If you’ve been in business for a long time then you probably have more than a fair share of stories you can tell about interactions with customers, both the good and the bad.
When working with current customers, trying to attract new customers, or just prospecting, there are a few things to keep in mind to help get the sale.
1. Customers are human beings; treat them that way
The Golden Rule is as true in business as in everyday life. Treat people the way you want to be treated. Being hospitable should be practiced not just preached. Be polite and on time.
2. Don’t make promises you can’t keep
Broken or unfulfilled promises will always hurt the relationship. Setting up a deadline, returning a phone call is not difficult, but it is up to you to think about all the possible and unforeseen circumstances that can happen before you give a deadline or promise to return a phone call. Once the promise is made: You MUST keep it!
3. Be professional
You are here to meet the customer’s needs. Have the project presentation ready on time. Make sure to outline all the benefits and problems. Have solutions to all the possible problems, or willing to find the solutions. Mistakes and unforeseen events can occur, but it is up to you to do the best job for your customer.
4. You are the expert
If your customer is going in the wrong direction it is up to you to make them aware of the mistake they may be making. You will not try to prove them wrong (ever), but help them understand the potential problem they are facing or the situation they may find themselves in. Your customer may or may not take your advice, but he will listen to you and take into consideration your recommendations if you show them the way in a kind and gentle manner.
So remember, the goal here is to gain your customer’s confidence and trust.
You don’t want to make them angry or make them leave. You want them to come back, and bring in more business and potentially more customers as well.