Remember: People do business with people.

John Walters of 1-2-1 Business Consulting brings us a much-needed reminder in this day of "B2B" marketing and technology at every turn. The obvious (but often forgotten) notion of  the need for "human connection" in relating to prospects and clients is effectively captured in John's post. 

Remember: People do business with people.
This is obvious and yet it is something that is often overlooked, particularly by companies selling business to business (B2B).

We get so wrapped up with the products/ services that we supply that we lose sight of the fact that people do business with other people.

For sure we look to the quality of the product, availability and pricing, but our decisions to do business with another party is invariably influenced by our emotions.

This shouldn’t come as a surprise, after all you would rather do business with someone pleasant, who makes the buying experience fun, as opposed to doing business with the rather difficult person that continually rubs you up the wrong way. Wouldn’t you?

Well the prospective buyer of your product/service is no different.  Knowing that their buying decisions are somewhat influenced by their emotions is very powerful information.  You create the opportunity to ensure that your value proposition appeals to them on an individual/personal level, and thereby capture/retain their business.

Remember that how you interact with your customers and potential customers will ultimately determine your revenue (sales) development. And so, put yourself in your customers shoes and consider the following:

1. Are you easy to do business with? Here I’m thinking your ordering process and not whether you rollover on pricing and terms.
2. Do you think the overall buying experience is a satisfactory one?
3. Are you meeting their needs on a personal level?

Are you able to answer the above?  If not, perhaps you need to solicit feedback from your customers.
Good luck. Should you require help please Contact “121″.

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