7.

Building Relationships

Ensure the customer

has an emotional
connection to your
company and you

1.

Show more interest in them

than in getting their money

2.

Constantly look to

3.

their work
Be authentic
communication

add value to

in your

Learn about what

makes their job

easier
promoted or
noticed by senior management

Find out how you can save them time

Find out what gets them

Provide industry insights based on

your work with other customers
Organize a lunch or dinner with

their

peers at other companies

Send a monthly email of key

articles related to their work

Competitive salaries, New blog posts,

etc.

Share your product

company direction

roadmap,

Address

service / quality issues

early

and outline plan to rectify

product limitations
and your plans to address them
Mention your

1.
2.
3.

You have to go drinking and

party with them
You have to make it worth
their while
Every meeting with the client
needs to be face-to-face

7. Building Relationships