How to Have More Sales by Building Relationships
One of the most common concerns I hear from new entrepreneurs (especially if they are introverted) is “I don’t want to sound salesy!”
Guess what? You don’t have to!
In fact, it’s best to just be yourself and seek to build a relationship with your leads and clients instead.
When you shift your focus from traditional, old school selling to relationship-based selling, you won’t have to worry about sounding salesy or coming off as a “sleazy car salesman.”
Not sure how to make that shift?
Here are some great tips for you to try:
Talk WITH them, don’t sell TO them. Do a strategy or discovery session with your lead or client, find out their pain points, and get to know them and their business.
Why? This builds trust and rapport and establishes a foundation for a long-term relationship.
People are more likely to do business with someone they trust than with someone who’s just trying to sell them something.
95% of customers say that if they trust a company, they’re more likely to be loyal patrons. – Salesforce
No doesn’t mean no, it means you haven’t proven your value yet.
When you get objections such as “It’s not in the budget.”, “We’ve already got this product/service and we’re happy with it” or “We’re just not interested, thanks!” one of three things happened.
You didn’t build a relationship and warm them up (otherwise known as cold calling).
You didn’t convey your value.
Or it just isn’t the right time.
This is where you go back to the first tip above and ask qualifying questions to discover the truth behind why they’re not interested.
Chasing them for a yes or a no only drives them further away. Think about how you feel when you’re hounded by a friend or relative who started a new direct sales business to buy from them. Or the pesky floor salesperson at the department store who won’t leave you alone.
Don’t be that person.
It’s annoying and won’t win their trust.
Instead, ease up and go with the flow. I incorporate non-sales calls and emails into my process by doing things such as:
- Sending an email with the link to an article relevant to their industry and a short note saying I saw this and instantly thought of them.
- Calling them on the phone to wish them a happy birthday or anniversary.
- Sending a personalized, handwritten thank you note in the mail on either branded stationary or something a little more relaxed but professional so it stands out.
Why are these actions important?
You’ll note, I don’t ask for a sale in any of these exchanges.
These actions are important because I’m showing that they matter as a person, not just a number.
Try out a few of these over the next weeks and you’re sure to see an improvement in your sales.
(P.S. Did this post resonate with you? Do you know someone who might benefit from these words? Please share on your social media using the links below!)
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