Joe Batten, an American motivational speaker said: “before you talk, listen; after you listen, relate; before you tell, ask; when people think you care they will want to do business with you and minor details will not get in the way.”
From a business viewpoint you also have to build relationships to get customers to trust you. To do that you have to:
1. Be Reliable
- Under promise and over deliver.
- Do what you say you’re going to do.
- Do it when you say you’re going to do it.
- Do it right the first time.
- Get it done on time.
2. Be Responsive
- Be available
- Be accessible
- Be willing
- Be helpful
- Be informative
3. Solve problems
Solve customers’ problems and they will continue to be your customer. Put yourself in your customer’s shoes and feel what they feel.
This does not mean that all your marketing and advertising needs to be “touchy feely” You can still create calls to action that increase sales whilst observing all these principles.
Offer a trial period
Trial periods are a great way to get new customers. Offer a special deal, extra service or a lower price during your trial / introductory period.
Offer a Guarantee
People like to know that there’s no risk involved if they’re not satisfied with the product/service. Let them know they can cancel for any reason before the trial period expires.
Offer free extras
Buy X and receive Y. This works with a whole range of products and services. Ensure you include an end date on your offer. This politely urges people to take advantage of your offer before time runs out. Give a deadline for ordering. Order by the 10th and receive…. That way, your customers know they only have a limited time to respond and they won’t fall victim to the “I’ll do it later” syndrome.
Offer a FREE gift
For extra incentive offer a free gift to the first 100 or 1000 people that respond or walk through your doors.
Tell them about a price increase!
People want a ‘good deal’. If prices are going up on a specific date, let your customers know. They’ll want to buy before the price increases.
Offer an upgrade
One simple line can boost your sales. “Order within 10 days and we’ll upgrade you to …….”
Whatever you offer be sure to include call to action phrases:
* Call Now
* Email us Now
* 24 Hours a Day
* Mail today in the prepaid envelope
Business success also relates to communication, human relations skills, and “emotional intelligence”, but in a business context.