Dear clients…What’s new?
In such a competitive environment, the relationship between professionals is the crux of every business partnerships. Satisfied customers or partners will never feel the need to go and see what is happening elsewhere. They’d rather maintain a privileged and lasting relationship with you to the extent that even the negotiation stage will no longer be needed. However, there are many IT tools available today to build customer loyalty, but this automation of customer relationships raises a number of questions: what about the true human relationship? The exclusivity? The distinction ? What could we continue to do in order to get us out of this bubble, this conformity, to distinguish ourselves considerably from all the others? Follow this article to never be forgotten by your customers and business partners. Never.
1) Reveal yourself
It was during my business meeting this Friday in Paris with an important client that I could still realize the importance and the impact of a real exchange, a genuine relationship with someone. Before each important appointment, we always ask ourselves the following questions: what if this appointment went wrong, and if I did not get the results expected? We then lock ourselves into an obsession with the result and this becomes our only focus. We control our words, our gestures then everything refocuses on ourselves. What about our interlocutor during this time? He seeks to be satisfied while we seek to defeat what in some cases causes us to lose our feet.As a first tip, do not go straight to the heart of the matter; unveil a part of your personality while still keeping a slight restraint. You don’t need to dance while entering the premises but let your contact know that you went to a concert of your favourite artist the day before and that you have enjoyed it is not forbidden. So, not only will you break the ice, but above all, you will show that you are not here only to sell but above all to establish a real connection, personal or professional. Obviously without ever losing sight of the objective: to conclude the deal.Your outfit can also occasionally play a role, Friday is « dress down code », i.e. casual attire for all. So I had put the costume in the closet and selected a more adapted fit for the heat: grey trousers with a blue cotton polo from Gant and my latest casual red moccasins from Bass. This casual yet sophisticated outfit can help to facilitate small talks.
2) Stay remembered
The appointment went very well, and so I left with the contract. My personality had made the difference and by that I mean the real interest I was carrying to my client: How is he? Who is he? Through our discussions, he discovered me a little more as an individual and we left the professional framework to make our exchanges much more natural and pleasant. And it is, in my opinion, at this moment that you need to give him an attention worthy of an individual of distinction.
a. The Letter: leave your fingerprint
The most professional individuals will not neglect the follow-up and will use the classic method: to send an e-mail, you know these e-mails with the same template and where only the header names change. Does this allow us to stand out? No. This tool is used by all and won’t, for sure, enable you to be remembered. What about the traditional method? The one we all used tens of years ago because we had no choice? This method that women loved so much as it was romantic and personal? Yes, I am referring to the hand-written mail. How many of you have already received this from their customers or service providers? How many women have received a letter from the hand of their pretender, beloved? When that happens, generally, it is remembered. Hand writing is a way of opening yourself up, allowing somebody to glimpse your personality through the shape of your letters and the size of your characters. This allows you to establish a much more personal relationship and to distinguish yourself, which should be much appreciated. Do not hesitate to use a cardboard sheet with your company logo or a specific design when we are not part of a professional relationship. Opt for a sober paper, write a concise message and do not forget to sign your name. You can be sure that this message will not end up in the bin.
b. Be connected: WhatsApp Dear?
This mobile application is a revolution and allows us to be able to communicate free of charge anywhere in the world. When the business relationship reaches a stage of maturity (I trust you and you’re my only interlocutor), do not hesitate to accompany your most faithful clients via WhatsApp: much more instantaneous, they will receive your messages in real time and can reply to you rapidly. You will be more responsive and will be able to offer them a special support. Working with the EMEA and American markets, I had to integrate WhatsApp as a one of my main communication tools, specifically with my African correspondents who are very keen on the application, considering the disparities in access to telecommunications networks. Keep a professional profile picture, avoid using emoticons and abbreviations, and always use first-class vocabulary and spelling.
To write is like drawing a door on an impassable wall, and then opening it.
With the advancement of technology, we want to act quickly, automatically and tend to forget the basics. Having a sincere and lasting relationship necessarily requires opening oneself. We must be ready to leave this formal framework in order to give a glimpse of our personality. This helps to relax our interlocutor but also to reassure him: we are not like all the others. Having a privileged relationship with our best clients is a way to let them know that you are willing to commit to the long term and make the right efforts. Be yourselves, stay connected and available, believe me, they will appreciate.