You could also learn something critical that could impact your vendor/client relationship. For example, if you discover they are struggling with revenue or cash flow, that can have consequences for your business. On the other hand, if they are growing like crazy, you might consider opportunities to provide them with additional products or services.When you sell to consumers, the questions tend to focus on them, their family, their interests, hobbies, goals, careers, etc.
For both B2B and B2C, there are additional benefits that come with showing this level of interest. First, it increases their trust in you. When that trust is heightened, your customers will refer you to their communities. They'll be proud and eager to share you with their colleagues and friends. Second, the more you learn about your customers the more you can help them problem solve. If they are experiencing a challenge, brainstorm ideas with them. Get creative. One way you can use the information you learn is by connecting your customers to their prospects.
Your best differentiator is how you take care of your customers. They want to be heard and helped. Approach customers and prospects with curiosity. Be motivated to learn as much as you can about them. Then use that information to help to connect, to partner. Your customers will value their relationship with you far beyond the product or service you provide. It will be obvious that you care and that you are more concerned with their success than your income.
The Newsweek Expert Forum is an invitation-only network of influential leaders, experts, executives, and entrepreneurs who share their insights with our audience.Content labeled as the Expert Forum is produced and managed by Newsweek Expert Forum, a fee based, invitation only membership community. The opinions expressed in this content do not necessarily reflect the opinion of Newsweek or the Newsweek Expert Forum.