Build a Relationship with the Buyer
Posted: Tue Dec 17, 2024 6:30 am
Perhaps you’re thinking, “This sounds good in theory, but can my reps get close enough to their prospects to boost their self-confidence?”
The answer, again, is yes, but it takes work to build a deep connection with buyers. Building buyers’ self-confidence isn’t a magic formula; it’s a matter of establishing a relationship that instills trust and, ultimately, customer loyalty.
Top producers follow a simple formula:
Know your Buyer
Before demystifying the buzz and information overload, you need to have a solid understanding of the prospective customer. What are their expectations? Do they have specific problems, fears, wants and needs? How do they define success?
Do your research, learn from past customer asia mobile number list experiences and engage buyers in meaningful conversation. Above all, listen. And remember, you’re not selling to a business. You’re selling to a human being or a team of people. Make every touchpoint or interaction about the buyers, their priorities, their desires and their need for success.
Appeal to Their Values
Another way customers can feel comfortable about the buyer-seller relationship is when they share some common ground. You want to be a company that reinforces their values, ethics and how they perceive themselves. Buyers have self-confidence when they are going with a company that reflects their beliefs.
Reduce Confusion
Again, you want to make a special effort to demystify their learning process. Give prospects simple talking points they can share with others in their organization. Be available to answer questions. And while the human connection is essential, technology can help you reinforce buyer self-confidence at scale. Don’t simply send buyers to your website. Instead, direct them to specific content that reinforces and simplifies your message. In short, use your digital tools and content deliberately.
Become the Trusted Advisor
As you build your human connection, keep in mind that you are not building a relationship simply to get the first sale. You want to become a trusted advisor—the buyer’s go-to company—someone they trust and feel they can count on for information and support. When you provide peace of mind, build self-confidence and reinforce success, buyers come back again and again.
Be the Safe Choice
This point sort of wraps up and reinforces the other four. When you understand the buyer, are socially and ethically acceptable, demystify the buying decision and become a trusted advisor, you have engendered buyer self-confidence. And that makes you the safe choice with buyers and their managers.
When your sales reps learn to move beyond selling products and services, focus on the buyers and helping them build the knowledge and self-confidence to make good buying decisions, they close more sales and create customers with an increased lifetime value. These buyers often become allies who tell their colleagues about your company.
The answer, again, is yes, but it takes work to build a deep connection with buyers. Building buyers’ self-confidence isn’t a magic formula; it’s a matter of establishing a relationship that instills trust and, ultimately, customer loyalty.
Top producers follow a simple formula:
Know your Buyer
Before demystifying the buzz and information overload, you need to have a solid understanding of the prospective customer. What are their expectations? Do they have specific problems, fears, wants and needs? How do they define success?
Do your research, learn from past customer asia mobile number list experiences and engage buyers in meaningful conversation. Above all, listen. And remember, you’re not selling to a business. You’re selling to a human being or a team of people. Make every touchpoint or interaction about the buyers, their priorities, their desires and their need for success.
Appeal to Their Values
Another way customers can feel comfortable about the buyer-seller relationship is when they share some common ground. You want to be a company that reinforces their values, ethics and how they perceive themselves. Buyers have self-confidence when they are going with a company that reflects their beliefs.
Reduce Confusion
Again, you want to make a special effort to demystify their learning process. Give prospects simple talking points they can share with others in their organization. Be available to answer questions. And while the human connection is essential, technology can help you reinforce buyer self-confidence at scale. Don’t simply send buyers to your website. Instead, direct them to specific content that reinforces and simplifies your message. In short, use your digital tools and content deliberately.
Become the Trusted Advisor
As you build your human connection, keep in mind that you are not building a relationship simply to get the first sale. You want to become a trusted advisor—the buyer’s go-to company—someone they trust and feel they can count on for information and support. When you provide peace of mind, build self-confidence and reinforce success, buyers come back again and again.
Be the Safe Choice
This point sort of wraps up and reinforces the other four. When you understand the buyer, are socially and ethically acceptable, demystify the buying decision and become a trusted advisor, you have engendered buyer self-confidence. And that makes you the safe choice with buyers and their managers.
When your sales reps learn to move beyond selling products and services, focus on the buyers and helping them build the knowledge and self-confidence to make good buying decisions, they close more sales and create customers with an increased lifetime value. These buyers often become allies who tell their colleagues about your company.