Learning how to communicate with clients is an extremely vital skill to possess if you wish to turn prospective clients into paying clients. Some people naturally possess the skills needed to convert these clients; charm, wit and intelligence which can all be important traits. However, most people rely on tired sales tactics and obvious forms of deception to sell their business. These days customers are savvy and they can sense when they are being lured into something. Poor communication and use of these outdated sales techniques can become extremely damaging to your business’s image.
Customers don’t want to feel like they are being sold something that is only going to benefit you. They want to know that it will benefit them – and that you genuinely care about their concerns.
Follow these tips below to ensure that you are connecting with your clients in the right way, through the right platform and increasing your chances of converting these prospective clients into sales.
EFFECTIVE PLATFORMS TO COMMUNICATE
Make sure you are across all social media platforms, and that all of your information is complete and up-to-date. Add prospective clients on a few (but not all) of your social media accounts. For a professional older client – perhaps LinkedIn and Twitter, for younger clients, perhaps Instagram and Facebook. Engage them with your content. Post things that they may be interested in. Interact with them indirectly through likes and comments on their posts. Be cautious however, to not overdo it, you could risk coming across as too intense and they could find it annoying and off-putting. Once you have completed these steps, you are more familiar to them and you can reach out to them. Introduce yourself and open with something that you may have in common; something you may have connected over, but make sure your objectives are clear. Avoid tacky sales lines at all costs or it will be an immediate deterrent. In following these steps you earn the right to communicate with these clients and they recognise your effort and are are more likely to respond.
Networking Events: Networking events are paramount for any business looking to build their contact list of both clients and associates. It puts industry leaders at your fingertips and partaking in these events is a great idea for your business – so research event’s that may be suited to you. During these events, it is important to have conversations about things other than business – people are there to build relationships that lead to business, not get straight into it then and there. Get to know them, engage in light conversation. Adhere to social etiquette; don’t approach them if they’re already in conversation or seem busy. Don’t talk too much or overshare – but don’t spend all of your time listening because it’s important to make an impression.
Promotional or Voluntary Events: Create an event of your own or sponsor one to get your brand out into the community and engage directly with prospective customers and clients. If your business is an energy drink – sponsor a marathon or a sporting event. If you are an animal grooming service – you could create an event at a local shelter and groom some of the animals for free. Getting involved with your community in these ways not only gets you out there and connects you with customers, it creates an extremely positive image for your business.
INEFFECTIVE PLATFORMS TO COMMUNICATE
Cold Calls: Cold calling is the most outdated form of communicating with clients. In a world where technology is at our fingertips, we can communicate in far better methods to make ourselves and our business known. Customers and clients will immediately recognise a cold call and associate it and your business with negative connotations. It is no longer necessary, or socially acceptable to call someone out of the blue. If you do decide to call someone, email them first or conduct some kind of correspondence and ask for their permission to call – that way they will expect the call, so they won’t hang up and you will know that they are definitely interested.
Email Marketing: Email marketing is un-targeted emails sent to groups of lists of clients. Without permission, email marketing associates your business with spam which can even cause you legal issues if you’re not careful. This kind of association is undesirable for a business trying to make an impression on a new audience. If you do send an email to a client – make sure it is targeted and specific to the customer, use their name introduce yourself and clearly identify who you are and what you have to offer.
By following these steps you are communicating with clients in a positive way, gradually building your business and allowing your business to reach its full potential.