June 06, 2022 by Clawdia
What Turns Contacts Into Contracts
Hi, everyone, I am Vardit. I am the CEO of ClawdiaAI.
Thank you Clawdia for hosting me on your blog 🙂
I was a lawyer for the past 10 years before founding Clawdia and I helped many startups and SMBs. As a lawyer, I’ve overseen hundreds of deals and business affairs of all kinds and sizes.
So, what did I learn?
In all the years I have been involved in hundreds of such deals and transactions, I have noticed that there is one secret ingredient that impacts everything you do. And this same ingredient (or component) actually determines whether the deal will be closed. One of the most interesting things about this particular component is that not many people think about it at all and are not even aware of its importance.
It is a game-changer.
But what is it exactly?
We are talking about the R-component.
Did you ever stop to think about the only difference between a “contact” and a “contract”?
That’s the letter R, isn’t it?
What’s the meaning of R?
The R stands for Relationship!
It is the human factor, the human component that makes the difference.
It is one of the most important and critical factors in the process of converting contacts into contRacts.
It’s the relationships you form, ideally friendly and comfortable, with the other party. If you still think that you’re a B2C or B2B company, I have some news for you. Regardless of which field or industry we work in, and no matter what we do, we are all managing P2P projects, which stands for Person-to-Person. Personally, I am against the well-known statement that “Business is business, it’s not personal.” I am among those who truly believe that “Everything about business is personal.”
Regardless of whether it’s your end-user (B2C) or the person leading the project on behalf of the company he represents (B2B), people do business and close deals only (!) with people they respect, trust, and like.
The reason for this is because I believe that one of the most important tools we, as entrepreneurs, have at our disposal is our superpower – our personal skills, our ability to create a good vibe, and a good connection with others. This is the ability to establish, nurture, and maintain good, sincere, long-term quality relationships with our business environment. These are relationships that are built on trust, mutual respect, and appreciation. It is only on the basis of such a foundation that a willingness to manage deals and create something bigger can be achieved and further developed.
Therefore, you’ll have the most success if you can create good interpersonal relationships with and within your business environment.
What can you do to make it happen?
I guess it’s a science.
Okay, on the fly, let me suggest that this science is divided into two parts:
First – just be nice
Be sincere, be authentic, and be pleasant to others as much as you can. You should respect other people, show empathy toward them, and try to help them if you can. Even if you get nothing out of it, treat others as you would like to be treated yourself. Lastly, but most importantly – be fair and honest to the other party, because if you fail at this, no matter how beneficial the deal is to the other party if she or he does not feel comfortable and secure, I can almost guarantee that the deal will not be concluded. (Try looking at it from a different perspective: would you close a deal that looked profitable and worth doing if the other party is untrustworthy?)
Second – expand your network
You should always be looking for ways to widen and enhance your network circles. Because, believe me, if you spend all your days in the company of your computer and do not invest time and effort in nourishing and nurturing your network, you will not get far.
Our network is one of the most important assets that we develop during our entrepreneurial lifetime, and it is our network that will lead us to business growth, development, and new opportunities.
Now, look – I realize that forming good relationships with our environment comes naturally for some of you, while it becomes a challenge for others. 🙂
But hey, the first thing about being an entrepreneur means doing what’s necessary to succeed, no excuses.
Besides, if you are one of those shy hiding people and engaging in small talk with strangers turns into “mission impossible,” I have good news for you. Small talk is a skill that can be acquired. You can definitely develop and further perfect it. The more you practice it, the more natural it becomes. You will see how people and good things start to gravitate toward you.
So try to step outside your comfort zone. Try interacting with new people and write me back on how it was at firstname.lastname@example.org.
YouRs (with an R),
CEO at ClawdiaAI
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