We’ve all heard that customers will buy from those they like. Have you invested time in getting to know your customers? Are you slowing down the buying process to show your customers that you care about them? Or do you come in with both guns loaded and firing questions to get your customer to buy. Spending time getting to know what their goals and concerns are will truly pay off. Not only are business relationships based on friendships but they are kept due to friendships.
Think about your best customers. How did they become your best customers? Chances are you’ve taken the time to build a good relationship with them. You probably know their spouse’s and children’s names, maybe even the name of their dog. We typically know a lot about our friends-- doesn’t it make sense to know about the people who are buying from us, too? If you’re friends with your best customer, they tend to trust you and don’t question your pricing and quality of work. And, if a mistake should happen, they typically will be more forgiving.
Biggest benefit to being your customers’ friend? Your competition can’t get in! Next time you think, “I don’t have the time to spend getting to know my customer,” keep in mind that your competition would love to take the time. Keep in touch with your customers, even if you know they’re not ready to make another purchase. If you’ve made that effort, you’ll be the one they call when it is time.
Getting to know your customers better means investing time. Don’t give them tickets to a function and NOT go with the customer. Invite them to go with you-- spending a few quality hours in a fun atmosphere is a great way to get to know your customer.
Find out what your clients likes and dislikes are. Does your client love chocolate? Locate an establishment where you can talk and enjoy sampling chocolates. Does your client love Thai food? Find the best Thai restaurant in town. When someone takes the extra time to plan something special for you, how does it make you feel? Your client will feel the same way!
Focus on the relationship and the sale will come!
Roula Crews is the President & Sales Specialist of Hi-Impact Sales & Marketing Solutions, Inc.
