As you already know, we live in a world where we communicate via instant messaging, FaceTime and texting. No one makes phone calls anymore. Even NFL trades are now often completed via text messaging. If you are a salesperson today, then you must be comfortable with all these forms of communication.

The success of any salesperson is built on relationships. Relationships that you can count on for both today and tomorrow. In the past, relationships were fostered via face-to-face conversations, follow-up phone calls and possibly a thank you note here or there. If you did those things and “kept in touch,” then you were probably ahead of the game.

Today, though, it is vital that a salesperson be open to all forms of communication. Every customer you interact with and attempt to build a relationship with is going to have their own preference of communication. Some are going to want information via text, some will prefer phone calls and others will still like face-to-face.

If you want to build relationships with your customers, then it is up to you to find out what communication method works best for any given customer and be willing to communicate with them using that method.

If for example, if Tony prefers to receive a thank you via text, then the salesperson should do just that. However, Beth might appreciate the idea of getting a written note in the mail. It’s more work for the salesperson, but if they want to continue to build and foster relationships, then they will take these extra steps.

Some customers will even prefer different communication relationships depending on the information being delivered. If it’s just a routine follow up, then a text may work just fine. If it is something that is more complicated, then that same customer may prefer a phone call to make sure they understand. Again, it is up to the salesperson to get to know their customers, and how they like to communicate.

It is a different world today with all the different forms of communication, but building relationships is still essential to the success of every salesperson. In order to build relationships, communication is the key; and finding out how each customer likes to communicate will lead to relationships which will lead to more sales.

FINAO - Brad Huisken