Company Updates

Beyond the Elevator Pitch: How to Strengthen Relationships with Prospects

When it comes to building relationships with prospective customers or clients, it’s more about the small details that make up the larger picture. Whether you’re into “wining and dining” your clients, meeting up on the golf course for some casual conversation, or sending out email updates to keep your prospects hooked, there are a few very important strategies to keep in mind for any sales effort.

1. Chivalry isn’t dead. No matter what stage your relationship is at, from a first-time encounter to an already budding partnership, going out of your way to be kind is always appreciated. If you’re at a lunch meeting and you get up to retrieve something – a napkin or glass of water, for example – ask the table if they need anything, too. It won’t go unnoticed.

2. Be honest. There’s no point in beating around the bush. If you’ve met your lead in person, you both know that a sales pitch and negotiation are in the near future. Avoid awkward small talk by incorporating your business and its services into the conversation. For example, at the business lunch: “This place has excellent salmon. It’s all anyone could talk about when we had our last sales conference here!”

3. Tell stories. These days, people from every sector of society are bombarded with advertisements and sales pitches on a daily basis. This has caused us to develop an “off switch” that allows us to tune out the continuous flood of information. It’s time to get creative. Tell your prospects stories that they’ll be interested in. Keep your elevator pitch, but tie in a few relatable experiences, too. This will not only differentiate you from the crowd; it will also strengthen the relationship between you and your prospects.

4. Don’t disappear. Remember that relationships are a two-way street. If your prospect feels that you are frequently unavailable, take days to return emails, or don’t really care about them as a customer, they’ll be immediately turned off. Be present, and make sure they know how to reach you, whether that means giving them your cell phone number or your email address.

Every customer is different, and the same formula won’t work every time. The most important thing is to listen to your customers’ needs, wants and concerns, and respond to them in a way that will help clarify things. Fostering each relationship on a day-to-day basis may be too much to add to your plate, and TeleDirect can help alleviate some of that burden. Contact us today on to see how you can work towards securing your prospects today.



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