‘Business Communication’ – The New Art of Conversion Conversation

Business communication is changing rapidly as technology develops. While new developments in technology have made communications easier, it has also raised customer’s expectations. Having a solid grasp on technology will make it easier to convert customers. 

  • Listen to your customers. With so many modes of communication, it can be easy to get lost in information. It is important to take the time to really listen to what your customer is saying is important to them, hone in on that, and focus your energy there. 

  • Know your product cold. New technology has made it easier than ever for your customers to have quick access to you. When a question pops into their head, they are likely to pick up the phone or send off a quick email, and they are going to expect a quick answer from you. If you have to page through technical specification sheets or make a call to another department to get the answer, your customer is likely to lose confidence in you. 

  • Assess your communication style. With all of the new ways to communicate, it can be easy to jot off a quick note without thinking how you come across. Always re-read emails and texts, and take a breath and focus before answering your business phone. It is easy to unintentionally sound abrupt, brusque or condescending if you don’t take the time to focus on your replies. 

  • Stay up to date on new technology. Being comfortable giving a tutorial on a new product or service via Google Hangouts, for example, provides a valuable service while not requiring much time or expense on your end. 

  • Take advantage of technology to make communication easier on you and more valuable for your customers. Allow them to opt in to a mailing list you maintain. You can get the word out about new products or services, which gives your follow up call some context. 

  •  Ask for the sale. Just like in traditional sales, it is important to ask the customer for the sale. With the seemingly endless amount of information available, sales contacts can turn into a back and forth of questions, ideas and concerns. At a certain point it’s important to realize that the customer is waiting for you to close the sale. 

  • Don’t forget to follow-up. The easiest customers to sell to are existing customers, so you want to keep them happy. Follow-up calls, texts or emails make keeping your customers happy a quick and painless activity. 

  • Keep track of your contacts. The ease in which you can maintain contact with your customers has its downside, they can just as easily shop other companies before making their decisions. The Internet has made it easy to find technical specifications, read reviews and generally do a lot of the preliminary shopping that, in the past, individuals have relied on sales reps for. Don’t wait until someone has totally dropped off the radar to try to woo them back. Make it a habit to stay in regular touch with your existing clients. While building your client list is important, repeat, existing clients are your bread and butter. 

Easy and constant access to phones, email and the Internet has changed the sales industry.

You have to be ready at any time to talk up your product, explain options, choices, drawbacks and considerations to a curious customer who is not used to waiting for answers. While it is easy to get burned out by the constant accessibility, by harnessing your communications, and managing them effectively, you can make your job easier and more productive. The basics of good salesmanship will always be the same, listen to your customer, assess his needs and be able to deliver.

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