Trust is possibly the single thing that will keep a customer coming back. It’s likely more important in many B2B transactions than in B2C, simply because many business services and products involve a longer client relationship. So how can you continually instill trust with your B1B customers?
1. Be There
Even if the sale was months ago, be available for your B2B customers. Even if you’re the sales guy, be willing to go the extra mile to help a customer resolve a service issue. Rather than make a client jump through hoops, help out by facilitating the resolution of any issues with support.
Pop up with an email check-in every once in a while, just to see how things (yes, the product or service, but business and life in general as well) are going. Have no agenda other than just being there for your customer.
2. Keep Communicating with Your B2B Customers
Stay in touch with all your customers. Send out a monthly email newsletter that provides useful content, tips and company news. It’s not about the sell anymore; it’s about providing value in your communications and interactions with clients.
Use social media to interact with customers. Keep tabs on who’s talking about your brand, or just reach out to a client to say hi on Twitter or Facebook. Show that you’re paying attention by sharing their links and retweeting their content.
On your client’s birthday, send a note or even a gift, if it’s appropriate to your relationship. Flowers, gift cards or bottles of wine go a long way to show you care.