Technology

7 ways to build a relationship with customers

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Human beings are social creatures. We live to form meaningful personal connections with others. Establishing a good relationship with others and fostering friendships not only enriches our personal lives, but also makes our business relationships more rewarding. It is part of human nature to feel a strong desire to help a friend; We are constantly looking for ways to make our friends’ lives easier and more enjoyable. These same wishes carry over when it comes to business. When you have a good relationship with a business partner, the two of you are more likely to come to an agreement that is mutually beneficial.

Cultivating friendship with customers is essential for any successful sales representative. I’m not saying you and your client should buy matching friendship bracelets and have sleepovers on the weekend, but connecting on a personal level will do wonders when it comes to increasing the level of trust your client has in you, a sales representative or distributor, you are more likely to turn a potential buyer into a satisfied customer if you can build rapport and inspire friendship. If the potential buyer likes you, they are more likely to trust that the product / service you are offering can really benefit them, believe that you are not trying to cheat them with the price, and understand that you will be there. to help if something goes wrong in the future.

Inspiring trust and building friendships with clients is sometimes easier said than done. However, there are a few things you can do to help the process.

Ask open questions

Engage potential customers and buyers with questions that get them talking. This means asking questions that require more than a “yes” or “no” answer. You are not conducting an interview, so do not bombard the client with quick questions. Try to ask questions that spark an argument. Asking about current events is a great way to break the tension at the beginning of the conversation. For example, if you are talking to someone in Europe, ask them if they followed the London Olympics this year or what they thought of the opening ceremony. Not only will this allow you to learn more about your client, but it will also give them the opportunity to learn a little more about you on a personal level.

Just for a minute, forget about the sale

Business is not always just about business. Ask questions and chat with your customer about things that have nothing to do with the sale. Things like birthdays, sports, movies, family, and holidays are good subjects. Talking about things that are not related to work, sales, and business will make the customer feel comfortable because it shows that you are taking a personal interest and looking to do more than just close a sale. This is a great tactic to use, especially if you are meeting a potential buyer for the first time.

Don’t start a fight

Certain topics are off limits. Don’t ask deeply personal and nosy questions. It is rude and will put your client on the defensive. Also, never bring up a topic that could spark an argument; Stay away from current religion, politics, scandals, or controversies. These are issues that people tend to feel very strongly about and they will do their best to defend their position. Even if you make a statement about politics that you think is innocuous enough, there is a chance that someone else will take offense or respond aggressively. Sales reps need to be careful to ensure that a friendly conversation doesn’t ignite a debate that costs you the sale.

Be an observer

Try to learn a little about your clients’ interests. As a sales rep, you already know how to pick up subtle signals and small details to help negotiations move smoothly. Just apply your observation skills to learn more about your customer and create new conversations to start. Did you notice that this potential buyer has tanned sunglasses even though it’s February? Maybe you just got back from vacation? Ask him if he’s been up to anything fun lately. Or you may notice that your iPhone case has pictures of golf clubs. Why not mention a humorous story about the last time you and your friends were in the course?

It’s not stalking, it’s research

Social media is a great tool to learn more about customer tastes and interests. If you have your profile set to private, you can still see basic information that can give you valuable information and possible conversation starters. For example, if your profile picture is a picture of them posing with a family member, you may assume that family is very important to them. Asking questions about your spouse or children would be a great way to get them to open up. Or maybe they are wearing an English rugby shirt. If so, ask them if they watched the game last weekend and what they thought of their team’s performance. reciting dark details you learned on Facebook from a stalker alarm client and you definitely turned out creepy.

Take note

Building a relationship in the sales industry depends on taking the time to really pay attention, listen to what your customer has to say, and remember that information later. It can be difficult to remember specific details from a conversation that took place months ago. If you are an independent sales representative with a large number of clients to follow up, it may be impossible. Taking notes is a great way to keep track of what was discussed, as well as the relevant details of the conversation. Keep track of all this information in one place and organize it by person so it’s easy to add more details and references.

Be genuine

It’s a sad truth, but the sales industry sometimes gets a bad rap. We all know the stereotype of a “typical” sales rep: slicked-back hair, bad suit, and disgustingly fake attempts to act like your best friend only to trick you into buying a lousy product. Don’t allow yourself to reinforce this negative bias against the sales industry. You absolutely must be interested in potential buyers, but make sure their interest is genuine. Never feign interest in something just because your client is passionate about it. Over time, it will become apparent that you are lying, and once you lose a customer’s trust, it may be impossible to regain it.

Like all relationships, building a lasting business friendship will take time and effort. Little things, like wishing your client a happy birthday or congratulating them on an anniversary, will go a long way. Stay in touch with your customer, even after the sale is closed. Your attention will be appreciated and will keep you at the forefront of your clients’ minds. Who knows? Maybe a previous customer will provide you with your next referral and take you to the biggest sale yet.

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