Episode 16: The Key to Building Fast: Relationships

Links:Free Training: 4-Step Framework to Build and Sell Profitable PD - https://www.jennkleiber.com/ppf-registrationIG: www.instagram.com/jenn_kleiberEducation Consultant Accelerator: https://www.jennkleiber.com/ECAShownotes:The vast majority of your business the first 5 years (and maybe longer - depending on how you want to build your business model) will be from your warm market - people you already know. People that don’t care about your brand. People that will respond to a text message in a heartbeat but never open one of your newsletters.So what does this look like - We ask questions. Harvard researchers found when using an MRI, that questions that asked participants to disclose their opinions increased neural activity in the areas of the brain associated with reward and pleasure. What does this mean? People like to be heard. And when we can sit down in front of an administrator, and instead of give information or even give solutions, but ask questions - give them the opportunity to share their voice and their thoughts on what’s going on in the trenches where they spend every day, they like it. And they like the conversation. We listen. We empathize and we take notes. We connect. Whether it be on a personal or professional level of both - look for ways to make authentic connections. It’s not just about booking the dates. Be authentic and don’t waste their time, but if you walk in and they have a picture of your favorite place on their wall, or you notice you went to the same college, or they have pics of their kids and you have kids about that age, make a connection. If you already know them, ask them about their family, or how they’re doing. And listen.We follow up. We ask for feedback. We thank them for their time or inviting us to their campus.We check in. Now this is different then following up. If you are doing a long-term contract, you want to check in throughout the work. Be transparent. Maybe you’re in a period of time where you’re not working with them - check in! Authentically! If they are local, set up a quick meeting, take them their favorite drink and just check-in. No sales call. Just a check in. Or a Starbucks gift card and say Coffee on me.We ask for testimonies and referrals. We leverage their relationships with our relationship. I know this may not seem like a comfortable thing to do, but have a system where you send a short survey that asks for feedback, asks if you can use the testimony, and asks for a referral. You can even give a referral incentive if that feels good to you.The bottom line is this - you will not build and scale your education consultant business by only sitting behind a computer.