| |
|
A successful company is not only one
that creates a quality and client-oriented product. It is also a
company that employs an effective marketing strategy aimed at
turning leads into customers. Nowadays, communication is one of the
most important factors in any sphere. So, whether you are a manager,
an employee, or just a student, learning how to communicate with
people would be a perfect skill.
Communication with prospects is quite
simple to build, but at the same time, it may turn out a bit tricky.
It is necessary to find a middle ground in establishing bonds.
Whether your potential customer needs
help
with college homework or some other kind of service, make sure
to find the correct approach for them.
This article aims at providing you
with some useful steps on how to ensure successful communication
with your prospects.
|
|
|
| |
1. Try to Be Close
But not too much, of course. This tip
offers you to approach a client as if you are in the same boat
already. Instead of saying “me” and “you,” say “we” with reference
to your company and a prospect. This way, you will let them feel
welcomed. This “we” makes you and the client not antagonists - the
seller and the buyer fighting an unequal fight (one needs to sell
more expensive, the other – buy cheaper), but rather allies.
|
|
|
| |
|
2. Adjust to the
Conversation
Try to adjust to the rhythm of the
potential client. Take a closer look at how they communicate. If
they use slang, you can also throw in a couple of words; if it is
purely official, you should not deviate from the chosen tone.
The pace of speech is also important, as well as the manner of
communication (emphasized, polite, or free). This very technique
influences
the subconscious: a person feels a commonality with you
and establishes contact much easier.
3. Pronounce a Name
It is very important to call a person
by name from time to time. Many people like it, so it always creates
a positive impression. This way, you will show the prospect your
attentiveness and respect.
4. Pose Quality
Questions
Any psychology of interaction is based
on the art of asking
questions. They can be different and have different goals. For
example:
▪ open (will help to find out what
drives the interlocutor);
▪ alternative (will allow you to
clarify the nuances);
▪ closed (aimed at offering a
product).
The task is to find out the needs of
the prospects, show the importance of their views, and set the
correct model of the conversation.
5. Focus on
Important Things
Once you know the prospects’ needs,
focus on the details that matter to them. Do not load a person with
unnecessary and excess information. Your task is to turn a prospect
into a client, help in making a decision, and get through
objections.
|
|
|
| |
6. Be Prepared
A common mistake is to come to a
meeting, get to know each other, and just talk. You know where you
are going, what is expected of you, and, of course, you know your
services and costs. Therefore, during a meeting, you should give the
client more or less specific answers on all aspects.
|
|
|
| |
|
7. Be an Active
Listener
Unfortunately, many managers and
salespeople believe they have to talk non-stop, bombarding a
customer with a flood of information. Even though they may talk
about the case (prices, characteristics, brand names), the prospect
does not want to continue communication in the end. But why do such
things happen? The answer is a lack of
active listening.
Here are some methods of active
listening you should consider:
▪ Agreement. Communication with
potential clients should demonstrate that you approve of the views
of the interlocutor.
▪ Questions-clarifications.
After listening carefully, you can ask some questions to show you
are engaged in the topic.
▪ Summing up. As well as
clarifying questions, this technique will demonstrate that you have
correctly perceived the client's words. To look at this through a
simple example, imagine a situation in a restaurant. After you have
ordered the food, the waiter summarizes the entire list of dishes.
▪ Paraphrasing. Having
carefully listened to the interlocutor, you can repeat the words
they said in your way. Of course, you should not state everything in
a row but rather highlight the essence. It will prove that you
perfectly understand what a person needs.
8. Be an Expert
Not the expert who uses a lot of
professional terms and blinds the interlocutor with science. But the
one who thoughtfully and knowledgeably talks about the product,
manufacturer, its pros and cons, characteristics, and properties.
9. Use the
Socrates’s Method
As the legend says,
the ancient philosopher communicated with people in a very
original way. To achieve what he wanted, he asked the interlocutor
several questions that could only be answered in the affirmative.
Then, when asked the basic things, a person struggled to refuse.
Indeed, how do you say “no” if you have said “yes” three times
before? So, try to ask non-committal questions first and then ask
the one that is the final goal of your conversation.
|
|
|
| |
10. Adhere to
Business Ethics
Business ethics is a great way to
effectively interact with colleagues and prospects. Politeness as
the basis of business etiquette is one of the main features of
communication with a client. It must be present in manners, voice,
actions, and dealing with people. If prospects experience a
respectful attitude, they note this company as a decent organization
with well-mannered staff.
|
|
|
| |
|
So, your behavior directly influences
whether the prospect will become a client in the long run.
Final Thoughts
Remember: communication with a client
is not a seller's monologue but a dialogue. Allow the prospect to
insert a word, and you will get a lot of helpful information. Using
some additional background information, you can catch on and get
your message across. Still, make sure you listen actively, engage
with your prospect, and make them feel heard.
|
|
|
|
 |
|
|
