We talk so much about building your business by referral and about building profitable relationships to enable you to do so.
What we don’t always realize is that what we do or say will impact our credibility. This is true all throughout the relationship building process, but many don’t stop to think about what their actions tell others. For example, if I have just met you and we begin to discuss the possibility of doing business or of forming a strategic alliance, until I know you and trust you the business will not be automatically handed to you. Trust needs to be one of the first ingredients in the relationship recipe. Many don’t think about many small details that will impact that trust and credibility. Do you arrive at meetings on time? Do you return phone calls? Do you do what you say you’re going to do? If you don’t, it’s likely that many will hesitate to send their best client to you. Items such as these are always important, but are even more critical if your relationship is in the beginning stages when opinions of you are still being formed. Making a comment that could be misconstrued will also hamper your ability to receive business by referral. Again, if you will make those types of comments to me I will assume you will make those comments to my best client - and that referral won’t be passed.
Larry Winget says that you should always do what you say you will do, when you say you will do it - and if you don’t, you are a liar. No matter what the circumstance, always do what you say you will. I agree wholeheartedly with this. After repeated disappointments, your word will no longer be valued. Your credibility has been diminished.
These simple steps sound basic in nature but are often taken for granted. To get the most out of your relationships and strategic alliances, always stop to think about how your actions are representing you. I always say, in relationships both personal and professional, actions speak louder than words. To get the best results, make sure your actions are sending the message that you want to convey about you and the way you do business.