Lesson #3: Gain Customers Through Strategic Alliances
Many of the most successful small businesses ($100,000+) that I have worked with have become successful because they had access to the people that made the buying decisions. They gained that access because of strategic alliances.
A strategic alliance is a person that knows and trusts you and works with you to build your business by feeding referrals to you.
For example, in a printing company I own, I have strategic alliances with graphic artists, business consultants, bankers, copy shops, and even other printers that do not have the capabilities of high quality full color that I specialize in. When any of my strategic alliances are talking to one of their customers and they see a need for high quality printing, they refer them to me and give them one of my business cards. They then let me know of the referral and give me contact information so I can follow up. I, likewise, do the same for them with my customers or contacts that I feel need their services.
Some of the most successful businesses are started with strategic alliances already in place, which makes getting business easier and quicker. But even if you are a wall flower and don’t know a soul that you feel could help you with your business, there are specific ways you can go about meeting and establishing successful relationships with the strategic alliances you need.
In later posts I will discuss in detail how to find and use strategic alliances as a source of regular business.
Global Marketing Plus was started to help small businesses compete on the same level as large corporations but for a lot less expense.