Increase Sales Blog

Marketing is all about attracting attention and building relationships.  And it is that second piece of the puzzle for marketing success that still appears to allude some small business owners and sales professionals.

As I was expanding about the marketing criteria for attracting attention through KISSES, I realized these strategies ignored the second puzzle piece, building relationships.  This was further solidified as I recently judge some local high school students who were participating in a DECA competition.

Possibly by remembering the acronym HUGS and embracing these four (4) tips, you can further strengthen those business building relationships.

H = Handshake

At the DECA competition, the one attribute that 90% of the students missed was a firm handshake.  Maybe it is me, but a wimpy, unsure handshake does not instill confidence in me. Also a handshake shows that you are human and the person is not building a relationship with a social media update or a robot.

U = Uptake

Building relationships must include being understanding, but also comprehending what was said. This is all about absorbing what the other person is sharing with you and then remembering what was shared.  Recently when meeting with a new sales lead (who has since become a client), I shared some observations about his facility and people.  The now client was truly surprised I had remembered.

G = Gratitude

Demonstrating gratitude is so important. Sending the thank you notes, being sincere and polite all are part of relationship building and creates congruency between your marekting behaviors and your business ethics.  Buyers are pretty savvy and can spot a phony a mile off.  This is not one area where you fake it to you make it.

S = Security

If people buy from people the know and trust, your initial meetings and there are usually more than one, must provide a sense of security without signing a non-disclosure agreement.  When potential ideal customers, prospects or buyers feel secure with you, there is a greater likelihood they will ask you back for that first meeting where you may begin to expand your fact finding.

Maybe the HUGS marketing acronym is too simple or too emotional for you.  That’s Okay. Just remember, many sales objections happen because the marketing phase was not successfully completed.

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