3 Simple Ways Creating Connections Can Increase Your Sales
By Holly Reisem Hanna
Do you want to increase your small business’s sales? Have you already tried the conventional marketing wisdom of growing your list, using persuasive copy and cross selling? In today’s technologically advanced society, consumers are looking for companies that understand them and can relate to their unique circumstances.
To create this synergy between consumer and brand, small business owners need to go above and beyond the traditional marketing methods and learn how to nurture and grow relationships. Here are 3 simple ways creating connections can help you increase your sales.
The Likable Factor
With the current technology and automated processes, being likable has become a crucial asset in today's society. In fact, we repeatedly see that people are more likely to do business with companies they like and trust. Rohit Bhargava, author of Likeonomics, says, “We are in the midst of what I call the modern believability crisis. People are easily manipulated by marketing messages, and they know it, so they have less trust in organizations.” To cultivate the likability factor, small business owners need to work on incorporating the following traits and practices into their business model.
- Always be kind, use good manners and give out compliments.
- Be present and actively listen with your full attention.
- Smile, laugh and have fun.
- Show your true personality — be authentic and genuine.
- Exercise a positive and pleasant attitude.
Follow Up with Potential Customers
As a small business owner, you’re probably so swamped with the daily to-do’s of running your business that following up with leads sometimes gets placed on the back burner. But did you know sales studies consistently show that consumers tend to go with the company that makes the first contact? According to Sales Insider, this number can be as high as 50 percent. Following up with consumers is not only an easy step, but it’s one that is often overlooked. Show you care by promptly responding with a phone call, email or social media message.
Keep Your Promise
Make sure you’re not promising the ocean and delivering a mud puddle. Even if you have good intentions, not delivering on your promise will unwittingly lose you the trust and respect of your customers. Be honest with yourself and your customers — let them know your limitations and refer outwards when needed. You may lose a sale in the short term, but long term you’ll have started building the foundation for mutual trust and respect.
You don’t need to have a huge marketing budget to promote your business. By incorporating relationship marketing techniques into your daily routine, you can cultivate the trust and respect needed to impact and influence your customers’ purchasing behaviors.
Holly Reisem Hanna is the publisher and founder of The Work at Home Woman. Recently named by Forbes as one of the top 75 Web sites for your career, The Work at Home Woman is an advocate for telecommuting and home-based businesses that empower women to balance life on their own terms.