February '21

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Page 18 of 102

1 4 G R A P H I C S P R O F E B R U A R Y 2 0 2 1 G R A P H I C S - P R O. C O M them. It pays to be seen, and it pays to take network- ing a step further and get to know your candidates for long term relationships. For many years, at every one of our local net- working events, I would see "Johnny Cash." John was a talented and successful money manager who handed out play money with his picture and busi- ness information on the bills to his prospects. He worked at being a good friend to his entire profes- sional network. His visibility and the power of his network allowed him access to many great business opportunities. But John didn't stop at handing out cards and shaking hands. His goal was to build solid relation- ships that went far beyond generic introductions. Word of mouth from John's customers confirmed that his attention to their needs went above and beyond servicing their fund management. He de- veloped real friendships with his clients that went much further than sending cards at birthdays and holidays. John got involved with their favorite charities. One could find him working a registration desk for their fundraisers or on the cleanup committee after a special event. His personal involvement took his business relationships beyond getting a signature on the dotted line. Relationship building goes beyond the business card exchange, especially in the current COVID-19 pandemic situation. It's cultivating connections that can help with who, where, and what information; introductions; or things you need when you ask. It's creating links that are abundant, diverse, and wide reaching.

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