Knowing your customer will increase your business
- Author Mattias Lind
- Published November 22, 2011
- Word count 706
You have just been invited to a customer to discuss his needs and you think you have the possibility to help him. Since he has shown interest for what you might have to offer you have transformed him from a suspect to a prospect.
You go to his office, determined that you will sell him at least one product.
Being determined to sell something is great, but what would be even more great is to understand that if you can understand your clients needs you will be able to sell him even more.
I have been working with a lot of sales people. Most of them extremely good at selling the product they are about to sell.
However, I have worked with very few who are able to listen to the real needs of the client. What is really the problem that he is trying to have solved and what keeps him awake at night?
What we started to do was to do a needs assessment. The first thing when coming to the customer was to discuss what the problem was that they wanted to solve. They might think that a specific solution will solve their problem but since they are not experts in that field they are walking the wrong path.
By first being informed about their problems without thinking about what solution you can sell them you will be able to see the problem from a higher perspective. Sometimes you might not even be able to present a solution in that meeting but will go back home to think of a solution and come back later to present something.
By working in the path of getting to know your customer first you will be able to solve a lot of problems for them in the future. You might even have to say that you don’t have a solution for one of the issues but your role will then be to arrange a solution with another company, hopefully a partner.
With this kind of unselfish acting you will be able to start building a trust between you and your clients. This creates loyal clients that will be part of your business for many years to come.
When getting to know your customers it is also important to fund out what they really like. You might have one client who loves golf. What a perfect thing to take advantage of for the next sales meeting. You go out for a 4-hour round of golf to finish off in the restaurant discussing more solutions that he can do good with.
Of course it is invaluable to know about birthdays, family situation, etc as well. Things that you will get to know while talking and listening to the customer.
When you have all information it is important that you add this to some Sales Software. By adding information that is good to know about the customer you won’t forget it and are also able to add reminders in the calendar, for example to congratulate on a birthday or so.
Sales Software, or at least the CRM part of a software, is also good for adding all kind of activities connected to the customer. Even when you tried to reach the person should be in the system. This will help you to remember when you tried to call him but didn’t manage to get hold of him. This information can be very good to have when being in the next discussion with the customer.
Knowing your customer and create some kind of relationship that is built on trust is invaluable for your long term goals. Of course this will also make your job more fun but it will give you a much higher result and also help you not to have to chase new customers all the time.
There should be a balance on time spent on keeping old customers happy and trying to increase the amount of customers. There is always a formula where a customer costs too much for what he gives, but you also have to remember that he is likely to speak well about you to his contacts and friends as well, even though he himself don’t purchase anything at all.
Mattias Lind is CEO at Buissy.com Ltd(http://www.buissy.com), The B2B Market Place for Business Software that includes business software for numerous categories and offers the possibility for purchasers to find software and also compare software that suits their company the best.
Article source: https://articlebiz.comRate article
Article comments
There are no posted comments.
Related articles
- Pumpkin Spice, But Make It Office-Friendly: A Beginner’s Halloween Makeup You Can Wear to Work
- The Man Behind the Cape: The Life and Tragic Fall of George Reeves.
- Is Learning to Drive in an Automatic Car Easier? — Expert Answers from Autogear Driving School Glasgow
- Nature’s First Superfood: Why Breast Milk Is the Ultimate Nourishment for Your Baby.
- Decorating the Humble Ranch House This Holiday Season with Vintage Carved Wood Furniture
- Personalized Carved Wood Doors: Your Gateway to Resort-Style Living at Home
- Cozy Neutrals and Natural Textures: Creating Your Deep, Lived-In Sanctuary
- Home for the Holidays: Creating Wholesome Spaces with Vintage Furniture and Antique Carved Doors
- Beyond the Buzzword: Understanding the Difference Between Ketosis and the Ketogenic Diet.
- The 24-290 mm Paradox: Why a 12× Zoom from 2001 Still Outresolves Today’s 8K Sensors
- The Power of Ketosis: Unlocking Your Body’s Hidden Energy Source.
- Navy Veteran With Dementia Found Dead in Assisted Living Freezer!
- Fueling the Future: Why Ketosis Is the Key to Lasting Energy and Metabolic Health.
- The Genetic Stew
- Common challenges in IT modernization
- Naka Solutions Reviews: Innovation, Quality Service, and Trader Trust
- The Style Upgrade: Why Coretec Floors Outshine Traditional Vinyl
- Ketosis Unlocked: The Science Behind Your Body’s Natural Fat-Burning State.
- Luxury Morocco Shore Excursions: Discover Authentic Beauty in Comfort and Style
- The Silent Disruptor: Understanding How Thyroid Imbalance Affects Your Body.
- Fehmi Lights Inc. & Fehmi Lites Manufacturing Co. – Shaping the Future of Illumination
- Thyroid and Hormone Harmony: The Delicate Balance That Shapes Your Health.
- Discover Morocco with Face Tours: Authentic Journeys Across the Kingdom
- The Thyroid Connection: How This Small Gland Controls Big Changes in Your Body.
- Morocco: The Rising Star of African Tourism — A Journey Through Culture, Desert, and Hospitality
- The Hidden Power of the Thyroid: Why This Tiny Gland Shapes Your Entire Health.
- The Thyroid Explained: Understanding the Silent Regulator of Health.
- Local Guide for Giles County and Pulaski, TN Real Estate Market
- Warts and Your Health: Why Ignoring Them Can Lead to Bigger Problems.
- The Hidden Dangers of Excess Weight: Why Your Health Can’t Afford to Wait.