BOSTON (Reuters) - The Management Tip of the Day offers quick, practical management tips and ideas from Harvard Business Review and HBR.org (www.hbr.org). Any opinions expressed are not endorsed by Reuters.
Customers are far more likely to purchase a product or service if they feel valued by the person selling it. Underappreciated customers will look elsewhere to make their purchase.
Reach out to your customers and make sure they know how important they are to you. Give them the opportunity to meet as many of your staff as possible, all the way up to the CEO.
Thank them for their business and ask them to tell you about their company. When you create an emotional connection with them, they are more open to hearing what you have to offer, and much more inclined to purchase.
This needs to be a genuine connection, however; your overtures shouldn’t be phony or insincere.