Thinking about prospects and customers ONLY as potential sales and dollar signs can get you in to trouble with your target market. Not that you aren’t in business to make money, but customers can truly sense if you are just in it for the dough. Think of ways you can share information and educate your customers and you’ll do a much better job of connecting.
Have you ever heard someone say something like, “I really like working with Bob, he knows his stuff!” Or “I didn’t know there was so much to understand about tires.” Consumers want to feel confident and comfortable when they make a purchase (especially major ones) and not everyone has the time or the inclination to study up on all the consumer reports. You can help them feel knowledgeable and secure in making a purchase by offering them some education.
Share latest technology or advances and changes in your industry with your customers and prospects, they will feel like they can make a more educated purchase. You can also make sure that people know the various ways to use or maintain whatever you might be selling. If you are selling or providing a service–you can still use education as a major tool–look at ways that you can “teach” your customers about why and how you do some of the things you do. You might be thinking that if you teach them, what’s to stop them from just doing it themselves? Well, depending on the service you’re providing, they might try–but chances are, they will just have more appreciation for the fact that you are doing such a great job!
Don’t expect clients, customers, and prospects to get noticeably excited when you are educating and sharing information (and make sure that you don’t come off as a know-it-all), but you can trust that by educating your customers, you are helping them to be more informed consumers, and building a reputation for being knowledgeable and trustworthy.
See Also: With Home Business, We Have to Give Good Customer Service
Nurturing and Cultivating Customers