How to Engage with Client

Let's consider you are a customer and you want to buy a car. Now just think for a brief moment and tell me with whom you would like to discuss about your car?

The answer will be

• The person who has good knowledge about cars

• Well-groomed personality

• Backing every commitment with facts

• The element of connect, treating you like the most important person

• Proactively answering all your small queries

Treating the discussion as if it's not your car but his car too, all lines are more focused on mutual benefit, and your benefit

So above are a few things you would like to have in a salesperson who is gonna sell you the product. But let's take a step back and imagine that you are not looking for a car or any purchase and a sales person call you, who has all these abilities in him/her.

Would you still react in the same way? No, right. Why? because you are not a potential buyer.

Now, let's understand how to engage with the client. What approach should we follow? Will this help with conversions, or how is this gonna build the sales pipeline?

Let's understand what engagement means and from where you need to start. The first cold call, cold email, cold message or any omnichannel, the first contact with your prospect lead is the start of engagement. From there itself, you need to treat the prospect with utmost priority or Importance, this is what you were also expecting, and this is buyers mentality as well. We will discuss on Buyers mentality in depth as well.

You might be thinking, what if my prospective client is not qualified, and why should I treat him/her with utmost priority or even with respect? The answer is very simple: it's a pipeline.

It's a contribution towards your never-ending sales pipeline. The customer may not be the immediate client or sale, but can be, if treated with care and passion.

Let's understand a prospect who has a requirement, but the client is responding of takes a lot of time to respond. We, salespeople, call this a warm lead. And if you try to push this lead towards closer, this is a lost opportunity. You need to convert this lead to a hot lead, and this will be a fortune lead. To convert this to hot lead, you need to educate your lead with all possible product knowledge and do a passive penetration for your product. Share some WhatsApp messages even if the client is not responding. Share some facts about the business segment. Share some articles that will initiate an interest towards the product segment.

Once your client is educated, the client will never forget the teacher (unless you are not a good one), and the sale will happen. This type of client refers to multiple clients, and this leads to an organic client referral cycle, which will contribute to your sales pipeline periodically. But you need to always make sure your client remembers you, share a birthday card, or just send a message. After every referral sale, a thank-you call or a thank-you gift. Some freebies always hit the spot.

So when you make a call to a warm client, remember to educate your client.

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