Nick James

Relationship selling is not just a numbers game. You probably already know that in a numbers game it is all about the number of visitors you can attract and parade your product in front of. Certainly the more visitors you manage to entice to your website the more sales you will be able to make. And the more profit you are going to make. (I have focused on this myself in the past).

It is similar to using the buckshot approach. The more bullets you fire in the direction of your target, that more chances you have of getting a hit.

But answer this! If the product you are selling is of superior quality, wouldn't the vast majority of your visitors want to have it anyway? Follow along with me as I dig a bit deeper into relationship selling and the numbers game.

Are you beginning to notice that the problem here is that marketers are looking at website visitors as prospects and not as real people? Really think about it, they are not looking at their visitors as people who have feelings, people who face daily challenges and people who celebrate victories in their life as well as disappointments. They look at them as just another "hit" on there stat counter.

Notice how relationship selling cannot be a numbers game? Just as sure as you are breathing, you know that people are not numbers. How would you like to be thought of as a number? Truth be told I would not like it either.

The fact of the matter is you have specific feelings and needs. So do your customers. To be met at the point of your specific need is what relationship selling is all about. This shows a measure of sensitivity. What you will find is that people are grateful and responsive to the sensitivity that is shown to them. As a matter of fact they have been known to swiftly reward sensitivity.

Think back. Can you may remember the feeling you experienced when you visited that 'really busy' restaurant at lunch time. After placing your order, you were instructed to 'move over' to the herding area and told to wait... Not nice is it? How about the packaged greeting the waitress or server said you you when you entered the restaurant? (Most of them sound like a telephone recording?) And sometimes they do not even look at you when they drone out the greeting to you.

Would you rather they look you in the eye (with a smile) and said in a very pleasant way, "good morning, how can I help you?" I would. It is not that difficult to do! After all, you are handing over your hard earned cash.

Many believe that possessing the ability to relate to others is natural. Unfortunately that is not entirely true. Our life of conditioning and the way we cling to misconceptions ensures that we have a hard time relating to others. Throw in a few cultural differences, along with the brutally fast pace of life and we are assured of a few more challenges in relationship selling. But it needn't be like this.

Here is a simple but awesome thought! In relationship selling the personal approach is by far the best approach. Do not treat any web visitor like a number. The art of relationship selling is more than just number crunching and flat lining a lifeless, "have a nice day". I started focussing on relationship selling a few years ago, as a result I have many happy customers and lots of word of mouth referrals. In addition backend sales have increased and so has the retention rate of my Nick-James.com members.

Relationship selling takes place after you have captured the email address of your subscriber. Then it is about two way communication. Your subscriber gets to know you and you get to know your subscriber. It is also about giving something of value in exchange for their email address. Start your relationship marketing today.