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You’re working in outside sales and your customers are remote. How can you build relationships?

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Working in outside sales can be challenging, especially when your customers are remote. You need to build trust, rapport, and loyalty without meeting them face-to-face. How can you do that effectively? Here are some tips to help you succeed in remote outside sales.

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1 Use video calls

Video calls are the next best thing to in-person meetings. They allow you to see your customers' expressions, gestures, and reactions. They also help you convey your personality, enthusiasm, and professionalism. Video calls can also make your customers feel more comfortable and engaged with you. Try to use video calls whenever possible, instead of phone calls or emails. Make sure you have a good camera, microphone, and lighting. Dress appropriately, smile, and maintain eye contact.

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Jason B. Ingram

Sales Manager, InderCon, LLC
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To build relationships with remote customers in outside sales, utilize various communication channels such as phone calls, video conferences, emails, and social media. Regularly check in with personalized messages, provide valuable insights or resources related to their business, and actively listen to their needs and concerns. Offer exceptional customer service and follow up on inquiries promptly. Additionally, consider scheduling periodic face-to-face meetings or attending industry events to strengthen connections. Building trust through consistent communication and demonstrating genuine interest in their success is key to fostering strong relationships with remote customers.

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2 Do your research

Before you contact your customers, do some homework. Learn about their industry, company, goals, challenges, and preferences. Use online tools, such as LinkedIn, Google Alerts, and company websites, to gather relevant information. This will help you tailor your pitch, offer value, and ask smart questions. It will also show your customers that you care about them and their needs. Don't be afraid to use some personal details, such as hobbies, interests, or recent events, to break the ice and build rapport.

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3 Follow up regularly

One of the keys to building relationships is following up. Don't let your customers forget about you or feel neglected. Send them timely and relevant messages, such as thank-you notes, feedback requests, updates, reminders, or referrals. Use different channels, such as email, phone, text, or social media, to stay in touch. Be respectful of their time and preferences, and don't spam them or be too pushy. Aim to provide value and support, not just sell.

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Brenden Holliday

Client Acquisition & Retention | Persuasive Sales Presentations | Lead Generation Strategies | Innovative Business Solutions
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Building strong customer relationships is essential. Follow up with timely messages via various channels like email, phone, or social media. Show appreciation with thank-you notes, seek feedback, and provide updates respectfully. Focus on value and support, not just selling. Consistent communication fosters loyalty and strengthens your brand.

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Roy Nicholson

Well-being Life Coach
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One of the things that I've found helpful is to set the expectation on how you will follow up as well as when and how often if it requires more contact

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4 Add a human touch

Even though you're working remotely, you can still show your customers that you're a real person who cares about them. Add a human touch to your communication, such as using their name, sharing a story, or sending a video message. You can also use humor, compliments, or empathy to create a positive and memorable impression. Don't be afraid to be yourself and show some personality. Your customers will appreciate your authenticity and warmth.

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Jade Hardstaff

Account Executive at Fruugo.com with expertise in Sales Prospecting, Business Development and proven history of Account Management
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The old saying of ‘people buy from people’ still holds a lot of weight. It doesn’t have to be so much personal stuff but being accountable , personable , honest, trustworthy and approachable counts for a lot still I feel. Making someone comfortable talking to you, adding humour and other personality traits only re affirms that they are dealing with a person and not a machine, we have plenty of machines in the sales world now some useful some hindering. Just my thoughts. Sales and service always go hand hand. ??

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5 Ask for feedback

Feedback is essential for improving your performance and satisfying your customers. Ask your customers for feedback on your products, services, communication, and delivery. Listen to their opinions, suggestions, and complaints. Thank them for their input and act on it. Show them that you value their feedback and that you're willing to make changes to meet their expectations. Feedback can also help you identify opportunities for upselling, cross-selling, or referrals.

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Ashentay Kearse

Inside Sales Specialist | Skillful in Lead Qualification, Contract Negotiation, Relationship Building, and Customer Retention |
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Feedback serves as a treasure trove of information, revealing customer satisfaction levels, preferences, and opportunities for improvement. Actively seeking and attentively listening to feedback enriches customer experience and cultivates enduring relationships. Moreover, feedback acts as a catalyst for growth and keeps you finely attuned to your customers’ evolving needs.

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6 Reward loyalty

One of the best ways to build relationships is to reward loyalty. Show your customers that you appreciate their business and that you want to keep them happy. You can do this by offering discounts, incentives, freebies, or rewards. You can also send them cards, gifts, or tokens of appreciation on special occasions, such as birthdays, anniversaries, or holidays. You can also recognize their achievements, milestones, or testimonials on your website or social media. Rewarding loyalty can help you increase retention, referrals, and revenue.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You’re working in outside sales and your customers are remote. How can you build relationships?

1

2

3

4

5

6

7

1 Use video calls

2 Do your research

3 Follow up regularly

4 Add a human touch

5 Ask for feedback

6 Reward loyalty

7 Here’s what else to consider

Outside Sales

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You’re working in outside sales and your customers are remote. How can you build relationships?

1

2

3

4

5

6

7

1 Use video calls

2 Do your research

3 Follow up regularly

4 Add a human touch

5 Ask for feedback

6 Reward loyalty

7 Here’s what else to consider

Outside Sales

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