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How to make customers depend on you

What if I told you that you could find a supplier that was smart, motivated and always delivers quality without having to keep an eye on him. All projects are completed on time and within budget.

This provider also seems to know what you want before you know it yourself and always comes up with clever suggestions. He is also a master at providing you with enough information and never bores you with unnecessary details. He has poise and you look forward to seeing this person every time.

What a dream!

If you have five seconds to make up your mind - would you hire him?

... Another five seconds: Do your clients think of you like this?

You understand what I'm getting at ... A much larger part of the relationships of our customers than we're aware of is all about how they look at us as people. If they like us, it takes a huge effort for them to replace us and our job as a salesperson is almost entirely about getting customers to develop a long-term dependence on us. Right?

Here are 7 tips on how to get customers to depend on you:

1. Show customers that you know what goals they want to achieve. If they feel that their goals are yours as well, they will feel secure with you.

2. Show your customers that you know what their problems are. You turn their problems into yours and you help them getting the problem solved.

3. Always make sure you choose the correct output. If your customer is analytical - present facts and analysis. If your customer is results oriented - present the result first. Simply show the customer what he/she wants to see.

4. Try to remove whatever the customer dislikes from his/her plate. Everyone dislike different things and if you are the one who can remove a nasty thing, then you will help in a way that others can't. For example: You find out that your customer must write a weekly report on the project you are doing and he/she hates to do it. Offer to do it for him/her.

5. Learn more about the customer's private goals and try to help him/her to get closer to them.

6. Learn what your customers preferences are. Does he/she prefers weekly meetings or written reports? Does he/she prefers customer e-mail communications or meetings face to face?

7. Constantly show (in different ways) your customer that their goal is also your goal and present the progress you are making in order to achieve the client's objectives. It's important that the customer is always aware of what you are doing. Always refer to what you have done for them in conversation, so they will know how important you are to them. Don't expect your customers to discover it by themselves.

Now, let's get going ...

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

230 000 prescribes to his free newsletter "The 5 minute marketer"
Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.