“In every interaction with your client(s) you will either enhance or diminish your reputation, there really is no neutrality!

For the faint hearted the statement above can be interpreted as a terrifying principle and you would be forgiven for avoiding all contact for the fear of getting it wrong. We all know that avoiding all contact is clearly not the best tactic and whatever our job title may be we are all actually Relationship Managers in business – even if we deal mostly internally with stakeholders – and so it can be the difference between succeeding or not.

Fear not, there is help at hand and let’s first consider the 5 tenets of a successful business model. Simply;

1. Personal convenience
2. Perceived value
3. Unique or quality products
4. Repeatable or quality service
5. Emotional connection to that person

Let me share an example to try to bring this to life. In 2005, I was lucky enough to stay, whilst on business, in a 5-star hotel. Everything was as you would rightly expect of a 5-star hotel – the rooms, the facilities, the finest décor, good service – it met the 4 factors listed above. I was on a health drive at the time and had an hour to kill. So, I went for a run along the sunny sea front promenade and 30 minutes later walked into the lobby appearing very

hot and sweaty. The concierge spotted me and approached me like a shot. I fully expected him to politely advise me to enter via the side door or take a moment outside to cool down so as not to cause any embarrassment for anyone. Instead, he proceeded to unroll a cold towel, wrap it round my neck, hand me a chilled bottle of water and he quipped “good run, champ!” Here I am relaying the story 17 years later and only fair to give them a plug – Hotel Arts @ Barcelona. He created a critical non-essential emotional connection for me.

It is this fifth tenet ‘emotional connection’ principle that is your secret weapon – and that person is you. You as in your behaviour, your proactivity, your thoughtfulness, your decision making, your character, your influence, your confidence, your brand all wrapped up in your authentic self to deliver your business proposition and create that secret emotional connection.

ABSTRACT have it all wrapped up and ready to go for you and your teams with our Relationships In Business Programme”.

Our Relationships in Business Programme high-level journey in 3 moves:

Relaying Fundamental Business Principles

Establishing Key Stakeholder Investment

Influencing Others and Consultative Selling

The Key Learnings with application are:

• Defining yours and your client’s purpose
• Leveraging the psychology of sales
• Building presence and credibility
• Forming unbreakable relationships
• Learning the art of consultation
• Managing your business like a franchise 

For more information about these and other ABSTRACT programmes contact us today mark@abstractuk.co.uk