Dig A Little Deeper
Do your client relationships need a boost? Consultant Mike Hunter has an easy strategy to add more depth to your relationships, and it's one that can be put into action right away. On his blog, Hunter challenges salespeople to learn something new about a client with each communication. He's not referring to information that anyone can come across, but rather more personal knowledge about the client, which can bolster both a professional and personal relationship. "This is information that is not known publicly, and when known, gives you a much greater chance of having a profitable relationship with them [the customer]," he writes. " On numerous occasions, I've found that the level of profitability a salesperson is able to obtain with a customer is in direct relationship with the level of information known about them." Remember though, avoid coming across as nosy and invasive. Instead, inquire about anything from his favorite vacation spot to how she chose her profession. As Hunter suggests, the more that you can learn about a client, the stronger your ability to meet their needs and expectations. As Hunter suggests, the more that you can learn about clients, the stronger your ability to meet their needs and expectations.