2024 Author: Howard Calhoun | [email protected]. Last modified: 2023-12-17 10:16
The times when there was a shortage of goods and services in the Soviet Union, there were long queues in shops and offices have long gone. Today, on the shelves of any counters, a variety of goods flaunt in large quantities. Also, various organizations are trying to expand the list of their services. In general, the modern market can be described as abundant in terms of product supply and sparse in consumer demand.
How to get more customers?
How to act in such a situation in the markets? You need to look for new ways to attract customers, as well as methods to ensure that consumers remain yours and do not go to competitors.
One of these ways is an individual approach to each client. In the service sector at the present stage of development of business services, this method of attracting and retaining customers is the key. An account manager simply has to know how to use it effectively if he wants to be successful.
The level of competition and consumer demand is growing
The importance of this approach increases due to the increased level of competition whensellers in the market offer the same products at almost the same price. But at the same time, each seller will vividly characterize the level of service, that is, at what level the client will be served.
Will you go back to that store where you get rude? Most likely not - you will find another, even if the price is a little higher, but when you shop there, you will be polite and called by name.
Be polite and know your customers
By the way, regarding such an appeal to visitors. It has long been proven that if a person is called by name, then he becomes much more loyal than if you simply address him as “you” or “you”. In all successful organizations that work with visitors, there is a practice of training staff on how to properly communicate with people. An individual approach to each client is very important when dealing with him.
An obligatory point of such training will be the development of skills among employees that will facilitate the appeal to consumers of their services by name or first name and patronymic.
Furthermore, staff are taught to form close relationships with their partners that will promote long-term cooperation. An individual approach to each client allows you to establish such relationships with a person. The times when the flow of visitors was huge and there was no need to try to keep one or another person, since tomorrow he would be replaced by three more, have passed after the global economic crisis in 2008. That is why building a long-term relationship with a client in modern business is simply a necessary task for survival.
Need to build long-term relationships with partners
To form such a relationship, you need to know a little more than just the name or patronymic of the client. Need more information. If we consider stores, then different discount or discount cards are often distributed. By analyzing customer purchases, stores can draw conclusions about which products are preferable for the visitor. The last step is to notify the buyer when there will be an interesting offer for such a product. And that's it, it's done. You can be almost sure that he will come and make a purchase.
If we talk about an individual approach to each client in the bank, then things are as follows. All sales managers have a special program in which they enter some auxiliary information about their visitors from time to time. Once enough of this data has accumulated, the account manager understands what the person does, what interests they have, and what bank products are relevant to the offer.
Keep the customer
Besides, not the last argument in favor of applying an individual approach to each client will be the fact that this is the only way to interest the buyer. Then he will return to the store again. Simple principle -talk to the visitor and identify their needs. It seems that thanking a person for buying and using the services of your store is such a trifle that it can be omitted in a conversation. You can't think like that, it's a gross mistake. After the client has purchased something, you need to congratulate him on a good purchase, say that you are very pleased to work with him. This will leave a positive impression in the memory of the person about you.
This method really works. An individual approach to each client allows you to increase sales by increasing his loy alty to the firm or company. People love to be talked to and interested in their problems. After all, on a subconscious level, they want to be sympathized and helped to get through problems.
A loyal customer will tell their friends about you
Always keep in mind that one loyal customer will tell several friends about being well served. To improve the relationship of visitors to your organization, use an individual approach to each client. The slogan for managers can be proposed as follows: "Today - service at the highest level, and tomorrow - an increase in the number of active customers."
Do not forget that an angry person who is dissatisfied with the service will tell at least ten people about it - this is exactly what happens, according to psychologists.
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