Slow Down and Win Customer’s Heart!

Mov­ing too fast is rarely the way to win new cus­tomers and keep­ing the exist­ing ones.  Cus­tomers are sel­dom impressed the man­ner you are han­dling their needs in a fast man­ner.  The eas­i­est way to make any­one feel spe­cial (but almost fully neglected) is to give them your time and undi­vided atten­tion. By slow­ing down your pace, and giv­ing each cus­tomer and col­league more atten­tion, tak­ing time to work out what both of you truly need, you get bet­ter results than rush­ing through a time­line and hurry on to the next “wallet”.

1. Power of atten­tion – You nat­u­rally feel val­ued and impor­tant when some­one slows down and give his full atten­tion.  In con­trast, if you get the feel­ing that the other per­son is patro­n­is­ing you, it indi­cates that some­thing or some­one else is more impor­tant than you are.  It’s easy to be dis­tracted when you feel harassed and under pres­sure to deal with other peo­ple, even cus­tomers.  If that is hap­pen­ing to you, you might be actu­ally send­ing your cus­tomer a silent mes­sage that, what­ever words come out of your mouth, you are actu­ally less inter­ested in them and their needs that you are in some­thing else.
2. Slow down improves focus – Slow­ing down helps improve focus on the topic.  The best way to restore full focus on the task in hand, or the cus­tomer in front of you, is to slow down. Cus­tomers pre­fer to deal with peo­ple and orga­ni­za­tions that treat them well and make them feel impor­tant. They judge value by how well their needs are met and any prob­lems they have are solved, fully and per­ma­nently. They aren’t inter­ested in your sales quota or the pres­sures you face to make your bud­get. As far as each cus­tomer is con­cerned, they are the only one, and that’s how they expect to be treated.
3. Quick Fixes Won’t Help – Some­times, quick fix solu­tion may not be the right solu­tion for every­one.  Every­one have dif­fer­ent needs and prob­lems.  The best way to win a cus­tomer heart is to lis­ten care­fully, ask ques­tions and fully pledge your time to address the customer’s con­cern.  Most sales peo­ple know that this is impor­tant.  What pre­vents them from fol­low­ing it is unrea­son­able pres­sure from their own man­age­ment, who often equate more busi­ness with more busyness.
4. Time is a Pre­cious Gift – Time is pre­cious!  And that means dri­ving more sales in a lim­ited time.  How­ever, on the con­trary, this per­cep­tion is held by your cus­tomers too.  By spend­ing more time with them, you are mak­ing them feel more valu­able.  You are giv­ing a silent mes­sage that they are impor­tant and you are will­ing to spend the addi­tional time and effort to dis­cuss about their needs! The over­worked sales or cus­tomer ser­vice pro­fes­sional try­ing to deal as quickly as pos­si­ble with cur­rent clients to free time to prospect for more, is forced into actions that are very likely to lose busi­ness instead of win it. His employer who val­ues such organ­i­sa­tion behav­iour is act­ing in the most short-sighted way imaginable.

Slow­ing down seems coun­ter­in­tu­itive when you are feel­ing under pres­sure, but it is nearly always the best way for­ward. Try it and we believed you can win more cus­tomers’ heart than you can imagine!

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