Attract the Right Job Or Clientele:
Do You Include These Elements for Encouraging Client Loyalty?
Admittedly, gaining experience working in the corporate sales environment was a huge advantage. I quickly realized the necessary elements for encouraging client loyalty, and the knowledge enabled my entrepreneurial endeavors.
Upon attempting to work with service providers on a personal level, both individuals and larger companies, it is apparent that better sales training needs to be added to their delivery. The missing elements have me reaching out to make necessary inquiries.
Today’s episodes raise the question, ‘do you include these elements for encouraging client loyalty?’
Many of us have learned over the years that to sell well and be successful in Business, it is necessary to speak to the prospect’s needs, wants, and desires. And it is wise to do the same for employee retention to do their best work.
The typical talking over people serves no one except recruiters eager to help a person find the next job. Aretha Franklin said it best, ‘All I want is a little respect.’ No matter who we encounter, kindness and respect sell better than any formal sales strategy.
First and foremost on a prospect’s mind is the question, ‘do I want to do business with this person?’ Giving respect is the first step to earning a ‘yes’ to the question. Equally important, the giving returns the favor plus encourages others to learn more about us. Both respect and encouraging client loyalty are ongoing processes of significant importance.
Some may wonder, aren’t being timely and punctual the same? In a broader sense, the answer is yes, but there are also differences.
Being timely refers to being up to date on the latest developments in the prospect’s industry and how they may affect your prospect’s standing. It’s not about whether they are leading but whether they are current or need your help filling some gaps. Businesspeople must be timely regarding innovation, as a lack of knowledge will hurt their effort.
No matter the appointment type or reason, punctuality is the first aspect of doing business that a prospect witnesses. Excuses never fly; showing up on time is essential. The only way to get around the dilemma of being late is to notify the person ahead of time and ask permission to reschedule. Consider using a CRM system for all appointments and tasks to complete to remain on track.
Last, with multiple steps and appointments in the forecast for one prospect, it is best to lay out the timeline first. One day before all meetings, confirm that the one in question will occur.
We all know people who ramble on forever without thinking to get our input. You distinguish yourself from most providers by tailoring the information to your prospect’s interests and concerns. Upon realizing the other’s needs, wants, and desires, speak directly to their interests. Follow up by asking, is there anything else you would like to know?
One similarity between those who have oversized egos and talk relentlessly about their importance is the hidden factor that they lack confidence. Those confident enough to listen more than they speak earn more Business.
Many people shy away from conversations about monetary investment in their products and services. Worse, they dread negotiation. Incorporating the suggestions above relaxes the discussions through the cycle for earning Business.
It is necessary to be open and honest about the cost involved in each project. Working with the prospect to find efficiencies that may lower costs is an easier way to negotiate and meet their satisfaction. The almost effortless style contributes to earning the sale and more to follow.
It is always good to compare a list of one-time clients to those of loyal ones. Begin by fine-combing through the events that previously occurred. Occasionally, there is a commonality in the reasoning for sales not to move forward. Capture the similar factors involved for you or the prospects to move forward on a better footing.
The only way to improve is to acknowledge where you may have erred; improvement is necessary for future business. Test your theory with new prospective clients while determining whether your outcomes improve.
At the same time, begin viewing your vendors as salespeople. Are they treating you like you treat your clientele, and do you see the value in what they provide? Should you be uncertain about the delivery, consider allowing them to explain. Should the answer be unsatisfactory, begin researching other possibilities.
It is always necessary to research monetary expenditures versus income to remain in business long-term. Some expenses are essential while others are not, and in the middle, it serves one well to recognize what will work best to enjoy future business.
Attempting to conduct business for the long term seems to be a professional approach. However, as conversations continue, it is best to become professionally personal and continue building the relationship for the long term.
As the CEO of Smooth Sale, after her near-death experience, Stutz created the motto,
” Nice Girls DO Get the Sale is an International Best-Selling and Evergreen Book – among the classics;
HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
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