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The Secrets to

Successful Connecting

-by Jill Lublin

Connecting is the art of building relationships; relationships that last. It’s the forming of bonds with
people that can grow into deeper, closer, more meaningful relationships.

Making close connections is is no substitute for quality,” T. good terms with the prospect than
essential because people prefer Harv Eker states. If the quality you to land the sale and subsequently
to work and interact those with provide is outstanding, you don’t alienate the customer. If your
whom they feel connected. They have to do lots of networking. honesty costs you a deal, think
share common interests, feelings, People will network for you. They of it this way: the customer may
values, and beliefs. They trust will tell others about you and remember your truthfulness and
them and want to help them recommend you. People love to call on you again. However, if
more. Instead of concentrating refer others to those who provide you over-inflate or fail to deliver,
on closing one-time sales, work to the top quality.” It makes them your future with that prospect
build close, long-term connections look good. will be doomed, over, kaput.
that will endure. Plus, aggrieved customers tend
Stick to the facts. It’s easy to to tell their friends about their
Be honest and build trust. exaggerate and promise more dissatisfaction — especially when
Exaggerating and falsifying may than you can deliver, but it doesn’t they feel they were intentionally
help produce quick sales, but pay. Be honest. Connect with deceived.
over time, they will do you in. potential customers by telling
Overstating and failing to deliver them the results your goods and When you’re looking for business,
as promised kills relationships services have achieved. Better offer your goods or services at an
because customers want what yet, document the results, put attractive price. Be fair and don’t
they were promised. Few will on demonstrations, and show gouge; build trust. Give potential
continue to conduct business with them proof. Provide them with customers a price incentive for
those who have not kept their endorsements from satisfied giving you their business. When
word. Not delivering precisely as customers; take them to sites you have performed well for
promised is the best way to ruin to your goods or services in them, you can use them showcase
your reputation and brand. operation with other customers. to sell future customers. You will
Then explain to your prospects also have forged connections
To create solid connections, exactly how you can help them. with satisfied customers who
follow these suggestions: will give you repeat business and
Don’t promise too much — recommend you to others.
Perfect your art. Deliver top especially if you may not be able
quality. Do what you do excellently, to deliver. Be completely honest. Ask satisfied customers to give
as well as it can be done. “There It’s better to lose a sale and stay on you endorsements or letters of
commendation.
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