I look for ways that I can save the client money when they make commitments to larger purchases.
I sell training sales and customer service training programs. A few years ago I saved client thousands of dollars over a three year period by asking, “How many people do you think will be going through this program in the next 12 months?”
When they told me, the number was significantly more than needed to get them into our highest discount bracket. I simply asked for a letter of commitment stating their expectations, and my boss extended the highest discount immediately to this valued client.
You can also offer to do “leg work” for a client.
I used my schedule flexibility when working with a large client to travel all around the state giving executive and supervisory overviews. These helped the client achieve their training goals at virtually no additional cost to them, and I got to know their people all over the state.
Perhaps the best question you can ask yourself to develop trust relationships is, “What would I want me to do if I was this customer?” Then figure out a way to do it.
Whether you are selling, or serving after the sale, these ideas can be relationship builders for you!
Building People to Build Business
J. Mark Walker
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