4 Keys to Connecting with Your Customers
As we have discussed several times before, sales is about building relationships. A long and lasting relationship with a loyal customer will ensure steady business and profits for life. In order to nurture these relationships, you need to connect with your customers first.
WHO ARE THEY?
Before you begin the sales process, you spend a lot of time targeting the right prospects. Look at all possible demographics. Their age, location, what they do, their likes, dislikes, where they hang out- both online and offline. In order to build a great business relationship, it helps to connect with your customers on a personal level as well. Little things like talking about a common interest or sharing a magazine article they may find useful goes a long way in sparking a connection.
WHAT ARE THEIR HOT BUTTONS?
While selling, you examine what the customers’ hot buttons are and accordingly, talk about the benefits of your product in relation to those hot buttons. Similarly, see what motivates them and keeps them up at night. As cliched as it sounds- the prospect’s pain is your gain, as long as you present them with a workable solution. Delve deeper into the issues they are facing and make the connection by demonstrating how you can improve their situation.
BE RESPONSIVE & RESPONSIBLE
Building a relationship and nurturing connections is a two-way process. This means that you need to be available to your prospects and customers when they need you, and not just when you need to learn something from them. Being responsive is easy when things are running smoothly and there are no hurdles. When things get difficult, you need to be on-call and available to resolve the issue. When you are constantly communicating with your customers, even in times of duress, they will be more receptive to your ideas and solutions in general.
The only way to move ahead is to make more connections! Instead of dealing with just one decision maker, develop numerous relationships at different levels throughout your customers’ organizations. When you talk to more people, you develop a web of influence.