August 25, 2014

What really is Client Engagement?

Everyone talks about ‘engage with your clients’ but what does that really mean?

Repeated interactions that strengthen the emotional, psychological or physical investment a customer has with your brand . . . therefore increasing brand loyalty.

Well that’s a mouthful!

It just means keep your clients interested in what you have to say or offer, provided it means something to them.

The difficulty for most people, especially for people not well versed in sales phsycology is in understanding how to do this in their specific job role, without having to learn ALL the selling skills that professional sales people need to know.

The best approach is to apply the techniques for building relationships, not matter the job role, as this, in essence, is what selling is all about. If you focus on building the relationship in your own specific job role, solving issues, satisfying needs, then people will want to buy from your company, over a competitor. And this is what builds loyalty.

If you identify needs, present your solution, keep clients satisfied and over meet expectations whilst you are engaging with them, then they will remain loyal, even when there are aspects of your product or service that “isn’t entirely 100%.

A key ingredient is that each step of the process should encourage the client to WANT to know more, WANT to continue a dialogue, and see you as the person or company help them make the correct buying decision. Even if it’s not for your own product, you can earn credibility as the company to come to whom they trust to give them the right advice . . . to make the right choices.

Client engagement, General, Selling
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