Build Better Relationships With Clients
In all types of business, and in good and bad economic conditions, the successful salesperson always has one main focus on their daily agenda – the customer. They know it’s much more cost-effective to sell more services to an existing client than to find new customers. Their client list is their most valuable asset. That is why it’s vitally important to build your relationships with clients not only to gain future sales and to gain valuable referrals but to also provide a great sense of satisfaction in your professional life.
We all know that prospecting and fishing for clients is the beginning of that all-important customer relationship, but the ultimate goal in the Sales Process is to Build Better Relationships with your clients. Successful client relationships are those where there is a feeling of relaxed, easy-going conversation and true bonding. That bond is usually referred to as having a rapport with the client. Your goal should be to develop that comfortable relationship with your clients – which generally will mean a win-win for all parties involved and a loyalty that will be hard to eradicate.
Customer loyalty is usually the direct result of customer service and on the relationship, you have with a client. This is where the circle of the Sales Process becomes complete. If you fail to make a client feel comfortable with you, then you won’t be able to get referrals from that client or even get the opportunity to continue to do business with them. It’s imperative to make your clients feel comfortable with you personally and professionally in order for them to trust you. All follow-up and customer service depends on your ability to build that rapport with your clients and gain their trust.
It’s not hard to realize when trust and rapport have been established, and when they haven’t. When two people have a rapport with one another they are open and honest. The conversation flows effortlessly from one topic to the next with nothing held in reserve. They make easy eye contact and have no sense of awkwardness with one another at all. There is no sign of the usual psychological “defense mechanisms” that we normally see at play when two people communicate. It looks stress-free and positive.
During our face-to-face communications, our message comes from our body language and vocal qualities. As we talk to others, we send visual nonverbal signals via various methods, such as how we stand, what we do with our hands, how much eye contact we make, and the speed of our gestures, and so on. At the same time, we also send auditory cues, which are referred to as vocal qualities. The pitch of your voice, the tempo which you speak, the cadence, and tonality are all vocal qualities. These types of body language and vocal quality cues tend to make a strong and immediate subconscious impression upon the people we talk with. With the right training and practice, you can become a master relationship builder and dominate your industry.
Learn more about Building Better Relationships with Clients and much more in our Sales Suite eLearning Course