Great client relationships are the cornerstone of all successful businesses. It’s no secret that people do business with people they know, like, and trust. Building quality client relationships ensures customer loyalty and long-term profitability.
As Al Ritter, a friend and an exceptional management consultant, asserts: “When it comes to success in business, the results we get come from our actions and the quality of our relationships.”
The same philosophy holds true for both our external relationships and internal relationships. If you’re a leader dedicated to sustainable success, you must keep in mind that internal relationships are as important as external relationships. Just as we treat clients with special care by asking them what they expect, need, and want from us, we must also do the same for each and every one our colleagues. We most certainly must do so with our team members.
When engaging in conversations, here are three steps that will go a long way toward building respect and loyalty in your business relationships.
Treat people as teammates rather than just employees
Remembering names, establishing comfortable eye contact, thanking individuals for their hard work, and recognizing their successes no matter how big or small, will make a difference. According to recent survey of people who had left their companies for new jobs, two-thirds of respondents stated the principal reason they left was because they did not feel appreciated.
When practicing these actions, it’s important to be genuine and show people that you truly care. Touch base often. Leverage your soft skills by being accessible and easy to work and talk with. Here’s an example of why this matters:
Find the time for conversations
As busy as we may be, make one-on-one conversations with team members a priority. It’s okay that on some days you may have only a few minutes. Just be sure to come out of your office and go speak with people in their offices. When out on the road, call your teammates, even if it’s just to say you’re about to catch a plane and you’re simply checking in to see how things are going. Ask them if there is anything they need from you. A short conversation is better than no conversation at all.
I promise you such conversations will make a difference. For instance, last week, a regional vice president of a successful company shared with me that he was thrilled when his CEO called to talk and ask for his ideas. That really impressed him, and he feels great about his personal connection with his boss.
Keep a positive attitude
Attitude is everything! Hold firm to the assumption that everyone wants to do well and succeed. As bosses, we must engage in conversations to provide our people with the encouragement and help they need in order to do great work. It’s our job as their leader to help them. And be positive, always reinforcing the positive attributes of your team and the company. A positive and caring attitude will help to build strong relationships with teammates that will lead to outstanding service and results.
Through conversations, we must ask questions about our teammates’ ideas and goals, listen to understand and learn, and most importantly we must realize that each team member may have different needs. For example, some may need to be challenged while others will need to be encouraged. If they know you are rooting for them, they will try to live up to your expectations.
Bottom line
While there is always more one can do to develop and maintain strong, loyal relationships with teammates, mastering these three steps is an essential starting point. Remember that your interactions and relationships with customers and with your team are equally important to achieving sustainable outstanding results. By implementing these simple leadership practices, you can expect to meet and exceed goals year after year.
