We can easily learn the lost skill of buying language if we will apply some basic communication techniques.
Henry Thoreau once said, “I had the greatest day of my life; someone listened to me.”
How well do you listen to your customer? Research shows that out of the four components of communication, listening was fundamental and integrated into all other elements of communication. ((Liu, Costanzo, 2013).
What is Buying Language?
Do you find yourself assuming your clients likes and dislikes before you ever spend time getting to know them? Building relationships in business can fall into the same mediocre communication traps that we’ve all seen at dinner party’s, with friends, or in marriages. Today we’re going to talk about Buying Language and how we can easily learn this lost skill of communication.
Buying language is much like body language. It gives us a more in-depth understanding as we interact with one another. I’m sure we’ve all had those conversations when someone says one thing with their mouth, but their body language tells us something very different. Buying language is similar. We must be intentional to listen and watch. If we listen without watching, or vise-versa, we won’t fully understand our customer.
How is Buying Language helpful?
Buying language is an important skill to learn in order to have success in the marketplace. It’s not just a matter of knowing who your customer is; it’s understanding what makes them who they are. Demographics, Psychographics, and Geographics are helpful for this purpose, yet they are just the tip of the iceberg. Many corporations spend a great deal of time and money to understand the buying language of their customer. It benefits entrepreneurs, small businesses, and non-profits alike to maximize the lost skill of understanding buying language.
Benefits of understanding Buying Language
- Customer satisfaction dramatically improves
- Better and more efficient service or product.
- Creates customer loyalty
- Clarify’s company message
If you want to succeed you must not only understand but speak the buyer’s language.
Start building a relationship with your client or customer as soon as they visit your online site, or brick and mortar store. You can do this in many ways with a variety of tools and resources. It doesn’t have to be expensive, but it must be authentic. Many companies use segmentation to bring order to their marketing strategy. They identify, sort and organize their customers based on their buying habits. Yet, much of their segmentation is reactive instead of proactive. Building relationships will remove this obstacle and increase your understanding of your customers buying language.
Buying language doesn’t just have to tell us what a consumer did; it can also give us clues on what a consumer is inclined to do. This fact is what I refer to as, anticipated buying language. I want to offer a word of caution, make sure that our anticipations are based on sound research and yes, a few gut feelings, but never on gut feelings and assumptions alone.
If you’re like me, you geek out on all the creative ways we can build relationships with clients and customers. I love learning about people and how I can serve them better. Let’s not forget the power of listening. We can’t be thinking of what we want to say when our customer is speaking. Instead, let’s take the time to listen, we’ll have plenty of opportunities to address the obstacle when we understand it well.
Supporting you to serve,
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