Building New Client Relationships that Last

B U I L D I N G N E W C L I E N T R E L AT I O N S H I P S T H AT L A S T

P R E S E N T E D B Y B R A N D O N S C H A E F E R

Presented by Brandon Schaefer


• The art of building new client relationships has changed dramatically over the past few years. The rise of public information available on the internet has changed the “building new client relationships” game.



• It’s no longer acceptable to just walk into an office with a business card i.e. cold call, or send a random email i.e. spam, to a prospective client. These old school methods of doing business actually hurt your opportunities to build new client relationships.



• Prospects want to know that the sales rep that they’re receiving information from absolutely knows what they’re talking about, and they want to hear something new, not just the old, “you currently have model XYZ and we’re going to replace it with model ZYX,” that does the same thing.



• This type of (do the same as everyone else) behavior is called, “sales insanity,” and unfortunately it happens in business every single day. Don’t fall into this mindset because it will not lead you in the “sales stardom” direction that you want (and deserve) to go.



• The first step in building new client relationships is being unique with what you offer. Be the only one in your field doing something a certain way, and pave the road that everyone else follows. Typically when something is unique, a higher value is given to it, so if you can position yourself as being unique, you’re going to get in front of a larger audience while putting more money in your pocket.



• Position yourself as “the authoritative expert” in your market segment and people will be knocking on your door because they want to do business with you.



• The second step in building new client relationships is being different with what you offer. Do things differently and show people how what you provide is really going to make a difference in their life or business. Clients want to know how what you’re offering them is going to either increase productivity, or decrease their operating expenses, and they need to understand exactly how you’re going to do it, and quickly.



• If it takes you 30-minutes to explain how you’re going to save a prospect money, it’s never going to happen. You need to be able to explain (at least in the initial meeting) what you’re proposing to do, and how it’s going to work, within a few minutes.



• The third step in building new client relationships is being genuine. Being genuine is at the top of my list, because without genuineness, you really have nothing to build the relationship from. Be who you are in real life with your clients, and just be naturally genuine. If you’re a funny guy or girl, if you’re quirky, if you look a little different… that’s all fine, use those as your strengths and just be who you really are from day one.



• If you’re trying to act like someone you’re really not, it’s eventually going to come to the surface anyway, so just be yourself and be true to yourself throughout the building of the relationship.



• In the end, building new client relationships is all about creating value for the prospect. Nobody wants to get their time wasted, and nobody wants to hear the same old sales rep jargon that they’ve heard for years.



• Be the difference maker for a decision maker within a new account by taking everything you learned above, and putting it into action. Without action, you have nothing… so now that you know better, go out and do better.



• As always, my team, as well as myself, are here to help, just open up a support ticket with us, or call 1-888-370-9917 anytime, and one of our team members will get you setup in the right direction.

B R A N D O N S C H A E F E R

Thank You

Building New Client Relationships that Last

Business

Transcript of Building New Client Relationships that Last