No matter what your industry, your customers want more than just great products and workable solutions. What they really want to know is that you are the type of person whom they can trust to get the job done. Here are things they want to see in you:
Customers want to know that you can be trusted to do the right thing. They expect you to tell them if buying what you’re selling is a mistake, or not truly in their interests.
Customers don’t have the time to sit and listen to cookie-cutter sales presentations. However, they always have time for somebody who can redefine problems and devise workable solutions.
Customers are taking a risk when they buy from you. They both need and expect you to exude the kind of confidence that assures them you’ll do what it takes to make them happy.
Above all, customers want you to be honest with them. In fact, everything is built upon a foundation of honesty. Without honesty, you have absolutely nothing to offer any customer.
– Be a counselor
When you offer your client advice, direction, input and business counsel, you become a truly valuable partner. This style of open dialogue helps to establish the respect.
– Be a good listener
Many clients are unsure of what they are trying to accomplish. You must have listening skills in order to identify key messages being communicated. One of the best ways to compensate for a client who communicates poorly is to repeat what you have heard and ask them to confirm the accuracy of key takeaways, which will ultimately impact expectations.
At the end, if you take the time to listen, be proactive about communicating openly and address any issues, you will keep client expectations in check and be in a good position to grow your relationship over time.