Step one.
Communication letters, phone, email the methods of communication are limitless. A balanced strategy sorts and pre-sells future relationships. Communication should be geared towards informing and bonding. This should be accomplished by establishing a message that conveys a desire to be of service.
Step two.
Research
The needs of the market and the opportunities it presents should be fully understood. If the needs are addressed opportunities will be created. In order to capitalize on these opportunities research is required. The information learned should help develop an expertise in certain areas. This positions you to provide excellent product, services and solutions at a high level that will pay huge dividends in the business building process.
Step three.
Provide Answers
Communication and research should help to build a knowledge base that can be catered to the needs of qualified prospects. This allows you to provide answers to problems. In this approach you help the prospect solve an issue not sell a bunch of benefits.
Step Four
Commit to solving the needs of the customer. Provide service through out the process of building a relationship. See the relationship as long-term. Commit to keeping the customer informed and meeting all buying criteria of the customer.
Step Five.
On going contact.
Keep in contact with the customer making sure they are satisfied. Get feed back from the customer to analyze changes that can be made for improvements in areas of customer service and satisfaction.
