Relationships vs. Transactions

Relationships last longer than a quick sale.

Investing in people will pay more dividends than a messy contract. Build the relationship, and the business will follow.

Care about others.

Learn their birthdays. Know the name of their spouse or significant other. Be able to recall the names of their kids and ask how they’re doing. Find something you have in common and be ready to discuss it when you’re together.

Thank others.

Friends communicate appreciation. If your clients never get a thank-you card, then what are you communicating to them?

When you offer thanks, be specific. Tell them why you’re thankful. Help them to see the impact and progress that has been made.

People should know you care about them—not just what they can do for your business.

There should be a bond—one that goes beyond a contract and an agreement.

You must put the person first.

Be About the People

Which are you?

Do you care about the person or their wallet?

Are you known for your interest and kindness, or for pushing contracts?

Be about the people.

Listen well.
Care deeply—because others don’t.
Genuinely thank them.
Be a champion of relationships.

Creating Unparalleled Experiences,
Chris Adams

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