As I have learned through experience in selling, the likability factor must always come from you before you can attempt to sell anything to anybody. You need to be a competent salesperson, know your product but people must like you first. That can be achieved by reaching a commonality, the customer finding something approachable about you that will help engage them into what you are presenting or selling. It’s key.
You don’t necessarily need to be an extreme talker, you don’t need the gift of gab. That’s a myth. What is IMPORTANT is a good ear to listen. I can’t emphasize that enough. Let the customer do the talking. Let them feel important because they are. That way, you can afford them a reasonable solution to get them to their next step in life. Whatever they are looking to achieve by using your services do your best to make it happen. Deliver what you promise.
Never forget, it’s important to make sure the customer is front and center, on the phone or in person. Some folks may need to be catered to a different way. For the sake of technology, modernization and rapid-fire deliveries for the customer wanting things on the spot, it doesn’t hurt to slow down with some folks. Engage the customer in the conversation. You must ask them questions key to their situation. What are they looking to accomplish? When you have got their attention, then tell them about how you can add value to their life. Keep saying to yourself the sale will happen after their guard is down; after they trust you. The customer needs to know you have their best interest at heart. Then ask for the sale. Be bold, be clear. You will be in a better position to get to the close. The customer will be satisfied, you made the sale. Then what do you do, after the sale is closed with this client?
Salespeople don’t do enough follow up on their closed business which is a bread and butter source of leads which equals additional income. You can get back on the phone, email them, drop them a note or try using this fantastic Relationship Building tool that I use all the time, called Send Out Cards. Because there are a lot of things that customers remember you for, but they never forget how you made them feel. That's why these memorable tools are an excellent way to grow you business. They work!
This is not the fast pace, get it now kind of thing. We need to nurture our clients. This is another step into maintaining the clients you’ve worked for. There is no better feeling that a salesperson gets is when a past client gives them a referral. They believe in you and refer you more business. Yes, this system of snail mail marketing is old-fashioned way of doing business, but it works. Appreciation, gratitude, staying in touch, never go out of style.
People of all ages will appreciate using this system. I tend to believe even the millennial's will love the Send Out Cards for follow up and lead generation, as well. It’s a piggy back on the relationship building you’ve already done before. They like you, have already done business with you. You need to stay connected to them. It's a no-brainer.....Duh!
These wonderful cards are easy to use customizable and totally worth it. They actually cost less to produce and mail then buying a fancy card from the gift shop, pharmacy or Target. These cards were designed with Relationship Building in mind. They were started with gratitude and appreciation intended, always. This is a way to nurture and already established relationship that will engage you customer into be a client for life.
I have always been a "Thank you" note kind of gal. I believe that this system works. I have a passion for helping others strive whether it’s in my Real Estate career or in Relationship Building.
If you are one of those people; like me that have gotten very tired dealing with recorded voices on the phone, all the rude and impersonal ways of doing business, being robo-called, insistently emailed with BS, junk mail, being geo-texted by companies you don't know you etc. It's about time that some of us start thinking in doing business with a little more personal connections in mind. When we are connected by building relationships, our clients recognize the value thus creating stronger bonds in the marketplace. Wouldn't that make the World would a much happier place?
“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”
— Dale Carnegie