As salespeople how can we continue to build rapport and build close relationships when many clients are still unable or unwilling to see us face to face?
We want to continue to be top of mind and to show that we care and are a trusted partner. But how do we continue to build rapport and do our jobs the best that we can?
Here are 7 ways:
💠 Find articles and blogs your clients might like that are pertinent to their business and send to them with a personal email.
💠 Keep your call cycle up and instead of letting them push planned meetings out further, encourage a virtual meeting or at least a phone call.
💠 Some customers still can’t or are hesitant to have people on-site so promote a coffee meeting which has the nice bonus of helping the struggling hospitality sector.
💠 Is there a key client you could send a special morning tea or even their favourite coffee and cake?
💠 Listen and sympathise with your customers’ work or personal issues. Be empathetic and understanding.
💠 Keep those business development/account management phone calls going. Write down how many you need to achieve per day and tick them off as you go. There is always something satisfying about seeing task lists completed at the end of a day.
💠 Is there someone relevant you could introduce to your customer? The art of reciprocity goes a long way.
💠 If they are active on LinkedIn, you could send them a direct message which may stand out more than an email. You can send text, voice and video message all from within the app.
Business is all about building and maintaining relationships. Keep in touch regularly but not too frequently and always try to give value. This will make you stand out from others also wanting their business.