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Selecting The Right Virtual Partners
This week we're looking at ways virtual expansion can help your business grow.
You don't need to grow your business by adding people. Rather, you can partner with a few strategically aligned businesses to take advantage of more opportunities, present more capabilities and sell to bigger situations.
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TOP SHELF TIP NO. 40
"Our best thoughts come from others."
Ralph Waldo Emerson, American poet, lecturer and essayist. | |
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However, selecting the right virtual partners is crucial.
Following are some tips to building the most successful team.
Find Complementary People
It's best to find businesses of the same size as yours who offer services or products that are different, yet complement what you do. You want the buyer to see a logical connection between what you offer and what the other team members offer so you don't create a roadblock to the sales process.
For example, partner with a designer who you can help create the artwork for items you imprint. The designer should be committed to bringing you in to her projects, just as much as you are committed to using her for your projects.
Make It Mutual
Remember, a virtual team must create a two-way street that is mutually profitable. If you bring work to a strategically aligned partner, you should expect that person to equally involve you in appropriate business opportunities -- certainly not every day -- that's not a practical view. But the relationship should be mutually beneficial.
If the people you work with don't bring you in as often as you bring them in, find alternate resources.
Look For Greater Depth
I'm pretty good at what I do. But sometimes I'm so successful that I can't handle all the work I bring in. So I back myself up with additional writers who can jump onto a project.
Share Philosophies
You may not have noticed, but not everyone approaches work the same way you do. Some people treat customers differently. They are less responsive. They may not respect others as you do. Everyone's different.
But you must focus on the branding you've established for your business. That means anyone you align your business with must share some common attributes. Make sure your virtual partners work like you do -- otherwise clients may get upset, and drop you both.
Maintain The Mindset
Your goal is to demonstrate to customers that you are committed to partnering with them in any way that helps them do their jobs better. When you keep this customer first mindset, regardless of whether you get billable work today, you will develop a long-term relationship with that client.
Develop Trust
One of the biggest reasons people feel partnering with a competitor or complementary business is dangerous is the fear of losing. You can't afford to introduce your customer to another business, only to learn the customer has shifted loyalties to your partner's business. Therefore, it's essential you develop trusted relationships with any business you collaborate with to provide virtual expansion.
Make sure you're confident you won't lose work to a "friend." To reach this level of trust, you need to know the person, work closely and share business philosophies.
Virtual expansion helps many small businesses. Finding the right partners is crucial. Let these tips guide you in selecting the people who will bring your business new clients and greater profits.
Source: Roger A. Shapiro is president/creative director at Mitchell Rose, LLC, A Communications Consultancy. He is the author of Write Right, 26 Tips to Improve Your Writing Dramatically.
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