Although there are a variety of sales methods in existence, they often feel unnatural.
Think about cold calling. Cold calling is difficult for both parties involved. It’s inconvenient for both you and the customer.
Relationship selling allows you to have a client focus. When you create positive relationships, both you and your customers win.
Here are five ways to become a relationship builder:
First, lead with value. Deliver value by solving a problem or making an introduction for your potential client. This shows them right away that you have something to offer.
Get permission to communicate with them frequently. After you’ve demonstrated value in some way, ask your potential client if they’d like to receive updates. This is a low-pressure way for them to stay in touch with you.
Be interesting. This is a simple yet effective way to be a relationship builder. Just as you enjoy being around interesting friends, your customer will want to spend time with you if you can be magnetic.
Share client success stories. Sharing stories helps clients understand the value that you provide. When you talk about previous clients you’ve helped, it gets people thinking about the value you can provide.
Lastly, continue to offer value. Check in with your clients every couple of months and ask them if they’re having any problems. If you can help them, you can strengthen your relationship.
Having a client focus allows you to develop a relationship built on solving problems, rather than on selling. This will take away a lot of the pain that comes from traditional sales methods, and will ensure that you develop a lasting partnership.
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