All About Selling >> Client Relationships >> What is the best way to communicate with your client?
What is the best way to communicate with your client?
4511 posts back to top |
Posted 4 months ago
What is the best way to communicate with your client?
What is the right way to communicate with a client and what is the wrong way to communicate? These are questions that are constantly asked of and by sales professionals. A question that has a myriad of suggestions from sales gurus and the majority of answers seem to never resemble one another. They may have similar suggestions however each is different. This opens up another can of worms concerning how to communicate with clients.
Finding your niche with clients establishes the common ground that is held by the sales professional and the client and the sales process becomes easier. Frequently the common ground is found through questions that revolve around observation. Notice the surroundings and comment on them and create conversation that gives information to the client psyche. Once the sales professional unearths how the client arrives at making decisions the communication becomes straightforward with them.
This is where the science of selling commences with the psychology of sales and what motivates the buyer. It is amazing that most want to skirt this issue and dance around the all important question of why do you want or need this product or service. Many questions are asked when one question suffices and that is simply asking what your reasons for taking action today are? Asking this question by passes time involved with beating around the bush trying to guess or wasting the client’s time by asking silly questions. Often times a simple question is the very best question that can be asked to find the motivation of a client. This question is certain to gain a response. People love to talk and justify their reasons. This qualifies the client quickly to whether or they are a client that is for the organization and sales professional.
Finding more needs and wants require that the sales professional ask questions. This necessitates that the sales professional listen and hear the clients words. Understanding the use of the product and service by the client and how the client wants the product to surpass expectations for them gives the sales professional the proper information. The purpose of these questions is to enhance the client’s quality of life.
These questions are called open ended questions. Open ended questions are used to gather information. Why, what, and when, where, how lead a question to comment with statements instead if a simple yes or no.
Once the information is gathered follow they up with closed ended questions to verify that the sales professional has understood the client’s meaning. Closed ended questions can be answered simply with a yes or no.
The correct way to communicate with a client depends on the makeup of the client. Some clients need nurturing others need to be informed yet others need to be convinced discovering this early on makes the ownership more enjoyable for the client. Realize what makes the client tick and unlock the sales process that helps guide the client to a great decision.
The time is now to start asking the proper questions that releases the sales process and allows the ownership exchange to move forward.
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838 posts back to top |
| Posted 4 months ago "Often" and not often enough "You can have everything... if you will just help enough other people." -Zig jack@pariseau-marketing.com
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4511 posts back to top |
| Posted 4 months ago Often" and not often enough Often and not often enough means nothing unless there is a purpose. How do you create a purpose? What is engaing to that client that warrants often and persistent communication? The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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838 posts back to top |
| Posted 4 months ago Problem solving and relationship building "You can have everything... if you will just help enough other people." -Zig jack@pariseau-marketing.com
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4511 posts back to top |
| Posted 4 months ago How do you know they have a problem? Do they call you? What do you ask them? How do you ask them?Why did you call them in the first place? How do you engage them? Please give the details how the communciation works? The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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85 posts back to top |
| Posted 4 months ago For starters, i do not believe there is any one best way to communicate with clients, or any set frequency that works. From my experience, the communication game is the same as any other marketing method. you want to develop a reason for the contact, and present a consistent brand image over the run of the campaign. keep the sales message short and sweet, but powerful enough to drive business. repeat your slogan and logo on the communications to build recognition. if you are in the car business, for examples, you might want to develop a newsletter highlighting news in the specific area of your specialty [say, high end luxury cars] and send it to prospects on a regular schedule [monthly? quarterly?] with your name/logo/message comprising less than 20% of the newsletter. This way it becomes an informative piece and elevates you to more of an 'expert' status. No one wants to see a postcard with your face and 'buy from me' every month. active on SalesHQ since July, 2009
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4511 posts back to top |
| Posted 4 months ago art. That is why I stated in the question what is the best way to communicate with your clients. This makes the statement that there is no best however what works best for you. It is a known fact that best is subjective at best.For me relationship sales works best and that is the communication style I choose for the majority of my clients. Others it may center on factual communication ,others benefit,others the pain,others solution and on and on. This questions is not dealing with how a company communicates best with informing clients who they are and what they do. What is your best way to communicate with your clients? Individual communication. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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977 posts back to top |
| Posted 4 months ago I like the phone and email...noticed doing more business via email. Decision makers can get to it when the have a minute. I can get more detailed information. Maybe have a conference and they can review the email while I'm on the phone with them. After 5yrs. inside sales..I really like the quickness of it all compared to outside. Now this would all depend on what I was selling of course. |
