Building Strong Relationships is Key to a Lasting Business

By Colin Sheehan, RCS Reporter.

You may have the brightest ideas and killer ambition, but do you know how to cultivate and maintain relationships?

Well-built relationships with customers, manufacturers, employees and business partners are essential for success. Like a personal relationship with a friend or relative, it is vital to develop and continuously nurture these business-related relationships over time.

Marianne Sumter, owner of Wil-Mar Products has excelled in the art of maintaining positive relationships. In a Roofing Road Trips podcast, Marianne talks about how her relationships with people has helped her sustain a successful business for more than 30 years.

“I find that having a good comfortable conversation with people is key,” said Marianne. “Sometimes they like to open up and then the next thing you know, you got yourself a nice new friend.”

Marianne and Heidi J. Ellsworth, RoofersCoffeeShop® partner, continued to discuss the influence of technology on sales and marketing and the negative implications they have on relationship building. COVID-19 has shifted how contractors interact with customers, which now takes place via phone call or through a virtual meeting platform. Regardless of how contractors and customers of manufacturers interact with customers, good relationship communication remains an essential element for all businesses.

“When I see somebody's name come up on my phone, that's calling me from ABC Supply or wherever they're calling from, and I know them, it just gives a little special spark to that phone call. And they love it also when you remember them, because I'm sure they talk to a lot of people. They're just an order giver and whatever. But I don't feel that way,” said Marianne.

A few key factors that help build positive relationships include:

• Use and remember names. Keep track of who’s who and write down the person’s name as well as their company or other significant descriptions that will help you remember them for future calls and meetings. 

• Connect on social media. Utilize platforms like LinkedIn, Instagram or Facebook to stay in contact with distributors, customers and other professionals. This also allows you to review some information about a person before a meeting or call.

• Show your appreciation. Always thank your customers and make sure your manufacturers, distributors and employees know you appreciate their hard work and cooperation.

The most successful organizations know that having deep rooted relationships with customers, manufacturers, distributors, employees and anyone else creates long-term success. Great customer relationships garner client loyalty and positive word-of-mouth referrals. Excellent relationships with manufacturers and distributors ensure that the materials you use and the products or services you offer continue smoothly. All of this leads to increased sales and business expansion.

Learn more about Wil-Mar Products in their RoofersCoffeeShop® Directory.