Secrets of Successful Business Relationships Online

Operating a successful business is largely about building and maintaining relationships. Sure, your customers are concerned about price, quality, service, etc., but the most successful businesses are those that work to develop a relationship with their customers. Look at Wal-Mart, for example. Do you really need someone handing you a shopping cart on your way in the store? No, but they always hire a nice, elderly type people who smile and says hello to you as you walk in. That’s relationship building!

Truth is people will often pay more for something if they have established some kind of personal connection with the person or persons within the business. Certainly, such relationships lead to repeat business, whether you run a grocery store, a restaurant, a sporting goods store, or a movie theater.

For most of us, it’s not often that we develop substantial relationships with people at the places we frequent. This is due to a number of reasons; maybe the store is large and has many employees and therefore you never really see the same people with each visit, sometimes it’s just a quick stop or perhaps you don’t visit all that frequently. But if you think about it, there are probably places you go often, where you have established some kind of relational bond with someone who works there. It’s that kind of familiarity that keeps bringing you back. And of course, not every place of business can develop an intimate relationship with every customer, but those that try are often more successful than those that don’t.

Building Business Relationships Online

While online businesses lack the ability to build relationships face-to-face, this does not negate the importance of building relationships with your customers–you just have to go about it a bit differently. In part, this is accomplished through your website itself, sometimes through email communications, and occasionally over the phone. Since the website is usually your first point of contact, and therefore the point where you establish your first impression, it’s vital that your website do all that it can to set the groundwork for building a strong relationship. The website can’t do everything for you, but if your visitors come and leave without ever having made even a superficial contact with a person or a persona worked into the site copy, they will leave without having established any sort of intimacy, and therefore no sense of “connection,” with you or your business.

I found the following quote the other day in regard to building relationships with people in a personal sense, but I felt it also applies to building relationships for business as well:

People are insecure; give them confidence.

People want to feel special; compliment them.

People desire a better tomorrow; show them hope.

People need to be understood; listen to them.

People are selfish; speak to their needs first.

People are emotionally low; encourage them.

People want to be associated with success; help them win.

–Pete Vossler

While all of the above are generalities, they do largely apply to most people, regardless of how successful, “important” or how well-known they are. And of course, it also applies to the average Joe and Jane Doe web surfer looking for a place where they feel comfortable handing over their money. So how do you go about building relationships with your potential customers online? Glad you asked.

People are Insecure; Give Them Confidence

It’s easy to buy from a brick and mortar store where you see real faces involved. Even if it’s some 16-year old kid, with numerous body-piercings standing behind the counter, you have confidence that when he takes your credit card he won’t be stealing the numbers. This kind of confidence in the buying process is lost online. My biggest issue with buying products online is the return process if, for whatever reason, something goes wrong. It’s easy to drive back to Target and return something you don’t want. But online, once the purchase is made, the return process is more cumbersome and often results in extra shipping fees.

You need to give your visitors confidence, not only in the security of the purchase process, but also in the quality of your products, their expectations and your policies and procedures in case something doesn’t go as expected. This is most easily accomplished through making sure you have pages on your site that address each of these issues, and clear and obvious links in the places where the customer will be most looking for them. For example, your product pages might need an obvious link to your return policies page–even if that link is already available through the main navigation.

People Want to Feel Special; Compliment Them

Who doesn’t want to feel special? A compliment goes a long, long way in helping to establish that mental relationship. How do you compliment someone you don’t know? Some simply ways are to write these compliments into your content, “You’re obviously looking for quality baby clothing, you’ve made a wise decision visiting our store.” It might sound a bit cheesy, but it works, as long as you don’t go overboard. These types of compliments can also be worked into your email and phone communications.

People Desire a Better Tomorrow; Show Them Hope

Will your products or services make their lives better or easier? You must already believe that otherwise you wouldn’t be selling what you do. So use this opportunity to explain how your products are going to be good for them. Explain how life will be better once your customer purchases what you are selling. Illustrate to them the benefits, not just the features. If you can give your customers hope–convince them–that your product or service will improve their lives; you’ve got a sale in hand without the cost being a significant factor.

