Every day I hear about the latest app, and how it makes your life easier. Technology makes life different from anything before. The big question is “does it make it better?” Do emails break through the clutter? Do you truly get to know people through texting?
I am going back to simpler times and recommend you use these approaches to get to know people. Over time this will lead to a deeper understanding of the other person. This depth will make it easier to do business with them.
Step 1 is to pick up the phone and call the person and start a dialogue. One tip regarding calling is to do it before 8am and after 6pm. That is the time when most gatekeepers are not around and executives are more reachable. Also cover a subject that makes you unique and this will be your bond with your calling mate. It will be something you can reference in your handwritten follow-up note. The length is not important. Thus, jotting a couple of lines is sufficient. What is critical is you took the time to write and sent it promptly. That will make you stand out.
On a future call or if the initial call is going well try to set up a face-to-face meeting. I have found this interaction always leads to an enhanced relationship with the other person.
Another tip is to search for an event you could attend together. Knowing what the other person likes will only further ingratiate you with them.
Every once in a while send a token gift to the individual. I am always on the lookout for something unique I can send to people. The expense is not important. The personal knowledge you exhibit by giving something they would find interesting or useful makes you special.
A personal example might be beneficial. When I was in England on business recently someone invited me to a party. Upon returning to the States I saw a bottle opener that was carved like a boat. Since the person who had the party owned a water craft, I thought this was a perfect gift. Off it went on its journey overseas and it was very well received.
Tip – make sure what you send is something the other individual would use based on their interests you have uncovered in your dealings with them.
Finally, every time you engage with another person make sure the relationship is better for it. The deeper the relationship the better opportunity for lasting success.
