When we talk about building relationships in business, we often start from the outset by looking at the end point. The end result of that relationship.
That might be a sale.
It might be a referral.
It might be nothing at the time.
But we never really talk about the process.
And, that process is really built on a bunch of next logical steps.
You go from unknown to maybe engaging.
From engaging, you may go to a conversation.
From a conversation, maybe you have a meeting.
On and on and on.
But the key is to take the next logical step together.