Using the “Drip Method” to Build Stronger Relationships
What am I talking about here? Coffee? A hospital?
You may need both to help build stronger business relationships…but that is not what I am referring to.
The “Drip Method” is all about feeding the client bits and pieces of valuable information to “hook” them into a long term relationship.
How is this done?
To start, you need to always be:
Understanding the client’s business
Anticipating his needs
Listening to him to understand his needs/priorities
Keeping a record of those needs/priorities so you can constantly refer to them
What is next?
You use the vast world of the internet, your creative mind and your network. You then gather the pertinent information, put it all together and send “value packages” to your prospects and clients.
With the value packages of client pertinent information, you feed your prospects and clients, on ocassion, through emails or face to face, pertinent articles (preferably ones that you write in your own blogs) and verbal tid-bits of information. Make sure that every message is personalised and timely. Make sure it is unobtrusive.
What does this do? It keeps you in front of the client with their agenda, not yours. It builds a value add relationship. Simple as that.
Keep in mind that this requires a lot of thinking and research… and it takes time, but it will bring results.
By the way, I drink my coffee expresso style…
Cheers.
Trip Allen, Team Egyii, Singapore
Tags: Communication Skills, Relationship Management, Relationships, Sales, Sales Success
