Nurturing Client Relationships

There’s nothing more off putting than when someone tries to directly sell their product or service to you, especially if you have no interest in what they are selling.

Occasionally it may work, if that person is ‘ready to buy’ but all too often, the timing is just not right and that person is not quite ready to move forward and purchase. It’s a bit like the old proverb ‘If you throw enough mud at the wall, some of it will stick’. Nowadays, direct selling is just not an effective approach to gain new business, nor one we would recommend.

Generally, people don’t like being sold to. A much more efficient way to target those people who may want to part with their money to buy from you, is to understand they are usually in one of these three modes:

– Interested mode
– Research mode
– Buying mode

When you are busy selling your services or products to these people, you may only be resonating with those in buying mode and missing out on a big opportunity to connect with the people in interested or research mode.

People buy from people they trust. You may have the most amazing product or service on offer, but if people don’t know and trust you, it’s not going to be easy to convert them into a paying customer

If you can train your mindset to ‘offering value’ in the form of interesting, compelling information, you stand a better chance of attracting people in all 3 modes, setting yourself up as a trusted source.
You want to try to make people feel like they know you, so they build a rapport with you and trust you.

People buy from people they trust. You may have the most amazing product or service on offer, but if people don’t know and trust you, it’s not going to be easy to convert them into a paying customer.
Creating and nurturing a relationship with your target audience will make them feel comfortable, intrigued and compelled to listen to you.

By building a relationship with clients (both online and offline), you can:

1. Offer information that is valuable to them
2. Engage them in conversation
3. Get to know each other
4. Share your experiences with each other

Next week we’re going to share some tried and tested ways of building and nurturing client relationships that are working for us. We’d love to hear what approaches and techniques are working for you, so feel free to drop us a line at nicola@thedesignery.co.uk

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