Pay attention to clues or ask questions that will help you find out if they're married, have children, like sports, have a favorite team or hobby, or anything else that will help you personalize your relationship. Keep track of all of the information in a database and use it to personalize calls and visits to the buyer.
Questions like "How's Monica's soccer team doing this year?" or "How was you trip to Mexico?" are the kind of specific comments that make good relationship builders. Each time you make a contact with a customer or prospect, note the date of the contact, the location (if any) and any new information you've gleaned in your database so it's always up-to-date.
Relationship Marketing: Key For Small Local Business
