5 Ways to Start Building Relationships and Stop Selling

In our office we are creatures of habit, we pick the same pizza parlor almost every Friday when we get a chance to get out of the office for lunch. We trust that the service is going to be fast, yet efficient; we trust that there will be a smiling face to greet us when we walk in and a smiling face hoping they see us again soon. We go back time and time again because we know we are going to enjoy our lunch. Yes, the pizza is delicious but is that make us want it every Friday? No, it’s the relationship we have with the staff while we are there. What about your own relationships with potential clients? What if building a relationship with your client you become someone they can trust, someone they will reach out to when they have a need, someone they rely on. What if by building a relationship you become someone they feel comfortable referring to others who trust their judgment? Read these tips for success when we are trying build relationships.

1. Listen MORE than you talk

More often than not we listen to respond, we do not listen to learn. By taking time to listen you learn more information about the company and more about the individual that you will be working with. Listening more than you speak, you just might learn that you have something in common, or they just might give up the problems they’re having because they feel comfortable talking with you. This helps you to establish their needs, wants and how you can HELP them rather than just walking in and giving your sales pitch. Having a conversation with your potential client will give you more time in their office, it will give you more time to talk personally about yourself and not just about your job.

2. Take notes

By showing up with pen and paper in hand, it shows that you are interested in taking the information you learned with you, rather than just showing up, giving them your sales pitch and walking back out the door to which you came. This also comes in handy for you later on, when you are back in the office and you are writing a follow up email it gives you something to reference. It also helps show that you were paying attention to their needs and not waiting for your chance to speak.

3. Be passionate

Know and believe what you are selling is HUGE! If you’re attitude isn’t that you would buy the product you’re selling, who is going to buy it from you? All the time I have people ask me, “What makes you so different from everyone else”? My response, “We wouldn’t send you anyone we ourselves would not want to work with”. Believe in your product, know it top to bottom and be an expert on what you are offering!

4. Follow up

Following up is key! Who is going to remember you after meeting you one time at a networking event that a hundred people attended? You have to remind them and what better way than a hand written card. Writing thank you notes is a great way to thank them for taking the time to meet with you, wish them a Happy Birthday or Work Anniversary. Did you notice on LinkedIn that they received a promotion? Congratulate them with a card in the mail! Taking the time to notice them will show them how much you paid attention to your conversations(s) and that you care!

5. Be patient:

Statistics show that:

48% of people never follow up with a prospect

25% of sales people make a second contact and stop

12% of sales people only make three contacts and stop

ONLY 10% of sales people make more than three contacts

2% of sales are made on the first contact

3% of sales are made on the second contact

5% of sales are made on the third contact

10% of sales are made on the fourth contact

80% of sales are made on the fifth or twelfth contact

Statistics found in Signder Article, “Keeping the ball in your court: A tip for new cold callers.”

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