Customer relationships are the lifeblood of your business.It took me a long time to get my head around this concept. Here are ten things I've learned so far..Show up right and show up strongYour relationship with the customer begins in the very first moment that you make contact, not when they officially become a "customer" and buy..Relationship comes first, sale comes secondWhen you put the relationship first, the sale tends to take care of itself..Encourage reciprocationThe best way to have a customer as a friend is to be a friend. The friendship factor underlies all great success in sales. When you want to receive, be the first to give..Manage the customer's expectationsThe primary ingredient in every great relationship is consistency. Being inconsistent is the kiss of death to any relationship, business or otherwise..Give the customer your best deal, then accept the outcomeRelationships break down when you try to force, manipulate or pressure the other person into doing something that isn't in their best interests..Invest your energy carefullyYou can't build a relationship with everyone. Learn how to spot what non-buyers look like so you can eliminate them and focus on profitable customers..Leave the room better than you found itEvery customer interaction should leave them objectively better off than before. Authority figures add value in every interaction. .Your emotional state mattersEnthusiasm is infectious. And a lack of enthusiasm equally so. If the customer feels like you are tired, bored or doing the minimum, that energy will transfer into the relationship, telling your customer that you are not a winner. .Emotion + logic = $The best offers combine an airtight logical case and a compelling emotional case. This is how you rise to the top of your customer's to-do list. Your goal is to build life-long relationships with your ideal customers.
Customer relationships are the lifeblood of your business.It took me a long time to get my head around this concept. Here are ten things I've learned so far..Show up right and show up strongYour relationship with the customer begins in the very first moment that you make contact, not when they officially become a "customer" and buy..Relationship comes first, sale comes secondWhen you put the relationship first, the sale tends to take care of itself..Encourage reciprocationThe best way to have a customer as a friend is to be a friend. The friendship factor underlies all great success in sales. When you want to receive, be the first to give..Manage the customer's expectationsThe primary ingredient in every great relationship is consistency. Being inconsistent is the kiss of death to any relationship, business or otherwise..Give the customer your best deal, then accept the outcomeRelationships break down when you try to force, manipulate or pressure the other person into doing something that isn't in their best interests..Invest your energy carefullyYou can't build a relationship with everyone. Learn how to spot what non-buyers look like so you can eliminate them and focus on profitable customers..Leave the room better than you found itEvery customer interaction should leave them objectively better off than before. Authority figures add value in every interaction. .Your emotional state mattersEnthusiasm is infectious. And a lack of enthusiasm equally so. If the customer feels like you are tired, bored or doing the minimum, that energy will transfer into the relationship, telling your customer that you are not a winner. .Emotion + logic = $The best offers combine an airtight logical case and a compelling emotional case. This is how you rise to the top of your customer's to-do list. Your goal is to build life-long relationships with your ideal customers.
