What’s the most important thing to remember when I’m interacting with a customer?
Customers want to be taken seriously. Someone who invests money does not only want to receive a product or service. It’s also important to make the customer feel appreciated and on an equal playing field with the sales person.
To do this is surprisingly simple: Address him by his name. By doing this throughout the sales conversation, not only when you greet him, your communication with him becomes much more personal and ‘warmer’.
Nothing is more unpleasant than talking to a person face to face not knowing his name – this has certainly happened to all of us at some point. But how can we possibly remember the names of all our customers?
Here are a number of tips that will help you:
- Be truly interested in the customer and do not only pretend to pay attention
- Carefully memorise his name during the first meeting, and write it down if necessary – it is no problem if the customer notices you doing this
- Repeat the name from time to time during the conversation
- Memorise the person behind the name – face, figure, voice, distinctive characteristics
- Try to link the customer’s name to an image. Convert his name into a picture, and link objects or situations to it. The saying also applies in this case: “A picture is worth a thousand words.”
You’ll see that after just a short while, the names of your customers will stick in your memory much more easily, and your customer interaction will become more promising.