Helping customers “get to know you” isn’t just about names, it’s about information. In other words, it’s about self-disclosure, which is the process of revealing your personal information to another.
This process starts with a small piece of information, i.e., your name. Then, as the relationship develops, it progresses into more intimate territory with the sharing of opinions, preferences and experiences. What’s more, because of its reciprocal nature, self-disclosure has incredible power. It creates comfort, establishes rapport, helps discover the CPI (Common Point of Interest) and builds trust between you and your customers.
Your ability to educate your customers not only about your products and services, but about yourself, is critical to your success. So, remember what my friend Jeffrey Gitomer says: it’s not what you know; it’s not WHO you know – it’s who knows YOU.
LET ME ASK YA THIS…
How do you help your customers get to know YOU?
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Author/Speaker/That guy with the nametag