Want to Connect With Your Customers? Here Are 6 Skills You Need.

Connection. This is required to gain the loyalty of customers. But how do you gain or maintain connection when you can’t meet face to face?

This is a question a lot of people who sell (including entrepreneurs and solopreneurs) are grappling with right now. They’re used to travelling to visit their customers at their workplaces, or offering their products at conferences and trade shows. Now those reps are forced to move inside, and are trying to discover new ways to connect with their customers.

The sales process, by necessity, has moved from face-to-face to virtual. It may not be the best way, but technology has afforded us the opportunity to have the body language and tone of voice components of communication added to the words.

Here are some communication skills, aided by technology, that every person who sells should include in conversations with clients and prospects:

  • Respect and Consideration. People who know me know how big I am on these two characteristics. Customers will not want to do business with you at all if you don’t give the impression you respect them and their needs and care about what they’re telling you. If you are conversing over the phone, you might feel free to make faces or slump in your chair. After all, they can’t see you, right? Wrong! Poor posture and facial gestures can affect how your voice sounds. Of course, if you are using video conferencing, your customers can see you and will be able to pick up on the nuances that demonstrate you care about the conversation. Which leads us to…

  • Listen well. Many, many salespeople feel the more they talk about a product, the more likely they are to sell it. However, that is just not the case. Most buyers are 57% of the way through the buying process before they even meet with a rep. They’ve already checked out your products and services online and learned a great deal about them. Your job now is to get a bead on how they feel about what they’ve learned. Technology has helped them get to this point. From there, you have to take it that bit further by listening carefully to them and answering their outstanding questions. Fail to do that, and they’ll move on to a competitor who wi