Business is a fierce competition, in which many people fail and give up.
But there are also people who seem to be born to do business, their company's revenue is growing like a kite. So what is their secret?
The biggest difference between a successful business person and a failure is the ability to communicate with customers professionally and effectively. Here are 7 steps you should take before your first appointment with a customer.
Step 1: “What do you sell?”
What is the product or service that your company provides and especially how does it help customers? Answering this question is very important. Because it is your self-introduction to potential customers. Practice answering this question often so that every time you need to introduce yourself, you always present it briefly, concisely and make an impression right from the start.
Step 2: “What makes you different from your competitors?”
Customers often focus on only one point of difference between your company and your competitors, such as price. Therefore, you must understand your competitors as well as yourself to have the most accurate comparison of the strengths and weaknesses of both sides. Or use your strengths to compensate for weaknesses, do not try to avoid them.
Step 3: “Why your company and not another company?”
Explain in detail why people should buy your product over your competitors. Collect positive feedback from your loyal customers to back up your claims.
Step 4: Price is always important
Memorize the answer: “Although we don’t always offer the lowest prices, customers still choose us because…” And the smartest way is to borrow the names of famous customers to add value to your argument.
Step 5: Learn about your customers thoroughly
To prepare well for a face-to-face meeting with a client, take the time to get to know them. Using many different sources, it can be the Internet, the client's company website, the media or even your colleagues can help you gather information.
Step 6: Always take the initiative to lead the conversation
Plan out what you want to say and always be the one to start the conversation. Usually, you should start by introducing your company, then don't forget to ask about the partner. This is the key step in the whole meeting, so you should always be prepared with all the questions and answers. Which sentence should be the first sentence and which should be the last sentence. Remember, the sales process is a long conversation and words are the weapons of a businessman, try to sharpen them.
Step 7: Anticipate every situation
What do you expect after the meeting? Of course, the customer is satisfied and has signs that they are ready to cooperate. To seize this opportunity, always prepare the next step. There are two ways to approach this next step. One is to arrange a second meeting with the customer that same week to discuss the preliminary planning room.
This appointment will definitely require more investment, you must thoroughly understand the customer's needs to be able to satisfy them. Remember, your dedication will create a good impression and trust for the customer. However, do not expect too much that everything will go smoothly and always prepare a backup plan. If the customer you just met does not agree to buy your product, suggest meeting other people in the same department as that person.
Next, you will interview these people and make a summary of the information you have gathered. When you have a good grasp of all the information about your customers, your chances of “catching” them will be much higher. However, if you miss this opportunity, that information will help you in the future. Never giving up is also an essential quality for an entrepreneur.
In Star Why are these 7 steps so important?
First, these 7 steps will get you on the right track. They will help you identify your target, which is always your customer.
A common mistake in business is to focus on closing a deal rather than opening a new relationship. Put yourself in the shoes of a customer. If someone is always pushing you to accept a deal quickly, you will immediately have questions. Is there something fishy behind the haste? Is this deal trustworthy?
A great salesperson is someone who customers come to buy from, not someone who sells anything. To reach this level, you must build a good relationship and trust with the customer from the beginning. You may fail in your first contact with the customer, or even fail repeatedly in the next.
But don't forget to build a good image of yourself in the eyes of your customers. Send them letters of introduction regularly. These letters of introduction are not only about you but always remember that the needs of customers come first, always aim for their benefits. Monitor the business situation of customers and introduce products and services suitable for them at each stage.
In fact, the most demanding customers are often the most loyal. And the most important factor to win over these customers, which is also the most important factor for businesses, is reputation.
Never giving up is an essential quality for an entrepreneur.
According to TCNC/chungta
