Relationship Building - The Lost Art of Sales!

It should come as no surprise to people that one of the easiest sales opportunities to 'Get over the line' are referrals. With that being the case everyone should be continually positioning themselves to gain as many additional referrals as possible out of their existing client base.

Following are some strategies that may help you attain more referrals.

• Build Your Relationships

My approach to sales has always been like it is a long-term partnership.I do not want to be just selling something to someone and that is the end of it. I like to build up the trust and rapport between us until it is at the point that I have become an unofficial confidant and advisor. Someone that they know is looking out for them in every sense.

Treating your clients as such will ensure that you begin to promote yourself and conversely your wares in an entirely new way from the start.

• Throw Out Monthly Quotas

In keeping with the above approach when I was working for others and had monthly targets to hit I would end up stuffing up a possible long-term relationship for the sake of making that quota. Now that I am older and (hopefully) wiser, I know that it is not only essential but imperative that I do not look for the short term solutions. If that means that I literally talk a client out of giving me a signature on a deal for this month, then so be it. The future of your long-term relationship with that client is worth much more than a short term, short sighted gain.

• Help Your Client Achieve Success

Recently I have been seeing a lot more commercials for some traditionally bound corporations such as banks, to start advertising on a more personal level to clients. This has always been my philosophy on helping out my clients. As part of the relationship building exercise you will undoubtedly be called upon by clients for your input, possibly even in areas that you may know nothing about! This is a great sign that your relationship with that individual has gone beyond the boundaries of the norm and you are now comfortably ensconced as an unofficial advisor to that person.

Yes, at times this can be very daunting and more work for no financial gain. Always keep in mind the longer term goals of the relationship and be honest in your approach to helping your client achieve everything they want.

• Provide Professional And Impeccable Service - Above And Beyond

Being a true professional in any service or career is another definite must. Always be the best you can. Do the best you can. Achieve the best you can. Your clients may not always acknowledge that fact to you but you can be rest assured that they will definitely let others know, especially if you fail to provide it.

• Deliver What You Promise, Promise Only What You Can Deliver

A huge downfall to many a salesperson is quite simply the fact that they promise the world and do not deliver anywhere near what they promised. Never promise something that you know you will not be able to deliver on. At the very best let the client know that you will get back to them as soon as you can on the item or point in question. There is no quicker way of losing a clients trust than to not deliver on what you have promised.

• Face To Face Is King

One of the many things that I have learned over time has been that face to face is king! What do I mean by that? Easy! Ensure that you always try to get an actual real life meeting.

The difference that this can make is enormous. Subtle shifts in the clients attitude are always reflected in their demeanor and facial expressions. You will never be able to get the kind of information that you need from a client without getting a 'In Your Face' meeting. When you are dealing with someone on the phone or an alternative means of communication, then I can guarantee you that you are not the focus of attention and neither is your client.

Always keep in mind the fact that you are looking for long term relationships and the rewards will come to you in droves!

Elite Business Solutions Frank Perez has successfully combined all the skills of a designer, programmer, and marketer to continuously and consistently deliver business solutions entailing everything from marketing to software. He is highly regarded and sought after for his professionalism and integrity.

Frank runs an elite business marketing and software design firm based out of Melbourne, Australia. Frank is available for guest blogging, article writing, speaking events and software projects.

Frank Perez
Owner
Tazz 1 Pty Ltd

Follow Franks Blog on http://tazz1.com.au/b2evolution/blog1.php
Join Our Mailing List on http://www.tazz1.com.au/custom.html