As I look at my list I'm reminded that it is important to build relationships with the right people and companies regardless of their buying time. I think that we forget this at times, well at least I know I am guilty. If a potential client doesn't buy today we unfortunately drop them like a hot potato rather than continue to nurture that relationship into fruition.
Am I the only one guilty of doing this? I've read your emails, so I don't think so.
To nurture these relationships until the point of sale, I've developed tips that I believe will work. They don't take much time, but I do believe they will get results.
- Tip 1. Companies don't buy the people do. Have you lost your human touch? If so, it's time to get it back. Make a phone call, send a card or take just a few moments to send an email to see how they are.
- Tip 2. Be an advisor not a salesperson. A trusted advisor will always win more sales than a hard-core salesperson.
- Tip 3. Is your customer here today and gone tomorrow? Let me give you a new way of thinking. A customer is for life. Are you willing to invest what it takes to get their business?
- Tip 4. It isn't just the first impression that counts. It's every impression that you make. Be consistent always.
- Tip 5. Be personable. Your clients should want to talk to you - if they don't you might be trying to hard to get the sale rather than develop the relationship. If they are dodging your calls or not answering your emails you may want to evaluate your approach.
Nurturing relationships reminds me of dating. If we take our "dates" for granted eventually they will replace us with someone who doesn't. Let me encourage you to evaluate your courting relationship with your clients.
If you were courting you and getting the treatment you are giving them would you continue? If so, keep doing what you are doing - if not it's time to make changes today.
