My first Blog! Scary HUH?! But as with life, if you take off any mask and don't "fluff" the facts, then there's nothing to be scared of. So here goes...
Let me start by giving you some definitions:
Systems - a method or set of procedures for achieving something. (Encarta Dictionary)
Relationship - the connection between two or more people or groups and their involvement with one another. (Encarta Dictionary)
Now, let's take those definitions and think about them in regards to real life.
We all know that Relationships can succeed without Systems, but .....can Systems be successful without Relationships?
I went with a colleague (I'll call her Beth) to a business lunch she had scheduled with a new lender (I'll call him John). John was very polite and professional. John began to tell us that he builds his business by getting to know all about his clients. Beth was asked many questions such as marital status, spouses name, kids names, everyone birthdates, anniversary date, etc. You get the picture. Pretty cool for someone to ask about your kids and then they receive a birthday card. We all like to talk about our kids. He also has lunch with someone new everyday and is building a large database. He schedules everything ahead and is very consistent in what he does. He puts all new clients into a system he has designed and stays in touch with them either by notes, email or calls. Sounds like the way to build a successful business doesn't it?
Since I wasn't on the schedule for lunch, John was polite and took my contact information and said he would schedule a lunch with me at a later date. No problem there, because I did just show up. That afternoon, his secretary left a message for me to call and set up a time to have lunch with John.
In a couple of days I received 3 note cards from John all on the same day. One that said nice to meet you, one about the note cards he's sending out and one about his business. All generated from an online company where he can add names and addresses new to his database. Less than 2 weeks later, he sat down by me at a business luncheon and proceeded to introduce himself. He didn't have a clue who I was. I began to remind him of the lunch he had with me and Beth, but he didn't remember a thing.
He has great systems in his business, but without truly building a relationship with your clients, what do you have? Only embarrassing moments in public, a shrinking database and no referrals.
This has really caused me to pay attention to the way I approach and meet new people. It's not just about another name in my database, but a connection with a person.
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