Many people believe that sales is all about relationships. I think that's true, but I don't think that you are more likely to sell something because you have a relationship with the prospect...I think that many times, a good relationship is developed AFTER you sell them something and they see that you've added value to their lives. You've either made them look good by offering a terrific solution in your product or service, you've saved their company money or you solved a problem they didn't even know they had. Once you perform well and become a trusted partner, a better relationship develops.
Maintaining relationships takes effort. On a professional level, when I find someone that is great to work with, can make a decision and defend it to management, is willing to hear a new idea or try something that isn't "the way they've always done it", I try hard to hang on to them. Many clients and I have worked together through many company changes - theirs and mine! And many clients have become more like "business friends" and we've stayed in touch even when we no longer work together. I have several examples of working with a business contact with 15+ years between projects, simply because we've stayed in touch and know how we might be able to help each other.
So what's my point?
1) don't burn your bridges. You never know when someone will move to a new company and might be in the market for your product or service - or might be a supplier to you someday. (Potential customers: you can't buy from everyone but when you're NOT going to use someone, don't be a dick about it and don't waste their time. Tell them "no" politely and move on.)
2) most people are genuinely happy to help. When you do find yourself looking for work, use your contacts - that's the purpose of your professional network and virtual tools like LinkedIn. Ask for help when you need it and offer help to others when the opportunity arises.
3) make the effort to stay connected. Send a note of congratulations when you see someone has been promoted or recognized for excellence; comment on a LinkedIn or Facebook post; invite someone you haven't seen in a long time for coffee just to catch up.
The most valuable business asset you have may be your network. The best sales lead you can get is a referral and these are most likely to come from those for whom you've done well and are developing a trusted business relationship.
