Do you love your customers? – Have you been asked that before?
Most of you are sure to start wondering that now. But how would you answer spontaneously?
With: “I don’t know!” Or “Do I have to love my customers?”
The dream of every self-employed person is freedom, independence, and, above all, satisfaction.
And doesn’t satisfaction also largely depend on whether our customers are satisfied? Don’t you think it’s great when your customers give you great feedback on your work? Isn’t it nice to be valued for a job that puts a lot of heart and sweat into?
But how do you do it?
What causes pressure and fear
All of the many marketing strategies, your time management, and your efficiency … if you feel that all of this is not working properly, it may be because you have misaligned your focus so far.
You fight and toil; you overcome resistance and fears.
To earn money is what gives us inner peace, security, and even better opportunities. It continuously pushes us closer to the dream of our perfect life.
And you are right when you say it should be financially worthwhile. We all have to pay for our buns. Money keeps our minds clear and lets us be creative.
At the beginning of self-employment, the focus is on finances: This is precisely where you are under great pressure and must ensure that the money starts flowing.
We often make wrong decisions under pressure and don’t listen to gut instinct. We’re talking to the wrong people or talking to the right people about the wrong subjects.
The pressure carries over to our products and our services. And in the worst case, our customers too.
Time to change strategy.
Take the focus away from you and focus it on your target audience.
Suppose you manage to let go of pressure and fears and really start communicating with your target audience (i.e., listening 90% and speaking 10%), then, in the end. In that case, you will know what needs and problems your target audience and your potential customers have.
And that gives you the chance to adapt perfectly to your target group.
Don’t worry about whether or not you will get a contract after the interview.
Instead, try to make your prospect feel good about leaving the conversation because you could help them. Make the world a little more beautiful for your customer and solve their problems, even if you don’t land the big deal.
Here are a few suggestions on how you can add value:
1. Do not try to “save” people
Being a rescuer in need is of no use to you. That only attracts people in constant need of salvation, and those aren’t the customers you want.
Do business with people who can take responsibility for themselves and/or their company.
Otherwise, you will quickly be responsible for everything, and that will not give you the freedom and satisfaction you want.
You are someone! You can choose your customers. Keep that in mind. (And sometimes you have to make exceptions to this, especially at the beginning, to stay afloat. But always remember and make these exceptions aware!)
You are looking for people who think your products or services are great and who can also afford your work.
You are looking for people who are actively looking for a solution.
2. Don’t try to change the mindset of your target audience
I recently got into an interesting consultation.
I worked for a craft business and talked to a web agency that had previously made the website and Google campaigns for this company.
The conversation was pleasant. And then, we came to a point where the technical implementation of a landing page that I wanted to create for a customer campaign.
The consultant began to talk me out of the landing page. He claimed that you could redirect the campaign to a subpage that would be just as successful. Instead, he wanted to sell me more campaigns.
I explained my project in more detail so that he understood what I was about. But he kept trying to change my mind.
And here you see the problem: once you disagree with your customers and try to convince them of something just because you want to sell your product, you will lose.
Because that’s exactly what happened: I lost confidence in the agency because I was no longer sure whether my project was still in good hands. I doubted whether this agency would really do everything to technically implement my ideas as I had planned.
So if you feel that your customer is building up resistance or comes to you with an idea (a problem), please do not try to persuade your customer to have another problem just because you have the right solution for it.
Instead, look for a solution to the exact problem your customer is facing.
Here’s an example: If your customer needs a touch-up stick for the scratch in their car and you, the salesperson, only have nail polish on sale, then you lose your credibility by claiming that nail polish is just as suitable for the customer’s car, only because you want to sell something.
If instead, you really help the visitor and tell him where he can get good car paint and good advice, then the customer will send his wife over to buy the nail polish from you in the future.
And why? Because you are personable and trustworthy. Because you want the best for the customer and not make them feel like it’s all about a quick deal.
Only a company that loves its customers will do this.
3. Listen to the voice in your stomach, not the voice in your head
Your head wants to sell at any price and this one new customer.
But your gut feeling tells you that the customer is not ready yet.
Then what do you do? Do you listen to your head or your stomach?
In my experience, your gut feeling is never wrong. Many of us have forgotten how to listen.
If it’s still there, then listen to it!
Sometimes a customer is not ready to buy. He cannot tell you because he is not aware of it himself. But your gut instinct will let you know.
Acting on the customer now and wanting to sell would be wrong. They might even put pressure on him and scare him off.
Be patient, take your customers by the hand, and show them where to find more help.
Perhaps you have detailed information on your website. Maybe you can offer to give him a call if he has any questions.
You may have a pre-release, smaller version, or free trial of your product. Offer cheap or free alternatives to give your customers time to decide.
4. Conquer your customer’s heart
And you can do that with products and services for which you are passionate.
People love nothing more than to buy from people who are passionate about their topic.
You feel the same way, right?
I recently bought flowers from an elderly lady who was completely in love with her job.
She held every flower under my nose: “Here, smell it” and “Isn’t this beautiful?”
I only had ten minutes to do with this lady, but I felt that she loved her shop, her flowers, and her bouquets more than anything from the very first second.
And she loved me because I loved her flowers.
That’s why she tried so hard to make it beautiful to me. And for everyone else who bought their flowers.
She really wanted me to be satisfied and love my bouquet as much as she did.
And as silly as it sounds, it worked. I came back to her and bought more even though she was not in my place, and although I would have had it cheaper, faster, and more convenient elsewhere.
I came back because not only did I buy their flowers, but also their love and heart and soul.
Passion and love are the best marketing strategy.
So I ask you again: Do you love your customers?
Conclusion: love your customers!
If you want to build a business that you love, start building products and services that you love.
Your passion for your work will fill your offer with added value and lead you straight to the heart of your customers.
- Pick your customers.
- Never try to change the mind of your target audience. Focus on the needs and problems your prospect is facing right now.
- Listen to your gut instinct. Always.
- Offer products and services that you are passionate about yourself.