14 August 2014

Clients are craziest creatures ever created, you are one of them too, however to build a strong relationship, a rewarding relationship with them you must be tactifully equiped- Mushcomms Business Solution on Transformation Hub trains and coaches on how to build a lifetime relationship with your clients

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1. Turn No into Maybe

Customers can be demanding. That shouldn’t stop you from selling. It’s only a matter of time before a customer asks you to sell something that you don’t already offer, but might be able to. Perhaps it’s variation on a product you offer or different delivery terms. Many salespeople become lazy and simply say no. Great salespeople will turn the no into a maybe. Work hard to determine costs so you can offer something. It’s then the customer’s choice whether he’s willing to pay for what he wants.

2. Realize Problems Are Good for Sales

Too many salespeople think a customer’s problem is going to cost them business. It will cost you business if you don’t handle the problem correctly. Never run from a problem. Acknowledge the problem without delay. Come to your customer with possible solutions. Describe your process to resolve the problem if you don’t have a solution. Information and communication are critical when your customers have a problem. They’ll remember your work to fix the problem after the problem is resolved. They’ll often forget about the problem.

3. Prove What You’re Worth

Talk is cheap. Great salespeople show their customers just how much they’ve helped reduce a cost, avoid a cost or increase revenue. Start keeping score on the value you bring your customers. You’ll be able to reference that value with future prospects and you make it difficult to lose business when customers realize just how much you’ve helped their business. Start by asking how your work has impacted your customer’s business. You just might be surprised that you’re worth more that you thought.

4. Be Easy to Work With

Do you even know how easy you are to work with? You can remove customer obstacles when you know what your customer experiences. Ask your customers what makes it difficult for them to work with you and resolve to improve your process. Basics like getting correct billing shouldn’t be a source of customer aggravation .

5. Give Them What They Want

Some customers will be forever loyal whether they see you or not. All they care about are on time deliveries and correct billing. Others want your help to implement programs and use your products to their fullest potential. Do you know which customer is which? You should. Develop the expectations for your working relationship right after the sale. That way you avoid disappointing your customer and losing business.