Date Your Customer!
Yes, you heard me right; I said "Date your clients!" Just think about it for a moment-what did you do when you first met your significant other?You probably went through a series of questions so you could find out a little bit more about each other. Next you say something like, "We should go do something sometime." They gave an answer that showed they were interested, and you went forward with the dreaded "Do you want to go out Friday night?" question. Putting yourself totally on the line you felt vulnerable and scared to death! When they said "yes" you breathed a sigh of relief, and started to get to know each other to see if a long-lasting relationship was in order.
You try to find out?
1. Their beliefs and views
2. Their interests and hobbies
3. Their future plans
4. What they like and don't like to do
5. Etc.
So, when you first meet on your first date are you excited? Do you want to make a great 1st impression, and started it out with a compliment? Are you really attentive to their wishes and needs? I mean, you wouldn't want to rush into a relationship without knowing what their basic likes and dislikes are, do you? That would make for an incredibly stormy relationship.
Now, putting it into perspective, your client relationship is very much the same. You meet with a perspective client, and open a dialog that you hope will be a mutually beneficial one. You make a great impression, and you and the customer gather all of the information needed to see if you can begin working together. Then the dreaded question of if they want your solution or not, putting you in the same vulnerable, scared position!
Once they say, "yes" to your proposed solution, you begin following thru with your promises, and build and grow a great business relationship that should last a very long time. (Notice I said, "follow-thru" not "follow-up"! You made the promises to take care of all of their needs, so you come through as you said you would!) Your gathered information is also critical, as well as your impressions given, and your attentiveness to their needs or desires. We wouldn't dare mismanage our personal relationships, why do we constantly mishandle them in business?
Michael Niles is a Seattle based sales trainer, speaker, and coach. He can be reached at 206-229-3119,
[email protected], or
http://www.focustrainingsystems.com.
