Care. Care deeply = Repeat Biz & Referrals + :D

From June, we are commencing a large piece of work for 12+mths with an organisation who have called on our skills and services to focus on one element they need to improve.

Relationships.

They’ve made sales, they’ve been in their game for 3+ years and had significant success, but the key to their next level of success is ramping up how they blossom and shine in their nurture and sales process. 

I pen these thoughts, not based on the time in our lives we are experiencing, but to express the importance on your customer, staff, leadership team – any relationship you build in your business must be rock solid and strategized. Don’t expect people to come into your realm as a fluke anymore. 

The research and knowledge your buyers possess is more in depth now than ever. We are at the whim of the opinion of the internet and this can sway in our favour, however it can be your worst enemy too.

Gone are the days of schmarmy salespeople. Gone are the days of gimmicks and tactics to close a sale. Your focus needs to shift to a marathon length relationship gestation.

This isn’t a meet, greet and transact world anymore.

This is a meet, like, have some interest, go away research, wonder if its for them, seek the pain resolution you provide, compare, compare and compare some more.

Be listened to, be truly heard as a customer.

 Remember their dogs name, buy dog birthday cupcakes and a new water bowl every year.

Turn up at 6am one weekend to help them with that garage sale for their elderly uncle.

It’s your attentive ear and eye that your competitor doesn’t have and won’t adapt into their nurture process that will win you trust, referrals and a closed sale 

But this can’t be tokenistic. Some (and hopefully your competitor) will try an approach of care but will fall short or give up after a short time OR would think it’s throwing a scratchie in a card once a year to thank them for their support even though they’ve not spoken since 5 years prior and the recipient scratches (pun intended) their head wondering who on earth this company is who sent them a $1 scratchie.

It’s not about your product. It’s not about you. It’s all about the customer – their pain point, their need for your product or service and how this will transform their world.

It’s all about how you make them feel, it’s how you care, deeply care not just surface level. It’s about how you go out of your way to show initiative and not sell to them.

Be you – be unapologetically you but pushy – don’t be that.

How can you inject this into your sales, nurture and relationship process or strategies?

And while we are at it – don’t neglect to inject this care, thought and initiative into your team. 5 or 500 – to have the ability to listen, surprise and delight will hold your leadership in such a great light that your team will feel gratitude to your thoughtfulness and want to strive with you to achieve. How can you inject this strategy into your way of leading?