Jim Teague - Build Relationships to Build Sales @ Amenity Seminar

Relationship building is more relevant to building business now, than it has ever been, and simply giving good customer service is just not good enough.

However your customers have evolved in these difficult times, there is one thing you can be sure of, and that is that there are fewer true gardeners amongst them than ever before. Garden centres up and down the land have to change the way they engage with their customers or they run the risk of losing them.

Customers are looking to garden centre staff to welcome and value them, to help and understand them. They are no longer prepared to be out of their comfort zone, floating adrift in the sea of Latin and horticultural terminology where knowledge is power and the mystique of the Victorian garden still prevails.

The garden centres that will prosper are those prepared to breakdown some of the conventional horticultural barriers, those who will acknowledge that it’s not about being an expert but about sharing your expertise. ‘Dumbing it down’ is often frowned upon by the horticultural purists, but where else do you have a shopping environment where customers buy product in a language they don’t speak, and often can’t pronounce?

The secret is to make it personal, make the customer see that you care and human nature will help your business grow because given the chance, people will buy from people who care.

Source: Jim Teague – www.jimteague.co.uk

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