There is an old saying in Kannada (a South Indian language) which roughly translates to: "It takes a year for the pot maker to make a pot, but hardly takes a minute to break it with a rod". Its so true when it comes to Sales. Getting a customer requires hard work and can take ages, but to lose one you don't have to do much. It's hardly time consuming.
Let's take a look at 5 tips that can help you turn your prospects into loyal customers.
1. Be Professional
Your first impression with your prospective customer is very important. People say the first impression is the best impression. But remember, in sales every meeting you attend demands a professional attitude from your end. Your attire, body posture and effective communication can set yourself apart from your competition. Always keep in mind that you are the face of your company. Anything you do, be it good or bad reflects on your company.
Looks apart, never get personal with people in a meeting. Today we are a global economy, which means we can expect people from different nationalities or languages to be present in a meeting. dry magnetic separation process Even if you happen to meet someone from your country or someone who speaks your mother tongue, refrain from talking in that language. Speak the common language that everyone understands. You are insulting those who do not understand your language if you speak in your language. Unless you know for sure everybody in the meeting room understands your language and they feel comfortable with it, its off your menu.
Never assume that you can get business if you speak your prospect's language. Your presentation and professionalism carry more weight.
2. Do not bombard with calls/emails
Follow-up is essential in sales. No follow-up, no sales whatsoever. But when overdone, it can damage your reputation beyond repair. You can be classified as a spammer and blacklisted.
Always keep in mind that decision makers can take a bit of time before they finalize on something. You are probably not the only one to have submitted a proposal/quote to your prospect. Companies have to weigh the pros and cons of every quotation they receive. Any decision they take can either do good or harm them. So have a bit of patience.
It is perfectly fine to call-up your primary contact to find out about the status of your proposal. But get a timeline from the contact for your next call or email. Remember that the company you are talking to is still a prospect for you.
3. Never criticize your competition
There is always cut throat competition in business. In most cases you may know your competition and their products. It is quite possible that your prospect can bring up a topic about your competitor's product during discussions. You are in the meeting to sell your product, not to criticize someone else.
Comparison between products is fair. After all, each one of us would compare and then buy maybe even for an item like a toothbrush.belt conveyor maintenance There is nothing wrong if your prospect tries to compare your product with another one. Take it in the right spirit and point out the positive aspects of your product. If there are any loopholes pointed out, accept it. Tell them you will fix it for them.
4. Do not over commit
To survive in business, you have to close deals. But just to get an order do not promise the moon. If you know very well that you cannot deliver something the way your prospect needs, be frank and tell them that you can't. Saying "NO" at this stage is not going to do any harm to you because you still have the sales channel open. You can always approach the prospect again for some other business. People appreciate if you are honest and frank.
Always remember to state the terms and conditions clearly in your proposal. There could be variations in pricing or delivery schedules between the time you prepared the proposal and the time you actually got the order. Include a proposal validity clause always.
If you happen to over promise or commit and fail to deliver once you close the deal, you can land yourself in serious trouble. Not only are you going to lose the order, you might even end up paying a hefty fine for breach of contract. Do not hand over a good prospect on a platter to your competitor.
5. Communicate and stick to your commitments
You have worked hard to turn your prospect to a new customer. Your journey has just begun. Now you have to work even harder to maintain the new relationship. Communicate;ball mill operation manual and do it regularly. Show that you are there for them always. It is quite possible that there might be a delay in processing the order or delivering it. You are safe if you have stated the terms and conditions clearly in your proposal. But keep the customer informed.
Deliver your promises. This is essential if you want to get repeat business from your customers. If you are able to get the "Preferred Supplier/Consultant" tag from your customer, then this is your Loyal Customer. You know them better, understand their problems and deliver the right kind of solutions. So you are rewarded by becoming their Preferred Supplier/Consultant.
Having read the above points, your focus now should be to turn each of your Prospects to a Loyal Customer. It is a time consuming process, but your efforts are rewarded by leaps and bounds.
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