Friendship factor is very necessary for your Business Growth

Research proves that the 'friendship factor' is the key to all success in business and in selling today. Does your customer see you and your company as their friend and ally? Does your customer genuinely feel you are sincerely interested in their welfare?

A customized hand written note, email, birthday, anniversary, congratulations or get well card demonstrate unusually high regard you hold for the person. Being concerned for the life of your customers is vital especially during troubling times such as the current economy. Is unconditional personal regarding your company's mantra?

The foundation of long lasting business [and personal] relationships is built on trust and credibility. And focusing on our customers and their lives demonstrates our care and concern for them while strengthening the relationship we have with them.

The skill of listening is the most essential quality of a sales representative. Customers have an uncanny ability to know whose needs are being met during a conversation; whether it is the salesperson's need to sell a product or their need to understand the customer's situation and challenges. The salesperson may not be able to provide the solution; however being listened to and understood means more to the customer than being 'pitched to' all the time. Let's not forget in selling 'it's all about the customer'.

The sales rep is responsible for delivering vital information that will either help the customer improve sales and revenue or help them cut costs. So assist your reps with suggestions that will do either depending on your business, industry or service.

One such creative mechanism is to email your customers & prospects that you'll be holding a webinar on the unique uses of your products and services by current customers. Of course, get this information and customer approval beforehand, then create a PPT slide show and use webcast software such as GotoMeeting.com or dimdim.com [which we use] to pictorially present the customer applications and solutions your products and services have provided them.

Customers especially remember these efforts; they like the attention and publicity. Prospects, on the other hand, see firsthand the abilities of your company to solve unique problems. Anything which serves to differentiate your company from the competition tends to elevate your company in the mind of the customers & prospects. The notion is to have your company be on the top of their awareness level - they call you when a need arises and investigate if your products and services could meet an impending or upcoming need. These opportunities provide you an understanding of the situation, and then creatively suggest ideas that will assist their business.