Connect with us


The One Relationship Strategy You Can Count on to Satisfy New and Existing Clients



customer relationships

Who doesn’t love new clients? They’re the lifeblood of your organization because they write your paycheck. More than any other time in history, today’s business climate demands solid working relationships. It’s not just a trend, it’s here to stay.

The fact is, when clients hire you, most start out with a healthy dose of skepticism. They may not show it, but it’s there because you’re an unproven entity to them.

What if you aren’t what they thought? What if they hired the wrong guy? How do they know you didn’t just present a great dog and pony show and now they’re about to find out your “true colors?” They’ve been burned by a bad relationship in the past and don’t want to repeat it.

Ironically it’s a good thing. Why? Because that’s not you. There are enough shady businessmen and women out there to create an abundance of opportunity for you. You’re the real deal, nothing snake oil about you.

The question is, how can you break through the clutter and prove to your client you’re not just another Schmoe? Here’s a golden nugget that will change everything. It’s a simple method I use to stand out in a bold way. I offer every new client my three “Count-Ons,” which are the key values that matter most to me.

What this means is a simple, two or three minute conversation, by phone or in person. As soon as a deal is struck and you know you’ll be working together, you have the following conversation with your new client.

  1. Express gratitude for doing business together.
  2. Tell your new client there are three specific things she can count on from you. I like working with a set of three; it’s a nice easy number we can wrap our minds around.
  3. List them one by one and explain what they mean to your client.
  4. Let your client know that if ever they question something in the relationship that they have your permission to address it directly.
  5. Follow it up in writing with an email and ask them to save it.
  6. Hold yourself to these standards.

“The way we communicate with others and with ourselves ultimately determines the quality of our lives.” – Tony Robbins

As an example, my three Count-Ons are: first, you can count on me to be dependable. From the initial phone call through the presentation and the follow up phone call, I’ll do what I say and I’ll say what I do. And I’ll do it in a professional manner.

Second, you can count on me to be honest and ethical. Even when it’s not in my best interest, you’ll always count on getting the truth from me in all transactions and financial matters.

And third, you can count on me to do my best. I’ll never give you anything but the best I’ve got. Whatever your needs are for working with me, I’ll do everything in my power to see that they are met.

You can present these either personally, or representing key values your company has. If you choose to implement this as a team, decide together what the three values are and get everyone on the same page to ensure brand consistency.

Imagine the impression you make on your client when you start off with a conversation like this. What a way to stand out! But even more important than the words is the way you say them. Say this with conviction, from your heart.

By articulating these values up front, you managing your client’s expectations, you plant the seeds for them to notice as you perform and set yourself up to be accountable for a higher level of performance. As we all know, when goals are measured, you’re much more likely to accomplish them.

Create your own set of “Count-Ons” and make them part of who you are. Keep them posted somewhere as a reminder of who you are at your core and what you’ve promised your clients and catch yourself before they do. Try it with your next onboarding call and notice the reaction from your client.

“You don’t build a business, you build people and then people build the business.” – Zig Ziglar

The last and final step is the most important. Make sure you deliver after you’ve promised. The promise alone is impressive, it’s bold and confident, it cuts through the clutter, it gets you started off on the right foot, but if you don’t back it up with action, the whole thing will backfire on you.

Business and marketing today are all about relationships and more than anything, clients crave trust.

How are you making sure your relationships are your priority in life? Comment below and let us know!

Matthew Wilson is an award-winning creative director, productivity geek, father of five and a partner and creative director at a Phoenix-based advertising agency. He is also a consultant, speaker and creator/founder of, the market’s simplest goal setting system, using daily goal cards to help achievers focus on what's most important. More information can be found at To order a free 15-day set of cards, visit this link - 3x5 Cards.

Click to comment

Leave a Reply

Your email address will not be published. Required fields are marked *


Why Entrepreneurial Innovation Matters More Than Ever

Innovation and disruption are a key part of thought leadership online. But most online business owners today are blinded by tactics



Image Credit: Unsplash

Innovation is a topic often discussed in software applications, app development, and the world of tech. However; you don’t hear it as much in the online business space, particularly among service providers. But innovation is the lifeblood of market leadership.  (more…)

Continue Reading


How to Lose a Team in 10 Days: Are You a True Leader?

