In any sales practice, there is one fundamental aspect that can spell the difference between success and failure. That aspect is that sales are not about YOU, but are all about your customers. Unfortunately, too many companies misinterpret this core sales aspect, or get it wrong altogether. Putting the focus on your company rather than the interests and desires of your customer is the fastest way to put a damper on sales; and your customers will often turn to a competitor that has the proper focus. In this guide, we’ll provide details on how you can build customer relationships, ensuring them that their needs come first. With this information, you can transform your sales practices into a lean, efficient, and effective operation that produces real results.
Us vs. Them: Getting the Focus Right
It has happened to every one of us at some point in our lives – meeting someone new, and never getting the chance to tell that new person about our own experiences because they are far too focused on themselves. It’s a frustrating prospect, and one that is all too common in the business world. The problem is that companies do not understand the concept of putting customers first.
The first step in changing the mindset is to evaluate your marketing materials. This can be social media posts, website content, video content, and targeted emails. When evaluating the materials, look for instances of using words like “I”, “we”, and “our” – these simple words send a powerful message, but it tends to be the wrong message for fostering a new customer relationship. Too many companies spend far too much time telling their personal stories, forgetting that the customer wants information about how a given product or service will benefit them.
Building the Customer Relationship
In any relationship, people want to believe that they have value, and that their hopes, dreams, and desires are not only recognized, but are important to the other people in the relationship. This holds true for the business/customer relationship as well. No matter what type of product or service your company offers, your potential customers are embarking on a new relationship, and they want to be heard. By putting the focus on them and their unique needs and interests, you can encourage them to stick around.
We’ve already touched on us vs. them, and now it is time to take the relationship process to the next step. Remember that you may only have a few seconds to make an impression when a visitor lands on your website or your social media profile. To improve your chances of creating a lasting and engaging relationship, start off with the word “you”. This puts the focus directly onto the visitor, letting him or her know that your company is eager to learn more about what makes them special.
More Tips to Being Selfless in Sales
Your goal as a business owner is to attract a steady stream of new customers, giving you the ability to grow your business and make money. It is crucial to remember that selflessness in sales is the key to long-term success; it’s not about you, but rather about your customers and what they need in their lives. Here are some tips to help you transform your focus onto your customers – the aspect of your operation that is the most critical part of your business model:
- Encourage visitors to like, share, and comment on social media – interacting with customers on social media pages is a great way to build engagement. When someone feels valued, they are more likely to do business with the company that gives them that positive feeling.
- Study other marketing materials, such as that of your competitors – your competitors likely do things differently, and you can gain a better understanding of what works for them and how you can leverage that information for your own company’s benefit. Is your competitor focusing on the customer or themselves? Are they sharing information that engages the customer, or is there a lack of real detail in their marketing materials? The answers to these questions can pinpoint specific areas you can implement in your own marketing strategies, helping you to bring in more customers and to build lasting relationships.