Every business needs customers. In fact, that's usually what separates a business from a hobby. Focusing on personalized customer interactions as a trusted advisor is an important step to take. This will help your sales process go smoother, and help your business grow.
The best digital marketing in Baltimore will bring more people to your door (or phone these days). But all the leads in the world won't do you any good if you can't turn them into customers. This has little to do with your product or service. How you treat people and how they see you matters far more.
Ensure you understand your client's issue before recommending a solution. Overselling makes all service-people look bad. That's why so many people are afraid to call about a problem, they think they'll have to take out another mortgage to cover the repair bill. Of course, high quality solutions cost. But let's make sure to listen to our customers before pushing our product. Asking open ended questions is a great way to start.
One of the strongest ways to convert a new lead into a new customer, is to let them convince themselves. Even if you know the exact solution to their problem, they'll think you weren't listening to them if you rush it. You're probably right, but it won't matter, because they don't feel heard. Listen to their concerns, and reframe their responses to show you were paying attention.
You may be thinking "I didn't get into this business to worry about everyone's feelings all the time" and you're right (me neither). It only takes a few pauses, and a few more questions to make this change. Once they see you as someone to help them with this exact concern, you're good. If they think of you as another serviceman pushing your expensive product, you're out.
A lot of customer complaints don't have anything to do with the result of the work. They often don't have anything to do with anything! By changing how the customer sees you in your role, you make sure you're on the same side. "We both want to fix this problem, so let's figure it out together."