Find your customer

Find your customer

When building a relationship with a customer, you want the relationship to have multiple levels, not just one level tied to a single sale.

We all have sales goals that we need to hit every week, month, or quarter. This doesn’t mean that once we get a sale from our client, we rush it and move on to the next one.

Build a relationship with your customer. When closing a sales transaction, talk to the customer, find out what they need and what you can offer them.

people like to talk about themselves, so getting them to talk shouldn’t be too difficult.

Ask about work, family, pets, hobbies, etc.

For example, when I worked in a bank, I was working in a branch network and someone came to open a checking account and I sat them down at my desk and created a profile for them.

How could I profile them?

I would save their data and store it on my computer. This allowed me to check whether this customer was a new customer of our bank or an existing customer.

If it was a new customer and he came to open a checking account, I could assume that his savings, investments and loans were with another bank.

It’s time for you to start creating a profile. I would like to ask about other institutions you have worked with and compare the benefits and features of our products with those you have had.

I also knew that he had decided to open an account with me for a reason, perhaps he was simply not happy with his current bank.

Remember, I just told him about our products and services, I didn’t force it on him. However, I wrote down everything we talked about so we can talk about it later. I would also like to leave my customer a welcome pack consisting of a brochure about each of our products and some of my business cards.