How to Develop Lifelong Customers
What do you need to do to create loyal, happy customers?
It is much easier to get repeat customers than a lot of one-time customers. Customers who have a good experience are much more likely to come back. But to ensure that new customers become lifelong customers, you have to be able to earn their trust, close the deal, and maintain a relationship.
Building trust.
Trust is the foundation of every relationship. Here are a few tips on how you can create a foundation of trust with your customers.
- Never sell anything to your customers that they don’t need. Become a partner with them; provide a product that makes their lives better or their own businesses more profitable.
- Be honest. Talk openly about the benefits and limitations of a product. Never overpromise. Let the product speak for itself by demonstrating its usefulness; doing this requires you to create the best product possible.
- Keep transactions honest and transparent. Your reputation is an important asset, and keeping the commandments is the best business practice.
Closing the deal.
Start your conversations by asking what the customer needs. Let them talk about their problems and interests before you offer a solution. You might find out early in the conversation that you don’t really have anything to offer them. But chances are you can help them discover the right product to fit their needs.
- Discover how serious your customers are about resolving a particular need. Ask: “When are you hoping to fill this need? How much are you expecting to spend?”
- Give your customers a few options, but not too many. Having too many choices can make people feel overwhelmed or confused. You are the salesperson, so do your best to narrow the choices. A good rule of thumb is to present three good options.
- Reinforce their decision when they choose a product: “I think your choice is a good one and will help you get the job done.”
Maintaining the relationship.
Follow up with a phone call or a message. Ask your customers how the product is working out, and help with any difficulties they may be having. If the product just isn’t working, take responsibility and offer to replace it or fit them with a different product that meets their needs.
