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4 Ways to Build Client Relationships in Enterprise Sales - Carol Evenson - Blog

4 Ways to Build Client Relationships in Enterprise Sales

In the high-stakes enterprise sales world, it can be easy to lose sight of one of the most important aspects of working in sales: client relationships. Whether you're selling to businesses, or even directly to consumers, the relationship you have with a client is of utmost importance. Building those relationships is key, but it also takes time and trust. This is something that the best sales professionals in the industry know how to do, and they do it well. In the world of enterprise sales, many professionals don't realize how important it is to build that client relationship. They understand the importance of the client, but sometimes fail to create that same bond as they may when selling directly to a consumer. Nonetheless, it's so important to foster that connection with your business clients. This will help you generate more sales, and in time, more clients. 


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These days, the majority of businesses use social media to communicate their brand and its message to prospective customers. These are often one of a company's most visible ways of advertising, and they can be a great way to keep in touch with a client. When working in enterprise sales, interacting with a client on social media can be an excellent way to connect with them by relating to their brand and their mission. 


Keep It Casual

Instead of just giving them your pre-planned and pre-written sales pitch, make it an open conversation. Sales has evolved into more of a relationship-based field, and scripted sales pitches can turn off a potential client. By having a casual but professional conversation with your potential clients, you will build that trust and relationship that you're seeking. This relationship may not happen after only one conversation, but by setting this precedent, you are setting yourself and your team up for future success. 


Pay Attention

People can tell when you're listening to them. By paying attention to what your client has to say, you'll gain key insight into their brand and company. By being open and listening to your client, they'll feel more respected. Respect is another key aspect of sales, and it's important to foster that early on in the relationship-building process. Your clients will be able to sense that you actually care about them and their business, and this will help your relationship grow and thrive. 


Keep the Conversation Going 

Often after making one big enterprise sale, a professional will think they can just leave that conversation behind and move on to the next big client. While that may seem easy at the moment, it won't help to generate sales in the long term. Building client relationships is all about just that: relationships. Once you connect with a client, make sure that you've scheduled times throughout the year to check in with them and follow up. This will show the client that you genuinely care about maintaining your relationship, and that you genuinely care about their company's progress. While they may not be a returning client right now, they definitely can be in the future, and with a positive relationship, they will go to you first when they next need a product or service that your business provides. 


While these tips may seem like second nature to the seasoned relationship-builder, many sales professionals don't realize the importance of following up and following through. Instead of amassing large amounts of clients all at once, consider building and fostering those relationships with the ones you already have. These are the ones that will help build your company and your sales team, as you will get plenty of referrals from them as well. Happy and satisfied clients will spread the word, and word will get out on your personable and trustworthy reputation. This is something that all clients are looking for when purchasing a product or service, as an impersonal sales pitch can often seem a bit cold. 

Publish Date: August 15, 2021 4:45 PM

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