INSIGHTS | SALES TIPS
How to Add Value to Your Clients During the New Normal After COVID-19
Raymond Phoon, Founder
September 1st, 2020
The COVID-19 has brought a new wave of uncertainty, and it has affected every industry. Businesses are struggling to stay connected with their clients, communities, and partners. Many are now looking for ways to keep their clients engaged, informed, and interested during this new normal.
This week, I will be sharing tip #2 of a 10 part series on how we can stay on top of our game, add value to our clients, and still win in the New Normal.
Sales Tip #2: Show Concern and Empathy
“Developing strong relationships with others is not an easy thing, especially when you’re striving to create positive trust levels with your clients. Many things can stand as barriers to building the rapport that we need, to eventually enjoy the successful outcomes that we seek.”
Language, culture, or religion can often be those divisive elements to good relationships. But one thing stays constant. Emotions are the same in any context. The feeling of love, anger, despair, or hope means the same for all, regardless of who you are and where you come from.
In short, while culture and difference of circumstances stand to “divide” us, emotions “unite” us.
If you want to build that depth of rapport with your client and the level of trust that they have in you, showing concern and empathy is a must.
Offer to help make things easier for them. Not sure how you can help? Ask them.
In an era of digitalization that has accelerated into hyper-speed during this pandemic, making the extra effort to care for your clients is not easy at all.
Here are some simple tips on how you can do it, with the acronym of EMPATHY:
- Express sincere interest to know more
- Make the effort to understand
- Put yourself in their shoes
- Ask them what they are going through and how they feel about it
- Take time to listen actively (listen and understand)
- Help them to understand and have clarity of their challenges
- You can make a difference. Be the problem solver for their challenges.
The more you can empathize with your clients, the more authentic the connection with them will be. That leads to rapport, trust, and ultimately influence your sales success.
Influence not only wins you more deals. It creates loyal customers and followers.
So, let’s make the effort, show concern, empathize with them, and see your influence level deepen another layer over your customers.
Be Alive with Your Passion!