"If you want to increase sales you have to establish relationships with people who are potential new clients, and deepen your relationship with existing clients," says sales coach Cheryl Clausen.
Building relationships sounds easy enough on paper, but when it comes time to build a relationship with a complete stranger, what do you do? For some, this could bring back playground horror stories, so take a big breath and read on. Clausen has some tips for you to build strong relationships with new and existing clients - even if you were never the most popular kid on the playground!
"Your sales outcomes are directly impacted by that first connection and the follow-up connections you make with potential clients and existing clients," says Clausen. Here are her tips:
Relationships demand you be the real you. You can spot a phony instantly and you resent anyone trying to be someone or something they aren't. So think of how you can allow the people you connect with to get a feel for, or sense of who you are. Your values and beliefs...what's important to you. You don't want to ram it down their throats - just allow the real you to come through whether you're sending a sales letter, making a phone call, writing your newsletter, however you're making that first connection.
Sometimes fun can be viral. If you're going to hold a barbecue for a few friends anyway why not include a few clients and share photos of the event in your newsletter? They'll show their photo to their friends thus spreading the word about you. Why not allow them to bring a friend and invite all your clients so they can mingle with each other? After all, the more people who know you the better.
What if they each shared a story about you? And you included those stories in some of your marketing materials. What if you had a contest for the best story? When you allow them to share and contribute you exponentially increase your relationship. You make them feel important and you validate why they like and trust you. The ideas are endless...
Your clients don't want to work with a stiff shirt big company. They want you to be a real person who cares a whole lot about them and their outcomes. Allowing yourself to be a little vulnerable, and giving them a closer look at who you are makes you more trustworthy and trust-able. They just want you to be human because they want to connect with you if you'll just help them...
Try out Clausen's easy tips for building relationships, and let us know yours as well!
Cheryl Clausen, the Increase Sales Coach, works with clients in all areas of sales and marketing - to increase your sales. Learn more and discover the "7 Secrets Top Producers Know That You Can Put to Use in the Next 9 Days" at www.increasesalescoach.com
No comments:
Post a Comment