If you’re in sales, you’ve probably been told time and time again about the importance of creating a relationship with your clients. Most customers love to feel as if their experience was personalized and will be much more likely to return should they feel a genuine connection to the salesperson. In a world where authenticity is rare, how can you build meaningful relationships with your clients? How can you overcome the stigma of salespersons and prove to your customers that you have their best interests in mind?
Ask Sincere Questions
One proven way to create a trusted relationship with clients is by asking them sincere questions. Most individuals love being asked questions about themselves, especially when it comes to making important decisions. It will speak volumes about your intentions as a salesperson when you show your clients you are just as concerned about their wants and needs as they are. After you ask them a question, make sure you are sincerely listening as well. Offer them the validation and honest answers they need as they ask you their questions.
Find Common Interests
It is natural that, in your conversations with your clients, you may stray from the point of sale at times. In getting to know your customers, you may ask some more personal questions and hear about aspects of their lives. It is in these moments that you can find a common ground with them to circle back to later. Let’s say they mention their son plays baseball. You might be a huge baseball fan and might coach a team of your own. Use this common ground to establish a relationship with them. At the end of the sale, consider saying, “Maybe I’ll see you on the baseball field sometime! I look forward to talking with you more. Let me know if there’s anything you need in the meantime.” Establishing meaningful connections with individuals is the key to creating a lasting relationship.
Be Responsive
Your potential clients may not make a purchase from you upon their first time meeting you, but they will reach out to you if you made a good impression on them. While first impressions have a lot of weight, it is sometimes even more important to make sure your second and third impressions are just as good. The best way to do so is to ensure you are responsive to them. Make sure you are keeping a good eye on your email and phone and committing yourself to a quick response time. This will prove to your customers that you are committed to helping them through their buying process. Ultimately, your devotion to them will go a long way in establishing a meaningful relationship.