How to Build a Loyal Client

You meet someone who fits the profile of your ‘ideal client'. You know your company has a product or service that would improve their operation.   Building a long term client relationship isn’t about telling someone about your services, it is about helping them see value in using your company to overcome a problem that they have and having them believe you can do it better and more cost effectively than someone else.  Here are some steps to make the journey from prospect to loyal client easier.

Step1: Introduce yourself and your company and talk about the problems your company has resolved for clients.  Let them become aware of your services by giving examples that show what you have done for other companies.

Step 2: Buyers are always distrustful of salespeople, so don’t rush.  Let them develop a comfort level with you and start to trust you.  It will make it much easier to discuss, sensitive items like price and financial terms.  It will also minimize negotiating and can help to eliminate competitors who are overly aggressive and push to hard to close the sale.

Step 3: Pay attention to the verbal and non verbal communication you are getting from them.  Match their tonality and expressions to further build a bonding relationship. Watch for non verbal buying signs such as nodding and increased eye contact. 

Step 4: Continually ask questions to bring out areas of additional interest and potential needs that they may have that go hand in hand with the product you are discussing to resolve their problem.  It could result in a multi level sale.

Step 5: Ask for the order with: “What would you like to do now?”.  It is direct without being overly aggressive.  If they are not ready to move forward, you will clearly know it.

The art of developing a loyal client is to help them see a need they have, and develop a trusting relationship so they believe you are the best resource to help them with the problem.  Then they will come back every time and help you by sending your referrals.

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