How 8 Sales Gurus Build Long Lasting Relationships With Clients

In All, Core Knowledge by Claire CoxLeave a Comment

While you might not be in sales, the principles of building long lasting relationships touch every industry and every person. Saleswomen and men are very skilled in understanding client needs and building trusting relationships. It’s the only way that truly works.

So we asked top sales experts the question: “What are the top 2 things you do to build long lasting relationships with clients?” Here’s how they do it:

Matt Heinz

Matt Heinz

Twitter: Matt Heinz
Linkedin: Matt Heinz

Matt is President of Heinz Marketing: a sales and marketing strategy company. He’s the host of the Sales Pipeline Radio, and Matt and his team are also the authors of the book Full Funnel Marketing.

Matt’s Advice:

My top two pieces of wisdom are:

  1. Find out early how they define success, and focus on that intensely. Talk about it, report on it, try new things to achieve it
  2. Never take the relationship for granted. Work each day to re-earn your client’s trust, respect and business.

Colleen Stanley

Colleen Stanley

Colleen is the Founder and President of SalesLeadership, Inc: A leadership and sales development company. She is also the author of Emotional Intelligence for Sales Success: Connect with Customers and Get Results.

Colleen’s Advice:

My top two piece of advice are:

  1. Execute exceptional work, not just good work. Look for the extra 10 percent effort and value you can add to clients.
  2. Pay as much attention to the sale after the sale. Create an on-boarding process that insures ease of use of your products and services. Continue to check in and hold review meetings to ensure you are always adding value.

Wes Schaeffer

Wes Schaeffer

Wes is President of The Sales Whisperer: a inbound marketing and sales firm. Wes is the host of the The Sales Podcast, and author of It Takes More Than A Big Smile, A Good Idea, & A Twitter Account To Build A Business That Lasts.

Wes’ Advice:

Understand that selling is a process, not an event. It’s why I created The ABCDE Sales and Marketing System. “A” stands for Attract. “B” stands for Bond. “C” is convert to cash. “D” is deliver and “E” is Endear.

When you recognize that the actual money transaction is only the mid-way point you’ll conduct yourself in a more caring, more empathetic manner, which puts the person at ease. That facilitates the sale and puts you on notice to deliver the goods if you want to secure referrals and testimonials that, in turn, creates more leads in the Attract section of the sales cycle.

Julie Hansen

Julie Hansen

Julie is the Founder of Performance Sales and Training: a sales and sales presentation training firm. Julie is also the author of Sales Presentations for Dummies and Act Like a Sales Pro: How to Command the Business Stage.

Julie’s Advice:

Here are my top two suggestions:

  1. I think of what value I can contribute to my client, beyond my own solution. It could be an article, a video or a whitepaper, or even just liking or sharing one of their posts on social media.
  2. If they share something with me in a conversation (i.e., participating in a race, going on vacation, etc.) I make a note to follow up with them on it.

Scott Ingram

Scott Ingram

Twitter: Scott Ingram
LinkedIn: Scott Ingram

Scott is the host of the Sales Success Podcast and the Inspired Marketing Podcast. Scott is also a Strategic Account Manager for Relationship One.

Scott’s Advice:

First I work hard to understand the goals and motivations of each individual stakeholder within my client accounts. One of my favorite questions to ask is: “When we’re raising a glass together a year from now to celebrate. What specifically are we celebrating?”

Then I try to find and shine a spotlight on their wins and successes along the way. Sharing these stories internally helps them and their reputation, and also helps me expand into other divisions, geographies and opportunities.

When appropriate, telling these stories externally also helps them build credibility and their personal brand more broadly across the industry. Not to mention validates the work we do with other clients. Those are some of the most important reasons why I host the Inspired Marketing Podcast.

Alice Heiman

Alice Heiman

Twitter: Alice Heiman
Linkedin: Alice Heiman

Alice is the Founder & Chief Sales Officer of Alice Heiman, LLC: a sales training, coaching, and consulting group. Alice is also the Chief Networking Officer for the Sales 3.0 Conference, media sponsored by SellingPower.

Alice’s Advice:

The top two things are:

  1. Get to know them and let them get to know me.
  2. Ask them about their priorities and show them that I am here to help.

David Hoffeld

David Hoffeld

Twitter: David Hoffeld
Linkedin: David Hoffeld

David is the CEO and chief sales trainer of Hoffeld Group: a research-based sales training, coaching, and consulting firm. David is the author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal.

David’s Advice:

Top two things to build lasting relationships:

  1. Provide value at every customer interaction.
  2. Sell the way science has proven the brain is wired to buy. This includes understanding The Six Whys® and the Emotional States of the client or customer.

Mark Tewart

Mark Tewart

Twitter: Mark Tewart
Linkedin: Mark Tewart

Mark is the CEO of Tewart Enterprises Inc: a sales training and consulting business. Mark is also the author of How to Be a Sales Superstar: Break All the Rules and Succeed While Doing It.

Mark’s Advice:

We live in a world of social media, but likes and emoji’s are not enough to create relationships.

Get up every morning asking yourself, “Who can I help today?” Ask this everyday and then take action on it and you will create great relationships.

Bonus Advice

Derek Coburn

Derek Coburn

Twitter: CadreDC
Linkedin: Derek Coburn

Derek is the author of Networking is Not Working and co-founder and CEO of CADRE, an un-networking community in Washington, DC.

Derek’s Advice:

Almost all of my new client relationships came as a result of me doing something special for my existing clients – often where they could include their friends.

Client Appreciation, in one form or another, has been my best form of business development.

Over the years I have done this in a variety of ways, including hosting events like wine tastings, networking lunches, golf outings, lunch and learns, and sporting events, to name a few.

But the most effective thing I have done that has led to acquiring new clients did not involve me hosting an event. It was inviting existing clients to events which featured great speakers and attendees while giving them the opportunity to invite someone from their network to join us.

Shane Gibson

Shane Gibson

Twitter: Shane Gibson
Linkedin: Shane Gibson

Shane is a professional Sales Instructor at Langara College, author of Closing Bigger and Guerrilla Social Media Marketing, and is a Forbes Social Sales Influencer.

Shane’s Advice:

Face to face time is vital. With my top 20% of clients I make sure I meet them in person and ideally out of the office several times a year.

This, over the years has turned clients into loyal customers and in many cases best friends. I use Nimble CRM to help me manage the hundreds of key client relationships I have built over the years.

Jen Sieger

Jen Sieger

Twitter: Jen Sieger
Linkedin: Jen Sieger

Jen is the Director for worldwide inside sales at microsoft. Jen has been recognized as one of the top 100 cloud social selling influencers by Onalytica and Rise.

Jen’s Advice:

My top two things are:

  1. I look for opportunities to help my clients, partners and business associates through providing content I think would be interesting to them, providing recommendations, and making connections to others in my network they could learn from.
  2. I look for opportunities to connect on a personal level. That may be something as simple as sharing a love for coffee or commiserating on the joys of parenting.

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