Being liked is good, but being trusted and respected is better. This doesn’t come from a single interaction and thankfully for you, is not something that all salespeople practice. Salespeople can sometimes be lazy and assume that once they have their customers business, the hard work is done. However, the reality is it takes consistent, intentional work to become a trusted and respected salesperson and even more work to become a trusted business partner. However, once you reach this level with your customers not only will they willingly give you referrals but you will make it more difficult for your competitors to get in the door and take the business away. What then are some things you can do to ensure you become the differentiator and trusted business partner with your customers?
1. Show your customer how your product or service will make their business better, not just explaining to them what your product or service does.
a. Will your product/service save them time?
b. Will your product/service save them $$?
c. Will your product/service help them grow their business?
2. Stay in regular contact with them. If you can’t meet with them in person on a regular basis, pick up the phone and make sure they are not having any issues.
3. Research what their competitors are doing and share what you learn with them. (This will not only show them you are in it for more than just a commission but they will start viewing you as more of a consultant than salesperson.)
4. Continue to bring them ideas and/or solutions that you feel will help their business.
5. Return all phone calls and emails as quickly as possible. Don’t give them a reason to contact your competitors.
Take the next minute and a half to watch the following video to see how you can build relationships with your customers and earn referrals at the same time: