It’s simple really if you don’t understand your customers then how do you expect to make any sales? There are of course more reasons than this but ultimately this is what it comes down to, and the reason you have a business is to make a success of it, to make money and to give people a good product or service and here’s why understanding your customers is key to doing that:
You’ll Gain More Opportunities
If you know and listen to your customers, then you never know what you might hear. Active listening will give you the information you need and want far easier. To master the art of active listening, you should maintain eye contact with people and don’t allow yourself to be distracted from the person you’re talking to. Don’t listen to respond, listen to understand, and finally, listen out for all opportunities, not just the ones that seem like they will get your some direct business. Even if your customer isn’t saying something that gives you a chance for you to sell your product or service, they could give you an opportunity to provide advice and guidance which will allow you to further establish yourself as a credible authority in the mind of your prospect.
People Buy From Who They Know, Like, And Trust
Don’t be just another self-interested person who is trying to get someone’s money. You should be looking to establish a profitable long-term relationship, so it can’t be all about business. Build rapport with people and don’t ever stop building that rapport. Find areas of commonality with your people and find out about them. Know their business, and what makes them tick, what do they need, understand the intricate details of what they’re talking about. If they mention a horizontal float switch, know what they are talking about. If you know someone is particularly into sports, making an effort to connect with them about that or whatever their passion is.
You Will Establish A Closer Connection
To establish a closer connection with your customers and clients, it’s very important to remember that it’s about them, not about you. Let your client do most of the talking and resist all temptation to interrupt and start pitching your solution, or you will derail the entire conversation. This is the time you need to be understanding your client.
This Is The Only Way You Can Help Them Properly
One of the best ways to understand and to help your clients is to find out what their vision is. Find out where they want to be and what they’re hoping to accomplish. What goals have they set? What do they hope to achieve with your product or service? It’s easy to focus only on what the customer might need in the present, but this is a mistake. You need to find out where they want to be, and what’s keeping them from getting there. This is what will enable you to help them and in turn help yourself.
