APNBA June 2008 Conference Nelson

Making the Connections:Making the Connections:It’s the Relationships Which CountIt’s the Relationships Which CountIt s the Relationships Which CountIt s the Relationships Which Count

Jill Nelson, Jill Nelson, Organizational Systems and Relationship Coach Organizational Systems and Relationship Coach

Step Beyond CoachingStep Beyond Coaching

APNBA Business District Association Conference – June, 2008 1

Presentation OutlinePresentation OutlinePresentation OutlinePresentation Outline

Why relationships matterWhy relationships matterMaking the connectionsMaking the connectionsggStatisticsStatisticsFive strategiesFive strategiesFive strategiesFive strategiesBeing a bridgeBeing a bridge


RelationshipsRelationships –– Why They MatterWhy They MatterRelationships Relationships Why They MatterWhy They Matter

S h t i th bi d l?S h t i th bi d l?So what is the big deal?So what is the big deal?

Why are relationships in business so important?Why are relationships in business so important?


Making the ConnectionsMaking the ConnectionsMaking the ConnectionsMaking the Connections

Regardless of the reasons you do what you do oneyou do what you do, one

thing is certain, to succeed in business you need to be

good at making and maintaining relationships.


Some Statistics to ConsiderSome Statistics to ConsiderSome Statistics to ConsiderSome Statistics to Consider

15% of customers switch to a different 15% of customers switch to a different company/product because of pricecompany/product because of price

15% of customers switch because it is a better 15% of customers switch because it is a better productproduct

70% of customers who switch do so because of 70% of customers who switch do so because of h i t ti ith th li / dh i t ti ith th li / dhuman interactions with the supplier/vendorhuman interactions with the supplier/vendor


We Need Each OtherWe Need Each Other

At the end of the day, At the end of the day, hen o lea e thehen o lea e thewhen you leave the when you leave the

office or close up shop, office or close up shop, feeling good is more a feeling good is more a reflection of who you reflection of who you have connected with have connected with and if you feel asand if you feel asand if you feel as and if you feel as though you made a though you made a difference in the world. difference in the world. It is not about howIt is not about howIt is not about how It is not about how many widgets you soldmany widgets you sold..


Five Things You Can DoFive Things You Can DoFive Things You Can Do Five Things You Can Do 1 1 –– Be Intentional, Not AccidentalBe Intentional, Not Accidental

Ha e a plan and p t it in ritingHa e a plan and p t it in ritingHave a plan and put it in writingHave a plan and put it in writingBe SMART about itBe SMART about itPlay to your strengthsPlay to your strengthsPractice Practice –– if you are uncomfortable talking to people, practice if you are uncomfortable talking to people, practice talking to strangers talking to strangers Make relationship building part of your marketing planMake relationship building part of your marketing plan

2 2 –– Be A ConnectorBe A ConnectorKnow people who know peopleKnow people who know peopleGo o t of o r a to help make the right connectionsGo o t of o r a to help make the right connectionsGo out of your way to help make the right connectionsGo out of your way to help make the right connectionsLook for allies: others with whom you can work toward shared Look for allies: others with whom you can work toward shared goalsgoals


Five Things You Can DoFive Things You Can DoFive Things You Can Do Five Things You Can Do 2 2 –– Be A Connector (continued)Be A Connector (continued)

Make referrals, give information, be a “go to” person; Make referrals, give information, be a “go to” person; help others and they will be willing to help youhelp others and they will be willing to help you

11--5 % success rate from cold calling5 % success rate from cold calling

15% success rate from a referral with a name15% success rate from a referral with a name

50% success rate when the person making the introduction 50% success rate when the person making the introduction makes an introductory call or sends an email on your behalfmakes an introductory call or sends an email on your behalf

7070--80% success rate if the person making the referral attends 80% success rate if the person making the referral attends the meeting or makes the callthe meeting or makes the call


Five Things You Can Do Five Things You Can Do gg3 3 –– Be VisibleBe Visible

Att d tAtt d tAttend area eventsAttend area eventsServe on local notServe on local not--forfor--profit boardsprofit boardsJoin Business Associations and Networking GroupsJoin Business Associations and Networking GroupsJoin Business Associations and Networking GroupsJoin Business Associations and Networking GroupsDo what you love and talk about what you are Do what you love and talk about what you are passionate aboutpassionate about

4 4 –– Be Community FocusedBe Community FocusedBe caringBe caring-- people can tell if you really care and it people can tell if you really care and it makes a differencemakes a differenceBe RealBe Real-- be yourself, just be your best selfbe yourself, just be your best self


Five Things You Can DoFive Things You Can DoFive Things You Can Do Five Things You Can Do

55 –– Communicate!Communicate!5 5 Communicate!Communicate!Maintaining good working relationships all boils Maintaining good working relationships all boils down to communication down to communication CommunicateCommunicateCommunicate clearlyCommunicate clearlyC i t ftC i t ftCommunicate oftenCommunicate often

A d th t b th th ki dA d th t b th th ki d…. …. And that means both the speaking andAnd that means both the speaking andthe listening parts!the listening parts!


Relationships are The Bridge Relationships are The Bridge

This is what bridges do:This is what bridges do:They carry us over and make connections to new andThey carry us over and make connections to new andThey carry us over and make connections to new and They carry us over and make connections to new and exciting placesexciting placesThey bring people, places and ideas togetherThey bring people, places and ideas togetherThey transform the landscapeThey transform the landscapeThey build understanding through shared experienceThey build understanding through shared experience


Be a Bridge BuilderBe a Bridge BuilderBe a Bridge BuilderBe a Bridge Builder

relationships make it possiblerelationships make it possible
