Advertising tactics are evolving before our eyes - from traditional methods of reciting what you do to individuals in under a minute to capture attention - to an online network of social media that reaches a vast audience. If your new business presentations consist of a traditional sales pitch, then ditch it NOW! Because now is the time to connect with natural, casual conversations. It purports the old adage that “it’s who you know, not what you know.” So aim to create business through basic, personal interactions, whether through family, friends, associates or your recreational activities. (Of course, you must be knowledgeable in your niche and able to produce what you preach.)

Most people don’t purchase products or services anyway, they buy trust. And potential clients need to feel assured before they invest in what you offer. You must connect on a modest, human level. Don’t get discouraged if this process takes time to develop, as does any healthy, long-term relationship.

Here are some key points to remember:

• Don’t use a sales pitch

• Converse on a casual level

• Ask questions to find out what you have in common - personally as well as professionally

• Do your homework: research the business of your potential customer, their target market and their competition

• Understand that it takes time to build supportive, trusting relationships, just as it does to create brands that support client’s goals

• Be active in your community

• Use a strategic balance of traditional and social media

So, ditch the sales pitch and embrace the philosophies of this new era of ‘individual revolution’, moving past 150 years of industrial and big company power. Discover the individual dynamics of small agency forces such as ours at Rice Reyes, and become a part of our social network!

What unique methods are you using to build relationships?