This article is written by Oliver Chadwick from SpotlerUK
Picture your first date with someone, going well, suddenly he/she gets out a ring and proposes to you, what do you do? Turn around and get away as fast as you can, right?
It’s probable that even if you liked the “keen dater” in question, their willingness to commit their life to you without knowing you would put you off.
So, put that scenario into a business context: It is possible to drive your prospects into the arms of your competitors if you come on too strong or hard with your prospects. Overdeliver or take the hard sales approach too soon and you will face problems.
Knowing your prospects’ wants, needs, and pain points before making a proposal is key to managing customer relationships effectively.
These tips will help you woo your prospects and consistently manage customer relationships for the best results.
Only fools rush in: Building a rapport will get results
Building a rapport with your customers before making a big sales effort can help you deliver a product and service that results in mutual success.
This will make the customer feel at ease and give your business the chance to plan how to deliver a product that will benefit their company in the long run. The result? You’ll offer them genuine value while creating much better customer experience outcomes.
Rushing into ‘marriage’ comes with many risks
- A dissatisfied customer
- A poor customer experience
- A loss in the sale
- A poorly implemented product that will strain the relationship further down the line
In spite of the temptation to rush in and make promises to a potentially lucrative lead, painting a clear picture of your customers’ culture, goals, and business model, in other words, feed your customers’ profile, will help you shape your lead nurturing strategies.
Feed your customers’ profile will yield the best results
As opposed to your sales reps hounding prospects for orders right off the bat, learning what your customers engage with most will lead to a much bigger success story, as the customer is more likely to be satisfied with the product.
As soon as you schedule a ‘date’ with a customer and ask for orders, both the business and the customer will understand what the product looks like and how it will be beneficial to them. In this sense, you are not ‘proposing’ too early.
When you conduct your research and utilize your customer insights to create a profile of your prospect, you will gain the ability to approach them in a way that is likely to result in an initial sale while building a lucrative long-term relationship.
At Spotler, we strongly believe in connecting and “educating” potential clients before taking a big step, as this is more likely to lead to a successful outcome. You can read more about the subject in the article “Lead nurturing through email marketing”.
Our technologies help you generate complete profiles of your potential customers with forms, surveys, pop-ups or by following the behavior of leads on your own website. By getting this information to the sales team via CRM or automated notifications, you help them have a much easier “first date” as they have a clearer understanding of the customer’s needs and can tailor the conversation accordingly.
Do you want to know how to build a relationship of trust with your prospect?
Don’t worry, we won’t propose straight away 😉 . Contact us and we’ll be happy to advise you on how to enrich your customer profiles for better conversion.