The relationship between a company representative and a client is a delicate one. According to US-based entrepreneur Gennady Barsky, although building a better relationship with your clients is a tricky deal, it’s not entirely impossible.
“The relationships with clients burgeon swiftly, depending upon the needs of each party. Clients always prefer agents who have been recommended by their friends. Communication plays a vital role, not only in the case of a potential client who has been recommended an agent by a friend or acquaintance, but also in the case of a service provider who is approaching a new client,” Mr Barsky said during an interview.
He added, “Although developing business relationships seems simple if you go by the face value, forging strong business relationships requires enormous amount of effort, time and tact. The process might seem to be burdensome and exhaustive at times, but the rewards you reap in the end are worth it.”
Studies reveal that company representatives, who develop a personal connection with their clients by investing a significant amount of time, ultimately achieve a positive word-of-mouth, job security, increased sales, additional connections and job satisfaction.
“If you look at the situation from the client’s perspective, you’ll find that they usually rely upon the agents who promote a strong rate of interest for their benefit. The agents depend upon the chance that this client is a better lead. This is where an agent can use their expertise at forging better relationships, since no one wants to waste time on unproductive business ties,” Mr Barsky said.
He added, “For an agent, the first and foremost objective of forging a business relationship with the client should not just be sealing the deal. It should rather be to promote the welfare of both the sides. The client might not possess ample knowledge of the field since they are not professional, but the agent is.”
First impressions might not be the last impressions, but they do last a long time. When you meet any prospective client for the first time, it is imperative that you delve diligently, but respectfully into the personal circumstances of the client, and resolve any doubts raised by him/her through tactful answers.
For example, if you are into real estate business and you meet a prospective property buyer for the first time, you need to make efforts towards understanding the circumstances, which the client is facing. If the client works two jobs to make ends meet, the curb appeal of the home may not sparkle if the situation were otherwise. A good agent realizes that extra work may be involved to ready the home for sale.
“Understanding the need of the client, and presenting them with the optimal solution – that’s what gets a deal sealed. When you offer the clients with solutions which have been tailored to suit their needs, they do not just invest their money with you; they invest their trust with you, too. And being a responsible company representative who intends to forge long-lasting relationships with clients, it becomes your core responsibility to get you’re your clients trust you,” suggests Barsky.
He elaborated, “The client might not be ready to give away all the details. Once he and the agent get to know each other, the client begins to see that disclosing as much as possible to the agent is ultimately tuning up to their own benefit. The prospect of mutual benefits usually serves as a great ice-breaker, and paves the way for a business tie that lasts for years.”
Better and long-lasting client relationships are essential for every company, since they also spread a great word about your services, creating a positive image for your venture.
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