Many companies make numerous contacts with potential customers. But unfortunately, the lukewarm contacts quickly cool again – partly because they are not systematically maintained. So the contacts do not make any contracts meaning orders and valuable business relationships. Here are six tips for successful relationship management.
There are many good products and service providers. That is why emotional or irrational factors always play a role in the decision “I cooperate with this partner”. Accordingly, sellers, (customer) consultants and key accountants should be in contact with (potential) customers.
They should extend all their antennas to register:
What does my counterpart tell me, for example, through his body language, facial expressions and gestures?
What does he tell me about his choice of words about his motives?
And what does he tell me about the flower because of his emphasis and way of speaking?
Because then they can respond with their (body) language to this and ask, for example:Is my guess rights that you? So they get to information that the customer is not every seller. You can also know about the following customer management software now.
Show personal interest
Every human being wants to be perceived and taken seriously as an individual and not just as a (potential) salesperson. So, as a seller or relationship manager, you should also signal to your partner: We take you as a person. But beware! Two points should be noted. First, do not hypnotize the person if you do not feel it.
Because then you can positively surprise your partner at the next meeting for example, by asking him:And how was your marathon? And then you are back in a personal conversation.
For many sales people, customer service representatives and caregivers, they are the same as each other’s eggs, because they have usually undergone similar, if not the same training. So they ask the same questions. Their conversation is also largely identical. Accordingly, boring and uninteresting as a person, they often act on their counterpart. Try to stand out from such 08/15 sellers – less by appearances than by how you behave.
Almost nobody likes working with “bean counters” and “penny foxes” certainly not on a long-term basis on the basis of contracts. Therefore, try to profile yourself in customer contact as a generous and uncomplicated partner. For example, by not emphasizing in the conversation the problems that come with certain solutions because the customer has problems enough; furthermore, by not “riding around” on the extra effort required to meet certain customer needs. Rather, gladly and willingly provide inputs to the potential client and actively offer them. It definitely pays off for you even if the contact does not lead to a lucrative business relationship. Then you recommend your counterpart as an attractive partner on.