Home > Uncategorized > Relationship selling a long-term investment

Relationship selling a long-term investment

Having commitment issues can make sales a bigger challenge. If you haven’t yet made the strategic shift to relationship marketing/selling, the longer you wait, the more costly the transition will be for your business. In a slow economy, many business owners feel more desperate and are more focused on the short-term or ‘right now’ sales to maintain cash flow. The only way, however, to real sales success is investing the time and content to nurturing relationships with current and prospective customers. The approach is not unlike a romantic relationship, which requires time, patience, and a sensitivity to the other person’s needs, desires, and fears. Too much pressure will push people away. Too little understanding will have them looking elsewhere for attention. Ask questions, be a good listener and respond to their needs and desires. Don’t shy away from discussing sensitive issues they may have about your product, company or industry. The role of content marketing and social media in marketing today is proof of people’s preference to engage with companies rather than just being targeted. Think long-term relationships.  — Darren Ballegeer

Categories: Uncategorized
  1. January 14, 2012 at 10:40 am

    Ola! Visionmarcom,
    This might be off topic, however, Relationship Selling is really all about building solid, good relationships so that trust, credibility and integrity can be garnered and maintained enabling customer retention and repeat business. But building a relationship can only happen once a customer/prospect has decided to work with you. What can you do as a small business owner to separate yourself from the other hungry businesses clamoring for your prospect’s attention?
    Great Job!

    • January 15, 2012 at 10:32 am

      My larger point is that you have to nurture both existing and prospective customers, to engage with them in a way that provides value first, not self-promotion first. If a business owner listens well to customers and contacts, it will become evident how to stand out from competitors – it’s a matter of matching your unique value to specific customer needs, especially those needs not being well served by your competitors.

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