Before you can determine whether you have customers or clients, let’s go over a little terminology. A customer is defined as “A person who purchases goods or services from another: buyer.” Customers are great – we all want people to buy. But what defines a client? Client is defined as “Anyone under the patronage of another; a dependent.” A Client is a relationship – the connection you receive when you get to know the people who will someday hand over their hard-earned money, trusting you and knowing that they will be taken care of.
Industry statistics show that a majority of current RV owners plan to purchase another RV to replace their current unit in the future. Therefore, it is safe to say that one of your previous customers will be looking to buy again soon. It is so much easier to retain an existing customer than to hunt down new leads. New leads must be convinced that you believe in the product you are selling and that you are genuinely interested in keeping them happy. However, your existing customers already know you and trust you so with just 5 tips you can turn your previous customers into clients.
- Build relationships and make connections It’s important to learn about your clients – remember their names, their needs and wants, and even what kind of dog they own. The key to learning about your customers is to continue the conversation even after the sale. Like building any relationship, it takes multiple interactions.
- Honor your clients’ wishes
With this approach, you can build trust, respect and credibility.
- Increase your likability
People buy from those they know, like and trust. You can increase your likeability by being honest, credible and keeping your integrity – if you say you are going to do something, be sure that you do it. Also make sure that you are compassionate in that you consider your customers’ needs before your own and always listen and engage.
- Practice transparency
Transparency is good and good for business. Be completely open and honest. Your clients will trust you when they know you have nothing to hide.
- Become a trusted advisor
Build your credibility by making yourself a pillar of knowledge and experience and don’t be afraid to share your knowledge. Your clients will then continue to come to you when they need help or advice.
Free word-of-mouth advertising
Since consumers are empowered to voice their opinions in very public ways, taking to online review sites and message boards to publicly express their feelings about the kind of experience companies provide, making sure customers have a top-notch experience at every interaction is more important than ever. Thus, developing that relationship with your customers is crucial. In a world of social media, online ratings and light-speed sharing, creating an enthusiastic and engaged client base will help spread the word about your products and services and draw in and inspire even more potential customers.
Relationships are key to the success of any business. As Chip Bell once said, “Loyal customers, they don’t just come back, they don’t simply recommend you, they insist that their friends do business with you.”