The guest post below by Andrew Sobel is adapted from his book (with co-author Jerry Panas), Power Relationships: 26 Irrefutable Laws for Building Extraordinary Relationships.
Andrew Sobel helps companies and individuals build clients for life.
He has written eight acclaimed books on business relationships, including the international bestsellers Power Questions: Build Relationships, Win New Business, and Influence Others and Clients for Life: How Great Professionals Develop Breakthrough Relationships, which have been translated into ten languages.
We live in the most connected age in history.
And yet, we have fewer real relationships than ever. For many, the acquisition of hundreds of social media contacts has replaced the cultivation of deep, meaningful relationships with clients, colleagues, and even with friends and family. But the problem is deeper than that. It is genuinely tougher to build the trusted relationships you need to thrive in your career.
There are three major challenges that all client-facing professionals now have to confront.
There are three major challenges that all client-facing professionals now have to confront. First, how do you access and connect with senior executives who are time-starved and have put up walls to protect their time?
Second, how do you become relevant to prospects and clients who won’t give you a second chance if the first conversation doesn’t light a spark? And third, how do you build a trusted, personal relationship over time so that you have a seat at the table when issues in your area of expertise are discussed?
To overcome these challenges you need to leverage what we call the Relationship Laws. Just as an airplane must respect the laws of physics in order to fly, your behaviors must align with these Laws if you want to sell effectively and build clients for life.
Here are some of the Relationship Laws that will help you connect, become relevant, and build deep, personal relationships with clients.