Tips on How Relationship Building Improves Sales by Ivy Slater

One of the greatest sales and marketing techniques is relationship building.

Sales is the cornerstone of longevity. If you're not selling, you are not going to be in a business long term.

Ivy's three I's of relationship building. Information, share information, Invite, Introduce.

Numbers tell the story

Ask yourself, "who are great referral sources for your business?"

Ivy wants to do business with people who are fun and with whom she has shared interests

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HOW RELATIONSHIP BUILDING IMPROVES SALES

Over time building relationships with people who are fun and have shared interests will help improve your sales

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Doug:                    Well, welcome back listeners to another episode of Real Marketing Real Fast. Today is a guest I've got joining me, Ivy Slater. Now I met Ivy at the New Media Summit in San Diego not too long ago and I'm super excited to have her on as a guest. She's a speaker, a strategist, an author and a coach. Ivy partners with her clients from large corporations to small businesses to create strong leadership, identify and implement a growth strategy for a long-lasting success. So, I like to welcome you to the podcast today.

Ivy Slater:            Thank you. Thank you, Doug, for having me. I'm excited to chat with you about this.

Doug:                    So, you have a really interesting background that starts in the printing industry and in direct mail. You live in one of the most beautiful places in the world, in New York City. So, was there anything that you like to add to your introduction or your bio that I may have missed?

Ivy Slater:            I got into the printing industry in the late '80s and I will say it was dominated by the boys. It was a men's club. I was not really welcomed to be very flat out honest. What I had the opportunity during those 20 years is I built a business while I was raising my kids and I really learned about different forms of marketing. It's not what I expected to go in to learn. I learned about marketing and I learned sales. It wasn’t what I signed up for and man today am I grateful for that experience.

Doug:                    Yeah, I mean those are just skills that transfer just across any business that you're in. Normally, I think when we talked a little bit when you talk about numbers is normally there's a problem in the company, it's really because they're not generating sales for whatever reason.

Ivy Slater:            Sales is the cornerstone of longevity. If you're not selling, you are not going to be in a business long term. Something that's the key generator of all businesses and it doesn’t matter what it is. Even when you're developing new business, if you're in the tech world, if you're the … you're developing an idea that has to eventually be able to establish a reason for somebody to buy it. The investors today and all these tech startups and incubators and I do some speaking for them is they have to be able to then sell their product to the investor. It's the first point of sale. When a company steadily growing, if you take your foot off the gas to peddle on the sales, how long are you actually going to retain a financial stability and financial success?

Doug:                    No, absolutely. So, is there a particular tactic or a breakthrough or some point you would like to share with our audience? I mean whether it's from your printing background or your sales or your coaching background where you've had some success with Ivy, your business or a client.