In the retail and real estate businesses it is all about location, location, location. If you are not in the right location for your product, you will not sell.
If you are targeting small business owners, the focus shifts to relationship, relationship, relationship.
Business owners like to work with people they know and trust. They have enough problems to worry about between taking their companies to the next step and managing a work-life balance that if they can find a supplier they have a good relationship with, they will not have a reason to switch.
While it is important that the product or service can meet the needs of the business owner, what will win you the business - and help you keep the business - is forming a solid relationship with the entrepreneurs.
Do you have client appreciation programs? Do you take the time to learn about their businesses and find other ways to help them? Do you know them by name and their families and hobbies? Do you know what keeps them up at night? Have you really given them a reason to stay with you and refer their colleagues to you or will they be more than happy to switch because your competitor gives them a little bit of attention?
Take the time to focus on building the relationship and the business will follow.
If you are targeting small business owners, the focus shifts to relationship, relationship, relationship.
Business owners like to work with people they know and trust. They have enough problems to worry about between taking their companies to the next step and managing a work-life balance that if they can find a supplier they have a good relationship with, they will not have a reason to switch.
While it is important that the product or service can meet the needs of the business owner, what will win you the business - and help you keep the business - is forming a solid relationship with the entrepreneurs.
Do you have client appreciation programs? Do you take the time to learn about their businesses and find other ways to help them? Do you know them by name and their families and hobbies? Do you know what keeps them up at night? Have you really given them a reason to stay with you and refer their colleagues to you or will they be more than happy to switch because your competitor gives them a little bit of attention?
Take the time to focus on building the relationship and the business will follow.
Labels: customer relationships, developing trust, location, retail
