7. Building Relationships

Ensure the customer has an emotional

connection to your company and you

1. Show more interest in them than in getting their money

2. Constantly look to add value to their work

3. Be authentic in your communication

Learn about what makes their job easier

Find out what gets them promoted or

noticed by senior management

Find out how you can save them time

Provide industry insights based on your work with other customers

Organize a lunch or dinner with their peers at other companies

Send a monthly email of key articles related to their work

Competitive salaries, New blog posts, etc.

Share your product roadmap, company direction

Address service / quality issues early and outline plan to rectify

Mention your product limitations

and your plans to address them

1. You have to go drinking and party with them

2. You have to make it “worth their while”

3. Every meeting with the client needs to be face-to-face

7. Building Relationships