Business starts and ends with relationships. When you work to build strong relationships with clients, they’re more likely to work with you again. And on the flip side, clients will move on if you don’t focus on nurturing the relationship. One study shows that 86% of customers will stop doing business with a company if client relations aren’t up to par.

Whether you run your own business or you work for a company, your success comes down to how well you create trusted relationships with your clients. Martin Zwilling, CEO and founder of Startup Professionals, Inc., says this matters more than how smart you are or how great a business model you develop.

In this issue of PromoPro Daily, we feature Zwilling’s thoughts on six ways you can build trusted connections with clients.


1. Focus on value. To build client relationships that last, you have to create value. There needs to be a reason for clients to give you repeat business. Zwilling says that bravado and passion are not good substitutes for real information and a plan.

2. Be proactive. Go out and help people find you, from clients to business partners. Part of the challenge in every business is to first recognize who can help you, Zwilling says, and then to take the initiative to build a productive relationship with those people.

3. Avoid negative people. This is key in all areas of business — not just client relationships. It’s best to steer clear of people who make excuses or have something negative to say about most things. These people will only drag you down, Zwilling says.

4. Learn from competitors. Your strongest competitors probably have some great ideas. Look for ways to learn from them or to build win-win relationships.

5. Think about others’ success. How can you give back as much time or knowledge you receive from others? Zwilling says smart people understand their own agenda, and they also determine the agenda of others to build meaningful relationships for all.

6. Don’t run from conflict. Some conflict can be productive. It may bring to light other views or new ideas. If you surround yourself with “yes” people, Zwilling says you may feel good for a while, but the problems no one brings up will eventually hurt.
It takes effort and dedication to build lasting client relationships, but these relationships are the foundation of your company’s success. Try applying some of the ideas above to cultivate more meaningful relationships with your clients in the year ahead.

Compiled by Audrey Sellers

Source: Martin Zwilling is CEO and founder of Startup Professionals, Inc. He’s an adjunct professor at Embry-Riddle University and has been published on Inc., Forbes, Entrepreneur and Huffington Post.