Kent Business Solutions

Want to Know THE Key to Creating Exceptional Value for Your Business Relationships?

5/17/2021

Part 3 of a 3-Part Series: How to Build A Relationship, Not Just A Network

By: Kathy Kent Toney, President of Kent Business Solutions

Photo by Andrea Piacquadio from Pexels

We’ve all heard the buzz words “creating value” and the importance of doing that with our business relationships and prospects. But how does one really go about doing that? What are some key things you can do around that?

To find out, I recently interviewed my referral partner and friend Frank Bonura, known as The Connector. This is the last of three videos on the topic of How to Build Relationships, Not Just a Network.

Please note: if you'd like to watch a video version of this interview, click here.

Kathy: Welcome, Frank, it's really great to have you again!

Frank: My pleasure, Kathy.

Kathy: So, tell me—what are the best practices of nurturing a relationship base?

Kathy: Well, this might be the shortest video you've ever produced!

It's interesting that you say practices—there's just really one practice, and we all know what it is. We talk about it and most of us do it, and that's create value. The value most of us want to create, however, is typically targeted in that professional direction—bringing somebody a new client, etc.

I have learned over the years that creating personal value is much more impactful. If you really want to make an impact, do something for someone's family or create some kind of personal value. Many have heard me say this: if you want people to love you forever, do two things—make them money and help one of their kids.

Now, about personal value—you need to get to know someone. Again, we're back to the whole relationship thing. And people operate at different paces—people may need a little time to get to know you personally and trust you, but they’ll not necessarily share things [about themselves]. But anytime the door opens that you can create personal value for someone, go down that path, because it's massive.

I can tell you that 40-50% of my business has come from doing this, that at some time or another and through our relationship, I've created personal value for them. So, it's worked very well for me.

Kathy: That’s been true for me! I can think of an instance that's happening to me right now. I created some personal value for a gentleman years ago that actually came to me with a big potential engagement So yes, Frank—it definitely works!

Frank: Yes, it's huge!

Kathy: So that's a wrap for today. Thanks for joining us, Frank, I certainly learned some things over the course of these three videos that I plan to put into practice myself!

Frank: I've enjoyed it.

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Speaking of relationship bases, business leaders know how important it is to nurture customer relationships—to improve their customer feedback loops; however, many don’t know where to start at making improvements.

If that’s you, then download my free Customer Satisfaction Checklist to help you uncover areas where you can improve your customer relationships—so they'll keep coming back for more!