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July 22, 2015

How to Build Value in Your Customer Relationships

Communication

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The goal of every successful salesman is to turn leads into customers and customers into long-term relationships. This may come naturally to some, but to most, it is an ongoing effort. The key is in the baby steps. Give your customers multiple opportunities to “win” along the way. Throughout the customer lifecycle, make sure you appreciate and engage your customers every step of the way. If you can make your customers feel special and appreciated from the beginning, they will continue to reward you with their loyalty.

Make Them Feel Like They Are Winning From the Start

Everyone wants to feel like they are “winning” something, especially in sales. Whether it is a good deal, inside information, or a product that can solve their problems, customers want to feel like they have come out on top. You can provide them with winning situations right from the first pitch. Do this by leading with how your product or service benefits them, instead of leading with information about your company. Your customers are probably busy; they will be more interested in hearing how your product makes them the winner, right from the beginning.

Let Them Win During the Sell

One of the easiest ways to let your customers know they are appreciated is to offer them free perks. If they buy your product, can you offer free shipping? How about discounted upgrades? Send them a “care package” of product samples; this is good for marketing and building relationships. If you give your customers little free perks like this every time they do business with you, they are likely to continue to buy from you in the future.

Let Them Win Upon Fulfillment

Now that you have made the pitch and closed the sale, you can stop worrying about all this “winning” stuff, right? Well, not if you want to build a long-term relationship. Details are essential. Why not hand-deliver the product they ordered? Or make personalized thank you cards to send along with the package? Use your personality and creativity to come up with unique ways to say thank you for every order.

Get to Know Your Customers for a Winning Relationship 

Your customers want to feel special. Pay attention to their likes and dislikes. Know their family’s names. Send them a card or gift at Christmastime or a welcome package if they move to a new home. Invite your favorite customers to industry inside events, like a luncheon at your office or a company baseball game. Basically, treat your customers like you would a friend. These little efforts to get to know them will make them feel greatly appreciated. And when customers feel appreciated and close with you, they will be loyal to your company.

 

Sources:

http://www.entrepreneur.com/article/248275

http://www.entrepreneur.com/article/246505

http://www.fortunegroup.com.au/creating-value-for-customers

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