Strong client ties: the extra mile

Taylor shares three key ways to build strong client relationships:

1. Extreme competence

   • Deliver promised value.

   • Provide excellent customer service.

   • Educate and innovate.

2. Personal touches

   • Send gifts and anniversary notes.

   • Take clients out for dinners.

   • Remember their interests.

3. Impact beyond core offering

   • Offer unexpected value beyond your products.

   • Use internal resources for client benefit.

   • Identify new business opportunities for clients.

   • Refer candidates for their open roles and connect them with potential partners.

Think about how clients make money and grow, and find ways to support their goals for lasting relationships.

Be real, not a robot

Mac emphasizes the importance of creating authentic relationships in sales.

Salespeople often misunderstand what he means, thinking they should "become friends with their prospects." While friendship isn't bad, Mac's focus is on being a real human, not a script-following robot

His advice:

• Be genuine: Care deeply about your buyers and their problems. Don't just push for commissions.

• Add value: Your job is to help buyers save time, make more money, and get promotions.

• Have fun: Let loose a little and enjoy the process.

• Be an expert: Don’t sacrifice expertise for niceness. Buyers trust knowledgeable, decent people.

• Stay human: It's more fun and effective than being a sales robot. Plus, AI will outperform sales robots.

Remember, people want to buy from those they trust. Show you know your stuff and be a decent person while doing it.

Building relationships with common threads

Sergei’s approach on finding common threads can boost reply rates and build strong relationships:

1. City connection:

   • Mention cities you have ties to (e.g., Boston, Austin, Tel Aviv).

2. Language connection:

   • Use shared languages (e.g., starting messages in Russian if you both speak it).

3. Interest connection:

   • Refer to mutual interests found in their posts (e.g., AI tools, fitness, travel).

4. Other connections:

   • Leverage mutual friends, schools, or companies.

Example:

In South Florida, Sergei would mention his love for South America and his backpacking trip, creating an instant bond.

Tip:

Next time you send a connection note, make a video, or start a meeting, bring up the common thread. This approach will make your relationships flourish.