THE SECRET FORMULA TO BUILD POWERFUL RELATIONSHIPS IN (AND OUTSIDE) BUSINESS
The secret to building long term, proﬁtable relationships in business is to be
constantly aiming to be of value and of service to your client.
People do not maintain business relationships just because you are a nice, friendly
person who can tell a good joke or have a nice smile.
Time is precious, so people prefer to do proﬁ table business with people they like.
That way, you can both have fun and proﬁ t at the same time.
I once had a friend (Lets’ call him Smiley) who thought that as long as he just “hung
out” with business people somehow he would make money.
Smiley forgot he had to actually be of service, to add value in some way, before he
got any money. Smiley still hasn’t got the lesson.
You’ll ﬁnd Smiley in the bar of some golf club somewhere still just “hanging
The problem is these days, the only times Smiley is smiling is when he’s had a few
too many drinks to forget his ﬁnancial and personal woes…
If only he took time to honestly look in the mirror and make a decision to change.
If only Smiley realised he had God given talents he could share and add value to
others with, he would be hugely successful.
Moral of the story,
“Learn to be of service to others… Watch your bank
balance and your friendships blossom.”
Once you have been of service the ﬁrst time, look for ways you can be of
service again…. and again… and again. People are ten times more likely to buy
from someone they have already had successful dealings with. So don’t let the
relationship slip…. keep in contact. Give people good reasons to come back and do
good business relationship with you again…
Farnell’s R Factor Theorem
My R Factor theorem is as follows:
R = the strength of the relationship
F = Frequency of interaction
Q= Quality of interaction = (Friendliness x Value or Beneﬁt)
R = F x Q
The R Factor theorem says
“The strength of the relationship will equal the frequency of interaction
multiplied by the quality of the interaction. Where quality will be friendliness
times the perceived value or beneﬁt derived from the interaction.”
The more times you deal with a person or company that gives you great
value and service, the stronger will be your loyalty and relationship with that
Frequency x Quality is the recipe for the glue to stick your customers to your
business…. Use it plentifully and often.
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