3 Tips For Connecting With Clients And Improving Sales Effectiveness

October 7, 2013

Building trust with both existing and potential clients is one of the most reliable business accelerators in today’s rapidly evolving marketplace.

Brands have more access to customers than ever before thanks to digital tools such as social media, Web analytics and the increasing popularity of mobile devices. But just because it’s easier to fall into the line of sight of target consumers doesn’t mean they are any more willing to make purchases. In fact, sales effectiveness depends on the ability to initiate a slow-building relationship with individual prospects that is based on sharing trust and getting to know their unique preferences firsthand. Here are three tips to consider when looking for ways to experience a significant sales jumpstart: 

1. Be realistic about the sales execution process
People don’t often respond well to cheap marketing tactics that fail to convey honest messages about the real benefits of a product or service. Instead, clients prefer sales pitches that are straightforward and focused clearly on how a potential purchase would enhance their daily lives. According to Inc. Magazine, truth and honesty are valuable tools for sales professionals. Employees should be determined to find ways in which they can work with customers to create a truly satisfying experience. In many cases, this strategy requires salespeople to be willing to let go of certain prospects if the truth reveals that individuals are simply unable to benefit from making the purchase.

2. Get to know target customers
SmartBlog on Leadership said a full understanding of a company’s audience is essential to long-term sales execution. According to the source, every customer has unique preferences when it comes to what they want to know about products or services and how they like to interact with salespeople. While it’s often impossible to know every single detail about prospective clients before interacting with them in person, it helps to be able to do preliminary research and preparation before jumping into hard-sell tactics. 

3. Be consistent and always deliver on promises
Another important tip for businesses that need sales now is to maintain active communication channels with customers even after they’ve made purchases. Sales pitches often involve promises, and clients will typically expect to see tangible evidence that such claims hold up in the future. Forbes said employees should always be sure to check in with their contacts periodically so they are truly satisfied and that the product or service has met their initial expectations.