Listen to Audio
The reality is that there’s a massive gap between how you communicate and what your clients can understand (unless you’re speaking with a CTO of course). This article’s purpose is to bridge that gap so that you increase sales, improve your relationships, and set the right expectations with your clients.
Start Appreciating the Small Things
A birthday card goes a long way. So does a round of sandwiches. Every once in a while, it will dramatically help your personal relationship with your clients if you send them a nice gift. According to Fresno IT Company BCT Consulting, no other IT companies are nurturing personal relationships with their clients. Establishing this connection will set you apart from your competitors and help you sustain long-term client growth through higher retention and referral rates.
Talk In Your Client’s Language
Sometimes, people get so caught up with talking and selling that they forget to listen. This is especially true in the tech field. 90% of your sales process should be listening. Pay very close attention to the verbiage that your client uses so that you can understand where they are coming from.
A practical way to apply this is for example, ask your client what the three most important things to them are. Then make sure to repeat that exact verbiage back to them. This simple exercise in language will make your client feel understood and will help build the trust youu need.
Drop the Jargon
This one is pretty simple – drop the jargon. Stop talking about things your client doesn’t understood. The minute your conversation gets too complex, their brain will either shut off or start stressing out. Instead of trying to show off your expertise, showcase your happy clients.
According to Trust Pilot, one of the greatest influencers when a client is making a buying decision is social proof. They want to make sure that you’ve delivered to other clients. In short, build trust through social proof, not jargon.
Go to the Bar
Another major factor when people make a buying decision is if they like you. Unfortunately, most tech nerds don’t have the best interpersonal and social skills, and it’s painfully obvious during client meetings. If you come off as the stereotypical tech nerd, then the client will unconsciously start boxing you into stereotypes – robbing you of the chance to show your skills and worth.
So, hone those social skills. Go the bar, stay sober, and talk to strangers. Become the extroverted introvert. Become a likeable person.