The need for considerable interaction from the clients arises out of simple human nature- we like to do business with people that we know. This brings about a level of security, and customers feel at ease doing business with someone they know. Interaction goes far beyond mere introductions. In fact, it begins with the introduction and after this comes maintaining a long-term relationship.
Interaction as a Two Way Process
Interaction, by definition, is a two-way process. It is different from advertising, where the focus is, “me, my product and my services”. Here you are constantly bombarding the person with information regarding you or your business, and this is usually done on a mass scale. Interaction is much more personal than that, where you try to understand and empathize with the client’s needs and wants.
The first step for positive interaction is to understand the client’s position, what he needs, and what he expects out of you, or anyone that they will do business with. Then, you should try to explain them what you do, or how your product or your service will help your client, and where does it fits in realizing his or her business goals. This method can go a long way into turning a prospective client into an actual loyal client. If a person feels that you can understand their position and requirements, and are actually in a position to help them, then there is no reason why they wouldn’t want to do business with you.
The idea is to offer them the most feasible solution, or a few options along with it. You should never try to dump information about you and what you do to the client all at once. This will not only overwhelm them, but also confuse them; and as a result, they could completely put off the decision for a while. You are there to gain their confidence and their business, not to scare them away!
Interactive Marketing
When looking for ways to market your business in an interactive manner, a good mix of old-fashioned styles, as well as modern technology will do the trick. Interaction doesn’t only mean being present on the Web and asking for your client’s feedback, though it is one of the ways of doing it. Here are a few ways to effectively interact with your clients, or prospective clients:
- Socialize. Invite prospective clients for a barbecue, lunch or dinner. Invite them to a party that you are organizing. Play golf with them on a Sunday afternoon. Invite them to your club. Such old fashioned ways of interaction go a long way in developing relationships with your prospective clients. You come to know about shared interests and common hobbies. These things automatically bring two people closer.
- Show off your business operations. Invite your prospective clients to your office. Show them around; tell them what you or your team does on a daily basis. The prospective client will feel more secure and more comfortable doing business with you if he sees your business efficiently run in a professional manner.
By learning how to interact with prospective clients more effectively, you will ensure that your business is never short of loyal customers.
