Ok friends, we need to have a serious conversation about the power and necessity of building relationships in your online business.
Because the people who are starting successful businesses...they’re putting massive time and value into building relationships. And the folks who start businesses and don’t find success...they’re NOT putting any of their energy into building relationships.
Coincidence? Not even a little, sister.
For some very silly reason, SO MANY people start online businesses and think selling out their services or booking up their roster will be all about old-school sales...i.e. jamming their offer down their ideal clients’ throat. It’s the reason I see so many people struggle with sales, because they think they HAVE to do it in an icky-sticky way to actually make money.
And I have to tell you that’s not at all the truth. Heck, my best friend has an entire course around this called Value Centered Sales™️!
The magic here is this: once you realize you can make money by leading with value, putting energy and time into building relationships and being authentic, truthful and honest with your audience...then you’re unstoppable. I’ve seen it so many times, y’all. Once it clicks it CLICKS and my clients who figure out that focusing on relationships is what’s going to bring financial success right to their doorstep are the ones who actually find it.
And in case you either a. Don’t believe me b. Believe me but aren’t sure this is the best way or c. Need some more convincing...I’m helping you out today with 4 reasons you need to start building relationships in your business to build your bottom line.
1. Because before you sell to someone you need to have a relationship with them.
Think back to the last service or digital product you bought online. Not a physical product like the ponytail holder that keeps your pony from sagging at the gym (wait, did you buy that too?!), I’m talking about a purchase from another online entrepreneur.
How long had you been consuming their content before you purchased? Chances are you didn’t buy the first time you were virtually introduced to someone. You read their posts, perused their sales pages and watched their LIVES quite a few times before you finally pulled out your wallet to pay.
THAT is what relationship building is like online. THAT is why I preach sharing value-based content 3-4 times as much as you share promotional content. Because online, we build relationships through content sharing. And we do that by politely introducing ourselves to someone MANY TIMES before asking them to buy from us.
Think about how relationships are formed between parents at a preschool. When you first meet another parent you say hi, make small talk about how sweet little Brady is, how adorable the dino is on little Emma’s shirt and (if you’re me) how tired you are how you bought the wrong wipes...again (oops!). You don’t go straight into asking these people to be your BFF and to go on girls nights out before you form the foundations of a relationship, right? Because then you’d be the weird mom.
Sharing content and engaging with people on social media is how you start relationships. It’s the first step to making sales and, if you want to book our your roster it’s one you DEFINITELY can’t miss.
2. Your customers don’t care how much you know until they know how much you care.
If you’ve been following me for a hot minute you know how much I LOVE to talk about customer service and how it’s what TRULY set me apart from my competition when I first started my VA business and helped me to get to $10K+ months.
So how did I do it?
I showed people I cared from the get go. I showed up differently than everyone else was. I prioritized relationships, connection calls and engagement. On discovery calls, I did way less talking and way more listening. I helped people find small wins with my value-based content WAY BEFORE they got on a call with me and I always made sure whatever I was doing looked different than the norm. I told people what I loved about their businesses and why. I only took on clients who I believed in and made sure my people knew that.
If you want to grow your business and do it right, your entire job is to not only get tasks and services done for your client, but to actually give a flying f*ck about their business.
No one cares how much you know until they know how much you care.
3. Building relationships will ALWAYS set you apart from your competition.
On the reg in Facebook groups I see calls for recommendations for service providers. They look just like this "tag your favorite VA below" or "recommend your web designer" or "who do you like for Instagram management + growth".
And 99.9% of the responses look EXACTLY like this "I'm a [INSERT TITLE HERE]. Here's my website: www.notgettingthisclient.com.]".
They lack personality. They lack care. They lack customer service. And ultimately, they lack a new client!
Here's what to say instead so you can start building a relationship from the start and actually get the client:
“Hi [insert name]! I just checked out your website and I love [insert what you love about them + their business]. I'm a [insert title] who specializes in [insert specialty]. I really enjoy supporting [insert what potential client does] because [tell them why!]. My background is in [insert what you did before coming online] and I think we could be a really great fit for each other. Here's a link to my website [insert url] and here is a link to book a free discovery call on this page so that we can chat more about your specific needs [insert the exact place they can find the link to book a call with you]. Thanks so much [insert name]! Hope to hear from you soon!”
In a sea of BLAH you just showed up to the party in your pink sparkle dress and there is no WAY you're not going to stand out.
Because you CARED enough to start a relationship, not just ask for the sale. And THAT is what sets you apart from your competition.
4. Because you don’t like to be sold to either.
Think back to a time recently where someone tried to sell you something (like into a program or an MLM product) over DM or private message.
You either didn’t know the person or hadn’t heard from the person since high school and all of the sudden they wanted to start up a “hi, how are you?” conversation.
How did it feel? Icky-sticky, right?
What I see with clients is that so often they KNOW what doesn’t feel good or right to them, but once it’s their turn and they have something to sell they forget how gross that way of selling is and do it anyway.
The way to make sales not feel so icky-sticky is to actually start a real, authentic relationship with someone before you even think you can offer them something.
What’s important to note is this: if you wouldn't want to be sold to in the way you’re selling to people, it’s time for a change.
Sara Wiles is an Online Business Mentor for done-for-you service providers. She helps Virtual Assistants, Online Business Managers and Social Media Managers go from frazzled to focused, stark to sold out and bewildered to balanced.
Through her unique, personal mentoring style she supports her clients through confidence building, clarity gaining, mindset managing and massive action taking.
She spent 8 years traveling the US producing high-end corporate (and a few celebrity) events before becoming an entrepreneur. After just 4 weeks of starting her business, she filled her roster, replaced her 9-5 income and brought on a team. Sara is also a wife, mama, dog mama, exercise enthusiast, champagne connoisseur and four-letter word addict.
Click here to book a free call to talk more about your business goals and to see if mentoring would be a fit to help you achieve those dreams.