Client Requirements be like– “You never understand me. I am done trying to be with you. Don’t ever call me again.”

The struggle is real.

Just as we have inter-personal communication with our friends and family members–a salesperson also engages in an inter-personal communication with a prospective client or customer.

Its a professional business communication where the type of communication is one-to-one and is termed as inter-personal communications. This is vastly different from advertisements which are mass communications reaching to a large number of prospective customers.

Understanding leads to relationships– and for that you need to listen rather than pretend to do so as you mentally rehearse your sales pitch. You can’t talk and also understand–know the need, then understand the problems (“pain point” is a common jargon). Now, if you know your products and/or services, you will be able to assist and thus enable the prospective client. Then he becomes a buyer–a customer, a client.

It does not end with that. Now, you save the details of the customer and maybe even procure more information through a feedback form. Get a testimonial if he seems happy enough with the sales process. Now, every time you have a new product or service that is relevant but not competing with what the customer just purchased, make a brief promo and share it with bare minimum text and images. Wish customers on birthdays and festivals. Keep them engaged.

Basically, stay in touch so as to not be out of sight and out of mind.

Deals are the opposite of such a relationship-building exercise. Basically, you make a pitch to anyone and everyone about your best offer and it doesn’t matter what the prospective client wants or does not want.

• This is how most ecommerce companies operate as well as malls and supermarkets.
• This is how and why people end up buying shit they never needed
• That’s why online ad spend is a huge part of ecommerce economy
• This is why people use-and throw because its more convenient, faster, cheaper and maybe even better
• This is why there is more garbage than greenery in most urban landscapes
• This is how you overspend on your credit card or end up with EMI for things you rarely if ever use
• This is how most people buy and sell today because no one wants human interaction when they can see virtual love and virtual gains. The true value is lost in their perceptions.
• Short term gains do not seem to affect these businesses in the long-run

So, depending on your priority and cashflow, you probably will stick to one rather than deploy them as per good judgment. The benefits of deals to both parties seem to outweigh the native culture and community-building of inter-personal relationships in businesses.

At Budvice.com we collaborate and share. We assure you of a relationship rather than a hustle.