6 Tips for Better Customer Conversations
Here are six quick tips to help you have productive conversations with your prospects and customers:
- TIP #1: Connection before content. Clients don't want you to sell to them. Clients want you to genuinely care about them. Take the time to build a personal connection, before talking business.
- TIP #2: Focus on individuals not companies. You may be selling to an organization, but you're doing it through an individual. Remember: ABC Inc. did not buy our offering, JOE did.
- TIP #3: Slow the conversation down. Your goal is to earn your client's trust by connecting with them, thereby creating a sense of safety. You can't do that if you're yakking away.
- TIP #4: Be willing to play "little league." Even if you know there's a huge (i.e. big league) opportunity, shove your agenda aside and focus on whatever game the client wants to play right now.
- TIP #5: Self-disclose when appropriate. Human beings buy from human beings. Rather than talk about current events, bring up family, hobbies, whatever is of real interest to you.
- TIP #6: Engage with customers as equals. The client conversation should contain a feeling of mutuality rather than talking down to or being subservient to your clients.
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