Unlock the Potential of IoT Marketing by Building Relationships

10 Aug
2017
IoT Marketing

As time goes on, more and more smart systems will be introduced into daily life, which is why it’s so important that you spend time to develop your IoT marketing strategies now. The Internet of Things is a revolutionary method of introducing new services and products to a networked world, connecting devices, people, and objects. This technology affects everything that people do, whether in education, leisure, health and fitness, business, or government.

The Importance of Building Relationships

IoT has influenced and changed the way global companies conduct business, but one thing remains the same: building trusting relationships that lead to sales. Even in this connected world with its remarkable array of smart devices, you still need to make a personal connection with your prospects. If your sales leads trust and relate to you, then you help them relax and engage their minds and emotions. Building rapport with your prospective clients is the first step in the sales process.

5 Steps to Building People Skills  

With the convergence of IoT technology, people are disconnecting with each other. The result is that they yearn for personalized attention, understanding, and trust in their lives, especially in a technology-centric age. Once your prospects relate to you, they are more open to your ideas and suggestions, which is advantageous to you throughout the sales process.

1. Preparation – Any IoT marketing plan involves preparation and building customer relationships is no exception. Take the time to gather data about your prospects before connecting with them for the first time. By collecting data on qualifying leads, you gain an understanding of who they are, what they’re looking for, and what they’re interests are. Once you understand their buyer personas, you can adapt your marketing strategy to each specific prospect by appealing to their personal likes and dislikes.

2. Welcoming Attitude – Whether you’re connecting with your prospects over the phone, in person, or online, it’s vital that they feel welcome. Be genuine and they’ll become relaxed and comfortable. Use the data you collected in the preparation phase to create a mental picture of your prospects, such as their mannerisms, demeanor, and appearance. When you do this, you’re able to greet them in a personal, warm manner. If your prospects like you, they’ll do business with you.

3. Building Respect – Listening to your prospects’ point of view and genuinely showing that you’re interested in them and their businesses demonstrate your respect for them. It shows your audience that their needs are important and that you’re listening to what they have to say. The key is to make them feel important, avoiding small talk and connecting with them on a deep level.

4. Nurturing Trust – Once your prospects know that you’re not only thinking about yourself, but you have their best interests in mind, it creates trust in your business. You build trust by providing answers to their questions and solutions to their problems with fast, helpful answers. They need to feel that you care about helping them achieve their goals and you’re not making promises that you can’t keep.

If your prospective clients trust you, real conversations begin, breaking down the wall between you. This is a major step in the sales process because if a prospect won’t talk to you, the sale won’t happen.

5. Lowering Resistance – After building a welcoming relationship of respect and trust, it’s time to lower your prospects’ resistance. When you build rapport, you’ve actually started to persuade your prospects to buy from you. The trusting bond you form with your prospects subtly lowers their resistance and eliminates objections to the sale.

Many sales are won or lost, depending on the relationships you form during the initial phase of IoT marketing. If you’re able to communicate with your prospective customers and take the time to understand them, it’s a lot easier to move along in the sales process.