It’s easy to become discouraged when you’re selling, particularly when things aren’t going well. But did you know there’s one thing you can do that will not only help you sell more, but also increase customer loyalty? And, as you likely know, it’s a lot cheaper to keep your existing customers happy than it is to win new business.
So what is it? What is the one thing you can do to get more clients – and keep more clients?
Start nurturing your relationships.
Sounds too easy, right?
Well, as one of the leading sales staffing agencies in Kansas City, Morgan Hunter knows that nurturing relationships actually isn’t easy at all. In fact, if it were, all salespeople would be doing it.
However, the reality is: they’re not – which means there’s plenty of room for you to run circles around them in terms of your sales. And when you nurture your relationships, not only will you win more business, but your customers will also tell their colleagues about you, ramping up referrals in the process.
So how exactly do you go about nurturing relationships – so buyers choose you and then keep coming back for more? Here are some tips to consider:
- Schedule regular touch points with them. Meet with or call your customers on a regular basis so you stay top of mind with them. But don’t meet just to meet. Offer something of value. For instance, if they lamented about a particular challenge at your last meeting, then offer up some solutions to it at your next one.
- Keep them in mind. When you’re reading an article related to a topic you just discussed with a customer, forward it to them with a quick note. When your company holds an event or hosts a speaker you think a customer would be interested in, invite them. If you have one customer whom you think would benefit in some way from meeting another one of your customers, then connect the two over lunch.
- Be responsive. There’s nothing more frustrating for a customer than to have to wait to hear back from their sales rep. So be prompt with your response. If you need some time to find an answer, then call or email them to let them know you’re investigating and will get back to them shortly. Your customers will forgive you if you don’t have an immediate answer; but they won’t always forgive you if you don’t have a near immediate response.
- Get to know your customers. People want to do business with people they like and are comfortable with. So to build up a strong bond and connect with your customers, you need to get to know them beyond just their business needs. For instance, are they married, do they have kids, what are their hobbies, and where do they like to vacation? When you know the answers to these questions, you’re much more likely to find common ground and make a stronger connection as a result.
Need Help Finding Your Team’s Next Sales Star?
With more than 30 years of combined experience in Kansas City sales staffing, Morgan Hunter can locate and secure the hard-to-find talent you need for your sales positions. For your sales staffing needs, contact Morgan Hunter today.