When it comes to customer relationship trends, if you want to succeed in today’s market you don’t just want to make the sale. You need to be able to cultivate a long-term partnership with your customers. Too often, businesses spend the bulk of their time chasing “new” sales, all the while failing to understand that current customers can be a good source of additional business. As a consultant, I often come across companies making the mistake of not managing customer relationships. When I survey a few of their current customers, I find they only know about a single product or service being offered by the company. And, if they hear from the company after the sale, it’s usually to only to try to make another sale. This results in a revolving door of customers, which is often quite expensive for the brand.
Below are some tips to help manage and cultivate your customer relationships.
Connect with Your Customers
Connect with your customers on a level which supersedes the business of the transaction. Get to know them and develop a rapport. If customers feel a connection with you, they will begin to trust you and your recommendations. Always be honest and don’t oversell your product. Instead, demonstrate to them that you are not just in it to make a sale; but you want to earn their long-term business.