Build Relationships - Don't just sell

 I know you've heard "you need to build relationships" many times as a salesperson.  And maybe you aren't quite sure what that looks like for you.  Or if you're already doing it. Or who you should do that with.

When you have a customer that orders repeatedly, has tenants or clients they can refer to you, has multiple locations, or doesn't mind the cost that you propose, those are your A1 customers who you absolutely should build a relationship with.

So what does that look like?  Do you find yourself "checking in" on certain customers, just to say hello?  Ever ask how their new website is working out or how their event went? Do you say hello and not worry if they need a sign at that moment?  Have they ever recommended anyone to you or given you a great review?  This is definitely relationship building. If it feels natural and not scripted then you're doing a great job.

Customer's want to trust who they are buying from.  They don't want to buy from a salesperson with only an agenda to sell.  Once the customer trusts you it opens up quite a few windows.  The biggest being the price will matter less to them so you don't have to worry about being so competitive. They will not think of other sign companies for anything, you will be their go to.  And gaining other customers through them will come soon after.

I know when i get my hair cut from the same person for years, I don't have to explain what I'm looking for or what hair products I prefer.  It's a great feeling to trust them!

Keep building those relationships! Don't forget to check in.  It will come ten fold in your sales! Be invested in their business, their success and their customers!