From our experience with small producers, focus on this important aspect of growing and managing a business often lags behind other areas of concern. It is also our view ( given that a product demonstrates certain market potential), that neglecting to develop a positive relationship with your client is more often than not, the main reason behind a product’s failure to succeed.
Why are we friends?
Understand why your client is interested in your product. Don’t assume your product is unique!
Value the relationship more than you value your product. People not objects make things happen!
Chances are your client knows what they are looking for. This is a win-win situation but remember: people like to work with people they like.
A client in need is a friend indeed!
Don’t let your enthusiasm for your own product outweigh your client’s cautious optimism.
Friendship is for life so try to think long-term, rather than focusing on short-term gain. People build and develop businesses over time.
Be thankful that your client has decided to invest in you.
We have a new client!
From the first trade that you conduct with your new client, both of you will have to invest resources to introduce and launch your product to market. Where there is a price, be prepared and expect that there is always a cost!
Listen to what your client is proposing and don’t let your enthusiasm cloud your vision. It’s early days and there is a lot that needs to happen before the celebrations can begin.
Chances are there is very little that you will know about your new potential partner, and their market. Keep your expectations to a minimum. Any step forward is a step in the right direction!
Never forget: A good friend is more important than in an important stranger!
A committed individual investing and giving you a 100% is your most valuable asset. Don’t lose your hard to find friends!
Do all you can to support your client; having limited resources is no excuse!
Transparency is the best policy so be honest about your constraints from the beginning. It’s a long way to the top and people generally don’t like surprises!
TIP – Don’t try to burden your client with your problems; chances are they have their own headaches. Focus on making money with them, and not at their expense.
