Challenge Corner

Sell More with Customer Focus: Make Your Customer Feel Important

Finding common areas of interest is one way we discussed to keep our selling approach customer focused. Another is making our customers feel important.

Like all of us, our customers want to feel important. Making them feel important means showing them what they say and do is important to us.

We know how to do this…

• We treat customers as people first and buyers second.
• We make them feel comfortable with us as people.
• We pay close attention to the information customers share with us.
• We work to react to their concerns and their questions.
• We stay connected and follow up.

Doing all this shows our customers they can trust us and what we’re selling…and building trust is key.

Our customers need still more from us.

They want:

• speed in everything we do for them.
• their needs met now!
• to be dealt with efficiently.
• us to respect their time.
• the whole selling process – and the way we manage it – to be easy, simple…and fast!

So, creating customer focus in our selling approach by making our customers feel important comes down to:

• building a positive connection  with each customer on his/her terms.
• making customers feel important and comfortable with us.
• building a level of trust with each customer.
• respecting customers’ time by responding quickly.

And the take away from doing all this?

We automatically get – and keep – more customers, increasing our ability to sell more.

Our next look at selling  more with customer focus  deals with customer demands and expectations in a world of rapid change.

Until then,

Have you noticed that selling needs to be a whole lot more customer focused these days? The personal side of selling and customer focus are so important now that my next series of blogs is all about ways we can improve our “customer focus”.

Sure, products and features are important, but they need to be combined with a strong customer focus to get you a winning formula for results. Today it really is all about your customer!

So where do we start with customer focus?

Well, we all know each of our customers is unique, that customers’ needs and expectations vary widely. Because of this uniqueness, each customer presents a different selling challenge for us. To meet the challenge, our goal should be to personalize our product approach and message to each customer. To do this, we’ll need to get to know our customers as people first so we can relate to them easily and quickly.

How do we do this?

Looking for common areas of interest is a great start to connecting with your customers on a more personal level:

Next time, more ways you can keep your selling interactions customer focused.

Until then,