People Need to be Understood; Listen to Them

Even before you have a chance to communicate with your clients verbally or via email, are you listening to their needs? Whether or not you listen to your website visitors can easily be determined by your USP, Unique Selling Proposition. What? You don’t have one? Then you may not be listening to your customers needs. Your USP is what makes you stand out from the thousands of other stores online peddling the same wares as you. Why should they buy from you as opposed to someone else? Price alone is rarely the determining factor.

You need to offer your visitors something unique that tells them that you have listened and responded to their needs. Even if you sell the same product or service as others, your unique approach is one developed out of conversations with your customers and seeking ways to find solutions to problems even before those problems existed.

People are Selfish; Speak to Their Needs First

More than anything, people want you to meet their wants and needs. They’re not shopping on your site for your benefit; they are there because they are in need of a solution for X. Your first order of business on your website is to tell the customers how you can meet those needs and what your products or services will achieve for them.

People are Emotionally Low; Encourage Them

For some sites, shopping cart abandonment is astronomically high. Why is that? Primarily because people need to be encouraged to proceed with their purchase. I’ll often start shopping for a book or DVD, have it in my basket, go through much of the checkout process, but just before I finalize the payment I hesitate. In my mind I’m thinking, “should I buy this now?”, or “Will my frivolous spending upset the wife?”, or for larger purchases, “Can I afford this?” Most of these questions surface on an emotional level; sometimes rooted in fact, sometimes not. The bottom line is that a little extra encouragement can help persuade visitors through the selling process.

In fact this very thing happened to me just the other day. I threw a couple of books into my Amazon shopping cart but since I’ve purchased quite a few books lately so I began to think twice about buying a couple more now. Amazon provided the encouragement I needed. By filling out an application for an Amazon Visa card I got something like $30 off my purchase. I was sold and so were the books. You don’t have to give away money to encourage your visitors to make a purchase, but you can re-iterate the benefits of their purchase one more time.

People Want to be Associated with Success; Help Them Win

Everybody wants to feel successful. The funny thing is that people don’t even have to be successful in the larger financial/business sense in order to feel successful in every day life. Success often comes from the little victories achieved here and there. Your product or service may not be able to change your customer’s destiny, but you can help him or her feel that their decision to purchase from you will help them be successful at something.

Selling baby diapers? Your diapers can successfully prevent leakage. Selling batteries? Your batteries can successfully start the car each morning. Selling cleaning supplies? Your supplies can help them successfully clean their house better. Let your visitors know what they will be successful at with their purchase.

The other side of this is that people also want to see that you are successful. Your success–or lack thereof–is inferred by how your website looks, the number of employees that work for your organization, or possibly even the number of clients you have. A business’ success is determined mostly by superficial perceptions. If visitors perceive that you are successful they will gravitate to you based on that alone. After all, you must obviously know what you’re doing if you can afford a great site, X number of employees, to charge outrageous fees, etc. But be careful here as well, success can often create a negative perception of you or your business. You might be considered too successful to be able to give them the time or quality your visitors expect.

If you are able to build strong relationships with your website visitors, even perceptually, this will give you a significant sales and marketing advantage over many of your competitors. Building these relationships alone won’t make your business the most successful in your industry–there are many other factors involved–but relationships are a crucial factor in being able to establish and maintain long-term customers. Every marketing dollar saved by not having to seek a replacement for a former customer that now shops elsewhere is an additional dollar (plus additional sales profits) that can be spent in obtaining and maintaining new customers.

Why Do I Need to Rent Email Marketing Software?

Every busy business in today’s fast paced world needs to maximise their productivity and take advantage of every opportunity they get to do this. This article is designed to highlight the benefits of rented email marketing software as opposed to buying a package and how it can help your business run that little bit better.

