sales

The Top 5 Ways to Create Better Relationships with Business Prospects

August 22, 2013

More and more business owners and salespeople are starting to realize that in order to be successful, they need to create strong relationships with their prospects. They also need to know how to maintain these relationships. The truth is that nurturing relationships with potential and possible customers is a must, being a crucial part of any marketing campaign. In our age of innovation and automation, caring for your customers has never been more important.

Prospecting is an art, not a job or a boring to-do task. Each new business opportunity has to be started through prospecting. As a matter of fact, prospecting is the lifeblood of sales. After prospecting, the next most important thing is a relationship with business prospects. A salesperson needs to know how to make his customers fall in love with the business he promotes. Walt Disney said it best, “Be the best in everything you do so your customers will want to hear about you again and also bring their friends along with them.” Creating a customer-focused culture which can lead to a strong bond between your company and your customers should not be overlooked. In fact, it is the only thing that will help your business thrive in today’s daunting economy and even break new ground in your niche.

In order to create better business relationships with your prospects, there are 5 major things you can do:

1. Treat your Customers the Right Way
According to a recent study conducted by a group of marketers from the University of Virginia, those happy customers who get their issues resolved in a timely manner will tell up to 6 friends about their experience, in comparison with an unhappy customer who tells none of his friends about your business. In fact, he might tell them about you, but not in a positive light. Instead, that single unhappy customer will tell all of his friends about his negative experience and will certainly drive them away from you.

2. Always Listen to Them
Your potential customers need to feel important and understood. If all you want to do is to sell them a product or a service, you might lose them forever. Try to solve their problems by listening to what they have to say. Gather feedback from your prospects using some of the following methods: focus groups, surveys, customer service, observation, social media or online communities.

3. Build Trust
In order to make them trust you more, remember that it takes up to 10 positive experiences to make up for a negative one. Building trust is a very sensitive aspect, especially in the world we live in. When making changes to your services or products, always let your customers know in advance. Make sure your changes will not alter public perception and always find value in your customers’ feedback.

4. Follow up on Promises
By following up on your promises you will increase the feeling of trust your potential customers have. Remain consistent in your messages so that your business prospects will know what to expect from you in the future. The outcome is a faster conversion rate and of course a steadier flow of loyal customers.

5. Be Transparent
Lastly, be honest with your prospects and they will appreciate you more. Don\'t sell them something that doesn\'t work, but always focus on their needs and desires.

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