BUILDING A SOLID RAPPORT WITH YOUR CLIENT
We are all in one way or the other selling or advertising our companies products or services or helping this to happen. Whether we sit in our office and make paperwork or in the field selling directly to customers, we are all at our work stations with the sole aim of representing, promoting and to bring in profits to our various companies.
How you present yourself and your product (or your company) to your clients, your ability to establish a rapport, plus how well you are able to satisfy their needs will influence their buying decisions and may retain them. For you to retain your customers and make them always come back for more you must have been able to build a solid relationship between both parties that is, between you (representing your product or company) and your client.
To build a solid relationship with your clients and positively influence their buying decisions you have got to have:
A POSITIVE MENTAL ATTITUDE
You are to be friendly and attentive with an open mind. People love to be around optimistic, happy and encouraging persons. Let the customers be free with you to discuss their needs. Listen to them with an open mind and let them know you have their best interests at heart and capable of satisfying their needs.
CORRECT WORD USAGE
Use the right words when communicating with your client. The words you use and the attitude with which you use them are very important. As soon as you open your mouth to speak people immediate evaluate and classify you as either of sound mind, intelligent or not. Be professional in your word usage and make use of words that best represent the message you are trying to pass across. Let your words show you are someone of sound mind who the client would love to do business with. Always think deeply before you talk and act.
Do not in any way try to criticize, complain or condemn your client's choices or decisions. What is expected of you is to present your product or service to the client using all the tricks in the book, whatever their final decisions may be is up to them.
GOOD HEALTH AND APPEARANCE
Your ability to maintain a good health and good appearance can influence your relationship with your client positively. People want to do business with people that look healthy, of sound minds and looking smashing! Dress the way you would love to be addressed because people form an impression of you quickly by the way you dress. If you want to be taken seriously then be serious and dress it. If you are a professional, then look and dress like one.
Learn to dress for success and influence people with your dressing. One of the important impressions you should have on your customer should be that you are reliable and trustworth. If you appear somehow in your dressing, the client may feel uncomfortable discussing business with you or may find it difficult take you seriously, he or she could get distracted by your appearance.
Your dressing should be in accordance with your company dressing codes or that which is appropriate to the type of clients your products or services satisfied. For instance, if your products or services are for the law firms, you are to dress conservative such that people in law firms will feel comfortable discussing their needs with you. On the other hand, if you are selling fertilizers to farmers, you are to dress more casually, though still neat and clean, such that farmers would feel comfortable around you and chatting about their farm needs.
PRODUCT KNOWLEDGE
Having a good knowledge of the product or service you are marketing would also have a positive impact in helping you to build a solid rapport with your clients.
Knowledge about the product uses and benefits, what's in it for the customer by buying it from you, what advantages does it has over those of competitors, its price, maintenance etc.
When the customer notice that you have a good knowledge of the product and answer all the questions correctly, when they see that you know what you are saying, they would feel relaxed and comfortable with you to ask more questions which eventually could influence positively their buying decisions, and kick start a long lasting relationship between them and your company products or services.
When you have a sound relationship with your clients with a reputation for satisfying their needs as at when due, it's expected of them to come back for more (loyalty). They would also refer and tell others about you.
- Alasake
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