I heard this analogy the other day and I thought it was really true. Most of us in business treat our sales efforts like Big Game Hunting. We get up every day and head out into the world in order to “bag” a new customer. It can be very exhilarating when we do track down the new target! And when we get a great client, we feel like we are truly getting ahead. In addition, when we have success in this method, the results are quick. The problem with this approach is that in order to maintain success, you have to continually go out and find new “big game.”
I think we need to shift that focus to more of a strategy of Farming Relationships. In this strategy, you reach out in kindness to others in order to help them reach their goals. You spend time planting new seeds of relationships each day. You water and care for these new relationships, so when these new friends are ready to do business, they not only think of you…they WANT to do business with you!
This method is not always immediate (though sometimes it can be) but the results are much more long lasting! Consider this as you head out today and try to “bag” a new client. Try to create a long term relationship instead!