Guess the one key factor for building relationships with your clientele!
The one key factor to keep in mind, when meeting with prospects and clients, is “commonality”. It is a well-known fact that people buy You. They have to like you and feel comfortable with you. The best way to increase your like-ability rating is to find what you have in common with the other person.
Tips for Developing Commonality:
1. Listen carefully to spoken words
2. Listen carefully for what is omitted
3. Question anything you do not understand
4. In-person carefully watch facial expressions & body language at all times
5. Social media – read the written words & between the lines
6. When you read or hear of a similar situation you experienced (one that brings fond memories) – succinctly tell your story
7. Appropriate laughter or sharing of fun experiences builds your bond
8. Ask how you may work together
9. Ask the other person’s timeframe
10. Always follow-up!
When your mindset is focused on paying close attention to the other person and re-enforcing what they tell you, you will be communicating you listened and you care. This, too, builds the bond and increases your opportunity for getting the sale. Your stories reflecting commonality attract the right attention and lead your clientele on the path of doing business together.
Working to build your relationships is a big part of your business development. Clients will market for you telling everyone how nice and good you really are. Commonality will help you to enjoy the Smooth Sale!
