Strong customer relationships drive sales, sustainability, and growth, especially in today’s economy. Companies that build and maintain excellent customer and client relationships lead the pack, whereas those that don’t put clients first fall off pace and, eventually, disappear completely.
It is no secret that customers are a company’s greatest asset and it costs much less to retain a current customer than it does to acquire a new one.
A lot of times, salespeople just want to get the sale, but that prospect just isn’t ready. As a salesperson, you have to make sure that it’s not just a smokescreen or if they’re just not ready. A lot of times, when you’re in that sales situation, you just want to hammer home until they make the sale. Buy or die, right?
In today’s world, most people are looking for that relationship. Somebody that they can know, like, and trust, and somebody for the long term. Every sale that I can think about is more than just a one-time sale. Even with a car or house. People are going to buy multiple cars or houses and have multiple transactions. It’s not just a one and done type of thing.
If you want to be in the business for a long time, then you need start building relationships with your prospects and current clientele. Think about how you’re going to create that relationship, first. The sale is the second thing.
Let me tell you a little story. When I was selling educational programs, there was a gentleman who ran a boot camp that was really interested, and really struggling. He had two struggling boot camps, and he just wasn’t sure if he could afford the program at the time. I stayed in contact with him and kept adding value. I said, “Hey, here’s this article that I thought you might be interested in.” or “Here’s a little tip that you might want to use.”
He started to implement the tips & tricks and see success, which created a lot of credibility. Finally, after about a year, he actually bought the program from me and has been an awesome referral source ever since. Because he was bought into it, we were able to keep a long-term relationship. I wasn’t just in it for the quick sale. It was all about the relationship. It was all about building trust and credibility, and ultimately, building that sale.
If you’re in that short-term mindset, get rid of it as quickly as possible and start thinking long-term. How are you going to nurture the prospects that are in your list?
Send me an email at TOM@TOMJACKOBS.COM and let’s chat about any questions regarding your business and how I might be able to help you learn how to build relationships and increase your sales!
