If you're a small business owner, an aspiring entrepreneur, or a recently promoted sales manager at a big corporation, then you already know that the old saying "The customer is always right" is the core and essence of any successful business. Acquiring and gaining clients' loyalty is not an easy job. Landing a new client, keeping them happy, and ensuring they will keep on coming back requires blood, sweat, and tears.
After all, you don't have a business if you don't have the right flow of customer traffic that keeps the business alive.
Define you Place in the Market
You need to be able to impress your clients, build rapport, and create a solid plan to be able to maintain them. Meeting a business client for the first time calls for looking and acting professionally. You need to keep in mind that everything you do or say will be judged. The number of new businesses is increasing in every industry, and clients have many bad experiences with companies or people that probably look and sound like you. You need to be able to position yourself and/or your company in the place it deserves. You must plan for your meeting and get ready for it, brush your hair, shower, make sure you smell great, suit up, and make sure that you always arrive in style. Businesses in Australia, for example, know that image is everything, and this is why you'll find services such as Limousine services are thriving. Taking a page out of a Perth Limo business, you'll find that they provide options for the kind of limo you want, and also gives you the rates per hour. Having a limo is also extremely convenient when there are a considerable number of you are attending the meeting and you want to get from one place to another. These little details that might seem unimportant to you as you're reading this actually play great roles in boosting your confidence and self-esteem. As well as help in reducing anxiety or stress that you go through before heading to meet the most important business asset you have. There are a lot of other ways that proved to impress your business clients. Let's talk about the brilliant basics.
Define Your Audience
The first thing you need to do to be able to impress clients is to understand who they are. Build "Customer Personas", detailed profiles for various types of potential clients. You'll be amazed at how helpful this is and how easy it'll be to break the ice or predict possible objections and prepare for them prior to the meeting. Understanding your customer will allow you to make the right tweaks to your products or services to match their needs and wants. It will help you communicate better with them and deliver exactly what is expected if you. You will need to be able to identify whether the person you're talking to is a qualified client or not and you will not be able to do that unless you have enough information on your client as an individual and a business partner. Research clients that you're about to meet well and try to understand their interests, their personality, and how they think. You will be able to break the ice, get them talking, and therefore, make the prospect of achieving your business goals much easier.
Now that you know exactly who your clients are, why they choose you over your competition, and what motivates them to come back and use your products/services, you can start listening to them carefully. It's a technique used by psychologists and therapists to help patients realize answers to issues they have been struggling with on their own. Make sure you understand how they think, you can even try picking up on the wordings they use and start using it while talking to them. It will help you impress and build a relationship quickly with them. Listening to your clients can also be the secret of success for your business or career. You just need to make sure that you're listening to the right ones. But clients can give you ideas that will help you gain unique selling points and outstand your competition by delivering extraordinary experiences and managing your client's expectations.
The best pitch you can ever come up with a client is one that comes after you have built a full picture of them and what they're looking for. You will achieve that by doing your research and listening carefully to what they have to say. However, that might not be enough, and you don't want to risk impressing your clients just because you're too stubborn to give them a chance to tell you exactly what they want and how you can help them get it. Asking plenty of open-ended questions will leave your clients feeling understood and will help you pinpoint their pain and address it the right way. Also, asking questions to ensure that you have the full picture of your client's needs will save you a lot of time and energy.
Stay On Top of Things
Make sure that you're not bored or too interested in them to an extent that gives them a chance to take control of your meeting. You need to come off as confident and professional, and so it's important to sound sharp and listen carefully. Remember that you can't go off-topic for too long, you want to build rapport and break the ice, but you want to make sure that you always get back to the business topic smoothly and with ease. Give your clients enough space to think and find out that the best decision they could make is to use or buy what you're offering them. Like it's their idea, not something that you just presented to them.
When it comes to impressing your clients, you need to utilize the pointers mentioned here, and you have to remember to always stay calm. It's important that you prove to them that you're covered and overcoming all their objections and that you have their trust. Impress them by under-promising and over-delivering, by keeping your promises and by following up with them regularly. It would be great if you can surprise them every now and then and offer them incentives to lock down their loyalty. Impressing clients is not as easy as it may sound, it needs preparation, planning, and excellent presentation skills and you need to make sure you bring your A-game.
3 min read
Email email@example.com to get the advice you need!
Help! My Friend Is a No Show
Dear Armchair Psychologist,
I have a friend who doesn't reply to my messages about meeting for dinner, etc. Although, last week I ran into her at a local restaurant of mine, it has always been awkward to be friends with her. Should I continue our friendship or discontinue it? We've been friends for a total four years and nothing has changed. I don't feel as comfortable with her as my other close friends, and I don't think I'll ever be able to reach that comfort zone in pure friendship.
Dear Sadsies,I am sorry to hear you've been neglected by your friend. You may already have the answer to your question, since you're evaluating the non-existing bond between yourself and your friend. However, I'll gladly affirm to you that a friendship that isn't reciprocated is not a good friendship.
I have had a similar situation with a friend whom I'd grown up with but who was also consistently a very negative person, a true Debby Downer. One day, I just had enough of her criticism and vitriol. I stopped making excuses for her and dumped her. It was a great decision and I haven't looked back. With that in mind, it could be possible that something has changed in your friend's life, but it's insignificant if she isn't responding to you. It's time to dump her and spend your energy where it's appreciated. Don't dwell on this friend. History is not enough to create a lasting bond, it only means just that—you and your friend have history—so let her be history!
- The Armchair Psychologist