Management Tip of the Day: Speak Effectively with Customers

Thu Dec 30, 2010 9:01am EST
Email This Article |
Share This Article
  • Facebook
  • LinkedIn
  • Twitter
| Print This Article
[-] Text [+]

BOSTON (Reuters Life!) - Communicating with customers is the foundation for all sales, and it's important to focus on the customer, not on you, says Harvard Business Review.

The Management Tip of the Day offers quick, practical management tips and ideas from Harvard Business Review and (http:\\ Any opinions expressed are not endorsed by Reuters.

"Successfully communicating with customers is the foundation for all sales. Here are two tactics that will increase the likelihood that your customers hear what you have to say:

1. Understand their language. Too many companies use a one-size-fits-all sales pitch. The reality is that your customers speak a unique language informed by their life experiences. Tailor your approach and your language for each customer.

2. Focus on them, not you. It's tempting when trying to make a sale to talk about 'my company, my product's benefits, my product's features.' Instead, turn the spotlight on your customers. Talk about their problems, their values, and their purchasing plans."

-Today's management tip was adapted from "Persuasion Tactics of Effective Salespeople" by Steve W. Martin.