Lockdown shouldn’t be a reason to put great comms on hold – quite the contrary

At this time many of us will be worried about what the “new normal” is going to look like and how that is going to play out within our businesses and trading environ. I have been working with a couple of FEO members and their questions reminded me about the value of long-term relationships.

I am not saying there is anything wrong with the entrepreneurial convention that is, find someone with a problem, present them with a solution and hey presto. No BUT……you can be smarter than that and make life a bit easier on yourself.

My approach to business has been very much based around building future cash flows. Within these, long-term relationships are very important. They are a huge component in building real wealth.

Think about it, winning a new client doesn’t stop when you win the first job, you have to learn about their people and perform, and if your business revolves around winning jobs without repeat – that’s hard work, often feast or famine and you’re always chasing and worrying about all sorts - most significantly – and probably cash……

Someone said – it takes ten times more effort to win a new customer than to keep an existing one. That is so true. Keeping holds dividends – literally it pays them. Think about it?

In the keeping, that is all about good communications and personal skills, keeping in touch, showing how much you care and really value your clients.

People like to do business with people they like, so get more people to like you. You can’t do that without developing relationships. Coronavirus is not stopping building and strengthening relationships.

In this time as we fight with the great enemy that is Covid 19, we have the opportunity to work on those long-term relationships and make them stronger for the future beyond Lockdown. I say get to work on this, if you’re not already doing so.

Do the homework, the research - Make the call, offer something, may be even for free, a thought or whatever put in some personal touches – make yourself stand out, show your true self as a good corporate citizen, one who is great to do business with. And keep it up. Build on success and more success will come.

Andrew Horncastle

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