Establishing and building a relationship that will last for years and will help you increase earnings is a difficult thing to do.It is one of the skills that I prize above all else, and would be my number one skill requirement for any professional in sales - regardless of what they were selling!
I have had a lot of success in this area. I remain in contact today with people I worked with when barely out of my teens. Sometimes it is useful commercially, but at all times it is a fulfilling connection in some way or the other.<
How? I think that the bottom line when trying to manage a long term professional relationship is to make CONNECTIONS instead of CONTACTS.
This starts with one unrelenting principle (for me) - make friends. Be sincere, if you aren't its obvious.
Ask about their families, their hobbies, restaurant preferences - all the sorts of things you love to talk about. (I love talking about my kids - so it is one of the first things I ask people generally)
Be honest - this is me! If they like you and you get along - that's great. If they don't, well, there are plenty more networking opportunities out there...
Think of how you are with friends.
If you can do people a favor, then why not. Pass on a name of someone looking for services in their area - or introduce two mutual contacts who could help each other out, or offer a sub-consulting role if you are able to.
Try to remember why you met - because you have at least one thing in common - a passion for whatever business that you are both in!
So that's a good base for the beginnings of a friendship.
At all time relationships are about connecting - not about contacting. If you are just trying to fill your Roladex (does anybody actually have one of those these days?) then you will get back what you put in. (And don't bother "contacting" with me)