The dichotomy between good leadership and poor leadership is that you are either showing up for your people or expecting your people to show up for you.



Image Credit: Unsplash

“If you don’t like working here, I’m not going to force any of you to stay. Put in your transfer or resignation papers and I will sign them today and you can go work someplace else.” (more…)

Continue Reading


How You Can Start Networking in Style in 2023

By investing your time and effort in networking, you will gain more business through the relationships you make



Image Credit: Unsplash

Are you completely new to networking?

Then this article is a great place to start. Networking isn’t hard on paper…you go along to online and in-person meetings, make new connections and build relationships, and those relationships lead to more work so you can grow your business! The challenge is that in reality, it isn’t quite so straightforward, as our emotions get involved and make things much tougher.

It’s incredibly common for nerves to creep in and to feel overwhelmed and apprehensive when it comes to networking – even when it isn’t new to you. But how can you become more successful at it, feel less self-conscious, and make networking work for you and your business?

Here’s a few tips to help you embrace every business networking opportunity you get, so you can grow your business and achieve your goals.

Rock up with confidence

If you want to keep those nerves at bay and ooze confidence at networking get-togethers, you’ll need to downplay it rather than seeing it as a big occasion. Try not to put pressure on yourself and see it as a casual meet-up with a bunch of people with similar goals to you. To help you relax in the run-up to the event, be sure to set achievable goals and expectations before you go.

Keep your chin up and your goals in mind – positivity is key. One easy goal for your first networking meeting is very simply to speak to one other person and see where the conversation goes. Introduce yourself and your business, but take the time to listen to their story, too. It’ll only take a few minutes and will be over before you know it, so it’s nothing to fear. You may even enjoy it and want to speak to a few more people, too!

“You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.” – Dale Carnegie

Where to go networking

If you’ve never been networking before, it might not be very easy to find a group – but only because there’s so much choice and you don’t know where to start your search! Groups come in different sizes and styles, so it’s important to find one that suits you and your business. Informal, formal, big, small… the choice is yours.

For your first meeting, start small to ease yourself in – a big group could prove too daunting, and stop you from feeling comfortable enough to get involved. After all, you want to make a strong first impression!

If you’re wondering which group to opt for in the long-term, give a few a go! Get a feel for them, speak to as many people as you can, and see which one suits! You’ll know when a group feels right for you, and you can see where those all-important relationships are most likely to be built. If a group doesn’t feel like the right for you, give a different one a go.

Get more leads and referrals

This will happen for you, as long as you put the effort into building those relationships. If you take the time to get to know people, and then check in with them and support them, they’ll see you as a trustworthy and reliable contact who they can call on. And when they feel that way, those leads and referrals you’re looking for will come a-knocking.

Once you’ve made relationships with people who you trust, and they’ve had a positive experience working with you, you can even ask for referrals! But don’t rush this, as you don’t want to inadvertently push people away or try and force the relationship along too quickly.

When you do get an opportunity to work with someone you’ve met at a networking group, go above and beyond to offer more value than they’re expecting, as then, they’ll be much more likely recommend you and introduce you to more of their contacts!

Grow your business

By investing your time and effort in networking, you will gain more business through the relationships you make, and you will be able to grow your business.

We know that it’s not easy, going networking for the very first time. And that’s why we want to give you all the advice and tools that you need so you can walk in with confidence and make the most of the opportunity.

2023 is just around the corner, and you have the chance to make it the year you make networking work for your business. And the benefits could be incredibly amazing for your business, just like they have been for ours, and many business owners we have worked with over the years.

Continue Reading


5 Keys to Building a Valuable Business

There are so many reasons to start a business. The freedom, the flexibility, and the control may be appealing.



Image Credit: Unsplash

There are so many reasons to start a business. The freedom, the flexibility, and the control may be appealing. Or the chance to make money doing something you truly love and the ability to be your own boss and set your own hours.  (more…)

Continue Reading