When you connect with a customer, you build trust.
And as I’m sure you can imagine,trust is important when you’re buying something.
And really, trust is the foundation of any long-term relationship.
So your ability to build a connection with your customer and build it fast will determine not only if you get that sale,but also if you keep that customer for life.
So how do you start to build that relationship?
Or let’s walk it back one more step to how do you connect with a customer?
Well, you have to get to know them, really know them,and that can be tough when you don’t have a lot of time with them.
So here are four tips to help you build connection with a customer
Number one, drop the sales pitch
Stop worrying about how you’re gonna open the call or get in the door
Stop focusing on how you position your products as something your customers would want to buy.
In other words, stop thinking about your goals – that’s tip 2
Remember, you can’t fully sell a product or a service to a customer until you know them.
Yes, you may get them to purchase a product from you to address an urgent need,but you’ll miss out on a real sales relationship and a lot of lifetime value if you don’t get to know their world.
Okay, here’s tip three – Forget about closing the sale
Yes, that’s right, forget about it.
When we lose sales,it’s often at the very beginning of the sales process and we don’t even realize it and it happens because we’re thinking about the close,focusing on how to get the customer to buy our product and our customers can feel it.
Instead, try to find out if you’re really the right salesperson for their needs.
Invest the time to learn if you have the solutions that can help.
And don’t be shy about giving them a referral.Your customer and the person
to whom you referred them will appreciate it so that’s just good karma.
Okay, here it is, the last tip.
Tip four, be one step ahead.
Part of being a sales consultant is not only identifying your customer’s problems through a needs assessment,but bringing them solutions
they didn’t even know existed.
If you know your customer’s world and you’re focused on helping them long term,you can be one step ahead of their needs and give them that proactive experience every customer loves.
The challenge with building connection and relationship is it takes time.
It’s a lot of small subtle interactions that add up,but our customers do feel the impact when we make an effort and they feel it even more so when we don’t.