Dr. Tamika Works

Too often we think the extent of our relationship with our clients’ only deal with handling the business they do with us.

The fact of the matter is, knowing your client goes beyond the realm of just a business relationship.  In my experience, I have learned that people love to talk about themselves.  If you take time out to talk to your clients and really listen, you will find that they will open up about topics that are completely unrelated to business.  You will realize that they are often times eager to engage you in a non-business conversation.

One of the most important reasons for getting to know your clients is that you can gather a wealth of valuable information from them.  You may find yourself surprised to know their back-story.  Such as where they are from, things they like to do, their family life (spouse, partner, pets, children etc.).

Once you have knowledge of this information you can begin to determine what their needs are. At this point, you can present them with the products or services you believe will be the best fit for their needs.

The second most important reason for getting to know your client is each time you interact with one another, you are building on a firm foundation that will strengthen the business relationship you have already established.

Okay, let me clarify myself.  When I urge you to get to know your client, I am in no way telling you to invite them to join you and your family for Thanksgiving dinner.  Just take some time to get to know their names, faces, and what their specific individual needs are.

For example, if you have a new client whose name is Lisa and she enjoys scrapbooking as a hobby, the next time you interact with her you can address her by her name and ask about how her scrapbooking is coming along.

First, I guarantee you she will be ecstatic and filled with joy to know that you remembered her name and second, the fact that you asked her about her scrapbooking.  Just the mere fact that you asked her about her hobby, something she enjoys and may even be passionate about will make her more than happy to tell you all about her adventures with it.

Implementing this type of approach can kick open doors that will increase your sales.  The better someone gets to know you, the better they will begin to trust you, and the more likely they will do business with you and continue to do so.

The majority of the time people choose to do business with someone they know, like, and most importantly trust.  These three elements add a certain level of comfort for the client.  Get to know your clients and focus on earning their trust.  Not only will they do business with you, they will also refer their friends and family to you also.  Remember it’s all about making to the full Circle of Connextions.

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