Here is an article from a previous issue of The Business Influencer, in it and some before I mentioned how my 40 years of active exporting and international trade experiences proved an original belief, that relationships with and understanding of people, companies and cultures, is the key to strategic global growth.
I have also been contributing where some of the most exciting opportunities are in regions and countries, all based on market intelligence that I have gathered in our daily work. This has included through media and trusted people who know what is really happening and are comfortable with sharing this with me and allowing me to share the information with you.
I thought for this issue, I would share my thoughts and incite on the importance and proverbial difficulty, of how you put a true value on relationships and the investment in them, and how you can try to put a monetary value on them, if you are motivated and measured by finances,
Before starting my first company in January 2005, in my career I worked for manufacturing companies that were often part of a Plc. This meant that sales values and margins were often the main targets and almost only conversation in board meetings. Some of my current clients fit into this category too, so I really do understand, if dear reader, this is you.
The aim of this article is to consider the people and partner element of sales and marketing in a different way, as they themselves have the most potential to create results for tomorrow, rather than be measured on what the company or they did, in previous years.
With my experience of developing huge amounts of business globally, irrespective of economic conditions, at least one aspect will always remain the same…….. you are a long way from your partner or customers and they are a long way from you! Fighting legal battles if you fall out, will be a significant mental and financial cost, so it is far better to invest in making the relationship the best that it can possibly be.
I would like to suggest that success is most likely and absolutely crucial, if you have a strong level of Trust, developed over a period of time. There are many ways to achieve this, including having a very strong interest in the person in front of you and developing powerful levels of visual and oral observation and Intuition. This could mean not checking your phone or social media or being distracted for a while when with them!.
I learned from overseas markets of a method called the ‘4 T’s ( Touch, Test, Tender, Trust) and I can explain more when you get in touch, or we meet. Within this I learned something that is hugely valuable but equally difficult to quantify in monetary terms…. That a test of a great relationship is when everyone involved in the relationship is ‘comfortable in the silences’.
Take a few moments to consider this – it applies in business, family and socially.
I would like to suggest that one of the most valuable results from your relationship and definitely one of the partner and people targets, is for them to ‘actively, effectively and professionally promote and mention you and your company, where relevant, on a daily basis’.
Alternatively, you need to invest in making sure that you and your company are in your people and partners heads, in a positive, trusted and comfortable way, for when any opportunity arises.
Investing in this and more, will mean that you work with people for longer and apart from the wonderful experiences, provides you with a better return on your investment, including on your sales and marketing spend.
Space and word count restricts the amount of examples that I can give to prove that this expertise really works but I hope that we can meet and discuss more about working together anyway.
So let me leave you to consider this thought…… Whether you are reading this online or in our printed version…… whether you are reading this in the UK or one of our new global markets such as in USA, the Gulf, the Far East…… whether you are in your office, or in an airline lounge, or perhaps on a flight somewhere….. it is happening because of some relationships I have had with some people for over 20 years, who still wanted to introduce ‘us’ to people and companies, who we have now known for more than 6 months.
The adventure continues and I hope that we can inspire and assist yours in expanding too!
Let’s have some conversations.
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