Three Simple Ways to Improve the Way Customers React to You
People like people who are similar to them
You are much more likely to make the sale if somebody likes you. One of the best ways to do this is to behave like your prospect or customer.
This is called mirroring. In effect, you look at the way that people behave and reflect it back at them. I have seen this used very successfully to build relationships.
Here are three ways in which you can mirror:
1. Copy e-mail sign-offs
Finish your e-mail in the same way as your prospect. If they are formal and say "Regards" use the same. If they are informal and use "Cheers" then it’s OK for you to do the same. This is also a good indicator of how you should create the right tone for the whole e-mail.
2. Use the same tone and speed of speech
I used to work with someone who was a very slow and deliberate speaker. In contrast, I speak quickly. So it could have been difficult for him to take on board and process everything I said if spoke at my natural speed. I slowed my speech down when I spoke to him. Our relationship improved.
3. Listen to what the other person is saying
Naturally, all salespeople should be listening carefully to their prospects and customers. However, listen carefully for the actual words that someone uses. They will appreciate it if you use the same language back with them. I am based in the U.K. But if I speak with someone in America, I use U.S. phrases, and pronounce words in the American way.
All of these three strategies will help you build better relationships with your customers.
P.S.: Find out more ideas on how to increase sales with today’s buyers: download my free e-book "Ten Common Print Selling Errors and What To Do About Them." You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."