Normally it costs more than 5 times as much to be able to get a new customer compared to when you have to retain an existing customer. That fact should generally serve to make you understand the importance of building a relationship with your customers.
Building a relationship is done for two main reasons which are to turn customers into repeat purchasers and ambassadors of your business. If you want to make new sales then the best way to achieve that is the word of mouth recommendations.
Relationship selling is a marketing technique that involves a business or a seller focusing on building a rapport with the customer rather than focusing on details of the product and price.
The building of a great relationship will result in an increase in consumer loyalty for the business because the customer is familiar with the personality of the salesperson. In a relationship, consumers will tend to buy the product sometimes without considering too much about the price.
The customer in return gets the benefits of communicating with more experienced staff members of the business and generally being able to depend on you anytime there is a need.
There are a number of businesses that sell products and services that require repeat business from customers and employ the use of this sales technique. Some of the companies include the ones selling insurance policies, tailors, hotels and private instructors such as in music.
Relationship Selling Techniques
I. Be Honest
Being honest with your customers is that really important in having and cementing a great relationship. Provide the customer with the correct information and do not withhold any.
If a customer is able to find for her or himself that you were not honest with him or her then that would often mark the end of the relationship.
You must always understand that you are not the only business and customers when not reminded or interacted with about your product tend to forget. A customer may even think that the business considers him or her as less important by not communicating regularly.
For that reason, you must constantly communicate with the consumer through various channels and also be able to understand the customer more.
III. Keep Your Word
It becomes hard to boost your trustworthiness if you do not keep your word to a customer. You may have promised to furnish the customer with certain details about a product or even have a meeting and when you do not deliver on a promise, you kind of pushing the customer away.
IV. Go Past the Expectation of the Customer
If you are able to go over and beyond what the customer expects, you will be able to impress the customer in a great way.
V. Offer Exclusive Advantages
In conclusion, offering exclusive advantages can be in terms of discounts and you will definitely make the consumer happy. We all love when we are made to feel special.