Skilled Migrant Professionals December 2015 | Page 23

Business

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Introduce your clients and industry contacts to
someone they should meet.
Perhaps you know an expert in coaching business professionals in public speaking. This person can help those of your
clients and contacts who speak to audiences at conferences,
seminars and other events.
Participate in a charitable cause.
Particularly one that is of interest to a client, prospect or
referral source, however, only get involved if you care about
the cause yourself.
Email or post an article of interest/relevance to people.
Sending articles from newspapers, magazines, or journals to
clients, prospective clients and business contacts has always
been a good way to keep in touch and foster a relationship.
Ensure the articles are relevant and of interest to the person
you are sending it to by keeping track of their interests. If you
come across something that relates to their business or industry needs, send it along with a personal comment. Over time,
this will become second nature and will take you no time at
all. It’s a practice that can do a lot of good in the long run.

Good atmosphere and
many great guests
Launch of SMP magazine was
a great example of building
good business relationship

Send surveys and industrial information to your
clients and contacts – accompanied by a personal
note – that would help them in their business.
The personal note is key. You can’t expect to foster and further relationships with people and get their support or their
referrals if they think you see them as just one person on a
long list of contacts.
Invite their comments on an article/blog you are
writing, or a brochure you are producing.
If it makes sense, ask several people for feedback. You will
end up with a better article/blog/brochure and by asking,
you will be communicating that you value their opinion.
Invite them to a sporting or cultural event.
If you want to be sure high-level decision makers will come
along, invite their spouses and partners too.
Do great work for clients and celebrate any successes, wins and milestones.
Make doing business fun, or why bother?
Send Christmas and thankyou-for-the-business
gifts to your best clients.
These are the ones who act as loyal advocates. They understand your business and regularly refer good clients to you.
Whether it’s an expensive bottle of wine or an limited edition
item of sports memorabilia, find out what gift or gesture
means the most to them and show your appreciation.
Invite them to a reception at your firm or ask them
if they want to join you at someone else’s reception.
You will help them increase who they know.
Ask about their spouse and children.
If it feels right, ask them what their spouse does. If you happen to be in their office, ask if the pictures on their desk are
their kids.

Guests speaking
on event someone
else organized

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Provide recommendations.
This could be a book you enjoyed or a good restaurant you
went to – it shows you’re thinking about them.
Invite them to be on a panel discussion or to
moderate a panel discussion.
You will expose them to new opportunities and help them
gain visibility and credibility.
Establish common ground.
This could be whether you came from the same school,
same town, support the same footy team, common friend,
common interest etc. The sooner you can find some thing in
common with the other person, the sooner all the barriers
will disappear. Are you willing to take the time to discover
things you might have in common with an important client
or industry contact?
Post their information on your website or send it
out in your next client mailing.
You will help them gain visibility and credibility.
Ask them to speak at an event or training session
that your firm/company is hosting.
You will help them gain visibility in the right arena.
Invite them to a networking event where they might
enjoy meeting desirable contacts or prospects.
You will help them increase who they know.

December 2015 | www.smpmagazine.com.au

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