To really influence a customer, you need to build a relationship on trust. If a client trusts you, they’ll be open to your feedback, and will end up getting a better result. How many times have you suggested a design or functionality, only for it to be shot down, and then end up building something you believe really is sub-standard without that input from yourself? If you’ve had these situations (and trust me, nearly all of us have), then it’s very likely that your client relationship wasn’t built on trust. So how do you go about building this elusive trust with clients? Here are six simple steps; follow them all and you’ll certainly be building better relationships with your customers, which in turn means more influence and greater results.
Show Respect
I don’t mean calling them Madam or Sir, I’m talking genuine respect. Don’t be late to appointments, dress appropriately, don’t duck blame and be polite. Share their vision and understand their reasoning for decisions.Be Genuine
I mean really genuine, not just marketing speak genuine. Next time you speak to your client, be down to earth, shake off that corporate speak and treat them like a valued friend.Justify Your Work
Don’t just send through a design concept or a dot point list of functionality without explaining your thought processes. Sure, you can explain to them technically, but give them statistics, case studies, reasons you chose that color or why you suggest against that 320 field long contact form. Do research and arm yourself with statistics and back up every claim.Admit Mistakes
We all make mistakes, well the humans amongst us anyway. I’m sure you’ve made a fair amount of mistakes on client time, like all of us have. It’s how you deal with them that makes you better – own up to them, let the client know, and either share or wear the costs of your mistake.Share ideas
Have an idea that may do wonders for your client? Share it with them – don’t be afraid of rejection, let them know it’s an idea, and make sure they understand you were thinking of them last night or over the weekend – this proves you are passionate, and not just a 9 to 5 thinker.Disagree
Sounds crazy, doesn’t it? It’s true though; nobody wants a supplier who will do whatever he or she asks, even when the supplier knows it’s a bad move. If your client asks you to do something that you know won’t work, then let them know – politely of course, and explain your reasons in detail. If you build a trusting relationship, you will end up with a longer relationship that goes far beyond just this present project. You’ll build influence with your customer, and have a loyal client who wants to return and keep working with you. We all know it’s cheaper and easier to work with a previous client. They know your processes and systems, they don’t need every dollar justified and they’ll ask for your input, which in turn makes for a better and more fulfilling project. Hats off to you for winning clients and influencing people! Influence image via ShutterstockFrequently Asked Questions on Winning Clients and Influencing People
What are the key steps to winning clients and influencing people?
The key steps to winning clients and influencing people include understanding your audience, building strong relationships, communicating effectively, demonstrating your expertise, providing value, and consistently delivering on your promises. It’s important to listen to your clients’ needs and expectations, and to tailor your approach to meet these. Building trust and credibility is crucial, as is showing empathy and understanding.
How can I build strong relationships with my clients?
Building strong relationships with clients involves consistent communication, understanding their needs, and delivering on your promises. It’s important to be reliable, trustworthy, and to show genuine interest in their success. Regular check-ins, providing valuable insights, and going the extra mile can all help to strengthen your client relationships.
How can effective communication influence people?
Effective communication is key to influencing people. It involves clearly conveying your ideas, listening to others, and responding appropriately. By communicating effectively, you can build trust, foster understanding, and influence decisions. It’s important to be clear, concise, and respectful in your communication.
How can I demonstrate my expertise to win clients?
Demonstrating your expertise can be done through sharing your knowledge, providing valuable insights, and showing your track record of success. You can also use case studies, testimonials, and professional certifications to showcase your expertise. Remember, it’s not just about telling clients you’re an expert, but showing them through your actions and results.
How can I provide value to my clients?
Providing value to clients can be done through offering high-quality products or services, delivering excellent customer service, and providing useful information or insights. It’s important to understand your clients’ needs and expectations, and to strive to exceed these. Providing value can help to build loyalty, increase satisfaction, and win more business.
How can I consistently deliver on my promises to clients?
Consistently delivering on your promises involves being reliable, meeting deadlines, and delivering high-quality work. It’s important to set realistic expectations, communicate regularly, and to be honest if issues arise. By consistently delivering on your promises, you can build trust and credibility with your clients.
How can I use social media to influence people?
Social media can be a powerful tool for influencing people. It allows you to reach a large audience, share your ideas, and engage with others. You can use social media to share valuable content, engage in discussions, and build your online presence. Remember, it’s important to be authentic and respectful on social media.
How can I strengthen my ability to influence others?
Strengthening your ability to influence others involves improving your communication skills, building strong relationships, demonstrating your expertise, and providing value. It’s also important to understand the needs and motivations of others, and to tailor your approach accordingly. Remember, influencing others is not about manipulation, but about building trust and credibility.
How can I influence stakeholders and clients?
Influencing stakeholders and clients involves understanding their needs, communicating effectively, demonstrating your expertise, and providing value. It’s important to build strong relationships, to be reliable, and to consistently deliver on your promises. By doing so, you can influence decisions and win more business.
How can I grow my sales through influencing customers?
Growing your sales through influencing customers involves understanding their needs, providing value, and building strong relationships. It’s important to communicate effectively, to demonstrate your expertise, and to consistently deliver on your promises. By doing so, you can influence purchasing decisions and increase customer loyalty.
Miles BurkeAs Director of Bam Creative, and Chairperson of the Australian Web Industry Association, Miles spends his time managing his business or speaking about managing businesses. Recently awarded as one of the top Western Australian entrepreneurs under 40 years old, Miles can also be found writing at his blog.
