5 Ways to Change the Perceptions of Your Customers

It’s not fair!

We are so dang lovable…

So why does it sometimes seem that customers don’t like us very much?

There is a certain unflattering mental picture that comes into the minds of many potential buyers when they think of salespeople.

It looks something like this:

• Cheap clothes
• Too much product in the hair
• Bling
• White shoes
• Smells like Old Spice
• Winks at you

It’s interesting that we rarely (if ever) actually see this comic book-type character, but the image is there nonetheless.

And no, it’s not fair. But every customer is entitled to his or her perceptions and opinions just like we are. We just need to remember one important fact – we aren’t “that guy” or “that lady”!

That means the responsibility to change the customer’s perception falls 100% on us.

But you can do it. Here’s how…

1. Be Genuine

Phoniness is what the customer fears the most. Genuine-ness is what they want the most.

Try This: Record part of a presentation and play it back to yourself. Does that person sound like the genuine you?

2. Be Engaged

Be fully present for your customer. There is no one else on the planet. There is no other priority. There is no deadline, no problem, no distraction. Be present!

Try This: Make a commitment to stay 100% engaged with the next customer you speak to. Full engagement is a habit. Work it!

3. Be Serving

If you want to stand apart, think “serve” above all else. Surprise your customer with an act of service that goes above and beyond any expectation.

Try This: With the next customer you talk to, think of something unique about their personality or situation. Then think of a small act of service that would complement that individual.

4. Be Helpful

This sounds like simple advice, but don’t be fooled – your version of helpful is not necessarily the same as your customer’s.

Try This: Think of a client you are working with right now who needs information. This is not information they have requested, but you proactively provide it anyway – because you must be helpful.

5. Be Timely

This is a huge boost to the customers perception of integrity. Timeliness is critical because it speaks to your perceived level of caring.

Try This: Deliver on what you promise before you promised it. You told them you would have an answer by 4:00? Get it to them by 3:00. You promised information by Wednesday? Get it in their hands on Tuesday.

There is a sense of intentionality that goes into great customer care. Being intentional about these five things will lift you above the negative “salesman” stereotype.

You can – you must – elevate your customers perception of salespeople. For you, for your peers, and for your customers.