By Lindsay Bononno

1. The most game-changing way to gain a customer and guarantee their loyalty is to bring your customer a customer. Very early on in your relationship with a customer, let them know about a contact who can use their services, and don’t stop there. Whip out your phone, shoot off an email and CC your new customer. You just transformed yourself from a salesperson into a partner.

2. Don’t change who you are. Often times salespeople change the way they talk and act when trying to present their product or service. You need to be quick-thinking while speaking with your potential customer, but you can’t do that when you’re focused on trying to be someone else. You are the only you, run with it and be your own brand. 

3. Make it all about your new customer. No one wants to hear you wax on poetic about your accomplishments or what you have to offer. They want to know what you can do for them. Use your personal talk time to show them how your skills can help make their experience less stressful, more profitable, or more efficient.

4. Be genuine and CARE. How often are people distracted by their cell phone or email? It is rare to meet someone new and have them be truly present and in the moment. Taking a few moments to clear your mind before picking up the phone helps you to increase your attention levels and show you value your new customer’s time, thus piquing their attention.

5. Get comfortable with the silence. Do you know the best thing you can do after asking a question? Stop talking. It can be awkward to let what you asked sit out in the world while you wait, but interrupting their thought process breaks their engagement and shoots you in the foot. 

6. Whenever you are calling a potential customer, opt for three screens at all times: One = Email: To send email right after your voicemail; Two = Your CRM: Since you are recording every call, task and/ or email, it should be front and center; Three = Research: This monitor should have data about the company you are calling into or your prospect’s social media feed. Having this information at the ready during ALL CALLS guarantees that you come across like a business ninja.

7. Treat a prospect as if they are already your client. Give something of value to them every time you contact your prospect. Offer an article they might be interested in, an introduction to someone who might help them with a goal, or an invitation to an upcoming event in their field. Recommend solutions to problems they voice or suggest resources to address the issues you discussed when you call after a meeting. They will start to view you as a valuable resource and someone important to have in their corner, instead of an interruption to their busy day. It only takes a few minutes to pass along a phone number, a link, or a funny video, but the impact can be unforgettable.