Do I require email marketing software? This is a question that anyone who would like to be successful with email and internet marketing must answer. There is a divide in the marketing industry whether to buy email marketing software or to just rent it.

We now live in an age where you can have an effective online marketing scheme without having to purchase the software. Email marketing software can be rented from a range of online websites. If you rent your email marketing services, it means that you only have to deal with one company and one website.

You Can Use It Anywhere

An advantage of using this method is that you can access it anywhere. As long as he/she has a computer and an internet connection, the person planning to market through email can always monitor how his marketing campaigns are going. This reduces the need for someone to have to use their personal computer because the software is installed on it. Therefore increasing productivity as online results allow for more flexibility.

Renting Is Quite Affordable

Price is another key factor to consider when looking at email marketing software. Renting is quite affordable as it involves paying a small amount each month or each time you use the software. This is a more attractive option than having to pay a large amount for the software package. You run the risk of the software being inadequate for your needs by doing this. By renting you save spending a lot of money on something which could be spent in other areas. In this way you can also discover what online software is best for you.

Keep Your Contacts In One Place

Once marketers realise the benefits of having all their contacts it one place it will become clear that purchasing email marketing software was unnecessary. Free email programmes such a Hotmail are often used for email marketing. However, they soon discover that this is an ineffective and disorganized way of doing things.

This software uses the simplest way to organise mail. It can highlight which customers have been contacted and which have responded. Hence maximising output, minimising mistakes freeing up time for other endeavours such as widen the customer base.

Your Mind And Your Enthusiasm Will Enable You To Build a Successful Business – No Doubt!

Do you know the secret of success? Do you know what to do to build a successful business? Do you know why many people out there fail to succeed in their businesses and in their life? One of the reasons is having a poor MIND coupled with lack of ENTHUSIASM. Your mind and your enthusiasm contribute 100% to the success of your business regardless of the level of your education.

The question now is “How do you use your mind to succeed in your business?” One thing you need to know is that everything you see around us had to be first an idea in the mind. Your mind is a storehouse of wisdom, understanding, intelligence and a source of ideas. What you store in your mind is what you get. If you practice success for your business, your mind will provide you with ways to succeed. It will give you ways to market your business to success.

If you think you can do your home business and succeed, then you can. That’s the principle you need to adopt. But if you think you can’t, the chances are that you cannot. We all have the same mind to start a business but the question is “How can we make full use of it to build successful businesses?” The answer is in having a lot of ENTHUSIASM to do our business. This is what separates winners from ordinary people.

ENTHUSIASM is the eagerness about doing or achieving something. It acts as a catalyst and motivator to do things. You MUST BE ENTHUSIASTIC about your business to get the energy and the wisdom to turn it into a successful business. Your mind is a success machine, which ordinary people never learn to use to succeed in their businesses. The day they learn to use it, they are no longer ordinary people and success becomes their trade name.

Whatever you program your mind to do, it will accomplish. Mentally think about your business succeeding, your mind will figure out ways for you to make it successful. Mentally think about your business failing, your mind will get for you a way to fail. This is why you need to be careful with what you set your heart on. It surely becomes yours.

Whatever the mind of man can conceive and believe, it can achieve. One famous criminologist stated that “When men first come into contact with crime, they abhor it (hate it). If they remain in contact with crime, they become accustomed to it, and endure it. If they remain in contact with it long enough, they finally embrace it, and become influenced by it”. This explains how the mind works.

If you want to do a successful business, spend your time working on it every day. Focus your mind to attain your desires through VISUALISATION, which is a practice of seeing your desires in your imagination day and night. Your subconscious mind works on your desires, picks facts and gives you answers through creativity.

As I conclude, I would like to remind you that enthusiasm is a key to building a successful business. Be enthusiastic about whatever task you do. Focus your mind on ideas and actions that will help you to succeed in your home business. You will obviously succeed and be counted among the highly successful people.

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