People love to talk; and they talk about everything, including YOU! Every interaction with every person you meet not only affects your relationship with the people you encounter, but even with those who only hear about you.
Your reputation is the most powerful marketing tool you have. When a great reputation precedes you, it speaks volumes about the value of your business and immediately distinguishes you from the competition. It also helps you create instant rapport with future customers; you don't have to convince new customers what a great salesperson you are if their best friend already has.
The best way to get a great reputation is to take advantage of the many opportunities that surround you each day. Learn how to make friendships with everyone you meet, regardless of the situation. This is the key for a great reputation and an effective sales approach.
Think of all the people you have the opportunity to meet every day. Take advantage of those opportunities! Meeting people and developing new friendships is a remarkable way to build a strong reputation and attract new customers.
Think of all the easy, fun things you can do to spend time with more people and create a lasting impression:
1. Eat breakfast and lunch with existing customers, prospects, or BOTH! You need to eat anyways; make the most of it!
2. Get to know the parents at your kid's sporting or school events. It's an easy way to build instant rapport.
3. Join a fitness center. Using traditional methods, it can be nearly impossible to schedule an appointment with a key decision maker; so strike up an interesting conversation with them in the locker room.
4. Take an active role in your place of worship or favorite charity. The people you meet will share your passions, and you'll easily connect with them on a personal level.
It's important to know that building a good reputation in these circumstances does NOT mean that you should be selling anything. The goal is to meet new people and make more friends. When you distinguish yourself in common situations, people will remember you.
Of course, developing relationships with those in your community is only half of it. The impressions you leave on those you encounter professionally also play a key role in building a great reputation.
The easiest place to start is with your existing customers; they already trust you with their business. Take it one step further -- giving them exceptional service and personal attention may convince them to say great things about you to others.
DON'T underestimate the potential of a situation that doesn't lead to an immediate sale. Many salespeople "cut bait" when they realize a person can't switch suppliers or can't afford the product at the present time.
If they can't switch suppliers, help them get the most out of their current situation. If they can't afford your product, help them find the best product for their money. Take the time and make the effort to do what others in your field would NEVER do. We all do things for our friends that we're not necessarily compensated for. Do the same for your customers; it's the easiest way to create bonds that pay off in the long run.
People do business with friends, and always refer them to others. Developing professional and personal friendships with the people you meet every day is the most effective way to build a strong reputation and the easiest way to increase your sales opportunities.
Tom Richard conducts seminars on sales and customer service topics nationwide. Tom is also the author of Smart Salespeople Don't Advertise: 10 Ways to Outsmart Your Competition With Guerilla Marketing, and publishes a free weekly ezine on selling skills titled Sales Muscle. To subscribe to this free weekly ezine go to http://www.tomrichard.com/subscribe
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