Human beings are social creatures. We strive to form meaningful and personal connections with others. Building rapport with others and nurturing friendships not only enriches our personal lives, but also makes our business relationships more rewarding. It is human nature to feel a strong desire to help a friend; We are constantly looking for ways to make our friends’ lives easier and more enjoyable. These same desires hold when it comes to business. When you have a good relationship with a business partner, the two of you are more likely to come to an agreement that is mutually beneficial.
Cultivating friendships with customers is essential to any successful sales representative. I’m not saying you and your customer should buy matching friendship bracelets and have sleepovers on the weekend, but connecting on a personal level will do wonders when it comes to increasing your customer’s level of trust in you. As a sales rep or distributor, you are more likely to convert a potential buyer into a satisfied customer if you can build rapport and inspire friendship. If the potential buyer likes you, he or she is more likely to trust that the product/service you are offering can really benefit them, believe that you are not trying to trick them with a price, and understand that you will be there. to help if something goes wrong in the future.
Inspiring trust and forming friendships with customers is sometimes easier said than done. However, there are some things you can do to help the process.
ask open questions
Engage potential customers and buyers with questions that will get them talking. This means asking questions that require more than a “yes” or “no” answer. You’re not conducting an interview, so don’t bombard the client with quick questions. Try to ask questions that spark discussion. Asking about current events is a great way to break tension early in the conversation. For example, if you’re talking to someone in Europe, ask if they followed the London Olympics this year or what they thought of the opening ceremony. Not only will this allow you to learn more about your client, but it will also give them the opportunity to learn a little more about you on a personal level.
Just for a minute, forget about the sale
Business is not always just about business. Ask questions and chat with your customer about things that have nothing to do with the sale. Things like birthdays, sports, movies, family, and holidays are good topics. Talking about things that are not related to work, sales, and business will put the customer at ease, as it shows that you have a vested interest and are looking to do more than just close a sale. This is a great tactic to use, especially if you are meeting a potential buyer for the first time.
don’t start a fight
Some topics are off limits. Don’t ask deeply personal and pleading questions. It is rude and will put your customer on the defensive. Also, never bring up a topic that is likely to spark an argument; stay away from religion, politics, scandals or current controversies. These are issues that people tend to feel strongly about and will go to great lengths to defend their position. Even if you make a statement about politics that you think is fairly innocuous, there is a chance that someone else will take offense or respond aggressively. Sales reps must be careful to ensure that a friendly conversation doesn’t lead to a discussion that costs the sale.
be observant
Try to learn a little about your customers’ interests. As a sales rep, you already know how to spot subtle cues and small details to help keep deals moving smoothly. Simply apply your observation skills to learn more about your customer and create new topics of conversation. Did you notice that this potential buyer has a sunglass tan even though it’s February? Maybe he just got back from vacation? Ask him if he has done anything fun lately. Or maybe you’ve noticed that his iPhone case has pictures of golf clubs on it. Why not tell a funny story about the last time you and your friends were in the country?
It’s not stalking, it’s investigation
Social networks are a great tool to learn more about the tastes and interests of customers. If they have their profile set to private, you can still see basic information that can give you valuable information and potential conversation starters. For example, if their profile picture is a picture of them posing with a family member, you can assume that family is very important to them. Asking questions about your spouse or children would be a great way to get them to open up. Or maybe they’re wearing an English rugby shirt. If so, ask them if they watched the game last weekend and what they thought of their team’s performance. reciting obscure details you learned from a client’s Facebook with setting off the stalker alarm and definitely coming off as creepy.
Take note
Building a relationship in the sales industry depends on taking the time to really pay attention, listen to what your customer has to say, and remember that information later. It can be difficult to remember specific details of a conversation that took place months ago. If you’re an independent sales rep with a large number of clients to keep track of, it may be impossible. Taking notes is a great way to keep track of what was discussed, as well as any relevant details of the conversation. Keep track of all this information in one place and organize it by person so it’s easy to add more details and references.
be genuine
It’s a sad truth, but the sales industry sometimes gets a bad rap. We all know the stereotype of a “typical” sales rep: slicked-back hair, bad suit, and disgustingly fake attempts to act like his best friend just to trick him into buying a lousy product. Don’t allow yourself to reinforce this negative bias against the sales industry. He absolutely must be interested in potential buyers, but make sure his interest is genuine. Never feign interest in something just because your customer is passionate about it. Eventually, it will become obvious that he is lying and once he loses a customer’s trust, it may be impossible to win it back.
Like all relationships, building a lasting business friendship will take time and effort. Little things like wishing your client a happy birthday or congratulating them on an anniversary will go a long way. Stay in touch with your customer, even after the sale is closed. Your attention will be appreciated and will keep you at the forefront of your customers’ minds. Who knows? Perhaps a previous client will provide you with your next referral and lead to your biggest sale yet.
