“Saying hello doesn’t have an ROI. It’s about building relationships.”
Gary Vaynerchuk
Let's face it, we've all lost a client for some reason or another. How many of us fail to understand the "why" behind why they left? Maybe it seemed as though they had a change of heart overnight. More often than not, this is rarely the case.
Your clients are undeniably one of the most important factors. Without clients would you exist in sales? The more successful you're at understanding that meaningful and credible relationships with your clients do matter, the more successful you will be as a sales professional.
Your clients smell what you're cooking real fast
Meaningful Relationships Matter... Are Yours Real, Relatable & Referrable? Building meaningful relationships and connecting with your clients is mission critical to your sales success. We as humans crave and value relationships.
Relationships are a part of human nature. We crave and value relationships. It's wired in our DNA.
"The more you give, ultimately the more you receive."
Are you personally engaging with your clients?
Are you authentically investing in building meaningful relationships?
BEING HONEST DOES MATTER
Personal relationships work best when we're open and honest. The same can be said for the relationships you have with your clients.
Do your clients know what to expect from you? Are you being honest with yourself when it comes to how well you're taking care of your clients?
Be honest with yourself, it does matter. Don’t pretend to be something you're not in sales or you'll get exposed as being an empty suit.
“Without honest feedback from others, many will simply continue to live in a self-created delusion, unaware of the negative ways in which they are impacting those around them."
Dr. Randy Ross , Relationomics
Let that quote sink in for a moment. Are you open and willing to get honest feedback from your clients? The relationships you believe you have with your clients may not be what they believe.
3 C's TO INTEGRATE TO STRENGTHEN CLIENT RELATIONSHIPS
The sales world is full of technology but there's no way to automate the power of a human-to-human connection. Technology will never precede the value of truly sitting quietly with your clients, looking them in the eye and listening to every word they're saying.
Today, your clients are asking so much more of you than they ever have before. They're holding you to a higher degree of accountability. If you fail to nourish and continually bring value, I flat guarantee somebody else will eagerly step right in. This is why those who lead with the heart and not the wallet will win in the long run.
"If you don't give a rip about your clients, get out of sales!"
COMPASSION
Compassion is truly having genuine sympathy for the hardship or suffering other people might be experiencing, and a sincere desire to ease their pain. Now, let's think about this in a sales context. How many of you show a heartfelt desire to help ease the pain from all the broken promises left behind from all the other scrupulous sales rats?
There are many different ways to show compassion for your clients; however, the important thing is it must come from your heart.
A compassionate sales professional understands their clients crave to be part of something meaningful and special. They hold a deep concern for how their clients feel and what they’re getting out of working with them, especially the experience.
Integrating compassion is about having a deep and lasting positive impact on all who are served, your clients. The compassionate sales professional seeks to understand their clients. They realize understanding is the pathway into building meaningful and credible relationships.
Compassionate professionals are full of integrity and it shows. This helps to gain the trust and confidence of their clients, especially new clients who have been burned by slim-shady sales reps.
"Love and compassion are necessities, not luxuries. Without them humanity cannot survive."
Dalai Lama
CARE
Sales is serving and serving is sales. To serve is to care. It's caring deeply about your clients, the people who buy what you have to sell. Listen up... if you're looking to increase your sales then I encourage you to capture the hearts and minds of your clients.
It's about "giving a rip" and truly caring about helping to solve their business challenges, goals and concerns. Showing you care, it's not about being "mushy and gushy", it's about being human, being real and being your authentic self; every step of the way.
"People don’t care what you know until they know that you care."
Theodore Roosevelt
Your clients are asking so much more of you than they ever have before. They're holding you to a higher degree of accountability. If you fail to nourish and continually bring value, I flat guarantee somebody else will eagerly step right in. This is why those that lead with the heart and not the wallet will win in the long run.
One of the best ways to ensure clients feel valued and appreciated is actually to show them you care.
Caring for your clients is not that hard. It's looking them in eye and saying, "I'll be here for you at all times. I have your best interest at heart."
Deeply invest and authentically care about the experiences your clients have with you and your brand, then watch your relationships skyrocket.
CONNECT
Connecting with your clients is vital. You must make them feel like you really care and this means stop looking at them through your dollar signed glasses.
When was the last time you shared with one of your clients how you really felt?
We as human beings want to be heard, we want to know that we matter and we just want to be loved (or even just liked). When we feel accepted we perform better, we become a bit more relaxed we don't come across as being insecure. Can you relate?
Heartfelt conversations lead to a human connection, be present and be in the moment. Your clients should be made to feel like they're the only thing that matters. Speak from your heart. So many can tell when you’re being sincere or not. When you start communicating with authenticity you'll find that the trust and relatability factors soar.
Connect with your clients with meaning by digging in and asking heartfelt questions.
- What do you truly expect and desire from me?
- What do you value?
- What matters to you the most?
- What can I do to better serve you?
THE HUMAN FORMULA
Integrating compassion, caring and connectivity is jet fuel for building meaningful client relationships.
If you hunger to achieve true sales excellence, it can't just be about you. It has to be bigger than you. You must be driven by a personal mission to make your clients business world better.
- You must care intensely about your clients.
- You must have compassion for your clients.
- You must connect with meaning with your clients.
Your success in sales is not just about closing more deals, where you sit on the sales totem pole, or the size of your last commission check; it's about how well you connect, care and have sincere compassion for clients. Watch what happens to your relationships.
Meaningful and credible relationships do matter! Discover the power of relational selling at Selling From the Heart.
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects through the eyes of a practitioner into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter and on my podcast by clicking on Selling from the Heart.
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