A Three Minute read on Relationship Marketing

Those pesky salespeople.” Does that thought run through your head when you get a call? It does for me too, at times—and I’m in sales! The truth is, at one time or another we all try to sell things, and we’ve done it since we were children, whether we were convincing our parents to buy us a toy or persuading our friends to play the game we wanted: sales is just a part of life.

If your conversations with clients focus mainly on goods and services or price, you miss out on deeper connections. Traditional transactional selling is a one-time focus. Relationship selling, conversely, fosters a partnership where both parties gain.

As Rob Reid from Sheet Metal Inc. explains, “The days of handshake and bar napkin deals are, for the most part, a thing of the past. However, a person’s word still carries weight, with ‘saying’ and ‘doing’ being worlds apart. In my opinion, the values and benefits of marketing yourself and the brand you represent start with being genuine and delivering on your word. Being personable and reliable sells! By being so, clients and associates see honesty, trustworthiness, and loyalty, not only to them but to your brand as well, and this approach has allowed me to create and retain multiple long-lasting relationships.”

Developing strong relationship marketing involves several key strategies:

• Understand Your Clients: Learn about their needs and preferences.
• Consistent Communication: Maintain contact through newsletters, emails, or social media.
• Engagement: Encourage client interaction through surveys or social media.
• Loyalty Programs: Reward repeat business with discounts or exclusive offers.
• Follow Up: After a purchase, ensure satisfaction to demonstrate commitment.
• Create Community: Foster a sense of belonging through forums or events.

Christian Muntean of Vantage Consulting adds this insight: “Relationships are the cornerstone of my business. Nearly all of my clients are either repeat customers or come from referrals (usually from past clients). And it isn’t just about marketing. Relationships influence the quality of the service I can offer. The more mutual respect and trust there is between a client and myself, the more they are able to achieve. Relationships are absolutely the best place to invest.”

If you’re interested in starting a relationship with Alaska Business, reach out to one of our account managers. We’d love to get to know you.